Archive for the 'Connection' Category

Lessons when communicating to senior managers: Find common ground

Published on in Connection, executive presence and Uncategorized. Closed Tags: Connection, executive presence, find common ground, public speaking training shanghai, warwick john fahy.

Overcoming objections and challenges is essential to gaining acceptance for your proposal. While many presenters know their audiences well, they miss out on possibilities to connect their message with their manager’s interests. We call this “Create your Connection”, step 4 in the 8 step journey of The One Minute Presenter.

Finding common ground is the landing pad for your presentation’s message. Making it clear to the audience will improve your chances in gaining agreement.

Find common ground. This is your preparation and research part. First think about the outcome for your presentation. How receptive will your manager be to your conclusion? Find areas that they will buy-into most easily. Connect your presentation flow and message to the things that you know your manager is motivated by

Example:

Your manager firmly believes in capturing market share through exceptional high-touch client engagement. Your proposal includes a section that proposes training all client-facing staff to resolve problems within 24-hours.

Your manager always wants to see the detailed numbers behind any major decision. Although you do not want to go into the spreadsheets in your short presentation, you print our and include the financial modelling as a handout.

Be explicit in showing the audience your common ground. Be clear and lead the audience through the presentation. Show your manager that you know what he likes to hear. This is all part of connecting with your manager. When you see the nods, you know you have made that connection. A good presenter keeps making small connections through-out their presentation.

Samples:

“A major risk in fast expansion is lowering customer service consistency. We don’t want that to happen. In fact, we can’t let it happen. So here is our solution to deliver consistently high customer touches while we are aggressively growing into new markets”

“I know that you are interested in the financial modelling behind these projections. Although, in the short time we have available in this meeting, I don’t have time to get into the details, I have included a handout with our spreadsheet calculations and would be happy to share a soft copy with you after the meeting.”

Use common ground to overcome objections. Being challenged by a senior manager is a fact of life. Be ready for these challenges by starting your answer in a position that you can both agree on. This helps you get agreement in the starting position and then state your case in a logical fashion from there. Although this will not guarantee that your manager will always agree with your point-of-view, it does improve the chance of buy-in as it eliminates all confusion in the rationale behind your proposal.

Example:

Manager: “Why are you predicting a 12% increase when we have calculations of a 15% gain over the same time period.

Your answer: “As we confirmed earlier, customer retention is our most important priority. Our premium clients require a very hands-on service so rather than risk burning them as we expand too rapidly into new areas, we are recommending a slightly more conservative projection that will allow us time to re-train client facing staff while gaining exposure to attractive opportunities in second tier cities.”

Finding, sharing and returning to common ground is a great way to stay connected and aligned to the motivations, values and concerns of your senior manager.

Product Launch like an Executive – Memorable product launches with taglines Part 2

Published on in Connection and produce your message. Closed Tags: memory retention, successful business presentations, tagline, The One Minute Presenter, warwick john fahy.

In part two of this three part look at product launches, we will build on “Less is More” as featured in Part 1 here.

Tagline with word pictures

While pictures help to make a presentation more memorable, having a tagline can push recall even higher. A tagline is a one line description which sums up your key message. For example, the MacBook Air was described as “the world’s thinnest notebook”. You may not remember all the technical specifications but you if you remember the tagline, you understand why the product is special. And let’s face it, if you are really interested in the tech spec, visit the product’s web site.

Every product and service can use this approach. When 37signals launched their project management online software, Basecamp, their tagline was “the better way to get projects done.” Taglines are simple and easy to pass on to your clients, sales team and media.

While a good headline tagline will help your audience remembers your product uniqueness, you can add word pictures to other parts of your content. This turns your presentation into a more visual one. At the iPod launch, Jobs described it as ‘the size of a deck of cards.” This was accompanied by a picture of a deck of cards. This word-picture is much more memorable than giving the dimensions of the product as many technical presentations tend to do. Look for ways to highly key features and benefits with word pictures and taglines.

RESOURCE BOX

Warwick John Fahy is the international executive speech coach for senior executives, business leaders and entrepreneurs who need to influence clients, investors, shareholders and team members. His highly practical approach and deep cross cultural intelligence have made him a sought-after business presentation coach throughout the world.

Warwick is the author of the acclaimed book, The One Minute Presenter – 8 steps to successful business presentations in a short attention span world. For free executive speaking tips visit http://www.oneminutepresenter.com/blog

To arrange presentation skills training or coaching to build your executive presence visit this web site.

For a media interview call +86 1391 786 7502.

Listen like an Executive – A three step process to improve your career progression

Published on in Connection, eye contact and rapport. Closed Tags: executive presence, listening, The One Minute Presenter, warwick john fahy.

The popular TV show House features a genius doctor whose abrasive manner clashes with patients. It’s great entertainment although it’s amazing House doesn’t get sued every week! In Blink, Malcolm Gladwell showed how doctors with poorer interpersonal skills got sued more than doctors who were liked by their patients. Spending an average of three minutes more with patients and engaging them with active listening was key to not being sued. Listening is a key skill that all executives can improve. It may be the difference between the next promotion and a frustrating performance review.

Poor listening is costing business

Every executive position needs “good communication skills”, but very few stipulate that “good listening skills” are essential to the position. The high cost of not listening in business is not easily measured. But ask any executive about the management issues they face on a daily basis and poor listening skills are often at the root: A key client is upset when their feedback is not acted upon by your service team and now they are re-evaluating your account. Despite a long executive meeting, the CEO’s key messages are not implemented. A high potential executive hands in her notice unexpectedly hinting at the poor communication skills of her manager. The list and cost to business goes on.

