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SAY IT RIGHT & WIN MORE OFTEN

The Better Talking Paradigm

In addition to thinking better, another big a part of creating a DONE BUSINESS is to employ a better manner of communicating with the people who can help you get more of what you want.  This would include customers and prospects, employees, centers of influence, consultants and coaches, and of course, friends and family members.  The Better Talking Paradigm is a series of steps to follow when informing others, enlisting support, or assigning tasks and responsibilities.  By working the steps you can expect to enjoy better results because those to whom you speak will more clearly understand what you expect from them.  This makes success come more easily. 

HERE’S WHAT YOU MUST DO:

1.            Make your listener want to hear you.  Open a channel then briefly state your point up front.

2.            Ask that judgment be suspended until you’re through talking.

3.            Send your message.  Describe the behavior you want.  Present win/win scenarios.  Don’t talk too much.

4.            Confirm both the receipt and understanding of your message.  Agree on fulfillment criteria and time lines.

5.            Get a committed response, a promise of action.

6.            Follow up, observe activity and results.

7.            If necessary, repeat the process more forcefully.

Your communication may necessitate a bit of planning; working on a step-by-step Game Plan of implementation so proper/timely execution can occur and the things you want can get done right the first time so they don’t have to be done over. 

Often the intent of talking is to persuade people.  Centuries ago Aristotle posited that for verbal persuasion to be truly effective, three elements must be present: trust, logic, and emotion.  You need to make a good first impression by establishing trust, through attitude, body language, voice tone and personal packaging, (how you look).  You have to present your case with indisputable logic.  And you have to give a tug to the emotions.  Then people will want to do what you want and you will win more often. 

“If all my possessions were taken from me with one exception, I would choose to keep the power for speech, for by it I would soon regain all the rest.”  – Daniel Webster

Thanks to Dr. Richard Borough

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Posted on May 22nd, 2008 by Scott Hammond
Filed under: Relationship Development, Sales, Speaking