Speaking is a Method–The Real Trick is to Communicate!
By Kathy Maixner
Every time we open our mouths to utter a single word, someone is influenced by what we say. It doesn’t matter if we’re officially in sales or not – we’re always in a position to make an impact on others by what we say and, most importantly, how we say it. This is good news! By continuously improving our communication skills, we’re able to positively impact the world around us and improve others’ conditions.
Whether we’re conducting a meeting or attending a meeting – whether we’re giving a speech or part of a performance appraisal – whether we’re interviewing for a job or actually the interviewer – each situation requires that we begin the communication process by first acknowledging our goals. Some conversations are for the purpose of sharing information; others are to educate; some to persuade another to our point of view; and still others to exert authority or status.
Whatever our motivations, the important thing to remember is HOW others are influenced. Each of us is influenced in a number of ways. Our job as good communicators is to acknowledge that people hear differently, take in information differently and process information differently. To make sure you’re getting your message across, be sure to:
• Learn ahead of time your listener’s communication style – or else you’re dead in the water
(see http://www.drbackman.com/communication-styles.htm)
• Articulate clearly what message you want them to get!
• Understand what others expect from YOU – whatever the speaking context
• Talk “facts” with those who appreciate facts; talk emotions with those who rely on their guts to sort out information
• Stay clear of manipulating or coercing others into agreeing with your point of view
• REMEMBER: The best way to win someone over or to be truly heard is to put your listener ahead of yourself by understanding where he or she is coming from. No amount of persuasion works if you’re perceived as brilliant, but self-serving!
Kathy Maixner, Selling Smart
Owner & Chief Business Strategist
www.sellingsmartonline.com