Managing

Complete Communicator

Reaching Results in Every Business Transaction

“I have used the skills learned in class. In fact, my team is hosting our quarterly departmental meeting on Friday and I again plan on using your techniques. I have taken several courses through Oracle University and I can honestly say that yours was the most exciting and challenging of them all. Thank you.”
– A. Anastasi, Oracle

Over 95% of the workforce must interact with others in order to do their jobs, and communication skills are the number one factor affecting employee relationships with customers, superiors and colleagues.

The Complete Communicator work combines communication techniques in an intense, highly individualized, skills development program. Employees learn to communicate effectively one-on-one, in small groups, standing before large audiences, and over the phone and Internet.

Through videotaping and individual coaching, participants understand their current style of communication and learn how to project it more effectively in every business interaction.

The results of this work:

  • Quickly assess group dynamics, spot resistance and cultivate support
  • Establish immediate rapport with peers, superiors and groups
  • Effectively communicate with difficult individuals.

Specific Skills Mastered:

  • Making the right first impression with a warm, natural composure
  • Observing others and modifying communication delivery based on behavior, body language and tone of voice
  • Delivering candid feedback in ways that motivate and build relationships
  • “Thinking on their feet” to better handle questions and objections.

Delivery: Customized formats, including workshops, online, one-on-one coaching and consulting.

Consultative Communication

Influencing and Managing Others

“Understanding what the customer sees when you are in front of them is great! The feedback was excellent. A terrific course!”
– Account Manager, EMC

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 the Consultative Communications workshop, communicators learn how to productively interact with people in small, informal meetings in a way that naturally expands business opportunities.

Participants 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 partners. Participants are coached to expand “conversational territory,” and to use interpersonal skills that reduce conflict when probing for information.

Dialogue tools equip participants 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. Participants come away with a dramatically improved ability to influence others in small, informal meetings.

Objectives:

  • Create an environment where customers are free to express hidden preconceptions
  • Turn negative feedback into deeper understanding and relationships
  • Increase sensitivity to customer perceptions and create an ongoing dialogue between equals
  • Understand how to create ongoing customer relationships

Results:

  • Quickly engage customers more deeply, opening potential sales opportunities
  • Surface mutual mistaken understandings, deepening customer satisfaction
  • Build a voluntary referral base
  • Develop a network of opportunities within customer organizations

Delivery: Customized formats, including workshops, online, one-on-one coaching and consulting.

The Art of Prezi

Prezi is quickly becoming the preferred alternative to stale and tedious slide-based presentation media. Prezi empowers users to seamlessly combine text, visuals, audio and video into a communication media that is more powerful, memorable, and dynamic than slides.

In addition, Prezi’s unique capability for users to employ movement, spacial relationship, and ‘big picture’ storytelling in a way that makes the message far more ‘sticky’ and easier to understand than slides.

The results of this work:

  • Craft prezis that illustrate a key Main Takeaway Sentence through the seamless use of text, visuals, audio and video.
  • Author and deliver compelling stories that succinctly illustrate the value of their solutions or ideas.
  • Deliver a prezi in front of an audience with power and Executive Presence.

Specific Skills Mastered:

  • Use Prezi’s capabilities to delivery compelling, highly memorable, and sticky messages.
  • Fashion a visually striking Central Theme that communicates your message on multiple levels.
  • Increase audience attention span and retention.
  • Structure presentations for maximum impact.

Delivery: Customized formats, including workshops, online, one-on-one coaching and consulting.

Super Storytelling

People don’t buy products.  They buy stories.

From that primitive stone-age tribe who sat around the fire and listened to stories to today’s salesforce armed with the latest tech, the art of storytelling is as valuable as ever. Stories capture attention and make information believable, memorable and understandable.

Jonathan Gottschall, author of The Storytelling Animal, says science backs up the long-held belief that story is the most powerful means of communicating a message.

In business, storytelling is all the rage. Without a compelling story, we are told, our product, idea, or personal brand, is dead on arrival. In his book, Tell to Win, Peter Guber joins writers like Annette Simmons and Stephen Denning in evangelizing for the power of story in human affairs generally, and business in particular. Guber argues that humans simply aren’t moved to action by “data dumps,” dense PowerPoint slides, or spreadsheets packed with figures. People are moved by emotion. The best way to emotionally connect other people to our agenda begins with “Once upon a time…” (Excerpt from Fast Company: Why Storytelling is The Ultimate Weapon)

Because people make buying decisions based on emotion and then justify based on reason, Storytelling can mean the difference between winning and losing business.

By participating in The Henderson Group’s Super Storytelling workshop, you will be learn to:

  • Turn Case Studies into Super Stories That Cause Action
  • 4 Types of Stories You Need
  • Plot Guidelines for Maximum Impact
  • Storytelling Technique
  • Practice and Expert Feedback

Delivery: Customized formats, including workshops, online, one-on-one coaching and consulting.