By Nance Rosen
What are you waiting for?
By Nance Rosen
Whatever you want is out there, waiting for you to come and get it."
To speed you along your path to success, I’ve created, tested and written the Speak Up and S
This book is all about your getting exactly what you want as rapidly as humanly possible. I stress the human part, because success is a two-part equation, with both parts involving humans. Part one is about you and you alone. You must do your best as you produce the stuff of work: reports, bids, spreadsheets, designs, programs and the like. I’m counting on that.
Part two of the success equation is all about how you deal with other people. How good are you at getting other people to do what you want?
Do you fully understand the role of these other people? They can say “yes,” produce what you need, agree to the schedule you want, write the check and go above and beyond their job descriptions. In a thousand different ways they can accelerate your progress and speed up your journey to success. You cannot succeed without them, and you will not get to enjoy the wildly happy and satisfied life you deserve unless they feel driven to help you along your path. That’s what this book is about.
I wrote this book because after years in business in some of the world’s largest companies, including The Coca-Cola Company, and in some lesser-known organizations, including The Medical Marketing Association, I had to leave the work world. To mostpeople, it seemed that I left for great opportunities in media and academia, but I really had to leave business and industry for one reason: I had to get a grip on why everyone was so miserable at work. From almost everyone I spoke with—in my organization, at industry gatherings, sitting next to strangers on airplanes, at dinner with friends—one refrain kept being repeated. People complained about other people. It seemed that almost everyone was frustrated, depressed, angry and disturbed about the same thing: other people.
The stories varied, but the theme was the same. It could be the jerk they worked for, the lazy co-workers they dealt with, the stalling customers who wouldn’t sign orders or the investors and bankers who wouldn’t fund deals. I never heard anyone joyfully recounting a great conversation, presentation or meeting at work.
I knew plenty of successful people, but they were suffering for that success. They were muscling their way to the top and they were showing the signs of all that stress. I did, too. My career was like a speeding bullet. I ran a major division for one of the top two ad agencies in the US by the time I was twenty-five. I was a director of marketing in the Fortune 500 at the age of twenty-eight. I was president of a trade association at thirty-two. I ran my own consulting firm for ten years, during which time we won seventy-nine percent of all of the business pitches we made. I sat on the boards of several companies. I certainly enjoyed interacting with the incredibly talented, wise and decent people I met during all those years, but after being courted and employed by the number one most recognized brand in the world, I left the business world—to everyone’s surprise.
Like a professional athlete seriously injured from years in the game, I was exhausted and in pain after all my “success.
I took what I planned would be one year off from the fast track and got a job hosting a program called International Business on public radio. I did it for ten years, added a syndicated television program called NightCap for a couple of years and began teaching executives, engineers and managers who were continuing their education on the campuses of UCLA and the University of California, Irvine. These students then hired me to train their people on marketing, sales, negotiations, product development and leadership, and, with my incredible staff at NAX Partners, produce marketing and communications programs.
Their invitations took me around the world, and brought the world to me. I now have thousands of alumni in about forty countries. I serve large and small companies, governments, trade and business associations and conduct summits with communications training and marketing programs.
After this decade of teaching, training and consulting, it became apparent to me that most individuals and their organizations believe they aren’t good enough at the thing they do. Is there something wrong with their marketing and sales strategy? Product development platforms or quality? Customer service? Employee retention and satisfaction programs?
Yes, sometimes there are deficiencies in products, programs and plans. But, they are very easy to see and the fixes are not all that hard to implement. In fact, the bigger the problem in any of these areas, the more obvious and satisfying the solution.
However, even when they make the change in systems, procedures and products, almost every one of these individuals and companies doesn’t get all the success they could enjoy. Why? It is because action—making better products, producing better reports, understanding and targeting the market better and managing their finances—is only half of the equation for success.
The second half of the success equation is interaction: what people do when they are in front of their prospects, customers, superiors, subordinates, suppliers, strategic partners, investors and other key influencers. How well they communicate—or fail to communicate—determines whether others will take action or not.
In most business situations, you can only succeed through speed. Competition sees the same opportunities you do. All products and services can be copied, and with a bigger marketing effort or more sales feet on the street, your competition can overtake you. That is, if you are only focused on your features, functions, policy and strategy—your stuff.
