Could Better Questions Lead to More Wallet Share? That's a Good Question!Integrity Solutions
From Integrity Solutions at the Bank Trainers 2018 Conference. Is your current sales training compounding the problem of people’s belief that selling is a “bad word”? What if your team didn’t have all that negative baggage about sales? What if they viewed the role of asking better questions as uncovering and fulfilling customer needs? We look at the benefits of asking better questions in strengthening customer relationships, and how to overcome the fear of asking them.
Learn why trust is the foundation of great leadership and how to achieve trustworthiness for yourself. You must earn trust before you can expect others to give it. Authority levels don't grant it. Only behaviors and actions establish it.
Program for leaders who want to learn the secrets to employee empowerment. Delivered to the Professional Teleservice Management Association in March 2016. For more information about my speaking programs, or for free leadership and communication tips, tools, and techniques, visit my website at www.Amy-Castro.com
So you've thrown out Annual Performance Reviews - now what?David Perks
It's fashionable to throw out the annual performance review and stop wasting the time and money involved. BUT what should you do instead? Discover the 4A's of performance management that must be retained to keep your people operating at peak performance.
Could Better Questions Lead to More Wallet Share? That's a Good Question!Integrity Solutions
From Integrity Solutions at the Bank Trainers 2018 Conference. Is your current sales training compounding the problem of people’s belief that selling is a “bad word”? What if your team didn’t have all that negative baggage about sales? What if they viewed the role of asking better questions as uncovering and fulfilling customer needs? We look at the benefits of asking better questions in strengthening customer relationships, and how to overcome the fear of asking them.
Learn why trust is the foundation of great leadership and how to achieve trustworthiness for yourself. You must earn trust before you can expect others to give it. Authority levels don't grant it. Only behaviors and actions establish it.
Program for leaders who want to learn the secrets to employee empowerment. Delivered to the Professional Teleservice Management Association in March 2016. For more information about my speaking programs, or for free leadership and communication tips, tools, and techniques, visit my website at www.Amy-Castro.com
So you've thrown out Annual Performance Reviews - now what?David Perks
It's fashionable to throw out the annual performance review and stop wasting the time and money involved. BUT what should you do instead? Discover the 4A's of performance management that must be retained to keep your people operating at peak performance.
Revisit performance management to achieve peak team performanceDavid Perks
Old ways of managing performance don't work. Ratings demoralize and disengage employees. What should leaders do instead and how can a 100 year old approach be rapidly modernized. We provide the travel guide to take you to peak performance.
Mentors are a secret weapon of young entrepreneurs.
If you have been thinking about how your experience can impact young leaders and increase their chances to succeed, then this is something worth looking into.
18 warning signs you need to be a better manager... plus tips to improve!Halogen Software
Even the best managers are always looking for ways to improve (that’s what makes them great). No matter what your weaknesses are, we have tips – 18 of them – that will help you be your best.
Some of these managerial missteps may sound familiar:
- You constantly change your mind about project direction
- You say you keep an eye on things; your employees say you micromanage
- You're never wrong, no matter what happens
- You avoid dealing with employee issues until the situation gets out of hand
Check out this SlideShare, 18 Warning Signs You Need to be a Better Manager, and make it your year to shine as a manager.
Traits of successful project managers - RICS ArticleDonnie MacNicol
Donnie MacNicol and Brenda Hales identify the behavioural traits the PM needs to develop and encourage in themselves
and others to enhance their success
Mark Edwards, Leadership and Strategy Programme Director at London Business School, considers ways of improving the stickiness of learning by examining a range of aspects, from the desire to learn to the ways the learned lessons can be applied.
Mark will be hosting a webinar, on 7 October, in which he will explain how you can embed effective learning and understand employees’ motivations. Sign-up: http://www.changeboard.com/events/exclusive-changeboard-webinar-the-stickiness-of-learning-how-to-ensure-your-learning-strategy-makes-an-impact
7 Customer Service Qualifications Everyone Must HaveAdam Toporek
While each customer-facing professional is unique, there are certain core traits that are possessed by those who provide excellent customer service. These seven customer service qualifications are useful in hiring, training, and promoting customer-facing professionals.
Career planning is a long process. Sometimes you get lost along the way, but hopefully this presentation can direct you to the right destination.
More themed slides here: https://slideshop.com/Themed-Slides
Dr. Mary Gresham of Atlanta Financial Psychology describes the conceptual model of a healthy relationship with money. This model addresses the mathematical/rational, values and spiritual, emotional/symbolic/relational and process levles of a rleationship with money. All areas need to be addressed and integrated to develop a health sense of money.
Keynote presentation by Margaret Sumption at the American Hospital Association marketing executives covference in New York City on April 4,2013. "The Reluctant Customer" focuses on how marketing and PR executives serving member hospitals and their representatives can improve success and increase satisfaction. Three steps are discussed: "Stop Begging," "Frame Your Argument," and "Execute, Evaluate, and Proclaim."
