This is one that came to me only in recent years. I was always about the build-up and the story development.
It was only when I started working more closely with sales teams that I began to see how, in many communications, the point needs to be made quickly and efficiently. Story build-up – who needs that?
And so came the slow struggle because that is exactly what it felt like. A struggle to be different to who I was accustomed to being.
The main problem with the build-up? It’s your story, not theirs. And as you get older, you realise that the one story people care about the most is their own. So they will tolerate yours to the point that it has an impact on theirs.
It does not matter – what is important is coming to terms with human nature, be able to pinpoint the real developments within a situation accurately and know how best to tackle it.
And so, main point up front, keep the frills to a minimum. It’s not a present.
And yes, you do get better at it, with practice.
This is part of a series of 20 posts on How I Ensure I Respect Your Time.