If you are better at getting people to take action, then you are going to be more successful more quickly than anyone else. Wielding the weapon of speed gets you to the highest ground, where you can see most choices. Then you have a lot of control over what you do and how much compensation and recognition you get.
It doesn’t matter what you do for a living, success is always going to depend on your having a reliable method for getting others to do things your way, to approve the projects and plans you desire, to say “yes” when you can’t afford a “no.”
That’s why I wrote this book. I looked at thousands of individuals and their interactions at work. I picked the ones that were most instructive, both for what they did right and what they did wrong. Then I applied the classical literature on consumer buying behavior,including my own findings in this academic and applied discipline. Finally, I developed amethod that I call the Speak Up and Succeed System. It’s easy to use and effective no matter what type of interaction you have. It’s been tested and approved by sales representatives, engineers, managers at all levels, trainers, professionals and business owners, from veterans to newbies. After five years of refining it on the road, I put it into this book.
So, you and I are going on this journey to your success. It is my most ardent desire that you find work satisfying in all the big and small ways that it has the potential to be. I want you to feel mastery, to enjoy working with people because they are enthusiastically responding to you and rapidly doing what you need them to do. I want you to migrate that mastery to others, who will see you as a role model. I want you to become a highly valued individual, a trusted advisor and a well-respected resource. I want you to get exactly what you want.
If your appetite for success is whetted by this book and you want more examples, details, expert tips and techniques, you’ll find them and several new components of the Speak Up and Succeed series when you visit www.NanceSpeaks.com. You may also call toll-free at: 1-888-GO NANCE. Plus, I hope to see you at one of my speaking engagements, seminars or workshops, or have the opportunity to participate in one of your conferences, trainings or events.
If you want expert support for your marketing, sales and product portfolio programs and employee satisfaction and human resources programs, visit www.NAXpartners.com to see my firm’s capabilities. I am the managing partner at NAX Partners, where we create the strategic, tactical and performance programs you need to reach your target markets, attract strategic partners, get access to investors and create the motivated, satisfied and loyal employees who will carry out your mission.
No matter what road you take to success, even though it may be very different than mine, I’ll look for you at the finish line!
Beverly Hills, California
Why Aren’t You Getting What You Want?
Chapter One: Speak Up!
Listening Is Overrated
• You can’t listen your way to your next million
Chapter Two: Listening Traps
If You Have Failed, You Are Listening Too Much
• What’s knocked you off your path to success?
• Do you suffer from these signs of over-listening?
• How to avoid these common listening traps
Chapter Three: Showstoppers
Jump-Start Your Success
• Leverage the role you play
• Focus on your audience’s misery triggers
• Be a bridge over the values gap
The right words delivered in the right way will change the course of your life. Every dream, goal or idea you have is simply sentences away from coming true. If you only passively listen to what others are saying, you might survive in business, but to thrive at work, you must express yourself in a crisp, clear and compelling way. Every great enterprise has a leader who uses words that drive others to take action exactly as that leader desires. These people prove that any amount of resistance from anyone can be overcome. Even the most negative situations you face can be transformed into perfect outcomes when you Speak Up in the right way at the right time.
• The foundation of success is knowing exactly what you want for yourself and from others.
• The fastest way to gain others’ trust, agreement and cooperation is the Speak Up System. To make the maximum impact on your audience so they will listen and take action exactly as you desire, you use three acts:
1) your great opening; 2) your streamlined content; and 3) your great closing.
Listening Is Overrated
You Cannot Listen Your Way to Your Next Million
IN FACT, YOU can listen so well that you rob yourself of the chance to get what you
No matter how good your hearing is, it won’t make your fortune. If the primary purposeof your brain is to process other people’s opinions, complaints and perceptions, you’llonly die poorer for not having expressed yourself in a powerful and persuasive way.
Listening is passive, whereas speaking is proactive. Consider the difference when it comes to increasing the odds of getting your way.
If My Cat Could Talk, I Would Listen
The word “passive” always makes me think of my large, lethargic cat stretched out in the sun with his eye on my upholstery. Although his fondest desire is to use my couch as a scratching post, I do not feel an urge to give in to him. On the other hand, if my cat articulated a compelling case persuading me to believe that living with a shredded couch was in my best interest, I would gladly pull off the blanket that protects it from him. Simply put, if he would Speak Up and I would listen, my cat would reach what seems to be his ultimate goal and I would be happy to deliver it. But, believe me, until my cat speaks, the blanket stays on and I prevail.
