The Anchors - The Secrets of Psychology Simply Explained

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The Anchors - The Secrets of Psychology Simply Explained

Tips and Hacks

38 tips and hacks available

I declare after all there is no enjoyment like reading! How much sooner one tires of any thing than of a book! — When I have a house of my own, I shall be miserable if I have not an excellent library.

Communication

How often do you use the word ‘but’? How many times have used ‘but’ during your prospecting or sales pitch? Phrases like:

Sales Person: “That’s really great (pause) but first we need to...”.

If so, you should stop doing this immediately. The Problem with this 3-letter-word is that it is inherently negative and it negates whatever precedes it. When you use the word ‘but’ you unintentionally block the free flow of ideas and invalidate the person. This can lead to defensiveness and undermines your relationship. In your next conversations, try replacing the word ‘but’ with the word ‘and’.

1. Example:
“That’s a great idea but we don’t have time for it now…” is bad, better use “That’s a great idea and let’s see if we have time for it in future”.

2. Example:
“You were great in that meeting but you need to improve…." is bad, better use “You You were great in that meeting and here is some suggestions for your improvement.

The principle of swapping but for and was founded in improvisational comedy and it is such a simple collaborative communication technique that can completely transform your relationships.

Opinions differ as to whether you should leave a voice messages or not and it is a personal decision, but numerous studies have shown that leaving a professional voice message has a major impact on prospects. I typically call a lead once per day and I leave a message. I would not call two or even three times a day without leaving messages like most sales agent. Here is an example that works very well:

You: Hey {customer name}, (pause) this is just {your name} with {your company} it looks like you had responded to one of our ads on Facebook about 30 minutes ago, looking for {content of the ads / problem to solve}. I just had time to get back to you to see if we could help. I'll be available here for a little bit today. My number is {your phone number}.

Almost more important than the content of the voice messages is your voice and emotion you must convey. Speak slowly, calmly, and positively. Whoever speaks too fast has already lost. The prospect needs to like your voice and understand that you're there to help them, rather than trying to sell something.

To make your intention even more effective, I would not send an email after my voice message at the first contact attempt. That's too pushy. If the prospect doesn't answer, call him again the following day and send an email if you can't reach him.

Imagine you do cold calling or follow up calls. You are super prepared, full of energy and the prospect says early in the conversation can you just call me back? I cannot talk right now. This is very frustrating because we always assume that the customer is just blocking us out. And that's true. That's exactly what what they do. Here's why:

Prospect: “Can you call me back later? I'm just too busy right now.”

You:“Okay, no problem. I can call you back tomorrow afternoon. is this a good time for you?"

Don’t do that! Don't chase them! It makes you look bad like you're just trying to sell them something. It also makes you weak because you show them that you need the customer more than the customer needs you. Instead of you telling them that you can get back to them sometime later you should say this:

Prospect: “Can you call me back later? I'm just too busy right now.”

You: “Yeah {customer name} not a problem.(pause) What I can do is give you my number and you're welcome to call me back in a little bit to see if I’d be available for you. My number is {your phone number}. Would that help you?”

This way you position yourself as an authority and that you're busy with other clients. You create the impression that you don't need them so badly and they're going to start to view you more of the expert whose time is valuable rather than just another sales person trying to sell them something. It may continue like this:

Prospect: “Ok, I guess can get back to you sometime later in the week possibly.”

You: “Well {customer name} you can try but I’m not sure if I’d be available for you then. (pause) Here is a better way. Let me send you make calendar link and you can book a specific time with me so you don't have to chase me down and vice versa. Would that help you?”

This positions you once again as a trusted authority. An expert whose time is valuable rather than just another salesperson who's trying to run them down. Studies show that this method is 5 times more successful than calling the customer again and again!

It may not be in your best interest to answer a counterpart’s question if you do not have enough #information to make an educated or appropriate #response. In those situations, Deflecting an Answer with a Great Question is appropriate.d I leave a message. I would not call two or even three times a day without leaving messages like most sales agents.Here is an example that works very well:

Prospect: “If I could get this model in blue, your favorite color, would you be willing to purchase the unit today?”

You: “How long would it take you to locate a blue model and have it delivered?”

You have not made a commitment, and at the same time you have asked a great question, which could yield information important to your purchasing decision. When negotiating to buy something, you can almost always make more gains before committing to buy than afterward.

How do you answer when the prospect asks you “How are you doing”? It's absolutely ok to say "I am doing good" but at the same time there is a big problem with this statement. Not only do you sound like all the other sales people, you also activate the well-known "sales aversion" in the customer. All prospects are used to everybody saying:

Sales Person: “I am doing really awesome. Very busy but that's my job”. Or...

Sales Person: “I am doing great. Drinking lots of coffee, working hard… you know”?

If you want to convince your customer that you are different, you should give them a #creative and #unique answer, like:

You: “Thanks {name of prospect}. (pause) Just hanging out, being the boring guy. Trying to stay out of trouble. What’s about you? (Pause and wait for the reaction)

Why should you do this? Because your prospects are not used to that and they will be absolutely surprised and react like:

Prospect: “oh, ha ha (pause) I am sure you are not getting in trouble....

With such a reaction, you disarm your prospect in a charming way, who doesn't understand what's happening right now. It lets them forget their sales aversion for a moment and be more open to the conversation. But it is important that you pay attention to the correct tone and pronunciation. It works best if you sound a bit sarcastic, with a smile in your voice.

Overall Rule - I avoid talking in first person! (i.e. I)
The prospects or customers doesn't care about you, they care about themselves. Talk about their pain points or their results they achieve with your help instead of what you (i.e. I) can do for them.

Number 2 - Avoid the word “They”
Secondly, don't talk about “they“. The word “they“ suggest distance and that you're isolating yourself from somebody else. For example, if you're talking about a competitor, say “one of our competitors“, don't say “they“. Same goes for customers or clients.

Number 3 - Avoid the word “Honest” or “Honestly”
This word activates a big red flag and the customer understands exactly the opposite. That you might not be honest and a liar. That goes for everything you're going to say, as well as everything you said before.

Number 4 - Avoid the phrase “Trust me”
Just like honestly or honest, you should never tell them to trust you. Trust is something you build. If you suggest that they have to trust you, the exact opposite happens. It is the same red flag as in the previous point.

