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Order from above

“Don’t ask me why. It’s an order from above.”

Still a common scheme in corporations – both outward and inward facing. It frustrates customers and teams alike.

One solution – basically the default in many corporations – is to explain harder, i.e. longer, i.e. repeatedly.

Using. The. Exact. Same. Words.

As if not getting it was the team’s fault.

Clarity is the leader’s responsibility. The days of command & control have long passed by. Lighting the path so that people see where we’re going – and why – is a much stronger approach. It starts with seeing from the team’s perspective.

(Likewise for customers.)

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Using up trust

We tend to think about sales as a competition. About winning the pitch, making the sale, and getting the deal. And when we do get

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What if they are right?

What if, just for today, you assumed that everything you believe is false? That the others are, in fact, right. That their objections to your

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Dr. Michael Gerharz

Dr. Michael Gerharz

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