Active listening is the key

As Ernest Hemingway said, “When people talk, listen completely. Most people never listen.” The reason why listening is a weaker skill is clear. At school, we are taught to speak, read, and write but never to listen. Good listening is not passive, it requires a leader to concentrate on listening intently and not drift away with thoughts of their own, especially if they don’t agree with the speaker.

The purpose of active listening is to show respect to the speaker, understand how the speaker is feeling and finally what are the facts that they are conveying. Speaker, feelings and content in that order. Nothing is more flattering than listening with 100% of your attention. In a short attention span world, how many times have you been speaking to someone who is glancing at their computer screen, mobile device or watch? Your opinion of them goes down and your productivity often follows. Let’s see an easy three-step process you can follow.

The three-step listening process

Executives who rise to the very top are those who realize communication is their job, not only a skill needed as part of their job description. Successful leaders depend on strong relationships and relationships are built on clear communications. Active listening is an essential part of the puzzle.

Step 1 : Listen with all your attention

Active listening requires both non-verbal and verbal skills. Make eye-contact with the speaker, adjust your body position so that you are facing the speaker. This shows your attention is directed to the speaker. While listening, you can nod your head from time to time. These all show respect to the speaker.

Listening is not a one way street. After listening for a while, demonstrate your understanding by using phrases like:

“You feel that your contribution to the project has not been recognised…”

“It seems like you need a fresh challenge…”

“As I understand it, you sound frustrated with our current renummeration plan…”

“It appears as if you have a point. Let’s explore this further by…”

“If I hear you correctly, you’d like to attend an executive training workshop…”

Step 2: Pause before you speak

While you are listening, avoid the urge to interrupt or finish the speaker’s sentences.

Before you respond apply the motto, “Put your brain into gear before you put your mouth into motion”. Pause before you speak. Take a breathe. Count to three. Ensure that you are not talking over the speaker.

Step 3: Craft your reply

Before responding, ask yourself, “Is it worth it?” A question suggested by executive coach Marshall Goldsmith to help you think how the speaker will feel about your reply. A listener should not outshine the speaker. Don’t alienate the speaker with phrases like:

“I knew that already.”

“I never experienced that when I was in the sales division.”

“Sure I agree, but have you considered the other side.”

“I don’t agree. That’s just your opinion.”

Remember that a good listener’s concern is to understand the speaker’s feeling and point of view on a topic. Good listener’s will take these feeling on board, acknowledge them and before giving a reply, think about how the speaker will feel. Sometimes a good listener will only seek to understand, and not respond in the heat of the moment.

While listening is an under-rated skill, the ambitious executive uses it everyday. Polish your listening skills by acknowledging the speaker and their feelings while understanding the content. Good listener’s don’t interrupt and they carefully craft their response. Top executives realize that their listening skills are the hidden key to their success and further career progression.

RESOURCE BOX

To arrange presentation skills training or coaching to build your executive presence visit this web site.

For a media interview call +86 1391 786 7502.

Rapport Tip: The eyes have it! Keep your audience’s attention with your eyes!

Published on in Connection, eye contact and rapport. Closed Tags: audience, cultures, eye contact, rapport.

When it comes to making a connection with your audience, the first tool to use is eye contact. Rapport cannot be maintained without eye contact. Imagine you were on a date or business lunch with an important client. What would the other person think if you never looked at them or made eye contact? What impression would you be giving them?

In an international business context, eye contact is an essential sign of confidence, trust and honesty. Not being able to maintain eye contact indicates uncertainty. So how long should you hold eye contact? There are cultural and gender differences that you need to consider. Western audiences are more comfortable with direct clear and longer eye contact while Asian audiences might feel intimidated if your gaze is held for too long. In more conservative Middle Eastern cultures it may be better to not focus on the female audience members.

As a presenter you need to project your sincerity and confidence at all times. First, think about the size of your audience. For small group presentations where you can see your audience very clearly, you can deliver one idea or one sentence to each person before moving on. Around three seconds seems to be a good time to engage their attention. With larger groups (over 50), you will need to focus on areas of the room. So recently I presented to a group of around 60 hotel general managers sitting at around 8 – 10 tables. I focused on each table, delivering one idea or sentence before moving onto the next table.

The benefit of this is that every member of the audience feels like you have spoken to them directly several times throughout your presentation. This personal connection is essential to maintain the rapport and to ensure their attention is focused on your message.

Create Your Connection: Get enthusiastic

Published on in Connection and Create Your Connection. Closed Tags: connect, enthusiasm, heart to heart.

Create your Connection is the fourth station in The One Minute Presenter’s journey. Before you can ask your audience to buy into your ideas, you must have a strong, positive connection with them. Success here depends on how well you convey your passion and enthusiasm to the audience.

This short video gives you a simple tip while presenting your service or ideas. Click to play the 2 minute 25 second video:

In China, click here.

For YouTube, click here or watch below:

Treasure Your Audience: Use a Golden Avatar

Published on in Connection and Create Your Connection. Closed Tags: connect, treasure your audience.

Treasure your Audience is the second station in The One Minute Presenter’s journey. All future presenting success depends on how well you bond with your audience. This short video gives you a simple technique that you can use to deepen and strengthen these bonds.

Click to play the 3 minute video.