Posts Tagged ‘Negotiation Skills’

How can I deal with arrogant “my way or the highway” type of people? Executive Presentation Skills

Friday, June 3rd, 2011

Presentation Skills

There is nothing so frustrating as sitting across from a person who makes you feel insignificant. So let me give you some Executive Presentation Skills  to deal with people who make you feel it is “their way or the highway.”

First of all, you need to realize that there are two types of individuals that fall into this category. The first type is the individual who feels insecure and therefore clings to their position of dominance over you. The second type is the Producer. Producers like to have facts and information delivered in a concise manner, to look at two or three options, and then make an informed decision.

Therefore, a Producer, if they’ve done the research prior to meeting with you, will have very little patience in listening to multiple choices. Instead, they will want you to give a direct answer that fits with the solution they already have in their mind.

You may be  asking, “How can I improve on my presentation skills with different people?” Each type needs to be handled differently.

Let’s take the person who feels insecure. In this situation, you want to do whatever you can to promote a more cooperative environment. There is a way to do this. The “my way or the highway” is not meant to make you feel inferior, but is really designed to make them feel good about themselves. So if you’re able to make them feel good about themselves in another way, this will allow them to let go of having to be righteous or have their own way.

If you are talking about a sales situation, you need to realize that their insecurity is what’s causing them to come off as arrogant. Therefore, your goal should be to help them feel more informed and knowledgeable during their interaction with you. If you go into immediate attack mode with this person, they will shut down and keep you out.

If you are in a sales situation with a Producer, it is best to ask direct questions that allows them to share the information they’ve gathered. For example, “Jessica, it sounds like you’ve done a lot of research in this area and have a fairly good idea of what you want. Since you have done so much work, let me ask you a few questions so we can focus on your direct needs.” Whatever you do, make sure you keep your presentation and interaction brief and to the point. With this individual, it’s also best to ask assumptive close questions. Assumptive close questions are ones that infer what the other individual is thinking.

FREE HOT TIP—Find out more about how to handle an assumptive close. Go to and scroll to  ASSUMPTIVE CLOSE in the H.O.T. Tip box.

What is the best way to open a presentation to quickly gain rapport with an audience? Presentation Skills Tips

Friday, May 13th, 2011

Presentation Skills

Most speakers begin their presentationby saying one of the following: “Good afternoon, my name is…,” or “Thank you, I’m glad to be here today.”

As a person in the audience, you simply stare, waiting for the presentation to begin. The above opening does nothing to engage you, entice you, or draw you into the presentation.
Your credibility is established for the audience not through your credentials, acronyms, or high intellectual conversation, but rather through the audience’s perception of the value you offer them.

This means that you need to make the audience immediately feel that you understand who they are, the challenges and pressures they face, and that you will be open and honest in the time you have with them.

You can either share a common situation that you have seen them face, something that you understand about them, a fun story that relates to the topic you are going to share, or by telling the audience how they will benefit from your presentation.
As soon as the audience knows that you understand them and their situation, your credibility will skyrocket.

Get more Presentation Skills tips at:

How Can 1 Hour Dramatically IMPact Business?

Wednesday, March 9th, 2011

Click Here to read more about how we can help you gain back time so you can spring ahead this year!

Daylight Saving Time – MAR 13, 2011 (Spring Ahead)

Did You Know….

The official spelling is Daylight Saving Time, not Daylight SavingS Time. Fewer violent crimes: A study by the U.S. Law Enforcement Assistance Administration found that crime was consistently less during periods of Daylight Saving Time than during comparable standard time periods.

Fewer traffic accidents:  Several studies in the United States and Great Britain have found that net traffic accidents and fatalities drop by close to one percent.   Outdoor activities save energy: Because people are home fewer hours during the “longer” days of spring and summer, they don’t turn on appliances and lights, and less electricity is used.

So what are you doing to save time for you?  Sometimes looking at things from a new perspective, such as Daylight Saving Time, can bring big results you didn’t anticipate.  On average, Outcome Thinking clients save 25% of their time as they learn how to communicate to get the right result the first time.

