• Alan Weiss's The Uncomfortable Truth®

  • 著者： Alan Weiss
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Alan Weiss's The Uncomfortable Truth®

著者： Alan Weiss
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  • Alan Weiss's The Uncomfortable Truth® is a weekly broadcast from “The Rock Star of Consulting,” Alan Weiss, who holds forth with his best (and often most contrarian) ideas about society, culture, business, and personal growth. His 60+ books in 12 languages, and his travels to, and work in, 50 countries contribute to a fascinating and often belief-challenging 20 minutes that might just change your next 20 years.
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  • Esteem

    Esteem
    2024/10/03
    Esteem means respect and admiration. Hence, self-esteem would mean respect and admiration for yourself. Self-worth and self-esteem are the same thing to me, whereas self-confidence is your faith (or lack thereof) that you can do something: efficacy. Pride is feeling proud of your accomplishments, but vanity is insisting that others hear about them, as well. The pandemic, foreign wars, polarization, AI, demographic change, and climate change are all contributing to the diminishment of self-esteem. People feel as if they’ve lost control, need too much permission (TSA), and lack power. Pandemic approaches seemed to be more about politics than medicine. And the internet is rife with conspiracies and misinformation. How do we resolve this and reclaim our power and esteem? • Be healthy. Exercise, have a reasonable diet, and get medical checkups. • Love yourself. How can anyone else love you if you can’t love you? • Don’t jump to conclusions and make assumptions. Find the facts. • Don’t fret. Find ways to take action. • Talk positively about yourself, don’t speak about your “struggles” or “fears.” • Isolate negatives and generalize positives. • Create a sounding board, a support system, and enlist trusted others. • Recognize that if the cause is emotionally deep and traumatic, you probably need therapeutic help. • Journal your accomplishments and successes. • Practice a morning/evening ritual. Be honest about your successes, that’s not boasting. But if you don’t recognize the talents and abilities that led to your successes, you’ll always feel like an imposter.
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    8 分
  • Small Business, Small Minds

    Small Business, Small Minds
    2024/09/26
    The rate of failures of small businesses is astounding: 20% fail during the first two years, 45% during the first five years, and 65% during the first ten years. While there are myriad reasons, such as succeeding generations of ownership not being as motivated or competent, most of these fail under the original founders and owners. That’s because they tend to think of their business and tasks and not the customer’s happiness and results. In this episode, I discuss the 20 or so common mistakes and oversights that contribute to the problems. For example, most owners don’t sufficiently shop their own businesses, hire “bodies” instead of talented people, and view customers as an impediment to doing business the way they’d prefer! Instead of passing on every possible cost to the customer, client, or patient, small businesses should be passing on every possible value and benefit. They should make it easy for the buyer to buy. I’ve come to believe “Someone will be right with you” about as much as I believe “This call may be recorded for quality control purposes.” Just because you own a small business doesn’t mean you can get by with a small mind.
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    11 分
  • Credibility with a Buyer

    Credibility with a Buyer
    2024/09/19
    Some suggestions to build credibility with a buyer during the initial meeting. (This assumes you’re meeting with a true economic buyer who controls the budget.) 1. Assume a peer mentality. Don’t allow yourself to be cast in a “dog and pony show.” (I suggest you never show up with visual aids for this very reason.) Adapt an attitude that the two of you are peers mutually exploring a working relationship. Either of you might accept or reject it. 2. Be patient. Don’t barge into silence and state, “Let me tell you about myself.” You’re not there, believe it or not, to get a sale. You’re there to develop a relationship. That might require several meetings. 3. Use provocative questions to get the buyer to talk about him- or herself, or at least the company. Show an interest in the buyer and the business. 4. Do your homework. Learn the current stock price, the company history, the major competition, and the primary markets served. Become conversant in the client’s business environment before you meet the buyer. 5. Push back. Choose your spots to disagree with the buyer. At least offer alternative viewpoints. Relationships are based on honesty and candor. 6. Offer immediate value. Demonstrate some techniques or approaches that might be applicable. Don’t wallow in theory, and do not focus on your exceptional credentials. Instead, provide help. 7. Embrace the buyer. Use “we” and “us.” Orient your conversation around how the two of you would partner, not what “you” would do to “them.” Encourage the buyer to think about the two of you working in concert. 8. Focus on business outcomes. Spend as little time as possible on alternatives and input (e.g., training, surveys, retreats, audits), and emphasize results (e.g., market share, improved teamwork, higher profits). 9. Ensure that your image is professional. Dress well, even in a business casual environment. (Expensive casual clothes are indicative of successful people.) Make sure your grooming is appropriate. Use the language perfectly. 10. Take the initiative. Ask about and reaffirm the meeting time frame and the agenda. Suggest next steps. Summarize what you’ve heard. Act like someone accustomed to working with high-level people. You won’t close every deal or charm every buyer, but at least ensure that it’s not because you’re your own worst enemy.
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    12 分

あらすじ・解説

Alan Weiss's The Uncomfortable Truth® is a weekly broadcast from “The Rock Star of Consulting,” Alan Weiss, who holds forth with his best (and often most contrarian) ideas about society, culture, business, and personal growth. His 60+ books in 12 languages, and his travels to, and work in, 50 countries contribute to a fascinating and often belief-challenging 20 minutes that might just change your next 20 years.
All rights reserved
社会科学
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