Number 5 - Avoid the word “Cheap”
I never use that word cheap. Sentences like “We're cheap“, “We're the cheapest out there“ . “We're cheaper than the competition“ just triggers sales resistance and purchase aversion. Nobody wants to buy anything that's cheap because cheap is always associated with poor quality. Use instead “we have good value for money”, “our customers like our pricing” or “our pricing is competitive and of the best in the market“.

Number 6 - Avoid the phrase “Low Cost”
It's basically the same as with the word cheap. In addition, most people have traveled at least once with a so called "low-cost airline". they know that the "small price" is only calculated for the basic transportation and all additional services have to be paid extra, so that the total price is not much lower than with other airlines.

Number 7 - Avoid the word “New”
“New“ is a word that I avoid in sales conversations. If you are offering new services, customers can be scared to use your product or service because anything new suggests it is unproven. Most prospects or customers are not sure if they want to invest in something which is unproven. It's better to use phrases like "product expansion", "product update" or " product innovations” that our customers have asking for".

Number 8 - Avoid the word “Obviously”
It's a word most people say without really thinking about it. It is much easier to identify a problem and its logic solution (which is obvious then) if you can look at the problem unemotionally and from an external position. Your customers cannot do this because they are sitting in the middle of the problem. If you now present “obvious” solutions, the customer only hears "I'm stupid" because someone outside recognizes it and he does not. It is best to delete the word completely from your vocabulary.

Number 9 - Avoid the word “Maybe”
Most prospects or customers don't like the word “maybe“ because it's too vague. Most salespeople use the word to increase interest and curiosity before making a commitment. But customers want a quick commitment. They want action. They want a positive direction forward. By using the word „maybe“ they're thinking, “well, is it a yes or a no”? and a vague answer is just as bad as a “no” for a person who is looking for a solution.

Number 10 - Avoid the word “No”
Don't use the word “No”, under no circumstances. Since our earliest childhood we have associated purely negative feelings with the word. In addition, the word stands for a final decision with no chance of further negotiations. Instead of saying ”no“, repeat back the question you heard to make sure it's correct. This gives you time to think about a good response. You can offer instead an alternative pricing, additional services or the promise to take this back to speak with my boss and see what he can come up with.

Number 11 - Avoid the word “Sorry”
It's a word most people say without really thinking about it. We automatically apologize when we make a mistake, an error or when someone correct us on something. Which makes a lot of sense when we are maybe speaking with our significant other or our children, but a “sorry“ has no place in a meeting or customer conversation. There's nothing to be sorry about if you made a mistake or missed something. You could say something instead, like, “…you raise a good point“ or, “oh, I missed that“, but the word “sorry“, puts you in a position where you are inferior and not a equal partners trying to come up with a solution together. At least I the eye of your prospect.

Number 12 - Avoid the phrase “It’s easy” or “that’s easy”
Now this one's a little bit tricky but you should try to avoid this phrase as much as possible. Most sales professionals will say that part of the value of their product or service is that ”it is easy to use”. That's great but what might be easy to you might not be easy to somebody else. You lose all your credibility if you talk about how easy your solution is, the customer takes a look at it start asking questions because it's just not as easy as you said it is. It's better to use phrases like " user friendly", "trendy" or " innovative handling”.

Negotiation

Sales pros who excessively focus on their own deadlines and quotas subconsciously create a lot of pressure for their customers, making them feel rushed into making a decision without enough time to consider their options. Data has shown that more than 70% of customers reject even good deals when they feel too much pressure from the seller.

Sales professionals can alleviate the pressure customers feel by identifying their internal deadline. Understanding what the customer needs to make a decision provides the sales professional with a major strategic advantage. This approach allows the sales professional to conduct conversations in a more relaxed and unhurried way, positioning them as a trusted advisor to the customer. As time passes, the natural pressure of the decision-making process will build on the buyer.

Ask: The most straightforward way to determine the internal deadline of the other party is to ask them directly. You can ask them when they need to make a decision or when they need the product or service you are offering.

Analyze their behavior: Observe the other party's behavior and communication patterns to identify any cues that may indicate their internal deadline. For example, if they are suddenly more urgent or are asking more questions, it may be a sign that their deadline is approaching.

Look for external factors: Consider external factors that may impact the other party's internal deadline, such as upcoming events, new regulations ad laws or seasonal trends.

Research: Do your research on the other party's industry and competitors to identify any common industry practices or trends that may indicate their internal deadline.

Let’s say that the #offer you received is not what you expected. In order to get your #counterpart to make you a better one, you need to decline the first offer. But what is the best way to get what you want?

Try the Henry Kissinger Method. The idea behind his method is very simple. When someone makes you an offer you think could be improved, you simply respond after a small pause:

You: “Thanks. That’s Not Good Enough.”

Then pause again and let your counterpart make the next step. Most #negotiators will fall into the emotional trap of losing the deal if they don't fix it. It is important thing that you use as few words as possible, pay attention to pauses and never give a reason why it is not enough.

An excellent example: Henry Kissinger, Secretary of State under Richard Nixon, was a master at this tactic. According to one story, his chief of staff once handed in a report he had written on an aspect of foreign policy. When Kissinger received the report, he asked simply, “Is this your best work?” The chief thought for a moment and, worried that his boss would think the report was not good enough, responded, “Mr. Kissinger, I think I can do better.” So Kissinger gave the report back. Two weeks later the chief turned in the revised report. Kissinger kept it for a week and then sent it back with a note that said, “Are you sure this is your best work?” Realizing that something must have been missing, the chief once again rewrote the report. This time when he handed the report to his boss, he said “Mr. Kissinger, this is my best work.” Hearing that, Kissinger replied, “Then this time I will read your report.”

Mirroring the prospect is important because it allows you to connect with them on a deeper level. By using language that they are familiar with, you demonstrate that you understand their needs and concerns. This creates a sense of trust and comfort, making the prospect more likely to open up to you and share important information about their buying criteria. The secret of mirroring is not to repeat the same words, but to convey the meaning of the statement in tone, speed of speech in similar words or phrases. Here's an example:

Prospect: "I'm really looking for a solution that will help me save time and be more efficient in my day-to-day work."

Sales Pro: "Understood. It sounds like you're looking for a solution that will streamline your workflow and free up more time for you to focus on other tasks, right?"

Here are 3 easy-to-implement hacks that will help you mirror your prospect better and more successfully.

Listen carefully: Pay close attention to the words and phrases your prospect uses during your conversation.

Match their tone and pace: Adjust your tone and pace of speech to match your prospect's. If they speak quickly and enthusiastically, match their energy level.

