Complete an org chart for 1 of your top 3 clients and circle a new relationship in each that you’ll connect with this quarter.
For 1 of your top 3 clients, take your top 5 contacts from the org chart and fill out a Relational Grid on each person.
In your next meeting, have a colleague measure how long you spend talking and how long listening.
For the first few minutes of your next client interaction, use at least two Short Open Questions (no statements, no agenda) to drive dialogue.
Record yourself talking about your product in your next client meeting or call. Identify how much time you spend on features and how much on benefits.
Use an argument based on benefits over features to convince friends to visit a place you want to go to.
In a fun debate with a friend with a different opinion (Marvel vs. DC, camping vs. the beach...), use Validate & Pivot to move them 1 notch closer towards appreciating your viewpoint.
Refrain from instinctively responding to the next question someone asks you immediately. Use a pause, or a Short Open Question, or a Flip or a Validate & Pivot to start framing a more powerful response.