To stand out and make a lasting impact, it is crucial to approach executive presentations with careful preparation, a well-structured narrative, and the ability to handle challenging questions and situations that arise. In this article, we will explore practical strategies and techniques to enhance your persuasive abilities and interact more effectively with executives during high-stakes presentations.
Revisit performance management to achieve peak team performanceDavid Perks
Old ways of managing performance don't work. Ratings demoralize and disengage employees. What should leaders do instead and how can a 100 year old approach be rapidly modernized. We provide the travel guide to take you to peak performance.
Mentors are a secret weapon of young entrepreneurs.
If you have been thinking about how your experience can impact young leaders and increase their chances to succeed, then this is something worth looking into.
18 warning signs you need to be a better manager... plus tips to improve!Halogen Software
Even the best managers are always looking for ways to improve (that’s what makes them great). No matter what your weaknesses are, we have tips – 18 of them – that will help you be your best.
Some of these managerial missteps may sound familiar:
- You constantly change your mind about project direction
- You say you keep an eye on things; your employees say you micromanage
- You're never wrong, no matter what happens
- You avoid dealing with employee issues until the situation gets out of hand
Check out this SlideShare, 18 Warning Signs You Need to be a Better Manager, and make it your year to shine as a manager.
Traits of successful project managers - RICS ArticleDonnie MacNicol
Donnie MacNicol and Brenda Hales identify the behavioural traits the PM needs to develop and encourage in themselves
and others to enhance their success
Mark Edwards, Leadership and Strategy Programme Director at London Business School, considers ways of improving the stickiness of learning by examining a range of aspects, from the desire to learn to the ways the learned lessons can be applied.
Mark will be hosting a webinar, on 7 October, in which he will explain how you can embed effective learning and understand employees’ motivations. Sign-up: http://www.changeboard.com/events/exclusive-changeboard-webinar-the-stickiness-of-learning-how-to-ensure-your-learning-strategy-makes-an-impact
7 Customer Service Qualifications Everyone Must HaveAdam Toporek
While each customer-facing professional is unique, there are certain core traits that are possessed by those who provide excellent customer service. These seven customer service qualifications are useful in hiring, training, and promoting customer-facing professionals.
Career planning is a long process. Sometimes you get lost along the way, but hopefully this presentation can direct you to the right destination.
More themed slides here: https://slideshop.com/Themed-Slides
Dr. Mary Gresham of Atlanta Financial Psychology describes the conceptual model of a healthy relationship with money. This model addresses the mathematical/rational, values and spiritual, emotional/symbolic/relational and process levles of a rleationship with money. All areas need to be addressed and integrated to develop a health sense of money.
Keynote presentation by Margaret Sumption at the American Hospital Association marketing executives covference in New York City on April 4,2013. "The Reluctant Customer" focuses on how marketing and PR executives serving member hospitals and their representatives can improve success and increase satisfaction. Three steps are discussed: "Stop Begging," "Frame Your Argument," and "Execute, Evaluate, and Proclaim."
To stand out and make a lasting impact, it is crucial to approach executive presentations with careful preparation, a well-structured narrative, and the ability to handle challenging questions and situations that arise. In this article, we will explore practical strategies and techniques to enhance your persuasive abilities and interact more effectively with executives during high-stakes presentations.
Trust fuels the relationships with clients, employees, investors, or others. Being authentic about your brand is vital to earning that trust. Learn how to become more authentic about your brand to attract, captivate, and motivate the people essential to your success.
Buyers can now discover nearly everything about companies, products and
services from websites and other Web sources, including what customers are
saying on social media.
Rob livingstone - Australian Payroll Association's Annual Conference May 2011Livingstone Advisory
Rob Livingstone - Australian Payroll Association's Annual Conference - Is global warming likely to shrink the (skills) iceberg on which you have based your career?
Thought Leadership: Brain Power as a Leading IndicatorEva Keiser
Presentation given as part of Reputation seminar put on by Risdall McKinney Public Relations.
It takes intentional, purposeful effort to create and sustain a brand. A thought leader is an action-orientated participant in inudstry and cosnumer forums. An ongoing process, today's contrbutions lead to tomorrow's business success. Reputation is on the line every day.
The 3 Strategies of Highly Effective Sales Motivators: Prepare, Debrief, and ...Business Wise Inc.
How do smart sales leaders motivate themselves and others? They create energy with proven strategies—and connect with more prospects, set more appointments, and close more sales. Learn those strategies for yourself (and use them to inspire your team) in this presentation from Business Wise Insiders!
Madinah institute Webinar 'The Wisdom Chronicles - Competing to Win' A book...Dr. Ted Marra
Here is a Webinar which provides further insight into my book, 'The Wisdom Chronicles: Competing to Win'. If you look at the slides in 'notes' format, you will see some of the comments I made as well. Enjoy.
