Don't try to impress people with your knowledge; impress them with your ability to help them.
We, the people say too much irrelevant stuff - all the time - every day - to every type of person.
For instance,
conversation with family member, trying to convince him/her to do something (but not getting closer to it even by a mile)
presentations that begin with the presenting company’s year of formation, number of offices and staffing levels;
networking conversations that include a lengthy description of the other person’s company, their product range, infrastructure and history; or
sales pitches that give a full, excruciatingly detailed description of how the product works (much of which you just don’t need or even want to know).
Totally, utterly irrelevant to you. But you hear them all the time. And, you probably do it too. When you speak like this, it’s very much like filling a bucket with jelly, and flinging it at the other person, hoping some of it will stick.
What am I reading? Elon Musk by Walter Isaacson. I am half-way through and already falling in love with physics. More on that next week.
Introducing the Jelly Effect.
The Jelly Effect by Ande Bounds teaches you simple, memorable and costless ways to win more attention and more business. Imagine how effective you'd be if you communicated only what was relevant 100 percent of the time.
"The key to influencing people is to combine your passion with their values, desires, or needs."
The Jelly Effect will show you how to get the best out of any situation, whether you're speaking to an individual or a group, formally or informally, inside or outside your organisation.
Sharing #bigIdeas from the book
The 5 Rules of Communication
These are the five rules you must follow to have the maximum impact – and minimum jelly – when speaking to others:
Always context first;
Frame of the other person;
Thoroughness is key;
Extra info; and
Required info only.
The simple way to learn and recall the five rules is by remembering their initials spell the one word that drives jelly-free communication: AFTER.
"The most important thing you can do when communicating is to focus on your audience, not yourself."
AFTERS-BASED SELLING
This title is a sentence you should remember. Customers don’t want the best technical lawyer in the world. They want the lawyer who can solve all their problems. So, to sell more, you have to be a fantastic problem solver.
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