Customize Your Presentation for Any Audience (Part 3 of 3), by Myra Corrello, PhD
November 27, 2008 | Leave a Comment
Here are three final ways to create greater connection with each audience you address:1. Appeal to their common values. Research shows we often assume we share more values that we actually do. However, in almost any audience, you can identify a few commonly-shared values. For example, audience age can be an effective indicator. If you are speaking to an audience comprised primarily of senior citizens, your persuasiveness could be enhanced by appealing to their sense of patriotism and sacrifice. For baby boomers, examples and illustrations that emphasize individual achievement can be effective. A Generation X audience will find your argument more convincing if you appeal to their value of life balance and flexibility. An organization’s stated mission and values statements are also great sources for incorporating common values. Pay particular attention to unique phrases and metaphors used by the organization to describe itself and its activities. These can be great additions to your presentation.
2. Create a common bond. What personal experience can you share that helps them feel connected to you? Audiences want to feel you are one of them. On the surface, I seem like an unlikely source for relating to an audience of construction contractors. It would be easy for them to question my ability to understand them and their specific issues. That perception changes immediately with my opening story. I explain how I first learned sound business principles growing up in my family’s contracting business. I take them through the key lessons I learned through years of home-based training. I create credibility with them. We then share a bond. They become more receptive to my message. Audiences have a keen interest in understanding your motives. They make character and credibility judgments based on what they learn about you. Sharing appropriate personal information can help them form the image you wish to portray. Remember, it’s all about them. Self-disclose when it’s justifiable. Just stay focused to meeting their needs.
3. Incorporate quotes from their founders and historical milestones. All organizations have a history full of stories, rituals, and other relics that are passed down through generations of members as a means of perpetuating its values, accomplishments, and uniqueness. Showing respect for the organization by incorporating these cherished organizational relics into your presentation helps to reinforce what makes them great.
Regardless who you’re speaking to, you can be sure they like special treatment. It only takes a small amount of creativity and research to give them a unique, timely, relevant message. Think of it as a special hand-written note for each one.
What can you do differently with your next presentation to show your audience you really care about them?
Myra
Helping Individuals and Organizations Increase Their Image, Influence, and Impact
MyraCorrello.com
People Power! by Jennifer H. Ledet,SPHR
November 20, 2008 | Leave a Comment
Regardless of your education, background, experience, technical expertise, or ability to solve complicated mathematical equations, you will sink your career quickly if you don’t’ have good people skills and the ability to form positive relationships with co-workers and customers. So what, you say? How important are effective work relationships?
Many successful individuals cite their ability to form and maintain positive interpersonal relationships as the foundation for their success. Effective work relationships form the basis for promotion, pay increases, goal accomplishment, and job satisfaction.
So how does one hone the skill of developing beneficial relationships – or “People Power” – as I call it?Well, here are a few simple, but definitely powerful actions you can take to build positive relationships:
- Treat people with respect. No one wants to be belittled, degraded, or otherwise discounted as a human being or as an employee.
- Recognize the achievements of others. A little praise can go a long way, with subordinates as well as co-workers. Think about how nice it is to receive a pat on the back for a job well-done. Pass it on! Encourage employees to praise and recognize each other as well.
- Be open to others’ ideas, thoughts, and strategies. Before you rush to cut someone off, butt in, or interrupt them, try really listening. You might actually learn something.
- Always give credit where credit is due and never play the blame game when things don’t go well. No one wants to have their mistakes pointed out for all to see. Instead focus on possible solutions to the problem.
- Although you may be intently focused on getting the job done, it only takes a moment to exchange pleasantries and to show sincere interest in other people.
My last point on building interpersonal relationships is to take some time to get to know the individual. I think that the golden rule should always be applied when it comes to treating people with respect. But at work, you may want to use the “Platinum Rule”: Treat others as they wish to be treated. To do so, you will need to get to know them to find out how they wish to be treated – and you will need to understand yourself as well.