Use social media to gather insights: Take a look at your prospect's social media profiles to gain insight into their interests, communication style and repetitive words or phrases.

Do you use unnecessarily complex language in professional conversation or meetings? Most people who are using smart words or extended smart sentences try appear more sophisticated or intelligent and often use sentences like:

Sales Person: “Let us utilize the data insights and synergize with the corresponding team prior to articulating future action”.

According to research it does the opposite! It makes you appear far less intelligent and overall, much less interesting to listen too. But not only that, you alienate whoever you are speaking with. To be more interesting to people, use phrases like:

You: “Let’s study the data with the other teams and decide next steps”.

You might have noticed; highly charismatic people speak in a way that’s easy to understand. It’s relatable. It’s simple. Sure, they might use certain technical language or industrial lingo in context and with the right people so long as it doesn’t distract from their communication.

Making it harder for people to understand you, just to sound smart, backfires. And if you're wondering now what to do if your negotiating partner uses smart words or extended smart sentences - that’s easy too.

Your negotiating is covering up his insecurity or his low self-confidence! Stick to your plan of using simple, relatable, and easy-to-understand sentences. That shows self-confidence and you will quickly notice in his language when he is becoming more confident. Right there when he starts copying you.

How do you react when your prospect asks you, how much experience does your company have?

Prospect: “How much experience does your company have in this space"?

Most sale professionals don't care why the decision makers are asking this and immediately jump in like:

Sales Person: "Great question {name of prospect}. We got tons of experience. Last year we ranked the biggest company in the space. In fact, we helped like {number of companies} such as {name some competitors} ..."

They go on and on for 35-50 seconds of how great they are and later they're surprised when the prospect turns them down after all. This is for a very good reason. These sales professionals don't understand why the prospect is asking and just talk about themselves. Next time you are asked this very important question, use the following hack:

Prospect: “How much experience does your company have in this space, {your name}?

You: Well {customer name} (pause), our clients would say we have a lot of experience in {field}. (pause) And you must have asked me that for a really important reason. Can you elaborate? Or

You: Well {customer name} (pause), our clients would say we have a lot of experience in {field}. Now, (pause) did you ask me that for a reason just so I have a better understanding.

Now the prospect will tell you what is most important to them (about their potential partner). That way you know how to wrap your answer into the best fit for what they are asking. Just make sure you ask that question before you tell them all about you.

You've had a pretty good discovery session and understood what their challenges are. You've aligned your product or service with their needs. Now it's time to give them a quote and they react like:

Prospect: "Ohh, this is too expensive. We can't afford to spend this kind of money right now"

What is a slap in the face for many sales people is a positive buying impulse for me. We need to understand that the objection is a value because it shows us that the prospect agreed to our product but does not see the value in what we've suggested for that price.

What we need to do now? To find out, where is this value gap that the prospect perceives and revisit what their understanding of getting for the price. You can use phrases like:

Sales Person: "{Prospect name} (pause), can I ask you a question to understand it a little better"? Or...

Sales Person: "You said the price is too high. I'm wondering (pause) for this price that you see in the quote, what do you understand you're getting, (pause) because I think (pause) maybe I might have missed something?

In my question I'm putting the blame on me and give the customer the opportunity to explain his point of view. Since he answers the question honestly, he will be open to further discussion.

Prospecting and Outreach

It goes without saying that SDRs and BDRs conduct detailed researches about the company they want to contact. That is important, but it does not always lead to the desired outcome, because many questions remain unspoken and the sales professional can only assume what they are. This is because most sales employees do not include the contacts themselves in their research. Rather, they prefer to send the same message to a variety of prospects, hoping that one person will respond.

However, those who integrate potential contacts into their research gain a better understanding of how the person thinks, reacts, and decides. These indicators provide you further valuable insights into their needs, pain points, and preferences. By understanding the specific challenges and goals of each prospect, you can tailor your messaging and approach to be more relevant and compelling, increasing the likelihood of a successful engagement. Here are 3 easy-to-implement tips on how to get more responses.

Check social media profiles: Gather more information about your prospects through their social media accounts. You can learn about their interests, hobbies, and background. This can also help you to recognize his way of thinking though the language used.

Use Google search: Conducting a Google search on a prospect's name can provide valuable insights into their professional history, achievements, and areas of expertise. This can help you customize your approach and ask more targeted questions.

Ask for it: The simplest way to obtain personal information about prospects is to ask mutual contacts or easily identifiable gatekeepers. Ask them if they would be willing to share some information about the prospect, such as their interests or goals.

Q4 is often considered an ideal time for quick sales deals for several reasons. Many companies have end-of-year budgets that need to be spent before the new year, leading to increased purchasing activity and a greater willingness to make deals. Q4 also includes major holidays such as Thanksgiving, Christmas, and Hanukkah, which can drive consumer spending and increase sales activity. Sales professionals often have year-end quotas that they need to meet, leading to increased motivation and focus on closing deals. Additionally, some customers may be motivated to make purchases before the end of the year for tax purposes, such as taking advantage of deductions or credits. Overall, these factors can create a sense of urgency and drive quick sales in Q4, making it an ideal time for sales professionals to close deals. Here are 3 easy-to-implement hacks to identify a quick sale:

Convey Your Wishes via Phone: Customers appreciate receiving Christmas cards or well-designed emails. However, what they enjoy even more is receiving a personal phone call where their wishes are conveyed directly to them. This approach helps initiate a conversation and often results in the customer being more talkative than during a standard cold call.

December Speed-Dating: Because the year is passing quickly, let's get straight to the poin t ans ask: Hey, have you got 15 minutes tomorrow or 20 minutes now?. Many will choose 'now'. And if the customer does suggest that we should postpone it to next year, you can respond: Perfect. Let me check (pause) I could make some time available on {fictitious date end of Feb}. However, you would end up at the bottom of the list, and your competition would be two steps ahead. As a fear of loss sets in with the customer, they will most likely change their mind and speak with you either now or tomorrow.

Calling Not Closed Leads: Not all customers you couldn't close have found another partner. The best opportunity is to call them and ask how they are doing and if they have found what they were looking for. Especially at the end of the year, many prospects reflect on the year and reevaluate their situation.

Most SDRs and BDRs I speak to immediately (without further questions) send their customers a full pitchdeck or detailed #videos about the product when a prospect doesn’t have time but would like to review the documentation later. the initial excitement quickly disappears when the prospect doesn't get back to you or is no longer available. If you feel the same way, try this cold call tip:

Prospect: “… I’m just really busy today. Can you send me your information in my email and I’ll get back to you.”

