Archive for the ‘Persuasion and Influence’ category

3 Simple Ways To Improve Your Persuasion And Influencing Skills With People

September 24, 2008

What I liked about yesterday’s training was the depth of the understanding on human psychology, the behavioral concepts and the discussion of the Persuasion Principles. I especially designed this intensive 2-day course, “How To Persuade And Influence People” to highlight how people can be persuaded as well as ways to get faster and intended influencing results than ever. I’m glad all the participants took something away from the training various ideas that they can use for greater advantage in their work and their lives.

Here are some of the ways you, too, can work towards improving these essential skills in persuasion and influence.

1. Talk to new people everyday and reflect through the interaction process.

2. Pay attention to your communication and its impact unto others’ behavior.

3. Be receptive to the outcome of human behavior and beliefs, whether they are intended or unintended. Accept that each one of your action affects the next reaction of others around you.

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How You Can Negotiate For A Long Term Win? 5 Ways To Achieve The Long Relationship Through Negotiation

September 20, 2008

It’s an intensive weekend for me today as I conducted a full day of the in-house “Effective Negotiation Skills” training for a company. I admire the fact that despite today being Saturday, an official non-working day for most, they turned up in full force. And this is still Day 1. In exactly one week’s time next Saturday, I will be conducted Day 2 of this workshop, where I will teach them the various negotiation strategies and the advanced techniques of bargaining.

When you are in business, you should aim to see things through for the long term. After all, not many people want a fly-by-night business relationship if constant cash flow and profit is the ultimate aim.

Therefore, here are some ways you have achieve the long term relationship with effective negotiation:

1. Aim for win-win and appreciate this position of interest bargaining.

2. Ensure that both find value in working with each other.

3. Maintain that relationship, and make it special.

4. Create a constant compromise that allows both party to gain continuously, hence there is always incentive to keep working together.

5. Take the intangibles into account. It’s not just about money. It often beyond the cash.

Facilitating Thoughts: What Essential Items Must You Have BEFORE Your Meetings And Discussions Begin To Make The Sessions Fruitful

September 19, 2008

As you run your meetings, it’s imperative that the members are focused unto the meeting itself. Today, at the second day of “WITs Facilitators’ Course”, we kept these in perspectives as we discussed on the tough issues and essential items to apply in meetings.

One of the areas I got every participant to look at are the moments before the actual beginning of the meeting and discussions. These moments set the pace for the entire flow of the sessions, hence they warrant careful considerations.

In order to have a meaningful and fruitful session as facilitator-leader, here are the items that you must consider before your meetings and discussions begin:

1. Set the frame work and agenda of the meeting so everyone knows where the meeting is heading.

2. Get everyone to arrive prepared with their relevant information before the meeting begins.

3. Lay out the ground rules of the meeting where everybody must agree and abide.

Discover The Dynamics Behind Your Win-Win Negotiations

August 25, 2008

It was just two days ago on Saturday where I competed conducting the customized training on “Effective Negotiation Skills” for a corporate client. The managers, who were the key participants, took an active role in applying the concepts taught. In the midst of it, plenty of jokes and fun abound.

Within any interaction, there are different forms of dynamics to be found. Negotiation situations present another form of dynamics because you aim to strike a deal where both parties can win.

Some of the key dynamics include:

1. You must speak and craft your words in a way that appeals to the other party. Hence selection of words and mannerisms are crucial.

2. You must pay attention to the flow of the conversation because it can truly change gears at any time.

3. You must be most mentally prepared because negotiation taxes and challenges your mind.

4. You must be able to be creative enough to propose that balancing point where both will win.

5. You must be aware of the quality of relationship, trust and credibility between both parties.

5 Key Principles Of Reframing Problems

August 18, 2008

It was amazing today with whatever we’ve shared. I conducted 2 runs of trainings back-to-back within one day, all with full number of participants. It was most enriching and the pace was exhilarating.

I’ve designed this training, Reframing Problems into Opportunities, specifically as a means to assist people to see their world or ‘problems’ differently, gaining new insights and opportunities in the process. The process is purposefully created to empower the individuals to perceive things in a more productive and purposeful manner as well as improve their skills to better guide others in their lives.

Here are some of the key principles that affect how we can reframe problems:

Principle of Subjective Reality: We don’t know reality. We only perceive our own subjective versions in our mind.

Principle of Self Empowerment: You must be able to see beyond first before you can help others to see further.

Principle of Rapport: You must gain and maintain rapport, trust and credibility in order to reframe the problem in others.

Principle of Limited Perception: This limitation causes mere situations to be viewed as problems because people are unable to perceive beyond.

Principle of Inherent Assumption: The assumptions within us create plenty of misunderstandings and relationship issues, leading to an escalation of problems. A vicious cycle of problem is hence formed.

What Sales And Negotiation Are Not…

August 17, 2008

Yesterday was Day One of the Effective Negotiation Skills training. Although the full day training was being held on a Saturday, I was pleased that the participants were enthusiastic with the training and understood the importance of negotiation in their work and daily lives.

All of them, who were managers of the same company, took an active role in making the learning in-depth, interactive and introspective. They had also added to the fun behind the teachings and the joy of training. This is definitely most admirable. While Day Two of this training is one week away, I trust that they will practice as much as possible wat they have learnt thus far during this whole week of work.

A part of the initial training deals with taking on a more useful understanding and paradigm of sales and negotiation. I often help the participants to better comprehend and appreciate the real nature of these important skills and their true meanings within

Hence here are some points on what sales and negotiation are not:

1. It’s not just about getting what you want, it’s about first helping your clients or other party to get what they want.

