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Great communication tends to be simple.
Not trivial, not simplistic, but profoundly simple.

Trivial messages take us nowhere.
Simplistic ones take us to the wrong places.
Profoundly simple ones light the path to unexpected places.

Both, trivial and simplistic, try to remove or replace the complexity. They pretend that things would be simpler than they actually are (which in the best case is mostly harmless, but in the worst case could be dangerous). They cut the conversation short and offer conclusions without the hassle of having to think it through.

Profoundly simple means something different.

It does not replace the complexity.
It makes it accessible.

It doesn’t aim to end the discussion but to spark the curiosity that allows the conversation to start and go deeper.

Can you tell your story in a profoundly simple way?

Seeing it

One of the most powerful questions to ask in order to speak with clarity is “Can you see it?”.

Because when you can see it, it means that you can describe what you see.

And when you describe it, this gives me a chance to see it, too.

If we stop our thinking short of seeing, this is what might happen: We speak about our ideas, “thinking” they are clear, only to discover that the words we use are not really clear to others.

(And, if we’re being totally honest, sometimes not even to ourselves.)

For example:

  • Innovative? How does that look like? What do you see?
  • Empowerment? How does that look like? What do you see?
  • Friendly service? How doest that look like? What do you see?
  • Open feedback culture? How does that look like? What do you see?

The truth is that people see different things when they hear these words. Being specific about what you see, helps to align their vision with yours.

The magic happens when “what you see” and “what I see” merge to form a “we see”.

Which allows the conversation to focus on the questions that matter to make happen what “we see”.

So, can you make me see what you see?

The words they use

Average communicators deliver information, good ones spark our interest, great ones redefine what’s possible for us.

All of them do it using words.

But what a difference the words they use make.

The simple truth about storytelling

Contrary to what some storytelling coaches want you to believe, in the end there’s only one thing you need to understand about storytelling.

And it’s this question: “What happens next?”

I mean, of course, you can say a lot more about storytelling. The hero’s journey does work. “Show, don’t tell!” is useful advice. As is the three-act-structure and many other techniques …

But in the end, all of that is optional.

Because the only thing that matters is whether your audience is curious to learn more. If you nail that, it doesn’t matter whether it’s through the hero’s journey or some other fancy framework.

Storytelling really isn’t a mystical art locked behind gates of complexity. At its core, it’s simple, straightforward, and something anyone can absolutely do.

Just tap into your audience’s curiosity!

That’s it.

If your audience wants to know more, you’ve nailed it. Even if you’ve never heard of the hero’s journey or any other storytelling formula … when your story makes people sit up and wonder what’s next, you’re telling a great story.

“What happens next?” is the only questions you need to ask for that. The better you understand your audience’s needs, their desires, their questions, the easier it will become to find a compelling answer to that question.

If it’s using the hero’s journey, that’s totally fine (it means you’re using it right). But if you’ve never heard of it, don’t worry! The more important information is to know your audience.

So, what is your audience dying to know?

The missing element to trust

Trust can thrive when people say what they mean and mean what they say. Easy, isn’t it? Well, not quite …

Here’s the bit where everything can still fall apart:

Clarity!

Or lack thereof.

Saying what you mean doesn’t guarantee that the others get what you mean. But the equation only works if it’s clear to both sides what is meant.

Keep that in mind the next time you’re frustrated when someone didn’t do what they seemed to have promised.

Did they really promise what you thought they’d promised?

Or how about you? If you asked the others, what did they really understand?

But what do you do when there’s that subtle feeling that maybe, just maybe, they didn’t catch your point?

Why not just cut through the guesswork and ask them? Straight up.

It’s not rocket science, but it’s often missed: making sure you’re on the same page.

That’s key: If in doubt, ask!

How does it feel to be persuaded?

Perhaps something like this …

Let’s imagine you’re listening to a skilled speaker. They’re well rehearsed and obviously know what they’re talking about.

But still, you’re feeling a bit of skepticism mix with your curiosity as they present their ideas. A subtle guard rises within you, a natural defense against being swayed or manipulated.