Behaviors of the Most Effective Corporate Communications TeamsEdelman
Edelman’s Corporate practice has identified what experience and research tell us about these truly mission-critical functions. We see three qualities that these “best of” teams foster for their enterprises: Audience-centricity, Behavioral Stewardship and Insight-based Evolution. This presentation demonstrates specific actions to take to exhibit these.
We welcome dialogue and engagement. Do you agree? What do you see differently?
The Five Things You Need to Know About Your CustomersAmelia Young, CFA
This presentation offers a simple, practical framework to help you look honestly and thoroughly at what your customers want so you can sell more, with less effort and at higher margins.
You Can't Teach People to Sell By Teaching People to SellIntegrity Solutions
Up to 85% of success in selling is rooted in feelings, attitudes, emotions and beliefs. Yet most sales training fails to take these critical factors into account, and as a result, most sales training ultimately fails the people (and the organizations) it’s supposed to be helping. This webinar (November 2016) explored practical, proven ways training professionals and sales managers can influence the behaviors and attitudes that lead to higher levels of productivity and better bottom-line results.
Specific ServPoints should be tailored for restaurants in all food service segments. Your ServPoints should be the centerpiece of brand delivery training (guest service) and align with your brand position and marketing initiatives, especially in high-labor-cost conditions.
408-784-7371
Foodservice Consulting + Design
The case study discusses the potential of drone delivery and the challenges that need to be addressed before it becomes widespread.
Key takeaways:
Drone delivery is in its early stages: Amazon's trial in the UK demonstrates the potential for faster deliveries, but it's still limited by regulations and technology.
Regulations are a major hurdle: Safety concerns around drone collisions with airplanes and people have led to restrictions on flight height and location.
Other challenges exist: Who will use drone delivery the most? Is it cost-effective compared to traditional delivery trucks?
Discussion questions:
Managerial challenges: Integrating drones requires planning for new infrastructure, training staff, and navigating regulations. There are also marketing and recruitment considerations specific to this technology.
External forces vary by country: Regulations, consumer acceptance, and infrastructure all differ between countries.
Demographics matter: Younger generations might be more receptive to drone delivery, while older populations might have concerns.
Stakeholders for Amazon: Customers, regulators, aviation authorities, and competitors are all stakeholders. Regulators likely hold the greatest influence as they determine the feasibility of drone delivery.
The Team Member and Guest Experience - Lead and Take Care of your restaurant team. They are the people closest to and delivering Hospitality to your paying Guests!
Make the call, and we can assist you.
408-784-7371
Foodservice Consulting + Design
Artificial intelligence (AI) offers new opportunities to radically reinvent the way we do business. This study explores how CEOs and top decision makers around the world are responding to the transformative potential of AI.
Senior Project and Engineering Leader Jim Smith.pdfJim Smith
I am a Project and Engineering Leader with extensive experience as a Business Operations Leader, Technical Project Manager, Engineering Manager and Operations Experience for Domestic and International companies such as Electrolux, Carrier, and Deutz. I have developed new products using Stage Gate development/MS Project/JIRA, for the pro-duction of Medical Equipment, Large Commercial Refrigeration Systems, Appliances, HVAC, and Diesel engines.
My experience includes:
Managed customized engineered refrigeration system projects with high voltage power panels from quote to ship, coordinating actions between electrical engineering, mechanical design and application engineering, purchasing, production, test, quality assurance and field installation. Managed projects $25k to $1M per project; 4-8 per month. (Hussmann refrigeration)
Successfully developed the $15-20M yearly corporate capital strategy for manufacturing, with the Executive Team and key stakeholders. Created project scope and specifications, business case, ROI, managed project plans with key personnel for nine consumer product manufacturing and distribution sites; to support the company’s strategic sales plan.
Over 15 years of experience managing and developing cost improvement projects with key Stakeholders, site Manufacturing Engineers, Mechanical Engineers, Maintenance, and facility support personnel to optimize pro-duction operations, safety, EHS, and new product development. (BioLab, Deutz, Caire)
Experience working as a Technical Manager developing new products with chemical engineers and packaging engineers to enhance and reduce the cost of retail products. I have led the activities of multiple engineering groups with diverse backgrounds.
Great experience managing the product development of products which utilize complex electrical controls, high voltage power panels, product testing, and commissioning.
Created project scope, business case, ROI for multiple capital projects to support electrotechnical assembly and CPG goods. Identified project cost, risk, success criteria, and performed equipment qualifications. (Carrier, Electrolux, Biolab, Price, Hussmann)
Created detailed projects plans using MS Project, Gant charts in excel, and updated new product development in Jira for stakeholders and project team members including critical path.
Great knowledge of ISO9001, NFPA, OSHA regulations.
