Business Leadership Skills 02 (Feb 13 - Apr 15)

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Secrets to becoming a powerful communicator

Did you know that your ability to communicate effectively with others, will do more to make you successful than any other skill that you can develop?

Nearly 85% of what you accomplish in your career and in your personal life will be determined by how well you can get your message across, how capable you are of inspiring other people to take action on your ideas and recommendations.

Once you’re able to master the skill of powerful communication, you’ll be living a life full of unlimited happiness. Imagine being able to express yourself openly and honestly to the degree in which others are influenced to do something because of what you have to say and HOW you say it.

Even if you are limited in education, experience or intelligence, being able to communicate effectively with others is the most powerful, un-limiting success tool you could ever have.

Nearly 99% of all of the difficulties between human beings, and within organizations are caused by breakdowns in the communication process. Either people do not say what they mean clearly enough, or other people do not receive the message that was sent in the form in which it was intended.

The good news is that effective communication is a learned skill.

THE 3 ELEMENTS OF DIRECT COMMUNICATION

According to Albert Mehrabian of UCLA, there are 3 elements in any direct, face-to-face communication. They are the elements of words, tone of voice, and body language.

The Elements of Words

Words only account for 7 % of any message. For an effective communication to take place, of course, all three parts of the message must be congruent and consistent with each other. If there isn’t any congruency, the receiver will be confused and will have a tendency to accept the predominant form of communication rather than the literal meaning or words.

Emphasis and Tone

The emphasis and tone have the power to completely change the message that is being communicated. Often, you will say something to a person and they may become offended. When you express that the words you used were intended to be inoffensive, the other person will tell you that it was your tone of voice that was the issue.

Body Language

You can dramatically increase the effect of your communication by leaning toward the speaker or shifting your weight forward onto the balls of your feet. If you can face the person directly and give them direct eye contact, combined with fully-focused attention, you double the impact of what you’re saying.
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The more you can coordinate all 3 of these ingredients, the more impactful your message will be and the greater likelihood that the other person both understands and reacts the way you want them to.

The most important part of good communication is clarity. When you ask or say something clearly and then wait calmly and patiently for a complete answer, you will be amazed at how much more quickly the process of sending and receiving takes place.

The very best communicators are those who are the very best at asking for the things they want.

They ask questions to uncover the real needs and concerns of the other person. They ask questions to illuminate objections and problems that the other person might have with what they’re suggesting.

When you seek first to understand, by asking questions and listening carefully to the answers, and by presenting your viewpoint and your requests in such a way that they are consistent with the interests of the other person, you’ll become much more effective in getting the other person to act in a way that will be beneficial to both of you.

Once you can master the skill of effective communication, not only do you achieve incredible clarity in what you think, say and do, but you’ll also become known as a respected communicator everywhere you go.

Source: Brian Tracy

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The 3% Solution By Verne Harnish

The late Patrick McGovern, the famed Chairman and Founder of International Data Group (IDG), was the first celebrity CEO to keynote the executive program I launched and held at MIT called "The Birthing of Giants."

Becoming one of the Forbes 400 wealthiest entrepreneurs in the world, he impressed on us his three simple rules for growing each division of his company.

Scattered all over the planet launching tech publications in a fast charging industry, each leader had to hit three targets, three of every five quarters:
1. Grow twice the rate of the local market -- his way to set revenue targets in each country.
2. Take 10% net to the bottom line. Spending on growth wasn't an excuse for low profit.
3. Spend 3% of payroll on training -- use it or lose it.

McGovern explained that the only investment critical to growth was employee and management development, yet he knew that under the time pressure of having to grow the business and cost pressure of having to net 10%, the first thing leaders do in the short run is cut out the time and cost of training.

As CEO, McGovern knew this was the one issue he had to stand firm about and mandate.

The job of the CEO is to make the best decisions today that have a long term positive impact on the business tomorrow.

Source: ETR

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"Decisiveness is a characteristic of high-performing men and women. Almost any decision is better than no decision at all."
-- Brian Tracy

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"People don't buy for logical reasons. They buy for emotional reasons."
-- Zig Ziglar

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"The ability to communicate with everybody, regardless of who are you are, is a great thing."
-- Bobby Bonilla, Baseball Player

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"You can't build a reputation on what you're going to do."
-- Henry Ford

[winston]

"You can't build a reputation on what you're going to do."
-- Henry Ford

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"Either you run the day or the day runs you."

- Jim Rohn

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Be a Doctor of Selling by Brian Tracy

Did you know that top sales professionals see themselves as "Doctors of Selling?" They see themselves as professionals, well educated, acting in their "patient's" best interest, and bound by a high code of ethics.

The medical process is the same everywhere. Whenever you go to any doctor, of any kind, for any condition, he will follow the three part sequence of examination, diagnosis and prescription.

Just as a medical professional would never think of treating you without following these three steps in order, you as a doctor of selling, would never allow a customer to force you to sell without you going through your three stages as well. This is as applicable to selling magazines door-to-door as it is to selling oil tankers to Exxon.

Stage One

The first stage is examination. In the examination phase, you ask excellent questions, carefully prepared, in sequence, which are geared to give you a thorough knowledge of the patient's condition, or the customer's situation.

Stage Two

The second phase is that of diagnosis. In the diagnosis phase with a customer, you would repeat back the results of your examination and double check to be sure that the symptoms that you had detected were the real symptoms being experienced by the patient. You would ask additional questions to confirm and corroborate. You and the patient would mutually agree that this diagnosis seems to be an accurate description of the condition or problem.

Stage Three

Once this mutual agreement has been reached, that a treatable condition exists and that you have identified it accurately, you can move on to phase three. This is the prescription phase, where you show the patient (customer) that your product or service is the best available treatment, taking all the factors of the patient's situation into consideration for the ailment that you have diagnosed. You show that, on balance, what you are suggesting is the best of all possible solutions.

Professionals who sell in the way that doctors treat patients find that their sales activities proceed far more smoothly and result in better sales in less time.

Action Steps

Here are two things you can do immediately to put these ideas into action.

First, take the time to do a thorough examination by asking excellent questions and by listening carefully to the answers.

Second, repeat back and check your diagnosis with the customer so that you both agree on the need or problem - before you recommend a solution.


Source: Brian Tracy International

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"Anxiety is usually caused by lack of control, organization, preparation, and action."

- Kekich Credo #97