How to be Ever Present, Ever Ready – Leadership Development & Tips

Wednesday, July 28th, 2010

We all like to be part of an inclusive and exclusive club. We like to get deals.  We like to be remembered.

I am continually amazed how clients answer this questions when we pose it to them, “How are you keeping in touch with your clients?”  Most do the “deal” and then they forget about the client until it is time for contract renewal.  If you are the customer, does that make you feel special? Or do you feel like a coin machine and they want more money from you?

Consider starting a special grouping for clients.  We mail a gift, article or some “touch” piece every 6-8 weeks to our clients.  These are NEVER solicitations for business or to try to sell them new products or services.

The sole purpose of these mailings is to let our clients know that we care about them, remember them and want to continue to add support to their business whether they are actively doing business with us right now or not.  We send out things that will be relevant to them, not us.  For example, we sent out the book Chasing Daylight to all the executives because it was a good reminder of the legacy you are leaving.  We knew how many were under great stress with the economy and how easy it is to lose sight of the life legacy you are trying to leave.  So it reminded them to take a breath, relax and put things in perspective.

The funny thing is that in you remembering them, they remember you.  They call to just chat, to share what is happening with their team and often to suggest a way we can work together again.

So don’t forget your customers.  They aren’t a name on a contract but rather a person. Remember and honor that person at all times and the old saying, “What goes around, comes around” will come true for you!

TAKE ACTION:  Start your own client touch list and send out gifts to them.  Make sure they are relevant to the client and in no way, shape or form do they ask them to do business with you.  The purpose of this is just to let them know you remember them and that you are there to add value to them.


Corporate Leadership Development & Tips

Corporate Leadership Development & Tips

Develop Your Leaders for a Collaborative, Innovative & Accountable Culture!

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Outcome Thinking®: How to Stop Negative People From Draining You

Wednesday, July 7th, 2010

I had a golf league and for three weeks I had people coming up asking me to not put them with Casey.  Out of 60 people, 30 people had told me she was too negative to golf with.  So now I had a dilemma, what was I going to do? Talk to her about her attitude? Ask her to stop golfing?  Literally, every week the other people she golfed with would approach me and ask me to NEVER put her with them again.  This left me in a leadership dilemma as to how to turn this around without alienating her and I knew the group was watching to see how I would handle it.

So I put Casey in my group for the next two weeks and observed her communication style. Casey is what I call a “socialized negative”- she gets her attention and fulfillment by focusing on and sharing with you the negatives of her day and life.  To her she is connecting with you while to others she was repelling them.  I knew that if I talked to her about it she wouldn’t be able to even “see” what I was saying as she saw what she did as “socializing” not as being negative.

When you run into someone like this, here are some tips on how to turn the negative person around so they stop draining you:

1. Ask only questions that can be answered positively.

2. Avoid any yes or no questions as opening conversation questions.  Since the person’s brain is conditioned to go negative they will want to answer those questions from the depressing side or point of view.

3. When they go negative, don’t try to “solve” what they put out there.  This only feeds the cycle and gets them to bring up more negative points.

4. If they drone on about something ask them, “What are you expecting of me? Are you wanting to solve this?”  If they say “yes”, then you immediately move them to focusing on how they will solve it. Remember to make them solve it, not you! If they say “No”, then you simply say, “Okay since you don’t want to solve it, it is best if we just let it go.  So let’s focus on..” and redirect the conversation.

5. In a team meeting, if you have a negative person make them play the “devil’s advocate” and look at things from the opposite perspective.  Give them time to do this as, for them, it will be like pulling teeth.

Take Action:  If you have a negative person on your team, take this week to try to actively change the way you interact with them and see if you can move them toward more positive outcomes.

People who are “socialized” negative just really want to connect and talk but how they do it drives every one nuts.  They won’t see that until they start getting more attention from people as they frame things in to the positive.

Outcome Thinking® Training shows you how to change your thinking to move people to positive Action in every situation.

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