Carey Olson, the East Coast Regional Business Director for WelPharmCo, picked up Luke at Boston’s Logan Airport. After they greeted each other, threw the bags in the trunk, and rode off, Luke asked, “So how are things going?”
Carey talked about the quarterly numbers being down and what he was doing with the regional business directors and their teams to get things on track. He spoke faster than he normally did; Luke picked up on his nervousness. Following the recent conversation with Allison on building trust—specifically “caring”—Luke chose not to tackle the productivity issue right away. Instead he asked, “No, I mean how’s your family doing these days?”
Carey almost did a double take as he drove through the tunnel toward ...
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