Archive for August, 2010

Think It Through: Woman Marries 3 Men

Tuesday, August 31st, 2010

Think It Through using Outcome Thinking®

I must admit at first I said, “well of course it is June”  Then I thought that was too easy so I kept stretching to find the answer.  The funny thing was the answer was already given to us- Johnny is the third child.

I am amazed at how many things we are given in our laps but we don’t make the connection.  For example, I just bought a new product called the WebAround.  It is a screen that can sit behind your chair while you talk on the webcam and it blocks out all the mess behind you.  I am not sure, but it looks like it was invented by a Mom.

Here is the part I love:  what she designed her product out of is a pop up nylon piece that slips on your chair and then quickly folds up to be stored.  That “pop up nylon” material is what is widely used in kids play tubes, basket ball games or kids pop up tents.  I am sure she looked at her child’s toy one day dropped that in her working memory at the same time she was thinking about how to speak on her web cam and not have the messy kitchen be seen and the two came together as a solution.

What a great concept!

Here is your riddle for tomorrow:

How can a woman living in New Jersey, legally marry three men, without ever getting a divorced, becoming widowed, or becoming legally separated?

How Can I Get A Negotiation Off To A Good Start using Outcome Thinking®?

Tuesday, August 31st, 2010

ProGOtiation®

They started out civil. They smiled, made nice chit chat and then started in to the negotiations.  Before they were halfway through they were out of their chairs and one guys hands were around the other guys neck.  Now least you think I am making this up, it is a real negotiation! 

What went wrong is that both parties came in with zero trust in the other, both thought the other was there to “rip him off”, and both became emotionally heated during the discussion.

Most negotiations go down that road, maybe not to the drastic point this one did, but they usually end with people frustrated, angry or feeling “devalued” when it was done.

See the value in the negotiation comes with the thoughts and preparation you walk in to the room with.  It comes with the way you are able to think through the value of things to the other party, not yourself. And it comes in the way you are able to ask the tough questions in order to get the other party to see when they are being unreasonable in their requests without making them defensive.

Don’t walk in to the room carrying your armour, just waiting for the shoe to drop because I guarantee you it will.

Instead walk in assuming both sides want to come to a resolution but the path or best way to get there isn’t determined yet.

Then focus on truly listening to what the other person is saying rather than assuming you know what they mean.

You will be surprised at how much more you hear when you open your brain to options.

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Thinking at the Speed of Light: Two critical ingredients you need to succeed!   

Presentation Skills: Who Should Adapt me or my audience?

Monday, August 30th, 2010

Outcome Thinking® Presentation Skills

Universally I will tell you most people build a presentation or discussion around their point of view with the thought being you will “get it”.   The problem is the other person is listening from a completely different perspective so they can’t even “hear” what you are saying.  And thus the world spins around and around as you move no where.

So here are some ways to insure you and your audience connect:

1. You have more to lose than your audience if they don’t “get” what you are saying. This means 100% of the ownership falls on your shoulders, not theirs.

2. Think about the outcome desired and why it is relevant to that audience.

3. Speak from that perspective.

We had a client who was going to be speaking to builders at a convention.  His company makes cabinets.  His frustration was that in the past whenever he talked to the group the people attending who were window manufacture, plumbers or other areas didn’t listen to him because they had no interest in cabinets.

The next one he spoke at he came from the point of a tree.  He had the group laughing, interacting and even had some window guys come up to him to see how they could collaborate and refer more business to his company.

So expect that the adaptation is done by you, not your audience when presenting.

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Thinking at the Speed of Light: Two critical ingredients you need to succeed!   

Think It Through: What’s in a name?

Monday, August 30th, 2010

Think It Through using Outcome Thinking®

What word when you change one letter goes from being a natural path to a man-made?  Valley.  Drop the V and you have alley.

Sometimes the tweaks we need to make on things are so minor but we have trouble seeing them.  When presenting your ideas to others make sure you make transitions that align with the audience and move them from one idea to the next. The better you are at making these insightful connections the more people will see out your knowledge. 

