Posts Tagged ‘Presentation Skills training’

The Shocking Truth About Multitasking

Friday, February 17th, 2012

I must admit that I am a multitasker.  If I am watching television, I am also playing solitaire on my iPad.  If I am writing, I am also listening to music. Just working on one thing at a time is hard for me so it puzzled me as to why I could get all I need to accomplish done 8 AM to 5 PM.

Leaders started asking me to train them on how to do more with less.  That is the focus of today’s blog.  I want you to be able to be outside, out with your family or being able to pursue other passions.

I found some interesting information about your brain from John Medina, author of Brain Rules.   He found that every time you switch between tasks you lose at least 0.7 seconds.  Now that doesn’t sound like much but what is behind it is really significant.  See Medina found that along with the time loss your likelihood of errors goes up by 50 percent!

This is one of the reasons I find some leaders are productive and others work a ton of hours trying to be productive.  Productivity doesn’t come from multitasking-  It comes from knowing when NOT to multitask.

Here are some times to NOT multitask, why and what you can do instead so you increase your productivity and DECREASE the time you spend in the office.

Don’t multitask:

  1. In Meetings.  Your focus needs to be on hearing the facts so you can make informed decisions.  If you find meetings aren’t productive, restructure them so each person shares what the outcome of the meeting is and why you are relevant to and the discussion. If they can’t define that, don’t go to the meeting.  I can’t tell you how many leaders have found they are in the wrong meeting, or they are the wrong person at the meeting or that the person running the meeting has no clue as to what is the outcome they need from the meeting.
  2. When doing emails.  I recently got called by an executive that wanted to know how to “fix” a bad email she sent.  She had been multitasking between a phone call and the email when she typed up the email and hit send.  Well it had some critical information in it that was not suppose to be sent to all but she had automatically hit “reply to all.”  Now she was trying to do the reverse dance which is never pretty.
  3. Employee one-on-ones.  This is their time to be in front of you with full attention on them.  If you have a person who doesn’t handle their time well, educate them on how to have an effective meeting with you.  Show them how to prioritize what they come to you with and what things they should run with and not involve you in.  To start this process, at the end of each meeting for the next two months, share what worked and what can be improved so you are more helpful for them in accomplishing their goals.
  4. In a negotiation.  I know this one sounds obvious yet you wouldn’t believe how many times I see people looking at email, the internet or notes while they are negotiating.  This is one time you need your brain 100% on the other person, not you.  I recommend you always stand when negotiating on the phone so you eliminate the desire and temptation of focusing on anything but that call.

ONE HOT TIP- block off time each week that is your time for strategically working on key projects.  You will find you accomplish much more when you close your door and know you have complete focus.  I have had executives that prior to coaching with us, took their blackberries and laptops on all trips because they were constantly needed.  After going through coaching and learning “focused strategic attention” they are able to let go.  One executive just went on a three week vacation and never called in, checked voice mail or emails the entire time.  He said, “I have never been so energized coming back to work. It was amazing all my team accomplished as well!”

Multitasking for low brain activities isn’t bad.  When you are watching TV go ahead and play solitaire, but when you are working on high intense discussions, projects or plans block the appropriate time off for you to fully concentrate on the topic at hand.

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

Three Columns – Six Words – That Can Change Your Life!

Monday, February 6th, 2012

As a leader your job is to continually coach and mentor those around you so they can grow in their performance.  This can be really tough to do, especially if your team, just had a dismal quarter.

John Maxwell was sharing a story about a basketball coach that, during half time, put up three columns on a white board in order to help the team turn around their performance.  Those three columns had- Did Right – Did Wrong – Will Change- just six words.

Notice how different that would bring your mind if you knew you would build on what was right, analyze what went wrong and then looked at what you would change to make things different.

So why not do that in your business?  Why stay in a rut? Why allow people to wallow in misery?

