I’ve found that the trick is to mix good news with bad. I used to dwell on all the positives—the new accounts we signed, the favorable developments in our industry, the expansion of our product line. It was fun to talk about such issues, and my enthusiasm was contagious.
But I would shy away from addressing less rosy aspects of the business. I’d rush to spit out the latest numbers if they were disappointing. I’d gloss over some new regulatory obstacle that was destined to make our lives miserable. And I might not even mention a competitor’s attempts to wrestle away market share.
Letting messages sink in
Eventually, it became clear to me that I was reluctant to ...(register to read more)
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