We also spoke about the value of negotiation and how some managers
are “afraid” to train their employees to negotiate: “What if they use that against me?
” But Mark really noted that this isn’t a smart way to think. It’s always better to negotiate against a good negotiator than a bad one. A good one figures out how to get the best outcomes for everyone
instead of playing a zero-sum game. Yes, they may
use their new negotiation skills “against” you, but they will appreciate your investment in them as a person
, not just as a numbered employee.
Mark is so full of fascinating stories and helpful lessons that this episode could have easily gone on longer. I hope you enjoy it as much as I did.
Key Learning Points:
1. Mads notes that the best salesperson doesn’t necessarily make the best sales manager, and certainly can’t become one without training - 3:43
2. Mads shares that often when people say they “don’t like managing” it’s because they don’t know how - 5:20
3. Mark stresses the importance of being incrementally better than your competition rather than focusing on being the “world’s greatest” - 7:07
4. Mark used ballroom dancing to help with his fear of public speaking - 11:04
5. Mark gives us a tactic to get networking results without attending “networking events” - 15:05
6. Mark has been encouraging people to re-invest the time they have saved with Covid - 23:40
7. Mark talks about the importance of learning how to learn - 30:00
8. Mark goes back to memories of geometry in school to connect learning to life - 33:45
9. Mark makes the case for training your team to negotiate better (even if it’s against you) - 37:45
10. Mark points out that there’s no substitute for practicing what you learn in books, courses, and podcasts - 42:20
11. Mads talks about the prestige and advantages that come from hosting groups - 47:30
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