Communicating value goes beyond what is communicated to how value is communicated. Perceived value has emotional attachment. People make emotional decisions for logical reasons. Communicating value requires communication intelligence that aligns content with communication style and communication behaviour so that the promise of value is experienced from the sales conversation. This is called communication acuity.
Have you ever been in a conversation that has left you with a feeling of disquiet and yet the atmosphere was quite cordial? This happened to me… Read more “What is the question behind your question? | on the edge”
There is a Zulu greeting of ‘Sawubona’, which literally translates to ‘I see you’. One of the ways to respond to this is ‘Ngikhona’ – ‘I am here’. To me, this is a fundamental reminder to be present, even in the simple act of greeting someone. We must not lose our ability to ‘see’ our colleagues. For me personally, this is about connecting with my team, knowing a bit about their context and background as people, not as ‘resources’ available for the next project. It’s about taking the time to listen, even when I think I might have the answer halfway through the telling of the issue, or acknowledging a frustration before offering guidance, or simply being a sounding board.
Janice Mueller, large-scale transformation specialist | performance-focused leader across cross-cultural teams | strong communicator