Excerpt from a YouTube interview (Kevin 'KD' Dorsey hosting Charles Muhlbauer) about sales/team coaching. Muhlbauer describes coaching his team to focus on problem-framing using a specific "problem question" formula, and notes that people naturally dwell on negatives and fear of failure—so teammates often talk more about what they're afraid of than what’s working.
So I want them to think about problems. There is a specific formula that I coach my team to begin to execute that problem question. That's what I want them to be thinking about. And I joke around with my teammates because as much as people like to talk about how good things are, for some reason people like talking more about how things suck. I think our brains are wired to be negative, which is terrible, which is why we all have fear of failure and all that stuff. But they like talking about what they're afraid of.
#shorts THE POWER OF RECOGNITION: How Do You Empower People with Zoe Hartsfield