For the past three decades, business gurus have been filling books and seminars with the popular myth that you can “listen your way to the top.” These folks promote the dangerous idea that if you “just listen,” you will be successful in your chosen career. They opine that through the oxymoron of “Active Listening” you will triumph over others during negotiations, sales pitches, organization meetings and every other business encounter. They are wrong.
With your ears wide open and your mouth clamped shut, you might survive as a meek traveler in the business world, but there is a huge difference between a corporate survivor who barely holds on from week to week and the truly confident, expert-level Player who enjoys the work and the reward.
Success requires a reservation. You need a clearly marked destination, a roadmap with milestones and an itinerary to get there in time to enjoy it.
In 2003, billionaire businessman Richard Branson did not listen his way around the world in a hot air balloon,thus navigating the first successful flight of its kind. In fact, he had to ignore threats from some extremely angry air traffic controllers because he failed to get permission to fly over their countries. They didn’t just say “no,” they threatened to shoot him down, balloon and all.
Branson did not listen. Instead, he flew over these fear mongers to earn a world record, along with all the publicity and visibility that reward an individual who accomplishes a goal against all odds.
Listening to naysayers wasn’t a part of the building of Branson’s financial fortune at Virgin Group, Ltd., either. Powerful communication is the fire that gets companies like Branson’s off the ground and keeps them aloft. At the helm of every great enterprise is a leader whose way with words compels investors, customers and employees to take action exactly as that leader desires.
Don’t go with the flow. You’re likely to get scraped along the bottom or crash into rocks.
Mark Victor Hansen
Multimillionaire author and businessman Mark Victor Hansen did not listen his way to achieving legendary status in publishing. In fact, I’m not sure Hansen even heard the twenty-plus publishers who rejected the first of the now-famous series of books Hansen co-created.
With more than 90 million Chicken Soup for the Soul books sold in North America alone, and over 100 licensed products in the marketplace, Hansen, a world-class platform speaker and consultant, hasspoken his way into building one of the most successful publishing franchises in America today. Millions of readers in more than 100 countries are delighted that Hansen had such poor listening skills when it came to getting that first book into print.
Silence (from Other People) is Golden
When you give instructions and others take action, you accelerate your progress along your path to success.
Like these icons of success, the single greatest tool you have when it comes to reaching your goals is your power to Speak Up!
It doesn’t matter how supposedly impossible your dream is. It doesn’t matter who currently stands in your way. It doesn’t matter that you alone see the possibilities or challenges the way you do. When you Speak Up, others listen and take action as you desire. Thus, you join the elite group of happy people who truly enjoy their work and its rewards.
Listening can be dangerous. Gurus who preach “active listening” techniques are leading you down the path to failure. When you let others endlessly express their thoughts and feelings, you’re trapped like a caged lion. Instead, be an “assertive listener.” Ask questions that lead to information you need about the individual or issue you are pursuing and that can help you diagnose problems or teach you valuable new skills. After that, Speak Up!
Conducting business with an open mind is dangerous. If you form your opinions, plans and goals in reaction to what others say and do, you’ll never enjoy the success you truly deserve. Identify the most desirable outcome before each meeting, presentation and conversation. Then keep it in mind as you interact with others. You will be a natural leader since you know the direction to take. With an outcome mind—as opposed to an open mind—you get what you want rapidly and easily.
When you identify an ideal outcome for each relationship, you can focus on those people who have the most significant effect on your potential for success. You know how much time to invest and how many interactions you must link together in order to achieve your desired outcome.
• Avoid Listening Traps—allowing someone to talk on and on while you just listen. You are vulnerable anytime you don’t have an outcome in mind.
• Success is a two-part equation: the actions you take on your own plus the interactions you have with others. Plan to optimize your performance in each part and follow your plan.
If You Have Failed, You Are Listening Too Much
ANYTIME YOU SHOULD Speak Up, but instead you listen to someone go on and on, you get locked into a Listening Trap and dragged off your path to success. You feel angry, bored, frustrated, irritated, disappointed or listless when you are trapped this way. Consider how a lion runs free, chases its prey, mates, raises its young, and moves with its pride. Now think about that lion stepping into a trap: all of its potential—its nature, its desires and its supreme role in the cycle of life—is trapped with it. Listening traps jeopardize your potential for success. Even after you break free, you limp away, knowing you allowed someone to dominate you. Get locked in too many times and the creeping self-doubt traps you for a lifetime.
