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TV Expert Interviews / Leadership / Dec 14, 2021 / Posted by Dr. Thomas D. Zweifel /

Leading Through Language (video)

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In this Expert Insight Interview, Thomas Zweifel discusses leading through language. Thomas Zweifel has had quite an interesting journey from ski instructor to CEO, working as a construction worker, actor, director, animator, and copywriter.

This Expert Insight Interview discusses:

  • How our language can shape our reality
  • Why do people have trouble understanding the power of language
  • The power of authentic communication in sales

Language Creates Reality

Thomas believes that, through language, we generate the reality that we encounter. Our brains are conditioned so that they only see what we already believe in, and they will only select the evidence that is consistent with their existing beliefs.

This is why communication is the water that leaders swim in. The good news is that effective communication can solve any issue, from misunderstandings, through failed mergers, failed sales, or lost clients, all the way to preventing divorce or lawsuits.

Power of Words

Today we live in a culture where language has become quite casual, and people don’t seem to pay as much attention to what they’re saying as they used to. We are quite unconscious about the way we communicate, and we think that what we say is only a representation of reality and that it doesn’t actually create reality.

However, whatever you put into words can and will become real. So, we need to treat whatever we say as a commitment. Unfortunately, people don’t understand the power of words and how they can impact your life.

Communication as the Solution

Any competent salesperson knows that sales is not about broadcasting the greatness of your product. It is actually about trying to put yourself in your customer’s shoes and listening to them, seeing what their dreams, fears, and concerns are, and what they need.

This effectively allows salespeople to customize their sales pitch depending on the customer’s needs. There’s a certain level of self-discipline required to take a step back and listen because, as salespeople, we’re motivated to close the sale. This means we need to discipline ourselves to have a proper conversation with our customers, rather than “talking at them.”

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

About Author

Thomas’s last name “Zweifel” means “Doubt” in English, so he is “Doubting Thomas”—but without doubt, there would be no innovation… Thomas is the award-winning author of eight books including “Communicate or Die,” “Leadership in 100 Days” and “The Rabbi and the CEO” that have been featured on ABC, Bloomberg, CNN, Financial Times, and Fast Company. As well as writing, he partners with CEOs and C-level executives on their strategy and performance and has taught leadership as a guest professor at Columbia University and HSG for the past two decades. After serving as CEO of Swiss Consulting Group from 1997 through 2013 (and helping clients make over $9 billion in added revenue), he was lucky enough to make an exit and now works only with selected projects and clients.

Author's Publications on Amazon

Frustrated by endless meetings or Zooms, blame games, mistrust, lack of alignment, toxic colleagues, turf wars, and/or dysfunctional teams? All of these are a result of bad communication; effective communication can resolve them. But most of us fly blind (and often crash) in our communications.…
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In a crisis that disrupts global business and forces us to manage at a distance, how can you still get results? This quick read (updated 2nd edition) shows you how to build trust remotely, read between the lines, collaborate and negotiate effectively, prevent costly culture…
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Especially in times of home office and virtual teams, how do you manage people remotely and still get results? The answer: Don't manage them (command-and-control won't last anyway) but coach them for excellence—and boost your freedom, power and peace of mind. If working with others…
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This is much more than a book: It's your day-by-day success system. Leadership in 100 Days offers you the roadmap to power and impact, even and especially in a time of crisis. Whatever goal you put your mind to (professional and personal), this easy-to-use toolkit…
Buy on Amazon
In times of crisis, alignment on a shared strategy is even more crucial, and more elusive. Frustrated by organizational silos, fragmentation or resistance to change? Tugs-of-war, with everyone pulling in different directions? Can’t seem to get real buy-in or jumpstart implementation?The award-winning Strategy-In-Action shows how…
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What if you had the secret sauce of some of the most successful people anywhere? Use this 10-part system based on the Ten Commandments to meet any challenge and win big.
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