Are you switched on for business?

Business people come into situations daily where their performance in whatever situation they are in determines the outcome for the parties involved in that situation.

When I mention 'performance' I'm referring to the persons ability to influence the situation to move a person towards a shared win/win solution. That influencing contains two elements. Firstly, what is being said and secondly, the way the person acts whilst they are saying what they are saying.

Think about it. What words would you use to describe how you feel in challenging business situations. Things like handling a big meeting, disciplining staff, making sales calls, meeting targets can for some be described by language using words such as 'nervous,' apprehensive', 'uncomfortable' and many others and when you think about those situations and the words you use to describe them you'll begin to notice that a 'feeling' occurs in your body.

How different would it be if you could substitute counter productive feelings with productive ones and having done that you would perform differently and quite possible, then get a bigger result! How different would it be if you went into challenging contexts with 'preferred' feelings like confidence, calm and control. What would happen then?

Get yourself switched on by using techniques within the NLP toolbox can and do fast track how you behave and communicate. Once you do that - who knows what can be achieved!

Intelligent Influencing Skills

Intelligent Influencing Skills

11th December 2009

1-4pm

Leeds

Turning your business presentation into a persuasion is a key skill for business owners and anyone out there 'influencing' or involved in business development activity and recognising this fact, Binary Vision bring to you a seminar to hone your persuasion skills.

This 'tasty taster session' focusses on the following key areas:

How to use language patterns to steer you towards your outcomes
Use of rapport building tools that develop strong and lasting relationships
Techniques for handling customer queries and objections
How to create successful conditions in readiness for the sale
How influential non-verbal communication is and how to maximise its effects
Free Podcast Material


This short, sharp burst of training will leave you with key skills that are immediately available for use after this course. Why not come along and have your eyes opened to see for yourself what Intelligent Infuencing Techniques can do for you and your business and look forward to converting more outcomes that lead to bigger and better quality business for you.

See Nick Hill presenting aspects of this seminar on Friday 13th November 2009
at Cardiff IEC, 12.45 - 1.15pm

Is persuading someone bad?

Turning you business presentation into persuasion is the key to making a sale and both presenting and persuading are two completely different animals.

As a developer of business relationships the need for decent persuasion skills is high on your agenda surely, as it is not possible, when you are pitching to a prospect, to create the conditions necessary to create the sale without persuading someone, by using language, to allow them to access the mental space and processing required for them to make the right decision for them in that situation.

Persuasion is sometimes associated with bad connotation and mixed emotions spring to mind when thinking about a time when you may have been 'done over' or at the very least, you can imagine what that feels like. Having been in that situation, I know that one word or phrase to describe the situation is 'duped' yet looking back, I realise that the situation contained elements outside of my control and those that if I had been 'more aware' then the situation could have had a different outcome. Putting that to one side, how do you feel that last time you asked a person to 'stick the kettle on' or instruct a child to complete a task? Not so long ago for some I'm sure and I bet you felt 'at ease' in doing that didn't you?

Ever since we were young we've programmed ourselves to know how to operate to get what we want and we continue to do so for the rest of our lives. Think about this for a moment. To obtain an outcome, whatever you choose, you have to go through a sequence of events that act as check points so you know when you can comfortably move forward to the next stage in the attainment of that outcome. Some sequences are short, "Get a beer in would you?" and others longer like 'the sales process'.

The sales process requires persuading in a few key areas. Firstly, persuading the customer to listen to you. That comes through the development of rapport. Then, creating a frame for the prospect to explore all possible avenues in relation to your offer and creating the conditions, by handling any questions asked or statements made with an answer that satisfies the intention behind the listener. Finally, presenting your information to the prospect in alignment with the information you have extracted from your prospect ensures that you 'hit their values'. Values are what's important for the customer and have you demonstrated with conviction that your services/products meet their requirements and values?

When you think about it like that, persuading someone to tell you what's important to them so you can be sure that your service or product is right for them is nothing but a good thing. Surely the person would be happy in the fact that you fully understand their needs and are able to meet them? Surely they'd then go and talk about you and your business?

Presenting is 'telling'. Persuasion is convincing. So persuasion doesn't seem that bad at all now does it?

5 x Key Questions that create the conditions to sell/refer

They're so simple so let's not mess about - here they are!

1> What is your business priority right now?

2> Why did you choose that one?

3> Is that important to you? Why in your case?

4> What would happen if you didn't have that?

5> How much of a problem would that be?


Go ahead and play with these questions and see what responses you get.

More top tips and questions in later posts.....


These 5 questions are courtesy of a CD I was given created by Alan Pease, Australian Body Language Expert