You: “Absolutely. Just so I can put together the best information for you, what exactly you are looking for in that?" (Pause and wait for his reply)

Prospect: “Well, I would like to get an overview of how your product can impact/solve X, Y and Z."

You: "Great {prospect name}. That makes more sense to me. Who do you use currently for {solution}?" (Pause again and wait for his reply)

This way you start your questions before the prospect notices that and it's much easier to guide him through your engagement stage. Most prospects will continue to provide useful information as long as you don't overdo it with the questions. towards the and of the conversation bring up the following question:

You: "Great. That was a good first call {prospect name}. That really gives me much better understanding of whats going on. Now. (Pause) What I can do for you is, I can send you detailed information how we can solve X, Y and Z challenges you brought up to me. (Pause) Let's suppose that you go through that information and you like what you see, what would be the next step to be at that point?"

Studies have shown that according to this "Benjamin Franklin Effect" method, around two thirds of all prospects react to further contact attempts, even if the answer is negative. But only if you do not overdo it with your prospecting, your documents relate exclusively to identified challenges and your email is personal.

We all know it only too well. You look forward to the booked video call and the prospect doesn't show up. Now you're sitting in front of the screen, and nothing happens. The important thing is now, not to lose your nerves. Don't start calling, texting, or emailing them already one minute if they're late. It is always possible that the prospect has not yet completed his previous meeting and will show up soon. If not, here my two suggestions:

Wait about maybe 5 to 6 minutes and then call or text the prospect. When the voice box comes on, leave a message.

You: Hey {customer name}, this is just {your name} (pause) it looks like you had scheduled a zoom meeting on the calendar for right now about looking at {problem} so that you could {solution}. I'm on the zoom link now I'll see you in a minute. Just wanted to leave you a message.

If you want to increase the urgency a bit, you can also choose the following, more direct approach.

You: Hey {customer name}, this is just {your name} (pause) it looks like you had scheduled a zoom meeting on the calendar for right now about looking at {problem} so that you could {solution}. I'm on the zoom link now just waiting for you I'll be here just for a minute or so.

It's important that your choice of words make the prospect feel like they want something from you, not you from them! Do that next time they missed the scheduled zoom appointment and you're going to get a lot more people that will actually text you back or call you back to get on zoom.

To disarm your prospect and actually get them to open up to you, you should use reverse psychology. Let me give you an example: let's say you are in the beginning or the end of a conversation and the prospect says

Prospect: "Hey, that’s interesting but we already use a company for that. I don't really see why we should switch?"

Most salespeople automatically fall into the justification trap of trying to keep the customer on the phone for non-invented reasons. With sentences like:

You: "oh {customer name}, the reason why you should go with me/us is easy because of {reason 1} and {reason 2} and {reason 3}."

This will make you lose the customer's interest. Especially if you promise that you can save the customer a lot of money. Nobody will believe you! You have to get your prospects to pull you in rather than trying to push them forward. Next time try the following hack:

Prospect: "Hey, that’s interesting but we already use a company for that. I don't really see why we should switch?"

You: "Well {customer name}, (pause)you know I’m not quite sure that you should yet. (pause)We we'd have to understand first a little bit more about what you're doing with {problem 1} and {problem 2} just to see if we can even help you in the first place. (pause) Maybe you're better off staying with who you already have are you with me on that?"

The instant you say “i'm not quite sure that you should yet” and “you might be better off staying with who you already have” causes them to let their resistance down and start to listen to you. They're not used to sales people doing that, admitting that you might not be able to help. Statistics have shown that 6 times more customers are now willing to answer further questions and not end the conversation immediately.

Surely you know the situation. Your prospecting goes well, you sent documents and the follow-up meeting looks promising to you but then the bomb explodes with the following sentence:

Prospect: “Thanks {your name} That sounds really good and exciting, but we decided to use another vendor for {problem}”.

You: “Thanks {prospect name} that’s not a problem. Uhm (pause) Can I ask you something?

Prospect: “Yeah, sure. What do you got?”

You: “How can I - (little pause) How can I communicate to you guys (pause with a small sigh) that you might be making the wrong decision without you getting upset at me?”

Prospect: “Well, I wouldn’t get upset with you. What do you have in your mind”?

That’s your spot. Now you have your one chance to explain to the prospect whatever you think is important.

Important remark: You asked the prospect for permission, which increases the prospect's attention significantly. Use only one argument. This argument must be relevant to the customer needs and you have to be sure of it because if the customer jumps on it, you have to back it up with facts. And please - forget all the arguments about saving resources or saving money. That never works!

You write follow ups to your prospect and he just doesn't react. That's frustrating, but in most cases, there are 2 reasons why. Either the customer really doesn't want to or you use the wrong words such as:

Prospect: Hey Jim, I'm just following up about our call last week. Do you have any more questions? We'd really love to partner with you. Please e-mail me back.

That’s just bad! You're just reeking of #desperation when you e-mail your prospects like this. you need to be more matter of fact and you need to raise your status in the prospects brain and become more detached. Next time try the following wording:

You: Hey Jim, I tried to reach you a few times, but didn't hear back….. (you always should use about five dots). Where should we go from here?

That's it. No fluffy e-mail. No nice. Don't be mean but you're more matter of fact. We can assure you that you're going to notice about a 200% more return on your emails. Try it out!

Work Ethic & Time Management

Deadlines are like ticking time bombs that can explode in your face if you don't defuse them on time. In today's chaotic world, unexpected changes, constant interruptions, and competing demands can make it seem like you're playing a never-ending game of Whack-a-Mole. We're all familiar with the "classic" tips and hacks for time management, such as "set realistic timelines", "prioritize", "use a calendar or planner with early/permanent reminders", or "use project management tools". However, we often find that these tips are no longer effective in helping us manage our time.

I've discovered three lesser-known techniques and tips that have immensely helped me to master distractions and ever-changing demands:

The Pomodoro Technique: The Pomodoro Technique is a time management method that can help you stay focused and productive. It involves breaking your work down into 25-minute intervals (called "Pomodoros") with a 5-minute break in between. After four Pomodoros, take a longer break of 15-30 minutes. This technique can help you stay focused and prevent procrastination, which can lead to missed deadlines.