But they skillfully weave emotional appeals and logical arguments. You notice your skepticism battling with intrigue. Their words are like a gentle but persistent nudge against your existing beliefs.

You find yourself momentarily swayed by a particularly compelling point …

… only to retreat back into doubt.

The speaker seems to sense these waves of resistance. They become more insistent, more persuasive.

You feel a growing tension to agree.

It’s not exactly uncomfortable, but it’s definitely there.

There’s a part of you that wants to give in, to align with this persuasive narrative just to alleviate the growing tension within you.

When the presentation ends, you’re left feeling a bit unsettled. You find yourself agreeing with some points …

But …

Did you agree because the arguments were sound, or because the art of persuasion subtly wore down your defenses?

The art of persuasion is a fascinating one. And yet, I prefer it when leaders light the path.

Both aim to create tension that leads to change. But the former does it in the speaker’s best interest while the latter does it in the audience’s best interest.

I’m so excited

The crucial question that’s almost never asked when preparing a talk:

Am I excited?

Instead, preparation is dominated by “Does it make sense?”

Which is crucial, too. But does your gut agree? Are you excited?

Make no mistake: Logic is important! But the difference between good and great talks is often the passion that comes with the latter.

The good news is this: It’s not hard to find out whether you’re excited, is it?

“Does it make sense?” is tricky. You need research, fact checks, data, reasoning, etc.

But “Am I excited”?

That’s easy. Just listen to your gut. It’s an immediate answer.

Then, work with the answer:

If it’s a “yes”, go out there and light the path!

If it’s a “no”, dig deeper. What’s off? What’s missing? What’s just corporate speak that just isn’t you? Where could you be bolder? Shorter? More emotional?

That’s the beauty of it. You only need to start that process, even if it’s with the most boring story. If you let your gut guide you, you’re going to end up with a story that excites you – one that feels like this is how you always wanted to tell your story!

So, how excited are you about your story?

Alignment vs. Agreement

Alignment is when we walk the same path.
Agreement is when we walk the same path for the same reason.

A lot of frustration in communication stems from trying to achieve agreement when alignment would be sufficient.

Let’s say you care for sustainability and you suggest some initiatives to save energy and emissions.

How important is it that the CFO agrees with you about the why behind those initiatives? Would it be a show stopper if they see a financial benefit but don’t agree with you on the deeper purpose of (this particular approach to) saving the planet?

I’ve seen brilliant ideas die in ideological battles around the why when the destination was all that actually mattered.

Once you’re on the way, you might discover that there is, in fact, a lot more common ground than you thought. Alignment might turn into agreement down the road.

But if you’re not even willing to start the journey unless there’s agreement, alignment might not happen in the first place. And, as a consequence, change can’t happen.

How about you? Did you – or someone on your team – ever let agreement get in the way of alignment?

The only one

Right now, nothing is more important than you.
That’s the feeling that great communicators will give you.

Not only in 1:1 conversations, but also on the stage and even in their writing.

Right now, nothing is more important than you.

Which is not to be confused with:
“Never is anything more important.”

But right in this moment, nothing is.

These people let us forget that
-> they are just as busy as we are (if not more),
-> that they juggle just as many balls as we do (if not more),
-> that their day sucked big time and their lunch break is already one hour late (if not more).

But right now, none of that matters.

They are super busy. And yet, in this moment, they are fully present.

They don’t necessarily leave everything aside for us. We’re not the center of their focus all the time. They might not even have much time for us. But when they do, they’re fully committed and present in the moment.

Sometimes, you could even say that the feeling is not so much one of being the most important person in their world right now. It almost feels like you’re the only one that matters.

How focussed are you on the person you are talking to?

Proud to work here

How many of your team members tell their families and friends that they are genuinely proud of working in your team?

Are you yourself proud of working here?
Why or why not?

Are you proud of your employees?
Why or why not?

What would you expect your employees to be proud of?

When was the last time you asked?

Spread the Word

Dr. Michael Gerharz

Dr. Michael Gerharz