2. It’s not just about price, it’s also about the other intangibles within the deals.

3. It’s not just about facts and numbers, it’s about the way you present them.

4. It’s not just about talking, it’s your personality, your impression and your presentation skills that count.

5. It’s not just a mere listing of items, it’s really about the negotiation strategies and tactics within that play a big part of your success.

When you begin to experience a shift in the paradigm regarding sales and negotiation, you will begin to notice how sales and negotiation can be much easier and effective. In this way, your success level in selling and negotiating will Excel Beyond Excellence!

What Must You Look Out For When You Negotiate?

August 6, 2008

Over the last past 2 days, I’ve been conducting the intensive training on “Effective Negotiation Skills”. This training of mine is so well-received that another class has to be conducted too. It’s specially designed to be rigorous and informative yet highly practical and applicable to the real world of negotiation, deals making and sales.

When the participants demonstrated signs of improvement, it always brings a sense of satisfaction to mind. It’s always a reminder to me that as their trainer, I’m committed to making the training work for them and ensure that they can walk out with the skills taught.

During negotiation, there are plenty of dynamics that occur. What we must pay attention to involves the following 3 main areas:

1. Signals of interest

2. Words of Precision

3. Triggers of discomfort and anxiety

It takes practice to read people and judge the outcome well. Do practice often with your coach or mentor to improve your observation skills. Then go out and get some deals done. May you Excel Beyond Excellence!

How To Improve Your Sales Recruitment Rates? 5 Ways To Take Your Results Higher Than Ever.

July 16, 2008

A special sales and recruitment workshop entitled, “How to ‘Sell’ Toastmasters and Recruit New Members?” was conducted for the NUS Toastmasters Club tonight. I trained the participants on how to sell the concept of Toastmasters, public speaking as well as improve the recruitment level of members. I’ve been running this training for the past few years for this Club and other companies or organizations.

As usual, it was extremely interactive and jam-packed with simple yet potent information to take their sales results better than ever. Recruitment of new members is a essential part of every Club’s growth and objective. Our Club pays specific attention to this aspect because we understand the need for continuously renewal of members and injection of new blood.

How then can you improve your sales recruitment rates? Here are some of the ways:

1. Create sales cycles that match the psychology of your customers.

2. Your openers must trigger enough interest to make them want to listen more.

3. Learn to use more directive language instead of permissive language.

4. Approach them at a comfortable pace and angle, let their peripheral vision sense that you are moving close to them.

5. Use visual props to help you in your sales presentation instead of merely verbal words.

It’s always a privilege to be sharing important aspects of your products and services to customers. In Toastmasters, it becomes a life-changing experience. Let’s treasure the chance to reach out to the public, be it commercially or socially.

It’s always another opportunity to Excel Beyond Excellence!

5 Ways You Can Speak More Persuasively To Your Audience

July 15, 2008

Tonight was a fruitful meeting at my Club, The NUS Toastmasters Club. There were a series of tough “Ironman” table topics followed by 5 speech projects. You get to hear the presenters as they keep improving on their speaking skills.

Being the General Evaluator for the meeting, I shared my observations for how the meeting was conducted. And therefore suggested how the meeting could have been better run.

One of the project speeches tonight was a project 9 presentation on Persuade with Power. This particular project focuses on the basic aspects of swaying and influencing the audience to your side. A challenging project indeed.

To enable you, the speaker, to better enable your persuasiveness in your speech, here are some of the ways you can utilize to influence your audience:

1. Use metaphors to help your audience to better visualize and comprehend.

2. Check your credibility to make sure it matches your real messages within,

3. Address the emotional appeal instead of mere logical aspects.

4. Set up your introduction with a familiar situation so as to first reach out to them.

5. Cite established and supportive sources to build the legitimacy of your argument and the basis of your persuasion.

When you want to better persuade your audience, ensure that you integrate as many of these ways as possible. As you strive and practice consistently in the club meetings, you will discover that your persuasive powers will Excel Beyond Excellence!

See you at the meetings!

How To Overcome Your Participants’ Learning Resistance In Your Training?

July 3, 2008

Over these few days I’ve been traveling to and fro a major government institution. This is because I have been conducting a 5 day “Train-the-Trainer” course for the organization’s people. The training is specifically designed to help the current trainers of the organizations to acquire even more advanced training skills and competency in capability transference. Today was training Day 4 out of the 5 days.

While we have discussed and worked on many different aspects of trainings, one major topic today stood out: Learning Resistance.

If you have been conducting training, you will realize that from time to time there will be some participants who display resistance to learning. They tend to cast doubts on your sharing, suggestions and strategies. They question your methodologies and disbelief your ways of application. And you just get the feeling that they are “not getting it”

Hence, here are some steps you can overcome the learning resistance in your participants:

1. Have awareness of the learning resistance in the different topics you teach.

2. Be sensitive in your mannerism of speech and delivery to such resistance.

3. Acknowledge to the particular person that his resistance and doubts are valid.

4. Make the resistance appear normal to have rather than a sore thumb. “Normalize” it.

5. Give the solution and answer the issue directly. Address that resistance and suggest how to reduce or eliminate it.

6. Provide the assurance that you, as his trainer, will be there to support him and answer his doubt in the course of his application of your solution.

7. Get an open commitment. Ensure that his mind is somewhat open enough to give it a go and is committed to make it work overall.

When you artfully apply these suggested steps, you will be more equipped to handle and overcome the resistance that appears in your lessons.

Practice until they become a natural flow and an instinctive reaction to your participants. Your training will thus be even more poised to Excel Beyond Excellence!