The Two-Minute Rule: The two-minute rule is a productivity technique that suggests that if a task can be completed in two minutes or less, you should do it immediately instead of putting it off. This technique can help you avoid procrastination and prevent small tasks from piling up and causing a bottleneck in your workflow. By completing these small tasks immediately, you can free up time and energy to focus on larger tasks and meet your deadlines more effectively.

The "Focused Work" Rule: The "Focused Work" rule requires that during specified times, all external distractions such as email, phone, and social media are turned off or put on silent mode. This allows you to concentrate fully on the task at hand without interruption. By scheduling specific blocks of time for focused work, you can increase your productivity and minimize distractions.

CULTURE PUZZLE

When it comes to cold calling, it's important to recognize that not all cold calls are created equal. The small but important differences in cultural, habits, and business practices can all impact the effectiveness of a cold call. If you don't take these differences into consideration, you could be making it much harder for yourself to achieve positive outcomes. Today: How do German and US American prospects differ?

1. Communication Style: In the USA, communication tends to be more direct and straightforward, with an emphasis on getting to the point quickly. In contrast, Israel has a more assertive communication style, with a preference for expressing opinions and ideas. This can affect how cold calling is approached, with American callers being more to-the-point and Israeli callers being more expressive.

2. Relationship Building: In the USA, building a personal connection before conducting business is important but not always essential. In contrast, in Israel, building trust and rapport is crucial before any business can be conducted. This can impact how much time and effort is spent building a personal connection during cold calling in each country.

3. Follow-ups: In the USA, follow-up communication tends to be structured and planned, with a focus on confirming details and ensuring clarity. In contrast, in Israel, follow-up communication may be more frequent and urgent, reflecting the fast-paced business environment.

4. Use of Humor: In the USA, humor is often used to build rapport and make people feel at ease, but it is typically more restrained and subtle. In contrast, in Israel, humor is more direct and irreverent, and is often used to build rapport and ease tension. This can impact how humor is used during cold calling, with American callers being more cautious and Israeli callers being more comfortable using humor.

5. Importance of Tone: In the USA, tone of voice and body language are often more neutral and professional, with an emphasis on maintaining a businesslike demeanor. In contrast, in Israel, tone of voice and body language can be used to express emotion and intensity, and can carry as much weight as the words themselves.

While it's worth noting that these cultural differences may not be universal and that there are exceptions to these generalizations, they can still play a significant role in the effectiveness of cold calling. As such, it's important to take these differences seriously and give them careful consideration when planning sales conversations.

When it comes to cold calling, it's important to recognize that not all cold calls are created equal. The small but important differences in cultural, habits, and business practices can all impact the effectiveness of a cold call. If you don't take these differences into consideration, you could be making it much harder for yourself to achieve positive outcomes. Today: How do German and US American prospects differ?

1. Communication Style: In Germany, communication tends to be more direct and straightforward, with an emphasis on clarity and precision. In contrast, the UK has a more indirect communication style, with a preference for using hints and implications. This can affect how cold calling is approached, with German callers being more to-the-point and British callers being more subtle.

2. Relationship Building: In Germany, building trust and rapport is important, but it may take longer to establish than in the UK. In contrast, in the UK, building a personal connection and establishing rapport is often seen as a key factor in business success. This can impact how much time and effort is spent building a personal connection during cold calling in each country.

3. Follow-ups: In Germany, follow-up communication tends to be structured and precise, with a focus on confirming details and ensuring accuracy. In contrast, in the UK, follow-up communication may be more informal and focused on building and maintaining relationships.

4. Use of Humor: In Germany, humor is often used in a more reserved and subtle way, with a preference for irony and sarcasm. In contrast, in the UK, humor is often used more openly and directly, with a preference for self-deprecation and teasing. This can impact how humor is used during cold calling, with German callers being more reserved and British callers being more comfortable using humor.

5. Importance of Tone: In Germany, tone of voice and body language are often more restrained and professional, with an emphasis on maintaining a businesslike demeanor. In contrast, in the UK, tone of voice and body language can be used to express emotion and build rapport, and may be more expressive.

While it's worth noting that these cultural differences may not be universal and that there are exceptions to these generalizations, they can still play a significant role in the effectiveness of cold calling. As such, it's important to take these differences seriously and give them careful consideration when planning sales conversations.

When it comes to cold calling, it's important to recognize that not all cold calls are created equal. The small but important differences in cultural, habits, and business practices can all impact the effectiveness of a cold call. If you don't take these differences into consideration, you could be making it much harder for yourself to achieve positive outcomes. Today: How do German and US American prospects differ?

1. Communication Style: In Israel, communication tends to be direct and blunt, with a preference for clear and explicit language. In contrast, in China, communication may be more indirect and nuanced, with a focus on preserving harmony and avoiding confrontation. This can impact how cold calling is approached, with Israeli callers being more straightforward and Chinese callers being more indirect.

2. Relationship Building: In both countries, building relationships is important, but the approach may differ. In Israel, relationships are often built through personal connections and shared experiences. In contrast, in China, building relationships may involve more formal and hierarchical protocols, such as exchanging business cards and participating in formal banquets.

3. Follow-ups: In Israel, follow-up communication tends to be more informal and relationship-based, with a focus on building trust and rapport. In contrast, in China, follow-up communication may be more formal and structured, with a focus on ensuring clarity and avoiding misunderstandings.

4. Use of Humor: In Israel, humor is often used to convey sarcasm and wit, with a preference for self-deprecating humor. In contrast, in China, humor may be more indirect and subtle, with a focus on preserving face and avoiding embarrassment.

5. Importance of Tone: In Israel, tone of voice is important and may convey assertiveness and confidence. In contrast, in China, tone of voice is also important, but may be more understated and respectful.

While it's worth noting that these cultural differences may not be universal and that there are exceptions to these generalizations, they can still play a significant role in the effectiveness of cold calling. As such, it's important to take these differences seriously and give them careful consideration when planning sales conversations.

When it comes to cold calling, it's important to recognize that not all cold calls are created equal. The small but important differences in cultural, habits, and business practices can all impact the effectiveness of a cold call. If you don't take these differences into consideration, you could be making it much harder for yourself to achieve positive outcomes. Today: How do German and US American prospects differ?

1. Communication Style: In the United States, communication tends to be more direct and explicit, with a preference for clear and concise language. In contrast, in Australia, communication is often more informal and indirect, with a preference for using colloquialisms and idiomatic expressions. This can impact how cold calling is approached, with US callers being more straightforward and Australian callers being more informal.