These little riddles are designed to help you continue making those stretches and rewiring your brain.  So it is not about whether you got the right answer; it is about how you attempted to solve the answer.  Watch for your own brain patterns.  You should start to see your working memory expand as you do these on a daily basis.  As your working memory expands so will the possible answers that flood your brain as you work through the riddles.

Here is your next riddle:

Johnny’s mother had three children.  The first child was named April. The second child was named Mary. What was the third child’s name?

Think It Through: Path Way to Glory

Friday, August 27th, 2010

Think It Through using Outcome Thinking®

Well many of you got the answer right to yesterdays riddle.  When you thought about it UND popped up.

So what caused many of you to get the right answer? It actually has to do with how your brain operates. 

Your brain can retrieve information easier when it looks at something and says, “no that is the wrong answer” then when it has to stare at a blank space and fill it in.  Because yesterday’s riddle was partially filled in I bet many of you put pen to paper to fill in the letters before and after.  Then all your brain had to do was look at what you put in and say “no that is wrong, the correct answer is…”

When you are working on a particular problem use your brain as an asset by just writing in an answer even if you know it is way off base.  Your brain will quickly retrieve the right answer when it rejects the answer you put in.  But if you don’t put anything on paper, your brain will literally “blank” out on you.

Here is your riddle for tomorrow:

I am a path situated between high natural masses.  Remove my first letter and you have a path situated between man-made masses. What am I?

How to Think Through Problems using Outcome Thinking®

Friday, August 27th, 2010

“If you have a job without aggravation, you don’t have a job.”  Malcolm Forbes

I love that quote.  It speaks to the fact that life and our jobs are not meant to be easy.  They are meant to challenge us to bring all we have to the table.  I think we often forget to stop and be grateful for what we do have and how the challenges we face end up shaping who we are and what we do.  Those are things to be grateful for.

I reflect back now on some of the toughest times in my life and I realize how much what I did and how I thought through those times now shapes the persistence, endurance and tenacity I have today.  I wouldn’t trade those times for anything.  Of course, I wouldn’t want to live through them again but honestly wouldn’t erase them if I could.

As leaders and sales professionals you often want the smooth path- where no one bothers you with their problems- but the reality is that is exactly why you are there.  Customers want sales people to solve their problems. Employees want leaders to make their life easier.  As Collin Powel said, “If people aren’t bringing you their problems, you are no longer leading.”

So don’t wish for the problems to disappear but instead look for how you can improve how you deal with them.  I have found that the longer we “dwell” on something the more we give weight to opinions, assumptions and the farther we move away from the facts.

So do this with your next problem in order to bring more clarity:

1. Write down the facts as you know them- no opinions or assumptions. It is tougher than you think.  Matter-of-fact, when we do this with leaders they find that 70% of the information they are acting on is really opinion or assumption, not fact!

2. Look at the facts and think about what the best outcome would be.  If you need to, at this point you can look at some assumptions ONLY IF they are positive.  Why? because it will keep your brain on a proactive role versus a defensive mode.

3. Now quickly write out a course of action and then set it aside.  Let it just sit in your brain.

4. Review it later on (even the next day if it is a bigger or more delicate problem) and see if it still feels right.  If it doesn’t the best answer usually pops in to your head overnight.

This quick little four step process will help you keep problems from dwelling and growing roots in your brain and instead, will give greater clarity and insight.

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Thinking at the Speed of Light: Two critical ingredients you need to succeed!  

Think It Through: Water Flows

Thursday, August 26th, 2010

Think It Through using Outcome Thinking®

This seems like an easy riddle. The majority of you sent in the answer 5 because it seems logical that you take 5 butts and make one cigar, so if you have 25 butts you have 5 cigars.  What you forgot (all except Sean who got it right!) was that once the Hobo has smoked the 5 cigars he made, he will now have 5 butts left to make one more cigar.  This means he can get 6 cigars out of 25 butts.

What can you get more out of?  Are there business relationships that you are only looking at from the surface level so you are missing opportunities to get that last element out of it? 

In sales, are you so focused on your obvious products that you are missing out on the ability to cross sell in to a whole new area?  Keep stretching your thinking!

Your Riddle For The Day:

Fill in the blanks using the same three letters at the end as at the beginning in the same order to find a place where water flows free: _ _ _ ERGRO _ _ _