Posts Tagged ‘corporate leadership development’

Strategic Presentation Skills: How to Appear Wise

Monday, March 26th, 2012

In the Descendents, George Clooney’s character, when dialoguing about how much money he wanted his kids to have, he said ” I want them to have enough to do something but not enough to do nothing.”  

That is one of those lines that stops you because it is insightful, profound and easy to wrap your brain around.  When you are able to speak in a way that you get people to stop and THINK that is when you become seen by others as being wise.

It is little twists that can make a big difference in how someone sees and responds to what you are saying.  I find I am constantly jotting down quotes from movies because they spark thought.  I think use these quotes, giving the correct attribution, when I speak.

Here are some other favorites of mine:

“You must think like a man of action and act like a man of thought.” from the movie, the International.

“We had one of those good solid man moments where everything gets said but nobody’s talking.”  from the TV Series, Cougartown

“The main thing is to keep the main thing the main thing.”  Stephen Covey

You may have noticed something in the above quotes- they play off of the same word or phrase but flip it around to give it a different meaning.  There is a power in the duality that comes out as words flip spots to change meanings or as in the International movie quote, they are broken in to smaller parts to align in a new way.  In the case of the Cougartown quote it speaks volumes about the difference between men and women by defining a man moment as one where the talking happens without speaking.

John Maxwell is really good at creating pithy phrases that play around in your head.  I recommend you get his books and study how he can change the way you see something by simply changing the order of the words.

Now I am not saying this comes easy.  It takes practice and it starts with raising your awareness of words and phrases around you.  Listen with, not only your ears, but with your heart.  What hits you and sticks?  Why does it stick?

As Einstein said,  ”Your imagination is your preview of life’s coming attractions.”  So keep open to seeing things in a new way and playing with words and phrases to see how they feel to you.

So here is the kicker- because you are working your brain and getting it so see things in a new way, you actually do become wiser.  You become more aware of your surroundings, more insightful as a listener, and more careful with your speech.

Lastly, remember that it takes time.  Einstein wrote a lengthy letter to his cousin and at the end he wrote “I am sorry this is so long. If I had more time I could have made it brief.”

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Negotiation Skills: How to Get A Great Outcome When Negotiating

Friday, March 23rd, 2012

John Hopkins Carey Business School in Baltimore just did a study that showed that people with a trusting nature tend to come out with the best outcomes when negotiating.

Why?

Because their trusting nature leads them to think and assume the best of others.  Thus their body language, word choices and ways of thinking focus on the opportunities rather than on counterproductive behaviors that have both sides doing a protective dance rather than a collaborative dance.

I point this out because how you THINK is imperative to how you ACT.  The one superceeds the other.  Outcome Thinking is all about how to change the way you think so that you see opportunities where others see barriers and your energy is always on making things happen.

Next time you go into a negotiation start with the assumption that the other party wants a fair and equitable solution.  Then watch how your brain shifts to thinking about how to make that happen rather than focusing on how to STOP them from stripping power from you.  Turn your negotiations around so they are building blocks, not stumbling blocks.

Learn to eliminate 70% of what you negotiate today.

Leadership Development: How To Make Your Clients Crave YOU

Friday, March 23rd, 2012

I have an app on my iPad that I absolutely love.

Notesplus makes my life so easy because I can flip from writing to typing to drawing all within the same page.  I can convert my writing over to typing just by circling it and clicking on “convert to text”. I opens with one click and flips between the web and my “notebooks” I create.  I can PDF my notes to clients from meetings immediately.

I crave this app because it makes my life easier.  It is easy to use and ready when I need it.

So how valuable are you for your clients?  Do you make their life easier or do you have complications once they start working with you?

Here are some simple things you can do to make sure your clients find you invaluable:

1. Focus on how you can make things easier for them.  Ask them what you can do to become a 15 on a scale of 1-10.  This will get them talking about the little things they would like that would get you big results with them.

2. Make it easy.  Make sure you simplify your processes so they are intuitive for the client to use, not for your team to use.  So often I see complicated procedures put in to place because a company stops focusing on the customer and instead focuses on what would be best internally.

3. Under promise and over deliver.  People don’t want to prompt you for things once they have bought. So let them know what is happening so they feel good about their purchase with you.  Matter-0f-fact it is best to touch base with your customer in some way within 24 hours of them making their decision to purchase as that is when their self doubt starts to creep in and they feel buyers remorse.

4. Believe head, heart and soul that you are there, not to sell product, but to make your client’s live easier.  That feeling and energy will come in to the room with you and they will sincerely feel you are more invested in them then you are in your solution.

So Take Action and go out and start a craving for you today!

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Leadership Development: How to Gain Time

Wednesday, March 21st, 2012

Leadership Development

As a leader one of the hardest things is to find enough time in the day. I find most of the executives we work with complain about how to grow their teams so they can be less involved.  On average leaders will tell us they spend less that 15% of their time in strategic creativity.  Now that is scary.

So what can you do to gain time as a leader?

1. First look at how well you are with developing your leaders.  The more you have them owning and leading projects the more horsepower you will have on the team.  In order to do this you need to make sure you clearly and succinctly communicate the WHY and WHAT of a project and allow them to manage the HOW.