2. Relationship Building: In both countries, building relationships is important, but the approach may differ. In the United States, there is a focus on building relationships through networking and sharing professional experiences. In contrast, in Australia, building relationships may involve more informal conversations and shared experiences, such as sports or social events.

3. Follow-ups: In the United States, follow-up communication tends to be more formal and structured, with a focus on ensuring clarity and avoiding misunderstandings. In Australia, follow-up communication may be more informal and relationship-based, with a focus on building trust and rapport.

4. Use of Humor: Humor is valued in both countries, but the approach may differ. In the United States, humor tends to be more direct and sarcastic, with a preference for self-deprecating humor. In Australia, humor is often more lighthearted and playful, with a focus on creating a relaxed and friendly atmosphere.

5. Importance of Tone: In the United States, tone of voice is important and may convey assertiveness and confidence. In Australia, tone of voice is also important, but may be more laid-back and casual.

While it's worth noting that these cultural differences may not be universal and that there are exceptions to these generalizations, they can still play a significant role in the effectiveness of cold calling. As such, it's important to take these differences seriously and give them careful consideration when planning sales conversations.

When it comes to cold calling, it's important to recognize that not all cold calls are created equal. The small but important differences in cultural, habits, and business practices can all impact the effectiveness of a cold call. If you don't take these differences into consideration, you could be making it much harder for yourself to achieve positive outcomes. Today: How do German and US American prospects differ?

1. Communication Style: In Germany, communication tends to be more direct and straightforward, with an emphasis on clarity and precision. In contrast, the UK has a more indirect communication style, with a preference for using hints and implications. This can affect how cold calling is approached, with German callers being more to-the-point and British callers being more subtle.

2. Relationship Building: In Germany, building trust and rapport is important, but it may take longer to establish than in the UK. In contrast, in the UK, building a personal connection and establishing rapport is often seen as a key factor in business success. This can impact how much time and effort is spent building a personal connection during cold calling in each country.

3. Follow-ups: In Germany, follow-up communication tends to be structured and precise, with a focus on confirming details and ensuring accuracy. In contrast, in the UK, follow-up communication may be more informal and focused on building and maintaining relationships.

4. Use of Humor: In Germany, humor is often used in a more reserved and subtle way, with a preference for irony and sarcasm. In contrast, in the UK, humor is often used more openly and directly, with a preference for self-deprecation and teasing. This can impact how humor is used during cold calling, with German callers being more reserved and British callers being more comfortable using humor.

5. Importance of Tone: In Germany, tone of voice and body language are often more restrained and professional, with an emphasis on maintaining a businesslike demeanor. In contrast, in the UK, tone of voice and body language can be used to express emotion and build rapport, and may be more expressive.

While it's worth noting that these cultural differences may not be universal and that there are exceptions to these generalizations, they can still play a significant role in the effectiveness of cold calling. As such, it's important to take these differences seriously and give them careful consideration when planning sales conversations.

When it comes to cold calling, it's important to recognize that not all cold calls are created equal. The small but important differences in cultural, habits, and business practices can all impact the effectiveness of a cold call. If you don't take these differences into consideration, you could be making it much harder for yourself to achieve positive outcomes. Today: How do German and US American prospects differ?

1. Communication Style: In the USA, communication tends to be more direct and to-the-point, with an emphasis on efficiency and clarity. In contrast, France has a more indirect communication style, with a preference for using subtle hints and implicit messages. This can affect how cold calling is approached, with American callers being more straightforward and French callers being more indirect.

2. Relationship Building: In the USA, building a personal connection before conducting business is important but not always essential. In contrast, in France, building a personal connection and establishing a level of trust is crucial before any business can be conducted. This can impact how much time and effort is spent building a personal connection during cold calling in each country.

3. Follow-ups: In the USA, follow-up communication tends to be structured and planned, with a focus on confirming details and ensuring clarity. In contrast, in France, follow-up communication may be less structured and more focused on building and maintaining relationships.

4. Use of Humor: In the USA, humor is often used to build rapport and make people feel at ease, but it is typically more restrained and subtle. In contrast, in France, humor is often used as a tool for social commentary and satire, and may not be used as frequently in business settings.

5. Importance of Tone: In the USA, tone of voice and body language are often more neutral and professional, with an emphasis on maintaining a businesslike demeanor. In contrast, in France, tone of voice and body language can be used to convey emotion and meaning, and may be more expressive.

While it's worth noting that these cultural differences may not be universal and that there are exceptions to these generalizations, they can still play a significant role in the effectiveness of cold calling. As such, it's important to take these differences seriously and give them careful consideration when planning sales conversations.

When it comes to cold calling, it's important to recognize that not all cold calls are created equal. The small but important differences in cultural, habits, and business practices can all impact the effectiveness of a cold call. If you don't take these differences into consideration, you could be making it much harder for yourself to achieve positive outcomes. Today: How do German and US American prospects differ?

1. Communication Style: In Israel, communication tends to be more direct and assertive, with an emphasis on getting to the point quickly. In contrast, the UK has a more indirect communication style, preferring to soften messages with politeness and diplomacy. This can affect the approach to cold calling, with Israeli callers perhaps being more to-the-point and UK callers taking a more diplomatic approach.

2. Relationship Building: In Israel, personal relationships are highly valued, and building a rapport and mutual trust is essential before business can be conducted. In contrast, the UK places less emphasis on personal relationships, with business matters taking precedence. This can impact how much time and effort is spent building a personal connection during cold calling in each country.

3. Follow-ups: In Israel, follow-up communication tends to be more frequent and urgent, reflecting the fast-paced and dynamic business environment. In contrast, in the UK, follow-ups are typically more reserved and may take longer to materialize.

4. Use of Humor: In Israel, humor is often used as a way of building rapport and breaking down barriers, and is a highly valued tool in business negotiations. In contrast, the UK tends to use humor more sparingly and cautiously, and may be less comfortable using humor during cold calling.

5. Importance of Tone: In Israel, tone of voice and body language are highly significant in communication, and can carry as much weight as the words themselves. In contrast, the UK places less emphasis on tone, and may be more concerned with the content of the message.

While it's worth noting that these cultural differences may not be universal and that there are exceptions to these generalizations, they can still play a significant role in the effectiveness of cold calling. As such, it's important to take these differences seriously and give them careful consideration when planning sales conversations.