Bad Advice from Good People
Some “experts” advise you to always actively listen. Perhaps you do it by nature. You nod, take notes and murmur “uh-huh” noises. You paraphrase the speaker to make sure you got the message.
This isn’t Assertive Listening, where you ask questions to get the information you need to guide the discussion to where you want it to go. The misguided active listener is simply vacuuming up the litter in someone else’s mind. That’s a trap. Here are some others that you may find disturbingly familiar.
LISTENING TRAP #1
Your Strong and Silent Nature
If you believe in the myth that “actions speak louder than words,” you work in a jungle, not in a company. Unless you are King Kong, your words speak louder than deeds. Consider, for example, that silent movies died once “talkies” arrived.
Don’t keep your life’s purpose or even your next project a secret. Oprah will win the Nobel Peace Prize thanks to her broadcast programs, which tell us about her goodwill and good works programs. She talks us through each step along her path, empowering us to participate in projects that are larger than anything we could imagine or accomplish alone. The result? Millions have joined her campaigns to educate impoverished children, build homes for hurricane victims and wear extremely comfy pajamas as we read good books. Her Milestones of achievement have become our own.
Oprah is the epitome of strength and she is anything but silent. Lesson learned?
LISTENING TRAP #2
You’re Too Busy Working
Have you been to the opera? It’s filled with large people in garish costumes mangling a foreign language like Mariah Carey torturing the Star-Spangled Banner. That being said, I love opera. The drama, the hijinks and, thank goodness, the super titles above the stage. No matter what shenanigans are transpiring on stage, the Audience gets the message by reading the words above the actors’ heads. Don’t expect people to value you just because you’re working hard. Make sure they know your point of view, plans and proposals. Use your words. Lesson learned?
LISTENING TRAP #3
It’s Your Job to Take Orders
Robin Williams once said that when you have a child you envision that child growing up and perhaps saying the words, “I’d like to thank the Nobel committee.” On the other hand, there’s not a parent around who prays an offspring will grow up to say, “Would you like fries with that?” And yet, you may be doing your job exactly like that, especially if you are in sales.
Don’t minimize your role: seek to expand it so it is uniquely your own. If you’re easy to replace, you probably will be. Lesson learned?
LISTENING TRAP #4
You Let Them Open
Hordes of negotiation know-it-alls tell you to “make the other guy speak first.” Supposedly, this gets the other side to reveal its deal points, demands and whatever else is on its checklist. This is a trap. With every word, requirement and claim, the other guy builds a fortress around his position. Suddenly, he’s looking down at you from his lofty bastion. If it were medieval times, he would finish you off by pouring boiling oil on your head or shooting you down with burning arrows as you made your futile attempt to battle him from below.
Don’t get struck down by battle fatigue before you have a shot. The longer you let someone build up his case, the smaller you look. Lesson learned?
LISTENING TRAP #5
Can We Talk?
There are three little words that can instantly drag you off your path to success. They are: “Can we talk?” Someone who likes you, shares your goals, follows your lead, deserves your confidence and is consistently a hard and productive worker never starts a conversation with, “Can we talk?”
This is the siren call of the difficult person. “Can we talk,” is not a question: it’s a demand. If it were a question, like “Would you like a soda?” You could answer “no,” and be seen as a fine person who simply isn’t thirsty. Say “no” to a difficult person and you’re a bad person. Say “yes,” and the blood will be sucked out of your body. The word “talk” is a trap. To be honest, the difficult person should say, “Can I talk to you and use up your time, energy and patience until you lose the will to live?”
There is a whole industry dedicated to “conflict management” training. That’s like taking lessons to learn to drown. Lesson learned?
Over-Listen and Lose
You may not realize it, but you are sitting at the grown-ups’ table now. Perhaps children should be seen and not heard, but you’re not little anymore. Anyone can fall prey to Over-Listening, but you’re especially vulnerable if you would say “yes” to any one of these statements -
Like to “wing-it” and be spontaneous Rarely have time to prepare
Think conversations are casual interactions Attend most meetings and presentations to listen and learn Are naturally patient.
