Among all the training that I have gone through during my professional stint-- my favourite will always be DDI training. Among various modules- the most important one is Communicating for leadership success or a.k.a communicating with impact. I have tried imbibing it in my personal life and have seen huge benefits. It talks about key principles and how you can use it to meet personal needs of the person you are interacting with. 5 of the principles are- Esteem, Empathy, Involvement, Share and support.
In very brief- for every interaction- we need to maintain or enhance self esteem.Many a times- people will get stuck- then maintain the esteem- if good accomplishments- then enhance it.Listen and respond with empathy--- in many a sales situation- this is the most important one.I was under firing line of a customer- who was comparing 2 leadership style- one who does not pick his call and another who even if busy- sends a message stating that he will call back. In most of the sales situation- when we are down and out- the simple reaction is flight.. donot pick that call and go for tough talks. I believe that is sheer disservice and disrespect. However difficult the situation may be- we have to talk and practice empathy. Short lead time order- complete order screw-up, ego being trampled by colleague in earlier interaction-- all and i repeat all can be solved by this practice.
3rd one- also can solve many sales oblong situation- ask for help and encourage involvement.. to build trust we can use sharing of thoughts, feelings and rationale ( where you need to!!). and final one is provide support but without removing responsibility. This type of support helps to build ownership.
I plan to write more examples and real life- examples of sales- and how it was solved using key principles. Stay tuned.
In very brief- for every interaction- we need to maintain or enhance self esteem.Many a times- people will get stuck- then maintain the esteem- if good accomplishments- then enhance it.Listen and respond with empathy--- in many a sales situation- this is the most important one.I was under firing line of a customer- who was comparing 2 leadership style- one who does not pick his call and another who even if busy- sends a message stating that he will call back. In most of the sales situation- when we are down and out- the simple reaction is flight.. donot pick that call and go for tough talks. I believe that is sheer disservice and disrespect. However difficult the situation may be- we have to talk and practice empathy. Short lead time order- complete order screw-up, ego being trampled by colleague in earlier interaction-- all and i repeat all can be solved by this practice.
3rd one- also can solve many sales oblong situation- ask for help and encourage involvement.. to build trust we can use sharing of thoughts, feelings and rationale ( where you need to!!). and final one is provide support but without removing responsibility. This type of support helps to build ownership.
I plan to write more examples and real life- examples of sales- and how it was solved using key principles. Stay tuned.
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