The Power of Yes!

The Power of Yes!

In the interest of complete transparency, I want to be absolutely clear about my intention in writing this article: My aim is to hit you hard and repeatedly with the ‘yes’ hammer until it’s permanently embossed on your head and in your mind. My hope is that you re-wire your knee-jerk reaction for a ‘yes’ auto-response – or better yet, you re-wire your brain so that you consciously choose a ‘yes’ or ‘no’ response with no knee-jerking at all!

You probably already know that positive people are more fun to be around; that it doesn’t feel good when people say ‘no’ to you; and, that being open-minded is generally better than being critical or close-minded.

But what you may not know is just how overwhelming the evidence is a ‘yes’ mentality can help you in almost every aspect of your life and business.

Continue reading The Power of Yes! →

An Icon Lives On.

An Icon Lives On.

I heard the news that Steve Jobs passed away when I happened to glance up at the television screen in front of one of the exercise machines at my fitness gym.

The news hit me hard, like I had personally lost a member of my own family. It hit me hard, like when John Lennon died on Monday, December 8, 1980. I remember exactly where I was, blankly looking through the window of the office in Paris and feeling somewhat numb.

Twenty years from today, people will ask, ‘where were you when you heard that Steve Jobs had passed away?’ and I’ll be instantly transported back to the gym.

I’ve been a Mac user since 1984. Yes, that was the year the famous Superbowl television commercial launched the Macintosh. Steve Jobs was huge in my life. He stood for everything different, bold, intelligent and innovative — all qualities I continue to aspire to and connect to my own identity.

A giant has passed away. An icon lives on — because that’s what icons do. What’s your icon?

The 1984 Apple Macintosh Superbowl Television CommercialThe Apple Macintosh 1984 commercial. It still inspires me.

 

 

 

 

Steve Jobs' 2005 Stanford Commencement AddressSteve Jobs’ 2005 Stanford Commencement Address:
How to Live Before You Die.

 

 

 

 

 

An excellent tribute from Wired Magazine.

 

 

 

 

Keep thinking different,

Michel Neray signature

Michel Neray
Chief Differentiation Officer
The Essential Message

‘Sales & Marketing’ or ‘Marketing’ and ‘Sales’?

‘Sales & Marketing’ or ‘Marketing’ and ‘Sales’?

Most people lump sales and marketing into the same category. Many companies even have one person in charge of both functions. But is there a danger in thinking of both sales and marketing in the same breath?

Let’s think this through for a minute.

The best definition of those terms I have ever heard is that ‘marketing’ gets people to come to the table; ‘sales’ gets them to sign.

It’s a very important distinction.

While the lines may often appear blurry, marketing is usually what your reputation, newsletter or blog, advertising and website do. For small budget items and many consumer goods, a well-written landing page could help you complete the sale. But for corporate contracts and business-to-business services, sales takes on a life of its own — and almost always requires you to pick up the phone.

On my to-do list, I used to have ‘Sales & Marketing’ as a single header. Then I realized that I was completing all the marketing tasks, but somehow the sales tasks kept slipping to the next day, (and the next, and the next…)

That’s when I created two separate headings, and put ‘Sales’ first.

I made my three calls this morning. How many did you make?

Essentially yours,

Michel Neray signature

Michel Neray
Chief Differentiation Officer
The Essential Message

Michel Neray on Passion Point TV with Irene Becker

Michel Neray on Passion Point TV
with Irene Becker

I want to thank Irene Becker for a fantastic interview (and hug)! Check it out below (click the ‘Continue reading’ link)… and be sure to have a look at Irene’s other interviews with other passionate people!

Passion Point TV with Irene Becker

Continue reading Michel Neray on Passion Point TV with Irene Becker →

How attuned are you to your customers’ Persuasion Drivers?

How attuned are you to your customers’
Persuasion Drivers?

In coaching, we talk about meeting your client where he or she is. In mediation and conflict resolution, we talk about seeing things from the other person’s point of view. In customer service and sales communications, we talk about creating a customer-centric business. In industrial design, we talk about designing the user-centred experience — adapting systems, objects and interfaces to fit the user instead of the other way around. In the Essential Message, we learn how to frame a competitive advantage and guide a conversation based on a genuine understanding of the other person’s ‘Persuasion Drivers’.

This principle is so pervasive and universal, you’d think that everyone in the world would have a deeply engrained habit and ability to walk in the other person’s boots and see their business through the eyes of the customer. And in fact, just about everyone claims to do it.

Unfortunately, it doesn’t seem to be the case.

Continue reading How attuned are you to your customers’ Persuasion Drivers? →