questions

No matter how big, powerful, and invincible you think you are, there is always something out there which could ruin the party real quick. Be curious, not cocky.

Note: the above transcript is false. It's actually an updated version of an old Navy joke. Hope you laughed!

This is a fundamental piece of my personal philosophy, one I hope you'll embrace yourself.

Ask questions. Ask more questions. Ask deeper questions. Ask hard questions. Ask "why" a lot. Ask "how" a lot. When you're done, ask one more tough question and see if you still think you're done.

I could give you answers all day. The problem? All I'm giving you are my answers to my life. This is another fundamental piece of my personal philosophy: find your own way. Let me explain.

Ever try to follow in someone's footsteps and do what they did, only to not have it work out the same? That's because you're removing yourself from the equation. It worked for them, not you. Some of what they did will work or you, and some of it won't. If you had questioned each of their steps for yourself you would have discovered your own way.Read more

Has something unexpected ever oh-so rudely interrupted your life and caused you to fall behind on less important tasks?

Last Tuesday I stayed home from work with a cold. I’ve noticed a lot people have been sick already this year, and I tend to catch something when it starts to get cold in November and December. Today is the first day I’m feeling around 100% again. I have energy, I am smiling, I feel focused… and I am way behind on e-mail, reading blogs, going through mail, and doing all the little things I tend to stay on top of.

I have a hunch you’ve been there yourself.

What happened? My balanced life got tipped over in a way. I go through most of my e-mail and blog subscriptions in the morning and when I take mental breaks during the work day. I take part of an evening every week to stay on top of mail. On top of that it was my birthday so friends and family wanted to see me. Making sure I’m on top of work and cooking dinner are much higher priorities, so that’s what I focus on.Read more

I want you to know that most people’s initial mistake in making a pitch and a first connection has an easy fix.

The mistake? It’s best if I give an example. Let’s say you approach or call someone who would be a top-notch prospect for what you’re trying to do. You tell them who you are, what you do, and why it’s such a great thing. They shrug at you, or ignore you, or tell you “not interested.”

They turned you down. It makes no sense at first, because if you were like them, trying to get your magic waffles in front of people who worship filling each square full of syrup, you’d jump at this opportunity. Where did things go wrong?

You needed to start a conversation.Read more

Think about the last time you splurged a little on something you had no intention of buying. Especially if you looked back afterwards and wished you hadn't done that, even if it was the teeniest tiniest doubt.

What made you do it?

Let me rephrase that: what were you feeling when you made that purchase?

We have a wide range of emotions, and they're far more powerful than our logical minds. Think about your logical decisions for a moment. How many of them were to fill an emotional need?

Trust me, the answer is more than "a few." The answer is "all of them."

Take buying clothing, for example. We need clothing, yet there are so many choices. Why buy a certain pair of jeans? People don't buy jeans because they fit well, it's because of how someone feels wearing a pair of jeans that fit well. Heck, buying jeans in itself is an emotional decision. Maybe you don't want to feel bad after destroying nicer pants so you buy jeans; maybe you like the comfortable feeling which washes over you wearing jeans.Read more

If there’s one thing I always want my sales team to do, it’s asking the question “Why?” more often.

Heck, I think if we all asked “Why?” more often the world would be a better place.

On a sales call, our goal is to dig around for ways we could help the person on the other end of the phone, and then present these things in a way which creates enough interest for them to talk to a sales rep. No manipulation, no cheap tactics. All we want is a thought-provoking conversation so we can understand the other person better.

What’s the easiest way to get someone else thinking and talking? Ask them why they do what they do.

Asking “Why?” causes someone to think about it for a moment. Sometimes we get a knee-jerk response. We ask “Why?” again, digging deeper, getting more input, letting the other person walk us down the path they’ve traveled so many times. They point out things they take for granted. It’s these things they take for granted we want to hear about: we want to understand why it’s taken for granted.Read more

I reached the summit of Mount Tripyramid’s north peak to find three experienced hikers sitting down after climbing a different route up the mountain. Unbeknownst to me they were the three wise men of my journey, whose insights would shape a lot of my reflection later on in the day.

At first I thought the best thing I could do is ask questions about hiking and the White Mountains.Read more

I just added a way for you to ask me a question to my site. The link is at the top of the page.

So please, ask Jonathan a question!

Want to take some personal photographs of earth from above the clouds? It sounds like a crazy idea, probably expensive, and any pessimist will start listing all the problems – lousy photos, wasted time and money, who cares, yadda yadda.

Think bigger than that. Then think simpler. Why? Because a few students did it with a cheap digital camera and a helium filled balloon.Read more