When it comes to cold calling, it's important to recognize that not all cold calls are created equal. The small but important differences in cultural, habits, and business practices can all impact the effectiveness of a cold call. If you don't take these differences into consideration, you could be making it much harder for yourself to achieve positive outcomes. Today: How do German and US American prospects differ?

1. Communication Style: In the USA, communication is typically more direct and explicit, with a preference for getting to the point quickly. In contrast, in Brazil, communication is often more indirect and implicit, with a focus on building rapport and relationships before getting to business. This can impact how cold calling is approached, with US callers being more straightforward and Brazilian callers being more focused on building a connection.

2. Relationship Building: In Brazil, building personal relationships is critical, and business may not be conducted until a relationship has been established. In the USA, while building relationships is also important, it may not necessarily be a prerequisite for conducting business. This can impact how much time and effort is spent building a personal connection during cold calling in each country.

3. Follow-ups: In the USA, follow-up communication tends to be more informal and relationship-based, with a focus on building trust and rapport. In contrast, in Brazil, follow-up communication tends to be more structured and formal, with an emphasis on ensuring clarity and avoiding misunderstandings.

4. Use of Humor: In Brazil, humor is often used to build rapport and make people feel at ease, with a preference for using humor and socializing to establish relationships. In contrast, in the USA, humor is often used to break the ice and make a connection, but it may be more restrained and less openly expressed. This can impact how humor is used during cold calling, with Brazilian callers being more expressive and US callers being more restrained.

5. Importance of Tone: In Brazil, tone of voice and body language are often used to convey emotion and meaning, and may be more expressive than in the USA. In the USA, tone of voice is also important, but may be more focused on conveying authority and confidence.

While it's worth noting that these cultural differences may not be universal and that there are exceptions to these generalizations, they can still play a significant role in the effectiveness of cold calling. As such, it's important to take these differences seriously and give them careful consideration when planning sales conversations.

When it comes to cold calling, it's important to recognize that not all cold calls are created equal. The small but important differences in cultural, habits, and business practices can all impact the effectiveness of a cold call. If you don't take these differences into consideration, you could be making it much harder for yourself to achieve positive outcomes. Today: How do German and US American prospects differ?

1. Communication Style: In Germany, communication is typically direct, precise, and formal. In contrast, Israel tends to have a more assertive communication style, with an emphasis on expressing opinions and ideas. This can affect how cold calling is approached, with German callers potentially being more formal and concise, and Israeli callers being more expressive.

2. Relationship Building: In Germany, building a personal relationship before conducting business is not as important as in some other cultures. In contrast, in Israel, building trust and rapport is essential before any business can be conducted. This can impact how much time and effort is spent building a personal connection during cold calling in each country.

3. Follow-ups: In Germany, follow-up communication is typically structured and formal, with a focus on confirming details and ensuring clarity. In contrast, in Israel, follow-up communication may be more frequent and urgent, reflecting the fast-paced business environment.

4. Use of Humor: In Germany, humor is typically more reserved and subtle, with a focus on wordplay and puns. In contrast, in Israel, humor is often used to build rapport and ease tension, and can be more direct and irreverent. This can impact how humor is used during cold calling, with German callers being more cautious and Israeli callers being more comfortable using humor.

5. Importance of Tone: In Germany, tone of voice and body language are often more restrained, with a focus on maintaining a neutral and professional demeanor. In contrast, in Israel, tone of voice and body language can carry as much weight as the words themselves, and can be used to express emotion and intensity.

While it's worth noting that these cultural differences may not be universal and that there are exceptions to these generalizations, they can still play a significant role in the effectiveness of cold calling. As such, it's important to take these differences seriously and give them careful consideration when planning sales conversations.

When it comes to cold calling, it's important to recognize that not all cold calls are created equal. The small but important differences in cultural, habits, and business practices can all impact the effectiveness of a cold call. If you don't take these differences into consideration, you could be making it much harder for yourself to achieve positive outcomes. Today: How do German and US American prospects differ?

1. Communication style: Prospects in the US tends to value more direct communication, while the UK prospects favors a more indirect approach.

2. Relationship Building: In the UK, building a relationship and establishing trust is often a more important part of business than in the US. Therefore, UK prospects may be more likely to engage in small talk and want to get to know the salesperson before discussing business.

3. Follow-Ups: In the UK, it is generally considered polite to follow up with a thank-you email or note after a cold call, even if the prospect is not interested in doing business. In the US, follow-up is still important, but there is less emphasis on sending a thank-you note.

4. Use of Humor: In the UK, humor is often used in a self-deprecating way, as a means to create a connection with others and diffuse tension in uncomfortable situations. In contrast, in the US, humor is often used as a means to entertain and impress others, and can sometimes be seen as a way to assert dominance or power in a conversation.

5. Importance of Tone: In the UK, a formal and polite tone is often valued, and it's important to avoid sounding too pushy or aggressive. In contrast, in the US, a more enthusiastic and confident tone is often appreciated, and it's acceptable to be more direct and assertive in your approach.

While it's worth noting that these cultural differences may not be universal and that there are exceptions to these generalizations, they can still play a significant role in the effectiveness of cold calling. As such, it's important to take these differences seriously and give them careful consideration when planning sales conversations.

When it comes to cold calling, it's important to recognize that not all cold calls are created equal. The small but important differences in cultural, habits, and business practices can all impact the effectiveness of a cold call. If you don't take these differences into consideration, you could be making it much harder for yourself to achieve positive outcomes. Today: How do German and US American prospects differ?

1. Communication Style: US prospects in cold calls tend to be more direct and focused, while German cold calls often have a longer introduction and may be more indirect.

2. Relationship Building: In the US, there is often a focus on building a personal relationship during a cold call. In Germany, the conversation may initially focus on the business at hand before any relationship building occurs.

3. Follow-ups: In the US, it's common to follow up a cold call with an email or other message to deepen the relationship with the prospect. In Germany, this is less common and advisable to fix the follow-up appointment already during the call.

4. Use of Humor: Humor can be an effective way to bridge language barriers, but it may be used differently in the US and Germany. Americans may be more likely to use humor in a business context, while Germans may be more reserved.

5. Importance of Tone: Tone can be a critical factor in communication, particularly when language is a barrier. Americans may tend to use a more enthusiastic and positive tone, while Germans may be more neutral or formal in their tone.

While it's worth noting that these cultural differences may not be universal and that there are exceptions to these generalizations, they can still play a significant role in the effectiveness of cold calling. As such, it's important to take these differences seriously and give them careful consideration when planning sales conversations.

