Debbie Mayo-Smith international inspirational motivational how-to speaker technology, time management, improving business performance
Motivational Speakers, Sales, Marketing, Time Management, Productivity, Technology, Tips

A Habit of Influential People : How do you handle stressed conversations?

“You can’t do that” was Steve’s retort to Mike’s suggestion.

Mike fired back a dirty look and the blood pressure of both men clicked up a notch.

Mike’s enthusiasm evaporated and what could have been a good idea died instantly.

This is a common moment in many business meetings … big withdrawals from the emotional bank account and lost opportunities to move the discussion forward.

If Steve had exercised discipline in applying the 4 steps of an age old process there would have been a different outcome to the discussion.

STEP 1 - ACKNOWLEDGE THE PERSON
Even if you don’t agree with the comment. Acknowledgement can be a smile or the gift of undivided attention.

STEP 2 - GIVE A REASON TO EXPLORE ANOTHER ANGLE
The reason has to be plausible, even encouraging to the person who proposed the idea … and free of all judgment.

STEP 3 - GAIN PERMISSION
Whilst giving the reason to ‘go’ somewhere else ‘listen’ for approval to go on. This too is often communicated with body language. If the permission is not forthcoming go back to Step 1.

STEP 4 - ASK A QUESTION
A high quality question. A high quality question demands just the right amount of mental stretch to answer.

EXAMPLE
Mike, the Financial Controller’s suggestion was to close the Takapuna Branch. Steve is the Sales Manager. This is how Steve could have responded … with a genuine interest in understanding the way Mike was thinking.

“That would save a heap of overhead. But I don’t understand how much it would impact on the key accounts around Takapuna. How would we maintain the service?”

It is a simple idea, but sadly, especially once we become familiar with people we sometimes lack the awareness and discipline to apply it. Highly influential people have this process deeply ingrained and can apply it even under pressure.

A contribution from Donald Jessep, professional speaker and business facilitator. Donald helps people acquire the understanding that allows them to thrive in their work and can be contacted through his website www.profitableteams.com


Debbie Mayo-Smith called the Queen of Productivity is an International Motivational Business Speaker and best selling author! (http://www.successis.co.nz) Let Debbie help you with easy practical ways to improve your business profitability, personal productivity and work life balance. Debbie lives in NZ and travels the world speaking, writing and training. Why not enrol for our free newsletter?


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