Heart of Influence - Slidecast

Maximizing your ability to generate and sustain high value relationships
The Heart of Influence

Our Times Are Demanding a Transformation in Approach
"We're entering an age of acceleration. The models underlying society at every level, which are largely based on a linear model of change, are going to have to be redefined.
Because of the explosive power of exponential growth, the 21st century will be equivalent to 20,000 years of progress at today's rate of change.”
© 2003 The Cap Gemini Ernst &Young Center for Business Innovation.
Authors: Ray Kurzweil & Chris Meyer
410-381-9155

Creative Leadership – The Foundation
Self-Awareness
Desire & Passion
Conscious Choice
Purpose, Vision, Goals
410-381-9155
© 2006 Executive Skiillworks, Inc. www.executiveskillworks.com

The Power of Relationships
Business Development
Client Satisfaction
Productivity and Performance
Credibility in Your Network and Community
Partnership Opportunities

What do Your Customers and Prospects Really Care About?
Your clients and business partners are not as concerned as you may think about your technical prowess. Most people become too enamored with what they sell over the unique value it can provide individual customers.
To Build a Powerful Network and Sustain High Value Relationships:
Understand what others care about most - their visions, priorities, values, challenges, etc?
Become known as a resource who can create opportunities and/or solve big problems for others.
Deliver on your promises in alignment with OTHER’S expectations?
Add value beyond the transactions by taking a genuine interest in others – personally and professionally.
410-381-9155

Productivity Cycle
410-381-9155

TWO FOUDATIONS OF RELATIONSHP
Mutual Respect!
Acknowledging another’s dignity and value.
Honoring the unique contribution someone has brought historically (and as a leader helping the person see how they can maximize their contribution and fulfillment).
Taking time to understand a person’s perspective during – even if it is counter to yours.
Realizing there is always some good reason for someone’s actions. The key is to be curious before we pass judgment.
410-381-9155

Mutual Trust – The Second Foundation
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The Complete Relationship Building Process
The Conversation(s)
Preparing
Execution
`
Your Self-Orientation
Consider Context
Why – What
When
Where
Follow Through
Leveraged Actions
Assessment of Quality
Measurable High Value Results.
Link to Next Interaction
MUTUAL RESPECT & TRUST
410-381-9155

THE KEY TO SUCCESSFUL INFLUENCE
SELF-ORIENTATION
In your view – what is the purpose of business conversations?
How would you define your general agenda for business conversations?
What is your authentic view of what you must do to succeed in relationships – while getting your personal needs met?
Do you find you are easily judgmental of yourself and others or do you see yourself and others with a focus on collaboration and compassion?
410-381-9155

The Natural Conversation Process
This is an iterative process – each step builds upon the previous stage.
How well you engage each stage empowers or dis-empowers the next stage.
If you are having difficulty in one stage – it usually means you have to step back.
410-381-9155

Set a clear intention for the outcome and leverage your imagination during the preparation process.
Become curious about where someone else is coming from and learn to distinguish between facts and opinions!
Learn not to take things personally – focus on mutual support and outcomes.
A KEY PRINCIPLES FOR THIS ITERATIVE PROCESS
410-381-9155

“Seek to understand first” and leverage a clear strategy for asking questions that will help you to quickly and deeply understand another’s decision making criteria.
Be sensitive to timing around when to talk and move towards commitment/next steps.
A KEY PRINCIPLES FOR THIS ITERATIVE PROCESS
410-381-9155

The Complete Relationship Building Process
The Conversation
Preparing
Taking Action
Your Self-Orientation
Consider Context
Why – What
When
Where
Follow Through
Leveraged Actions
Assessment of Quality
Measurable High Value Results.
Link to Next Interaction
RESPECT & TRUST
410-381-9155

To Learn More
Call Us: 410-381-9155
Two Websites:
www.executiveskillworks.com
www.columbialeadershipacademy.com
Leading Thoughts Blog:
www.executiveskillworks.com/blog
Twitter: transformleader

Heart of Influence - Slidecast

by David Utts on Mar 07, 2010

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