There’s a saying among sales people that goes, “No one cares how much you know until they know how much you care.”
But when you’re one of two or three firms delivering a presentation for a big project, I don’t think it’s quite right. I think it should read, “In a beauty contest, no one cares how much you know. They only want to know how much you care.”
I recently read surgeon and journalist Atul Gawande’s bestseller “The Checklist Manifesto: How to Get Things Right.” It’s about the amazing power of simple checklists. For example, a five-step checklist saved 1,500 lives and $200 million by reducing infections in Michigan hospitals.
There’s a great survey available on SurveyMonkey that measures your ability to know when someone’s smile is genuine. To take it, click here.
Hint: The secret is watching the eyes.
Next time you’re giving a speech and you see people yawning, you don’t need to be offended. It may actually be a compliment, a sign that your listeners are so fascinated that they’re trying extra hard to pay attention.
"There are three kinds of people: Those who make things happen, those who watch things happen, and those who ask, 'What happened?'"
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