User level knowledge of MRP/SAP, MS Project, Powerpoint, Visio, Mastercontrol, JIRA, Power BI and Tableau.
I appreciate your consideration, and look forward to discussing this role with you, and how I can lead your company’s growth and profitability. I can be contacted via LinkedIn via phone or E Mail.
Jim Smith
678-993-7195
jimsmith30024@gmail.com
3. Learning Objective
Key Factors/ Attributes required to
influence/Persuade People
Common mistakes to be avoided in the practice
of influencing others
How influencing/persuasive skills would help you
to perform better in professional and personal
life.
4.
5.
6. Influence
To influence others is the ability to bring them to
your way of thinking without force or coercion.
It involves high degree of self awareness, as well as
an awareness of those to whom we wish to influence.
7. Benefits of positive Influence
The ability to influence others is an essential skill for everyone in
business whether a person is an executive, manager or a
frontline salesperson.
Presenting and articulating ideas to demonstrate their value
Making plans clear and compelling
Effective positioning of your products/ideas thus gaining
competitive advantage
Handling objections and gaining agreement to move forward.
Building trust and credibility with co-workers, management and
customers
8. Four Essential Elements of Effective
Influencing/Persuasion
Establish Credibility
Frame your argument
Provide Evidence
Connect Emotionally
9. Credibility/Establish Trust
Credibility is the cornerstone of influencing/persuasion
In your workplace your credibility is based on your expertise and
relationship
If people don’t trust you, they won’t allow you to influence them.
A smart, simple way to establish trust is to talk less and listen
more. Try using the 4 A’s: Ask open questions, Actively listen, Aim
well (to guide the conversation in the desired direction), and
Avoid problems. By alleviating the stress that a conversation
about change can cause
10. Frame your argument
Framing has three core elements:
Placement – choosing the right time, place and people to
communicate with
Approach – carefully constructing how your argument is presented.
People are more likely to respond better if you explain the positives
of your viewpoint, rather than any potential drawbacks.
Words – Selecting the most appropriate words to explain your
viewpoint
11. Provide Evidence
With your credibility established and common frame
identified, persuasion becomes a matter of providing
evidence
The Most Effective Persuader supplement numerical
data with examples stories
12. Connect Emotionally
Even in Business environment that value logic,
objectivity and reason emotions do play a
crucial role
13. Six Principles of Influence
Dr.Robert Cialdini
Psychologist Robert B. Cialdini has identified six
such principles of influence (as addressed in his
book, Influence: The Psychology of Persuasion,
published in 1984):
By taking these six principles into account, sales
teams can adapt their strategies to better influence
potential clients into making long-term
commitments
14. 1.Reciprocity (Giving Something for
Nothing)
People are more likely to treat others in the same
way that they are treated by others. This also means
that people are more likely to agree with those to
whom they owe favors.
offering free samples has been known to increase
sales by as much as 2000%.
( Source Salesforce.com)
15. 2.Scarcity (Offering for a Limited Time Only)
People assign value based upon availability. Supply
and demand. If something is in shorter supply,
people want it more.
studies of retail sales have shown that if more than
approximately 30% of goods offered are designated
as scarce or limited, then the effectiveness of this
method quickly decreases.
Source (Salesforce.com)
16. 3.Authority : (Getting Promoted by
Experts/Users)
People are more willing to follow the suggestions of
those who appear credible and authoritative.
A 90% majority of consumers say that their buying
decisions are influenced by online reviews, so
providing prospective customers with a chance to
see what other customers have said about your
product is a must.
(Salesforce.com)
17. 4. Consistency
People are more likely to take actions that they have taken
before, or to make larger commitments when prefaced by
smaller commitments.
18. 5.Being Likeable
Being Trustworthy and synchronized with your customers
Being Professional, Speak confidently, clearly and concisely
Right Sales Pitch
19. 6. Consensus
“With Salesforce we can move a lot faster and keep adapting
to our customer’s needs. We’ve been able to develop very
complex solutions in less than four months and deploy them
across multiple geographies in under a year.”
KEMAL CETIN | VICE PRESIDENT OF IT, COCA-COLA
ENTERPRISES
“Salesforce helps us make the world more open and
connected.”
TIM CAMPOS | CIO, FACEBOOK
23. 4. Common Mistakes
Upfront Hard Selling
Sell the benefits rather than the product
Don’t Resist Compromise
Do not rely solely on great arguments
Don’t assume influencing/persuasion is a one shot effort
26. References
www.ccl.org (The Center of Creative Leadership)
TrainingIndustry.com
Association for Talent Development (ATD)
https://www.ciphr.com
www.predictivesuccess.com
Salesforce.com
27. Food for Thought
“Everybody is a genius. But if you judge a fish by its
ability to climb a tree, it will live its whole life believing
that it is stupid.” Albert Einstein