Those three columns create hope because:

  • They don’t focus on the past; they learn from the past
  • They don’t defend what went wrong; they look at what to change
  • They don’t inject blame; they assume the power to make things happen

TAKE ACTION:

At your next team meeting use the three columns to change how you all view a project, process or client.  Create hope for a next quarter that is off the charts.

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

3 Little Known Factors That Can Affect Your Advancement

Monday, January 30th, 2012

I was amazed when I got Jennifer’s email.  Jennifer, a high level senior director in a company , was looking to be promoted.  I was coaching her on what she needed to do in order to demonstrate leadership at the next level.

She had  a few glaring issues that she didn’t even see as important.

I am going to share them with you now so you don’t make the same mistakes.

1. You are always on.  Jennifer thought that emails were suppose to be written fast and demonstrate your ability to quickly resolve issues.  So Jennifer typed in all lower case letters-even the word “I” was done as “i”.  As a leader you are always on so make sure your emails, memos, and presentation of your thoughts is consistent all the time.

2.  Ask more than tell.  Great leaders ask great questions.  They are always probing to get the right information in the right way so they can make well informed decisions.  Watch in a week how much you tell others what to do and how much you draw out the knowledge in others.  You don’t have to have the most knowledge to be the best leader but you do have to know how to access knowledge when you need it.

3.  Balance counts.  A really good leader who is ready to be promoted to the next level is rarely the last one there with their light on.  Each time you are the last one there you are telling the top executives that you are at that threshold of what you can handle.  The top executives we work with find that they are able to reduce their work time by over 25% WHILE INCREASING how much they are able to get done.  Be more efficient by blocking off time to think ahead of projects instead of just being reactive to events.

In order to move ahead you have to look, not at your performance to date, but to how your performance aligns with the next level up.  Operate at that strategic level today and when the next opening comes up you will naturally come to mind.

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

Three Signs A Person Is Lying To You

Friday, January 27th, 2012

Have you ever been talking with a person and you just felt they weren’t telling you the truth?

Have you ever tried to explain why later on and not been able to really point out what they said that made you not believe them?

You probably couldn’t point it out because it is not the words that tell us if a person is lying but their body language. Literally when a person is lying to you their brain is sending them a signal that they shouldn’t be lying.  This signal is then acted out in their body language.

Here are the common signs a person is lying to you and why they do it:

1. Break eye contact.  It is their brain’s attempt to not look at the person they are lying to

2. Cover their mouth.  It is their brain’s attempt to not let the words out of their mouth.  This is often disguised with a cough.

3. Tug on their ear or put their finger in their ear.  It is literally their brain’s attempt not to hear the lie.

These are just three of the possible signs a person is lying.  Notice how they follow the “Three Monkees” that cover their eyes, ears and mouth.  It is your brain saying “I will hear no evil, see no evil and speak no evil.”

In your corporate meetings look for open body language that shows a person is not hiding anything.

Learn more about the Outcome Focus® Negotiation Skills Training by contacting Paul Cummings at 952-921-9421!

How To Turn Around An Arrogant Leader With 5 Steps

Wednesday, January 25th, 2012

Arrogant leaders gain momentum when their ego is feed and rewarded by their actions.  They begin to think they are invincible.  Now many arrogant leaders can be turned around so they are confident but not arrogant.  As I demonstrated in my earlier blog with the example of the Ship Captain from the Costa Concordia Ship, arrogance, left unchecked can be deadly.  By now you have probably heard all the scoop about this not being the first time this captain has pulled his ship off course so the employees can wave to their friends on the island.

So how do you turn around someone who as moved from confidence to arrogance?

1. Be direct with them.  You need to spell it out in no nonsense language what traits you are seeing, why they bother you, and what you expect the person to do to turn them around.

2. Watch what you are doing to “feed” that arrogance.  Are you letting them talk over others in meetings? Do you allow this person to go “rogue”?  Do you hold them to the same rules as others or do you let the results dictate the rules?

