Friday, January 25, 2013


In the National Football Conference NFL Championship Game between the Atlanta Falcons and the San Francisco 49ers, that took place on Sunday January 13th, 2013, the 49ers were behind 24 to 14 at halftime and it didn't look good for them. Then, miraculously, during the halftime break the San Francisco head coach said some things to the players that changed the course of history that day. In the second half the 49ers played much better and they won, 28 to 24. Then it was off to the Super Bowl.

Head Coach Jim Harbaugh must have had some powerful words for those guys huh?

I’m sure a few tactical changes were made and that helped. But it had to be bigger than just that. Harbaugh’s words had some magical effect. It had to be his words that created victory. No new players entered the game. Everything was the same except better performance on the part of the entire team. A few no doubt impassioned and well-chosen words from coach Harbaugh resulted in significantly better player behavior from every offensive and defensive player in the second half.

The Falcons were prevented from scoring any points at all in the second half. That's amazing. They are a very good team.

How did that locker room conversation make that happen? What must have been said? Well, we don’t know. We weren't there. No television cameras were present. But we do know this. Harbaugh’s problem solving, strategy redesign and let’s play better words and conversation inspired a new level of motivation and the results were terrific.

So…what can we learn from this? How can we use our words in our locker room -- our business environment -- to make it so all our players step up and perform at significantly higher levels? Can the mere words we use in conversations with our employees result in increases in sales and more money for everyone involved in our business? That would certainly be our victory, our win. Can we learn how to do that? The answer is YES, we can.

How do you get more productivity (more sales generating activity) out of your employees with your words? Simple, by asking the right questions, question that demonstrate that you genuinely care about THEM at work and at home too. You talk to them about THEM, their GOALS, what THEY want. You find out what’s important to them.

This kind of conversation has a fantastic effect on people. It shows them that you genuinely care about them. And that unmistakable demonstration  of caring inspires them to want to please you because then they like you better too. And when they all like you better, guess what? They work more closely together as a team to meet YOUR GOALS. They increase their focus and concentration on all the activities in your business that brings in the money. Common sense really. You demonstrate that you genuinely care about them and they reciprocate in kind. Everybody wins.

When you become a Peak Performance Leader and engage in GOAL CENTERED CONVERSATIONS, using what we call FIERCE QUESTIONS -- which are questions that pull no punches and are open and honest and relevant and on point and passionate -- the productivity and profitability of your business is all about the goals of your team members, your employees.

And that’s how your WORDS CAN CREATE VICTORY.

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