If you are providing a scarce and valuable product, service and or relationship, why would you allow your client agreeement to be commoditised into a boilerplate language by Finance or Procurement?
Archive for the ‘Powerful Language’ Category
Commodity Agreements
Tuesday, July 14th, 2026
First Serve
Thursday, June 30th, 2022
The first serve in men’s singles tennis at Grand Slam tournaments wins close to 61% points on short rallies (under 4 shots) but that lowers to ~50% in longer rallies.
What are you fearing when the prospective investor or client gives you the opportunity to “serve first” in your meetings with them?
The accuracy, timing or brevity of your lead off question or point?
Come prepared to succeed. Shorter questions and points elicit far more productive answers.
Interruption Rules
Friday, February 21st, 2020
“It is rude to interrupt”. Not if the intervention is genuinely in the other or a third party’s self-interest (greater understanding of their point or request). It is, if the intervention is merely undertaken to further your self-interest (ego, insecurities or fears). What I term the “Piers Morgan trade”.
The Expert’s Expert Question
Friday, January 18th, 2019
“What would he/she do if they were you, not what should you do?”
When framed in a personal context, and applied to any circumstance, you instantly separate “qualified” from “BS” advice.
What Is Your Point
Wednesday, December 12th, 2018If you insist on asking a question seeking an answer that conforms to your worldview, and you show zero interest in the response or instantly reject an opposing view, why should someone invest further time with you?
Deadly Resumes
Tuesday, June 5th, 2018If you solely talk about your “past” (accomplishments, expertise), and neglect to talk about your preferred methods of working with others and most importantly, the future employer/customer needs that you are passionate about, and great at, addressing, how am I expected to understand your transformative value?
© James Berkeley 2018. All Rights Reserved.
Killer Language For Entrepreneurs: Intellectual Acumen
Tuesday, June 5th, 2018“I am not here to tell you how smart I am, I am here to tell you how smart you will be in the eyes of your peers after backing my business….” Superior returns are rarely found in anything other than individuals, who are sharp, agile and fast-on-their-feet. Their intellect is manifest in an unconventional but simple business approach, which generates dramatic value and results for the investor. That sounds so simple. yet nearly every entrepreneur makes the simple complex and dilutes the impact.
© James Berkeley 2018. All Rights Reserved.
Killer Language For Entrepreneurs: Strengths
Sunday, June 3rd, 2018“Why are you smarter than your peers?” To know your unique strengths, to encapsulate them briefly in a powerful sentence or two, and to place them in the context of your audience’s immediate improvement, is a rare skill. 90% of responses from entrepreneurs are “weak”.
© James Berkeley 2018. All Rights Reserved.