Adair Agency’s Post

Is your inner critic drowning out crucial communication? I've been down that road. As a former #founder and #CEO right here in central Pennsylvania, I learned that anxiety can be a real communication killer. I vividly remember a high-stakes meeting with a potential large customer. Landing this deal would boost our revenue by 10%, pushing us beyond the $5M mark. My mind was racing: "Do I sound smart enough? Are they impressed? What should I say next?" I was so caught up in my own thoughts that I missed some key points they made. We eventually lost the opportunity. "Jim, your fear is stopping you from truly listening and connecting," said my coach at the time. Internal chatter drowns out others' voices. Self-consciousness hinders genuine listening. Fear blocks authentic connection. Here's what I've learned: When we quiet our inner critic and really listen, amazing things happen. Connections deepen. Understanding grows. Business relationships flourish. In our region, where relationships often make or break deals, what's your challenge to push past fear and truly hear others? How would this impact your family, team, and customers? Share your experiences or strategies below. #CentralPABusiness #Leadership #SMBGrowth

Essential in management and sales: Positive influence transcends authority and is not synonymous with manipulation or communication. It has everything to do with outcomes that can benefit everyone, not just you. Positive Influence https://lnkd.in/dKJ2-pgV

‼️Handwritten notes make a powerful impact on people. I challenge leaders to send three notes each week to three different people. ✅Note of Encouragement ✅Thank You Note ✅Job Well Done This isn’t just for leaders. Every single person can do this and make an impact on people. Your note might just change the trajectory of their day. If you are in sales, send notes to current clients and prospects. Send notes to people in your pipeline. Never miss an opportunity to connect.

DO YOU FIND IT DIFFICULT TO BUILD STRONG RELATIONSHIPS WITH C LEVEL DECISION MAKERS? My personal tips : 1 Lead with Value: Kick things off by offering something useful or practical. Address their challenges without expecting anything in return. This shows you're in it to help, not just sell. 2. Keep It Snappy: Time's a luxury. Get straight to the point—be clear, concise, and impactful when you talk. 3 Chat Less, Listen More: Show you care about what they’ve got to say. Listening actively can build trust and show you value their insights. 4 Find Some Common Ground: Look for shared interests or mutual connections. A little commonality can make a big difference in warming things up. 5 Play the Long Game: Building a rapport takes time, just in perosnal lives it takes time to build a friendship! Be patient and respect their space! 6. Thoughtful Follow-ups: Keep the conversation going with useful info or related articles. It's all about staying relevant without being a pest. 7. Bring in the Wingman: If possible, get someone you both know to introduce you. A warm intro can smooth the path. #communication #leadership #confidence #employeewellness #relationshipbuilding #sales

I should have asked what he meant, but I didn't. "You just need to call harder!" Early in my career, as I was learning a sales leadership function, I was shadowing my boss as he worked with the sales staff. One sales person was struggling to achieve his daily new appointment goal, and my boss was not having success in elevating this person's performance. The sales person was coming in early, staying late, and consistently making calls - yet the results weren't there. My boss, in what I imagine was a moment of frustration, said "call harder!". I still picture what calling "harder" could look like....pushing the buttons harder? holding the phone receiver tighter? gritting one's teeth while getting ready to talk? This story makes me think about challenges leaders face with their transforming businesses today. Similarly to what I experienced over 30 years ago, I hear leaders today say things that include: ❗ We need to be faster ❗ We need to think better ❗ We need to care more These things may be true, but the statements, in and of themselves, lack context and clarity. As such, they are not likely to bring about the change that the leader seeks to see. For example, faster at what? To what end? In what parts of the business? What risks need to be considered when moving faster? Successful change is a process - one that requires thought, planning, collaboration, resilience, empathy, consistent communication, and relentless focus. If your people aren't "picking up what you are putting down", pause, reflect, and consider how you might lead the change even more effectively.

Ever feel shaken or triggered during a difficult sales conversation? Here’s how to handle it: 1. Don’t take it personally You’re dealing with a human who’s bringing their own experiences and traumas to the convo and their reaction often says more about them than it does about you. 2. Get safe. Establish your value Negative feedback often feels like an attack on our value. Ask yourself, "Am I safe?" and "Am I valued?" If the answer isn't a resounding yes, it's an opportunity for healing and growth 3. Shift from defense to curiosity Curiosity opens doors, de-escalates tension, and builds rapport. 4. Take responsibility As a leader you always want to improve your communication by asking yourself, "How could I have contributed to this tension?" #icfcoach #maxwellleadership #leadershipcoach #onlinebusiness

Heroes, heroines, conflict, tension, resolution - everyone loves a great story. This principle penetrates even into cold calls and leadership. With a great story, psychologically, your audience places themselves within that story and they feel the emotions, they see the setting, they taste the food and drink. They identify with the obstacles and the challenges, and they see and experience the resolution. In both sales and leadership, we simply have to be mindful to begin to create our own small library of stories - look for the lightbulbs, the shifts in emotions from negative to positive, the significant steps forward that we witness. Document them - What was the problem? What was the solution? What were the goals and outcomes that the solution enabled? Add details about the setting and appeal to the senses and emotions. And here's the most difficult part - do this in 3 sentences or less. Your audience has little time and a short attention span. The briefer, the better. Be mindful today and continue to write your story - what is the tension you're feeling? What is the objective you're struggling to achieve? What is the opportunity you have to be that hero or heroine? Or is there someone else you need to tap in to save the day? And document it. You'll need the story in your next cold call or team meeting. 😉

Value "How well do you communicate your value as a leader? Start by thinking in terms of other people, not yourself. What is important to the people with whom you're trying to establish relationships? What do their problems, hopes, and successes look like? You can't start a relationship without some give and take. Even if you believe you can solve a person's problems with your eyes closed, hold back. Resist the urge to let your enthusiasm run wild at the expense of opening up the conversation. If you listen closely, you're already providing value." - Personal Selling Power ™

Value "How well do you communicate your value as a leader? Start by thinking in terms of other people, not yourself. What is important to the people with whom you're trying to establish relationships? What do their problems, hopes, and successes look like? You can't start a relationship without some give and take. Even if you believe you can solve a person's problems with your eyes closed, hold back. Resist the urge to let your enthusiasm run wild at the expense of opening up the conversation. If you listen closely, you're already providing value." - Personal Selling Power ™

Stop SHOULDING on People One of the biggest mistakes we make in conversations, especially in sales and leadership, is prescribing solutions too early. You know the moment: someone says, "You should..." before they've fully listened, understood, or earned the right to make that recommendation. This can come off as pushy, judgmental, and can even break trust. When we tell others what they "should" do, we're imposing our own perspective without really understanding their context. Worse, we rob them of the opportunity to feel heard and supported. Before giving advice, slow down and ask questions. Understand their challenges first. Listen. And when you do offer advice, anchor it in something they've shared: "Because of the fact you said X, then I recommend Y..." This shift from "shoulding" to guiding builds rapport, strengthens trust, and creates collaboration. It’s not about being right—it’s about being helpful in a way that actually serves the other person. Stop "shoulding" and start showing up with curiosity and care. I'm curious, when was the last time someone SHOULDED on you? How did it feel? What are your thoughts on this? Let's chat in the comments... 👂 #SalesTips #Leadership #Communication #ActiveListening