2. Schedule two hour blocks of time a day for strategic work. This one thing alone get you out of crisis mode.  I find so many leaders are going from meeting to meeting that they rarely get time to prioritize, plan and think strategically about upcoming projects.  This then leads them to dealing with things as they pop up.  Not fun for you and definitely not fun for your team.  If you don’t think you can do two hours a day start with two days a week with two hours on each day blocked off.  Within short order you will be at five days a week.

3. Teach thinking not doing.  When your direct reports come to you with a problem your brain’s first reaction is to naturally find a solution. Curb your desire to do that and instead teach them a process for thinking through the problem that they can duplicate over and over.  In Outcome Leadership we spend a lot of time on this because the key to scalability is creating systems.  Matter-of-fact, Les McKeown in his book Predictable Success says that one of the big predictors of success is an organizations ability to have a clear decision making process.

So now that you have extra time, make sure you use it to think forward rather than fall back on old habits.  As your team grows so will your ability to influence great change in your company.

Learn more about the Outcome Focus® Leadership Development Training by contacting Paul Cummings at 952-921-9421

Presentation Skills: Turn A Negative Person Around

Friday, March 9th, 2012

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Listen in as Anne shares her presentation skills insights when a negative person is in the audience.

For more resources for your sales training & presentation skills visit www.ImpressionManagement.com

Leadership Development: Will Your People Follow Your Lead?

Friday, March 2nd, 2012

There are two powerful contributors to getting people to follow you.  One works in the short term while the other works for the long term. The sad thing is that as pressures mount such as the economy going bad the most common contributor relied on is the short term solution.

Both Fear and Trust work as powerful motivators for getting people to follow you.  You can easily guess which is the short term solution and which is the long -term solution but it is not so often easy to see when you are in the midst of it.

Here are some ways I have seen leaders build fear (often unintentionally but even if it is not intentional it still is fear):

1. Flipping status times with employees.  Each time you cancel, move or skip a meeting with an employee you send the direct message that your time is more valuable and that they are there to serve you.

2. Dipping in and out of projects at random.  When people can’t plan, they often feel like they lose control. So if you are constantly in and out of their office at times that are convenient for you.

3. Not candidly talking about problems or issues as they pop up.  Sharing tough news is always hard.  I find many leaders bottle it up or try to shake it off.  Others blow up in the moment, often publicly, and then try to take it back.

So what builds trust?

1. Consistent Meetings- The more your team knows they can get time with you on a consistent basis the more they can strategically line up their conversations for those time frames.  This gives both of you focused time.

2. Consistent Feedback- These regular meetings are a great place for you to share candidly the successes you saw them have this last week and the areas that are needed to be focused on. Getting them in to the “regular” habit of receiving both good and tough news and then demonstrating change based on that will eliminate the Yo-Yo effect of yearly reviews.

3. Consistent Strategic Thinking Training- During your meetings with them, go beyond the “to do” list to actually sharing a  key thinking component.  As you look at projects together share with them, not only concerns or issues, but the WHY behind those concerns or issues.  In this way you will be actually training them on how to think more strategically.

Being able to communicate strategically is the key to the future for leaders as we get more and more global.  Our Managing Your Message Program is all about stretching your thinking and communication to be transformational. Follow this click to find out how you can join us for an upcoming program.

Learn more about the Outcome Focus® Leadership Development Training by contacting Paul Cummings at 952-921-9421

Leadership Development: How to Take On More Work And Still Get Home By Six

Wednesday, February 29th, 2012

Bill told me he got to work at 6:30 or 7 am every morning and most nights he got home at 8 pm.  He was frustrated that his wife and he would fight as anger erupted easily for him in conversations.

He said he is constantly in meetings and that since his team is virtual he has meetings at all hours to accommodate all their different schedules.  He often ate lunch at his desk. In three years he hadn’t taken more than a week off at a time and he always had his cell phone with him.  People constantly were getting a hold of him during his vacations.

This is often typical of what I hear from top executives we coach around the world.  Their time becomes every one else s and they suddenly feel tied to the desk, exhausted, and frustrated.  Ironically at the same time they tell me their ability to be strategic is gone and they are putting out crisis’s.

So is there hope or a better solution?

When I gave the following suggestions to Bill his first response was “it won’t work.  I need to be available at all times.”  Within two months of implementing the changes Bill was able to take three weeks off without checking email or voice mail!  He is home at 6 pm nightly and his team is operating at a higher level.

1. Build in strategic think time on your calendar.  Don’t let others invade this time.  Once your brain knows it has time to do what it needs to do, it relaxes and the anger often goes away.

2. Talk to your team and let them know about this change and how it will benefit them.  We have a formula we share with those we coach that shows the people on their team how they will benefit as a result of this change.   It is important that you phrase this correctly.

3. S tick to it. Don’t allow someone to bump your time, move it around or just drop in.  Be firm about this or you will never truly have time free.

4. Keep big projects for these select time blocks, turn off email, and don’t answer the phone.  You will probably be able to crank out 6 hours of work in under two hours of time.

5. Try to keep the same time block cleared.  For me, this is mornings from 8-10 am as that is when I am the most creative.  Once your team knows what is the time block that is sacred then it will be easier for them to stay clear of it.  If your “time block” moves each day it becomes a burden for your team to support.

Start with 2-3 days of week with blocked off time and gradually move to almost daily.

Learn more about the Outcome Focus® Leadership Development Training by contacting Paul Cummings at 952-921-9421