Motivation & Inspiration

Sales rejections can be difficult to take, but they are a normal part of the sales process. Sales agents can feel frustrated or discouraged when a prospect says "no," but it's important to remember that rejection is not a personal attack on their abilities. Rather, it may mean that the prospect is not currently in need of the product or may simply not be able to connect the dots between his pain and your product. Here are 5 hacks on what you can do to maintain your mental health and happiness in the face of sales rejections and "no" from prospects:

Practice positive self-talk: Sales pros can boost their confidence and maintain a positive mindset by using positive self-talk. Before the workday begins, encourage and motivate yourself. Use phrases like "I can handle it" or "It's going to be a great day" to combat negative thoughts and emotions.

Analyze the rejection: It's important for sales pros to analyze the reason behind the rejection. Was it due to a misunderstanding, a lack of trust, or a mismatch between the prospect's needs and the product being offered? Understanding the reason for the rejection can help sales agents tailor their approach for future interactions with the prospect or similar prospects.

Engage in stress-reducing activities: Sales can be a high-stress profession, and it's important for sales agents to engage in activities that help reduce stress and promote relaxation. This can include exercise, meditation, or hobbies that they enjoy.

Use rejection as an opportunity to build relationships: Even if a prospect says "no," it's important for sales agents to maintain a positive relationship with them. By thanking the prospect for their time and staying in touch, sales agents can build trust and increase the likelihood of future sales opportunities. Rejection doesn't have to mean the end of a relationship, but rather a chance to strengthen it.

Seek out mentorship or social support: Seeking out mentorship from an external source like The Anchors can provide valuable guidance and support. A mentor can offer insights on how to handle rejection and provide advice on how to improve sales skills. Talking to colleagues, other sales pros in social media groups, friends or family members can also help when you are feeling down or discouraged. Having a supportive network helps you to feel less isolated and more motivated to keep pushing forward.

There are several reasons why people may be afraid to acknowledge “burnout”. One of the main reasons is the stigma associated with it. In some cultures or workplaces, burnout may be stigmatized or seen as a sign of weakness. Especially In these high-pressure work environments, there may be a sense of pressure to ignore or downplay burnout symptoms in order to keep up with the demands of the job. Or people may be afraid to acknowledge burnout because they fear it could have negative consequences, such as losing their job or being perceived as unproductive or unreliable. Others may feel ashamed or embarrassed to admit that they are experiencing burnout. Here are 4 easy-to-implement tips on how to reduce or prevent the pressure of burnout.

Set boundaries: Establish clear boundaries between your work and personal life. This could mean setting specific work hours, turning off your phone or computer after work, or not checking your email during your time off.

Prioritize your tasks: Make a list of your tasks for the day and prioritize them based on their importance and deadline. This can help you focus on the most important tasks and avoid feeling overwhelmed.

Learn to say no: Don't be afraid to say no to requests or tasks that are beyond your capacity or outside of your job responsibilities. It's important to prioritize your own workload and well-being.

Seek support: Don't be afraid to reach out to colleagues, friends, or mental health professionals for support. Talking through your stressors and concerns can help you feel more supported and less overwhelmed.

How do you deal with your failures? Most people are very negatively influenced by it. Here's another point of view. When you are learning to walk you fell over… a lot. But you got back up, tried again and never gave up. Failure is part of the journey of growth. Both when learning to walk and throughout our lives. So, we need to change how we define it. Here an are simple ways to change your perspective on failure so you can embrace it as a learning.

First: Instead of only tracking success, track the effort applied. Even. If it didn’t work out. Make the process meaningful and celebrate your discipline.

Second: When you next fail, immediately record answers to these 2 questions: a) What did the experience teach you? And b) How will it shape your decision making, your thinking and your action going forward?

Third: Don’t suffer in silence. Share your experience. You’ll find that others likely have similar experience. This way you can learn how they worked through their challenges and emulate that in the own life.

There are several reasons why people may be afraid to acknowledge “burnout”. It is important that we maintain our mental health and not let work, stress, and responsibility consume us. Here are 4 more easy-to-implement tips on how to reduce or prevent the pressure of burnout.

Keep your space clean and organized: A cluttered and messy space can lead to distractions and reduce productivity. Take a few minutes twice a day to tidy up your workspace.

Avoid multitasking: Contrary to popular belief, multitasking can actually decrease productivity. Instead, focus on one task at a time and give it your full attention.

Take regular breaks: It's important to take breaks throughout the day to recharge. Taking a couple of little 5-10 minute breaks can actually increase your productivity by helping you avoid burnout and regain focus.

Stay hydrated and nourished: Drinking enough water and eating healthy snacks can help you stay energized and focused throughout the day. Avoid sugary or highly-processed foods that can lead to crashes and energy dips.

You can't drive your car looking in the rear-view or side mirror. If you keep looking in the rear-view or side mirror you going to keep crashing your car. It is impossible!

There's a reason why the rear-view and side mirrors are very small and the windshield is this that big. To focus on what is in front of you because all the rear-view or side mirrors do is to allows you to see what you've passed and to prevent what you've passed from coming up on you again. That's all the rear-view or side mirrors are for.

Always remember, the windshield is your present and your future. It is where you going. It is where you live. Just look back to remember what you left behind and don't let it catch up with you again!

How happy are you in your relationship? Have you found your soul mate? Let's do a quick test together. Here are four basic habits that the happiest couples have learned to do regularly with each other. See if you're practicing these habits in your most important relationship.

First: The happiest couples show gratitude to each other daily. They say thank you for the little things and they don't pass a moment to point out something positive to their partner.

Second: The happiest couples stay in the moment with their partner. They put down their phones. They pay attention to the little details, and they know how to put their partners first. They don't let the distractions of life take away from their most important moments together.

Third: Happy couples accomplish goals together they find meaningful projects and activities that they can do together, and they intentionally put each other and the opportunity to grow together as their first priority.

Fourth: The happiest couples play serving their partner and others above themselves. They do not keep score about who does more, and they seek out opportunities each day to serve their partner in unique and distinct.

How many yeses did you give yourself? More than two? Great. Here's another challenge for you: Replace the word "happy" with "successful" and "couples" with "leaders" and run the test again. How many yeses will you get now?

The bottom line: Your co-workers deserve that you work as hard on the relationship as you do with your soul mate. This is the only way you form a real team and a real unit at work that successfully overcomes all challenges and difficulties. Think about it!