Dianna Booher

This is the problem we're working on.

This is why it's important to the whole organization.

And these are the outcomes that we're hoping to achieve for the organization.

And that positions you as a real leader and a strategic thinker.

And when you start answering that question that way for your colleagues and other divisions, for your clients, then they'll start seeing you that way as if you know what's going on for that client, for your suppliers, for the general person who you talk with, your colleagues.

Right.

One of the things that was really intriguing to me when I did the research for this, and a lot of this, based on a lot of research, going back to primary research, would be counterintuitive to what you would say, looking at how people react.

to you.

One of the natural things you would think if you don't have confidence as a leader, that you would stack the cards in your Facebook when you're talking to a client.

For example, if you have reasons to do something or you have credentials when you're talking to a client, you would present all of those.

You know, here's one reason to do this.

Here's another reason for buying this product or going with our firm.

And here's the third reason, fourth reason, etc.,

But the research showed that people average rather than add.

Here's what I mean by that.

Let's say you're advertising, oh, I don't know, a new course at Cal.

And you've said, here's one thing it'll do for you.

And they say, oh, that's great.

I need that.

That's 10.