"This kind of thing will really help us maximize
revenue. I usually have a bad attitude when it comes to [this] kind of
stuff, and I certainly was pleasantly surprised at how much value I derived!"
Influencing and Managing Others
Whether meeting with a peer in another division of
your company or with external customers, knowing how to successfully
guide and influence is critical. In Consultative Communications,
leaders learn how to productively interact with people in small,
informal meetings in a way that naturally expands business opportunities.
Leaders learn empathic paraphrasing, probing and
surfacing assumptions, heightening their ability to become trusted advisors
to peers, colleagues
and superiors. Through in-depth listening skills, deeper relationships
develop that "synch" participants with peers, customers and
Leaders are coached to expand "conversational territory," and
to use interpersonal skills that reduce conflict when probing for information.
Dialogue tools equip leaders to take advantage of all communication
interactions and uncover areas for cooperation. By sharpening their interpersonal "GUI
interface," participants learn to create an environment in which
others are more comfortable discussing their real needs. Individuals
come away with a dramatically improved ability to influence others in
small, informal meetings.
The results of this work:
- Quickly engage others more deeply, opening potential sales opportunities
- Surface mutual mistaken understandings, customer satisfaction
- Build a voluntary referral base
- Develop a network of opportunities within organizations
Specific Skills Mastered:
- Turning negative feedback into deeper understanding and relationships
an environment where others are free to express hidden preconceptions
- Increasing sensitivity to others' perceptions and create an ongoing
dialogue between equals
Delivery: Customized formats, including
workshops, online, one-on-one coaching and consulting.