Whats Love Got To Do With It Acpi 11 09 04

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Information about Whats Love Got To Do With It Acpi 11 09 04

Published on January 8, 2009

Author: aeyzaguirre

Source: slideshare.net

Description

How to maximize your communications with your clients

What’s Love got to do with it? Maximizing your communications with clients

Harvard Retention Study Listening Actively participate Take notes Ask questions Have FUN! “ Learning is remembering” -Socrates- 10%- 20 % 20%-80% 100%

Listening

Actively participate

Take notes

Ask questions

Have FUN!

“ Learning is remembering” -Socrates-

A Word About Typo’s Aoccdrnig to a rscheearch stduy at Cmabrigde Uinervtisy, it deosn't mttaer in waht oredr the ltteers in a wrod are, the olny iprmoetnt tihng is taht the frist and lsat ltteer be at the rghit pclae. The rset can be a total mses and you can sitll raed it wouthit porbelm. Tihs is bcuseae the huamn mnid deos not raed ervey lteter by istlef, but the wrod as a wlohe.  

What’s Love got to do with it? Maximizing your communications with clients You have to love yourself Care Deeply for others Communicate Effectively

Commitments for Tonight Have fun Stretch yourself Play full-out Respect each other Play team

Have fun

Stretch yourself

Play full-out

Respect each other

Play team

How’s Your Energy Level? -Exercise- Around the room

What is Communication? How do we Communicate initially? How do you impart your thoughts on others? The imparting or interchange of thoughts, opinions or information by speech, writing or signs (5. Feelings)

Face-to-Face Communications Words Voice qualities Physiology-Body Language 7% 38% 55%

Words

Voice qualities

Physiology-Body Language

WORDS Little or no meaning Need help

Little or no meaning

Need help

WORDS “You look nice, Erika” “Erika, you’re so incredibly gorgeous. Your hair is fabulous and the color of your dress makes your eyes stand out like blue sapphires!”

“You look nice, Erika”

“Erika, you’re so incredibly gorgeous. Your hair is fabulous and the color of your dress makes your eyes stand out like blue sapphires!”

Voice Qualities Intonation Inflection

Intonation

Inflection

INTONATION & INFLECTION You just won an all-expenses-paid trip to Hawaii for two.

Be Congruent What you Say Matches how you feel and what you are saying on the inside People BELIEVE You The perception is that you are HONEST

What you Say Matches how you feel and what you are saying on the inside

People BELIEVE You

The perception is that you are HONEST

BODY LANGUAGE Facial expression Posture Gesticulation

Facial expression

Posture

Gesticulation

Different Personalities Types Communicate Differently Psychologically speaking There are four groups Carl Jung’s Type Theory

Psychologically speaking

There are four groups

I-Speak Your Language Assessment by Thompson/DBM

SENSOR FEELER THINKER INTUITOR

SENSOR

FEELER

THINKER

INTUITOR

Four Dimensions of Observable Behavior Assertiveness Responsiveness People Tasks

Assertiveness

Responsiveness

People

Tasks

“ Tendency to express Convictions with Confidence or Force” Assertiveness

Responsiveness “ Tendency to show emotions” R e s p o n s i v e n e s s

The “I-Speak” Model By Combining Scales produces 4 Behavior Style Patterns

By Combining Scales produces 4 Behavior Style Patterns

Behavior Styles Under Favorable Conditions People in In Their “ Comfort Zone ” It also shows the shift

“ Social” specialists Strategist Uninhibited Future oriented “ INTUITORS” R e s p o n s i v e n e s s High (Direct) High (Open) Assertiveness

“ Social” specialists

Strategist

Uninhibited

Future oriented

“ SENSERS” “Control” specialists All about action Now - oriented R e s p o n s i v e n e s s Assertiveness High Forcefulness Low (emotion )

“Control” specialists

All about action

Now - oriented

“ Thinkers” “ Fact” specialists Very curious & cautious Present,Past and Future Analyze Everything R e s p o n s i v e n e s s Assertiveness Low (Indirect) (emotional) Low

“ Fact” specialists

Very curious & cautious

Present,Past and Future

Analyze Everything

Feelers “ People” Specialists Relationship & Security Conscious “ You” Oriented R e s p o n s i v e n e s s Assertiveness Low ( Indirect ) High (emotion)

“ People” Specialists

Relationship & Security Conscious

“ You” Oriented

(Closed) Low R e s p o n s i v e n e s s Assertiveness Low (Indirect) High (Direct) High (Open)

We Are All of These We have preferences People like to be with others like themselves

We have preferences

People like to be with others like themselves

What is your Preference? -Exercise- I-Speak Your Language

Rapport Building How Important Is It To:

How important is Rapport To: Influencing decision makers? Managing people/teams? Leading/motivating workers? Getting an interview? Getting your clients to do as you say?