Think people in business take turns
Have been trained to actively listen
Think listening shows you are polite
Believe other people know what they want
Prefer a flat organization, where consensus is highly valued
Like to get “all the facts” before you jump in with your say-so
Like the other side to show his or her hand first in a negotiation
Want others to feel you have embraced their input
Think you need a higher rank or title to Speak Up
A Mind Is a Terrible Thing to Lose
If you could say “yes” to even one of the statements on that checklist, then you may be wandering around with an Open Mind. “Listening experts” would congratulate you.
Walking around with an open mind is like taking a journey with an open wound.
But, It’s a Mistake!
The more other people talk, the more they convince themselves that they’re going in the right direction and they’re doing you a favor by dragging you along with them. Once that ship has sailed, your fate is out of your control.
What are you going to say, “Hey, wait a minute. Lower my lifeboat!” or, “Stop, you’re making me seasick!”? Nope, once you cede control and let someone talk on and on, you’re going to pay for giving him or her a free ride over your free will.
The so-called experts’ advice to keep an open mind makes you a dumping ground for others’ opinions, priorities and desires. When you have an open wound, do you walk around without a bandage protecting it? Have you seen what happens when you do?
An open mind is like taking to the open road without a destination in mind. The wind could push you here or there, other passengers could grab the wheel or the car could run out of gas and leave you stranded in 120-degree desert heat or an active flood zone. Of course, there is a chance you’ll meander your way to paradise, but what are the odds?
An Outcome Mind protects you from getting trapped and dragged off your path to success.
The Antidote to an Open Mind Is the Outcome Mind
Outcome-Minded people set goals and keep them in mind. Outcomes are like destinations, allowing youto draw a clear and certain course and drive toward it.
Most wildly successful people do the very serious work of writing down their goals and identifying the stepsthat will get them to those destinations. Is this boring or tedious? Is success boring or tedious? What could be dull about overcoming all the challenges and obstacles standing between your life today and the life of your dreams?
Every life has an Ultimate Outcome: living at the highest level of freedom, joy and peace of mind. To get there, you must identify milestones, which are clear signs of significant progress along your path.
You must have an outcome in mind for every relationship that could help or halt your progress toward each milestone. As part of the Speak Up System, you’ll learn to create Relationship Maps: a series of Linked Interactions that guide you toward your desired outcome with each person along your path.
Relationships are the sum of the actions and interactions involving the players. Nothing else counts.
It’s not that you’ll never listen; it’s just that you’ll listen assertively when it serves you and your organization. You’ll listen in order to diagnose a problem, get control of information and learn new skills. You’ll listen long enough to profile the people you’re with so you can tailor how you Speak Up (using the Four Dimensions of Decision-Making you’ll master in this book). When it moves you toward a goal, that’s when you’ll listen!
And, you’ll always listen with your outcome in mind, so you know when to Speak Up in order to succeed.
Never listen when you have the opportunity to Speak Up and Succeed.
Actions and Interactions
Success is a two-part equation. It doesn’t matter what you want; you only have two things that add up to success: Actions and Interactions.
Actions are those tasks you do on your own. You write, design, operate machinery, create spreadsheets, read documents, file, research information on the Internet and the like. To succeed, you must not only perform actions on your own, you must successfully influence the actions of others. You do that through your interactions.
That’s it. For you to get everything that you desire in life—in any area or any moment of your life—there’re only two things on your Itinerary toward the destination of success:
For every relationship there’s an ideal outcome that accelerates your progress on the path to your success.
When you Speak Up, you are succeeding through interactions: the times when you relate with other people in meetings, presentations and conversations. There is no career or goal in business that does not depend on successful interactions. That’s why any failure you have suffered can be traced back to your engaging in interactions with an open mind and thus getting trapped into over-listening.
Compared to actions, interactions make you much more vulnerable to failure. You can drown in other people’s 3P Soup, being sucked in by their Personalities, Preferences and Peccadilloes. An outcome mind protects you when you engage in interactions.
In the Speak Up System, you identify the specific outcome you are going to get in each conversation, presentation or meeting. It doesn’t matter whether you’re leading an interaction or attending one. You are going to take every opportunity to Speak Up with players: the people who play a significant role in your success or failure. You are going to be amazed by your ability to get immediate results and commitments for future actions, no matter who you are.
Relationships fostered through a map of linked interactions produce a cascade of rapid, predictable results.
Never Work Hard and Fail Again
Consider a challenge that might be arranged for a contestant on a TV program (like that tribal-themed game show where players are left stranded on an island).