3. Once you know what you are doing that allows this to exist, let the person know you will be STOPPING those behaviors so you don’t feed in to the pool.  Tell them EXPLICITLY what YOU have been doing wrong and how you will stop doing it.  I recommend you make part of this change public.  For example, “Bill, I have been remiss in allowing you and your team to operate outside our sales guidelines.  This causes disruption in the entire process for the company but I have been so focused on the revenue that I didn’t see the repercussions of allowing this to happen.  I want to be clear that I won’t allow it any more and that if it happens I will point it out .” Remember they are “in tune” to your behavior so far so they won’t believe the changes until they see them.

4. Remember this will require them to change how they operate with others and their team so elicit from them exactly how they will do that.  Don’t just assume it will happen.

5. Set clear consequences if change doesn’t happen.  Define with them how you both will know the changes are happening and what will be done if the changes AREN’T made.

It is a fine line between confidence and arrogance.  The big problem with arrogance is that it causes the person to put blinders on so they miss critical information, they read a situation incorrectly and they can not anticipate and evaluate risks accurately.  So reign them in now in order for both of you to enjoy the crown of confidence and not the thorns of arrogance.

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

Many sales people get caught up in the paradigm of…

Friday, January 13th, 2012

Many sales people get caught up in the paradigm of “This is who we are, this is what we do, and this is how we can help you” even before they understand their prospect and his needs.

Try approaching your meeting from the client’s point of view.  What day and time works best for them.  What are their needs and concerns.  Listen carefully, and you will be able to gather the information you’ll need for your scheduled “closing” meeting.

Morning seems to be the very best time, and Friday is the best day. Your prospect is ready to take action and produce results. Therefore, they will be more likely to want to take action and sign the deal.  On Fridays people want to get things off their plate, so they are more likely to make a decision and not ponder over the weekend. So, make sure you have laid all of the ground work before your “closing” meeting.

Stop and ask yourself, What questions do I need to ask of Mr./Ms. Prospect first?”  “What research should I do before I set the meeting time and day?” Once you get comfortable with being the person who asks lots of probing questions, you can focus on your closing strategies.

When closing a deal, do not use the standard watered‐down phrases of ʺSo what do you think?ʺ or ʺSo how do you feel about that?ʺ Instead, make sure you have set up in advance what the goal of your time together is. That way you can refer to the agreed upon goal in your closing. For example, “John, if we are able to help you develop stronger leaders, would you be able to sign on that today; or who else would we need to have involved?”   If you do not have all the dealmakers at the table, it is best to suspend the conversation until you do.

For more Hot Tips visit www.impressionmanagement.com

 

To Catch A Bigger Fish You Need…

Tuesday, January 10th, 2012

To Catch A Bigger Fish You Need to set up the right net in the right way.

Imagine that you are looking at putting on a new deck. You call a company and the sales person comes out and talks to you all about the decks they build, the quality they offer and the way they can get the deck done. You decide to have them build your deck. How do you feel when they call you six months later to see if you now want them to build you cabinets? Or furniture? Or a new floor? Or a new addition? Are you excited? upset? annoyed?

Most likely as they jump around telling you all the other projects they can do you are annoyed because you didn’t ask for any other projects. Their persistence may even make you start to dislike your deck that you were totally satisfied with just six months ago.

What happened? If you did a great job on the deck, why wouldn’t that prove to the customer that they need you in those other areas?

In sales, I find people rarely analyze where their business is coming from, what is stopping it and what they need to do in the sales process to open up the client to more opportunities. With the Excavation Method, we show sales people how to set the first sale up so it automatically generates more sales after it. We show you how to make the client stretch their mind frame so they see the deck as just one small thing you do and they crave the other skills you have to offer.

So here is your Take Action:

Take a moment today to analyze your business.

  • Where do most of your sales come from?
  • Where do they get blocked?
  • How can you set the sale up on the front end to remove that block?

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