As a certified facilitator for DiSC behavior and self-development instruments, I have come to appreciate the importance of self-awareness and understanding in the workplace for team members, and particularly for anyone in a leadership role. By having this self- understanding, you can learn to appreciate and value the differences we all bring to the organization. You’ll also learn to adapt your communication style to have more positive interactions in all directions within your organization. I have found the DiSC instruments to be effective and valuable in all industries and with all levels of employees.
Having proficient people skills – or “People Power” – will have a greater positive influence on your organization, your career, your personal relationships, and your life, than any technical competencies you might possess. So get the Power!
To Your Success,
Jennifer
Developing a ‘Needs’ Questioning Sales Strategy, by Tiffanie Lyon
November 13, 2008 | Leave a Comment
Do you “ask” or “tell” when you are in a selling situation? Most people think they ask a lot of questions, but most likely they talk and tell vs. ask and probe. Worse yet, they may have a killer questioning pattern, but neglect to follow up and continue the selling process. Your questioning strategy can easily determine how far you get in the sales process, how long and painful your sales cycle might become, or even if you get the sale at all. Additionally, by dropping the ball and not following up, you lose your momentum to facilitate the sale. Sound familiar? You are not alone. Your questioning strategy: When meeting with a prospective client, your primary goal is to better qualify the candidate and truly understand their current state and primary needs. You really need a questioning strategy that works. Questioning appropriately and in the most advantageous sequence will help you maintain control of the conversation flow, without the prospect feeling controlled. Most questions within four categories:
1. Needs
2. Decision-making
3. Timing
4. Budgetary
The “Needs” category will be the focus of this article. Here are some examples of good questions to begin analysis of your prospect:
* “Tell me how XYC Company started, and when you came aboard.”
* “What is your primary role within the company?”
* “How has your position evolved?”
* “Who do you work with closely, and how is that working relationship managed?”
* “Tell me what you like best about your job, as well as your biggest challenges?”Continuing with the needs stage, your questioning should become more focused upon the reason you are meeting. Now you strategically ask questions, knowing (but not sharing yet) how you may be able to help them resolve their problem, or help them avoid any painful mistakes they have made in the past.
Here are some examples of questions related to the specific problem:
* “Walk me through your____ process, as it stands now.”
* “Tell me how you handled ____ situation in the past.”
* “What are the consequences of not addressing ____ quickly and/or appropriately?”
During the needs questioning stage, and as the prospect opens up to you, don’t use this time to tell them what you can do for them, why your products and services are best, why they should buy, and so on. Instead, share examples of cases in which you’ve helped others in similar situations. By using these real cases you are selling passively, yet in a very powerful and credible way.
Listen and Empathize: In order to ask these powerful questions, it is equally important to listen carefully as well. Be empathetic as the prospective customer is sharing, and as you engage in dialog. Always seek to truly understand them and their situation, and re-enforce with an empathetic ear and response, such as “That must have been difficult to handle” and “I can see how that would be disruptive to your business.”
Your Follow-Up Plan: Questions are key, but if there is no follow-up plan in place and follow-through, then all the questioning efforts are moot. After every conversation or meeting, be certain to confirm what is to happen next and when. Will there be another appointment? Who is to call who? Will a proposal be submitted? And what is the timeframe for each.
Assign Homework: As a part of your follow-up plan and whenever possible ‘assign homework’ to both yourself and the prospect. This will create a sense of ownership and commitment for both parties to ensure the business relationship is moving forward before it is even formalized.
Perhaps there is more information you can provide the prospect, such as an article, references, or data. The prospect may need to talk to a colleague, confirm budgets, or verify the status of another project. Assign homework and set a date to talk or meet again.
The marketplace is competitive, you are in business, and you offer something of value. But if you don’t ask engaging questions to your prospective clients, you won’t know how to best position yourself to win the business.
The Bottom Line: If you ask great questions, position yourself nicely, and have a prompt and professional follow-up plan to facilitate the sales process your sales will increase.
Tiffanie Lyon
Lyon Sales Institute
Sales is not a Dirty Word