Picture a helicopter dropping a contestant (imagine a near-starving, middle-aged man with crazy eyes) into the middle of heavily forested terrain. At one point on the edge of the forest, a camp has been set up with everything he needs to survive: food, water and shelter. Plus, if he reaches camp, the contestant wins a brand-new, fully loaded SUV (they always sweeten the pot on those shows, proving that survival is not enough incentive these days).
Because the player doesn’t know the destination and has no map to get to it or milestones to tell him he’s going in the right direction, he can go just about 359 degrees the wrong way. As the time ticks off the clock and days off the calendar, odds are he’ll be lost in the woods, hungry, thirsty, tired and vulnerable. Plus, he misses out on that great SUV.
Would you volunteer to be that contestant? Are you going into meetings, presentations and conversations like that contestant?
An Outcome, Itinerary and Map
When you don’t have a destination in mind, you are vulnerable and so is your company.
Your failure to succeed has greater consequences than your own defeat. It translates to low productivity, higher costs of doing business and lost opportunities for your organization. Your outcome mind protects you and your company. When you no longer listen mindlessly to other people, you realize the value of your relationships. You get what you need: results in each interaction. With a relationship map that shows the linked interactions plotted to deliver ever-greater results and commitments, you rapidly pass your milestones.
Your stature rises with others as you successfully interact with them. You become a Trusted Advisor, valued employee and respected colleague. You become the leader you are meant to be, in the place you choose to be. Like the lion you are.
Do You Suffer From These Common Signs of Over-Listening?
The following are checklists of setbacks and challenges at work, which are all the result of over-listening. If even one of these statements applies to you, your life will be transformed when you begin to Speak Up.
Are not making your numbers (sales, commission or growth)
Win less than 75% of the pitches you make
Are competing for customers on the basis of price
Feel disrespected by people within your company
Can’t get your team to deliver bids or technical support on time
Can’t get management’s attention on a serious problem
ENGINEERS, TECHNICAL EXPERTS, STAFF AND CONSULTANTS
Dread speaking with customers
Feel confused about what role you play in meetings
Think most company meetings are a waste of time
Feel your ideas never get the consideration they deserve
See others get ahead while you are stuck in your job
Miss deadlines from time to time
Have too much work or too little work
Have trouble working in a team
Want to make more money by moving over to sale
Don’t know why people try to avoid your trainings or don’t cooperate when they are with you
Know your information is crucial but lose your nerve in front of a group
Have a really hard time training veteran employees
Don’t see learners using your training or getting value from it
Get lukewarm or negative evaluations
Feel underappreciated or underutilized by your organization
Have been passed over for a promotion
TEAM LEADERS AND DEPARTMENT HEADS
Don’t know how to speak with top management to get what you need
Oftentimes get commitments, but find others don’t follow through as promised
Bear a lot of responsibility and very little authority to make decisions
Can’t motivate your team or get their cooperation
Miss deadlines, quality or productivity benchmarks
CEOs, OWNERS, MANAGERS AND MARTKERS
Must “revamp” your quarterly or annual plans because your company is less productive than expected
Avoid direct contact with customers, investors or analysts
Have quality problems and complaints associated with your products, services, technical support or customer service
Have distributors and retailers calling the shots on your promotion or delivery terms
Fail to get the best price, schedule or quality from suppliers
Don’t attract top-tier strategic partners or vendors
NO MATTER WHAT TITLE OR RESPONSIBILITY
Feel bored or unmotivated
Feel stressed or depressed
Seem angry or irritable to co-workers, family or friends
Are beginning to downgrade your financial or career aspirations
Put up with a lot of baloney just to get through the day
Feel you are just “hanging on”
Don’t like your job
Don’t like or trust the people you work with
Have personal problems interfering with your success at work
No Matter What Your Title or Responsibility
Soon you will master the three-act Speak Up System and transform your life. You will never again be trapped in a meeting, presentation or conversation. You will not just set goals, you’ll attain them by building relationships that produce the outcomes you desire. You will be living proof that success is simple: you get it via one successful interaction after another.
SPEAK UP! SUCCEED 22
Before you get to the complete Speak Up System, get a crash course in Showstoppers by reading the next chapter. You’ll discover that success starts with a single sentence.
Examples, Tips and Techniques Online
For more about listening traps, including examples from people in a variety of jobs and industries, visit www.NanceSpeaks.com.