Influencing decision makers?

Managing people/teams?

Leading/motivating workers?

Getting an interview?

Getting your clients to do as you say?

Ways to Build Rapport With People 1. Bring up mutual interest. (weather) 2. Give a gift. 3. Give a referral. 4. Tell them a story. 5. Insult them! 6. Give them a sample of what’s coming. 7. Give them a compliment. 8. Make a startling statement. 9. Be of service. 10. Listen.

1. Bring up mutual interest. (weather)

2. Give a gift.

3. Give a referral.

4. Tell them a story.

5. Insult them!

6. Give them a sample of what’s coming.

7. Give them a compliment.

8. Make a startling statement.

9. Be of service.

10. Listen.

Using Modalities to Build Rapport

Using Modalities to Build Rapport Visual Auditory Kinesthetic

Visual

Auditory

Kinesthetic

Using Modalities to Build Rapport Visual Can you Picture this? Let’s take a closer Look. I See what you mean. That gives me a good Preview. Can you Clarify that?

Visual

Can you Picture this?

Let’s take a closer Look.

I See what you mean.

That gives me a good Preview.

Can you Clarify that?

Using Modalities to Build Rapport Auditory I Hear You! Sounds Good to me. Let’s Talk more about that. I’m in tune with that. That speaks to me.

Auditory

I Hear You!

Sounds Good to me.

Let’s Talk more about that.

I’m in tune with that.

That speaks to me.

Using Modalities to Build Rapport Kinesthetic That feels good to me. I cant’ get a handle on that. This is weighing on me heavily. I have got to get better grasp on this. This speech is making me uncomfortable.

Kinesthetic

That feels good to me.

I cant’ get a handle on that.

This is weighing on me heavily.

I have got to get better grasp on this.

This speech is making me uncomfortable.

Other Components of Rapport Voice Pitch Pace Tonality Accents Volume Vocabulary

Voice

Pitch

Pace

Tonality

Accents

Volume

Vocabulary

Other Components of Rapport Physiology Posture Hand gestures Proximity Touch Eye contact Breathing

Physiology

Posture

Hand gestures

Proximity

Touch

Eye contact

Breathing

Matching and Mirroring When people are like each other, they tend to like each other. When people are not like each other, they tend not to like each other.

When people are like each other, they tend to like each other.

When people are not like each other, they tend not to like each other.

Matching and Mirroring -Exercise-

Pick A Partner 3 questions: use matching and mirroring Where did you grow up? What do you love about your job? Something shocking about yourself?

3 questions: use matching and mirroring

Where did you grow up?

What do you love about your job?

Something shocking about yourself?

“ Before We Can Influence, We Must First Be Influenced”

What Are You Passionate About? -Exercise- Eyes/tension/stance/tone/sounds/gestures

Values Are “Emotional States” We Believe Are the Most Important for Us to Experience or Avoid!

Knowing Their Values How do you find peoples values? Ask 2 questions

How do you find peoples values?

Ask 2 questions

How Do You Find Peoples Values 1. What’s most important to you in________? Business Life A relationships Your job

1. What’s most important to you in________?

Business

Life

A relationships

Your job

How Do You Know When Those Values Are Being Met? 2. What has to happen in order for you to feel_______?

2. What has to happen in order for you to feel_______?

Example What’s most important to you in this position? Ans .: Finding someone with the right skills. What has to happen in order for you to feel you are hiring someone with the “right skills”? Ans .: They have to be a good fit . I’m curious, what has to happen in order for you to know that they are a “good fit”? Ans .: They must be able to work autonomously with very little structure and meet the milestones as outlined in our strategic plan.

What does love have to do with it? Love Thyself/focus on Others Communicate Using Their Style Care Deeply for others-You will distinguish yourself from the pack

Parting words Life is a journey Don’t achieve to be happy Life is short Practice continuous learning Practice what you preach Give more than you receive

Life is a journey

Don’t achieve to be happy

Life is short

Practice continuous learning

Practice what you preach

Give more than you receive

Shifting Your results from Good to Great. Because even Michael Jordan gets distinctions from his coach

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