In the last post, we defined the difference between a wicked message (which requires more mental effort on the part of the listener) and a tame message (which is clear and easy to follow). To get a response, you need a tame message. So here’s how to do it. How do you make your message More…
Wicked messages: getting people to take action (part 1)
A few years ago, a Systems Engineer at USC Berkeley wanted to understand how we could put a man on the moon, yet couldn’t do things that seemed straightforward – like designing buildings that functioned properly, agreeing on where to build freeways, etc. He identified that some problems were wicked, while other problems were tame. This concept More…
Conversational clarity: a flexible way of selling
One-way sales methods don’t work well. Gone are the days when a salesperson would force the prospect down a rigid, one-way path. People want to make the buying decision in their own way – and we all have different buying patterns. There is no one way! Today, a salesperson needs to be flexible because the More…
Steve Jobs’ iPad: not such a vivid message
As promised at the end of my last post, ‘Steve Jobs– structure helps engage’, here are the reasons I think Steve Jobs missed his message with the launch of the iPad… The iPad launch on January 27 2010 was not greeted with the positive reviews that Steve Jobs might have come to expect from major More…
