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Conversations for Action...the power training with the secret keys to effective communication Newsletter for Success Golf and
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Conversation for Action…it is about Trust
There are two types of words that build trust in communication and two types that create distrust, do you know them? Do you build distrust into your sales presentation or into your meetings with people in your company or customers? Consider this simple test between two people. “I think about you often and I want to be with you everyday.” Or “I love you.” Here is another example, "Our clothes are the latest in fashion." "You are going to look great I guarantee it." What is the difference in these two phrases and what types of words create trust or distrust in each sentence? "Brad's tips helped me to book $5,000,000 in new business" Dr Edward Tufte has written two great books about words, the first is Visual Explanations and the second is Envisioning Information; these award winning books tell about nouns and verbs and that only those two categories of words can be clearly defined using graphics. What is important about Tufte's ideas is that he show how magic is designed to fool people AND that too many presentations in business materials use the same principles of magic. Thus, without real intention - to fool the viewer, the sales person does in fact create a reason for buyers remorse or worse, out right rejection of the presentation. Nouns and verbs create trust - adjectives and adverbs create distrust; how do you communicate your ideas? Many people think that talking is communication or that making a presentation is selling, that is the reason why there is so much conflict in personal relationships or companies and that sales closing ratios have dropped from the 30% range, for an acceptable sales person, to 10% in many
modern companies. Ten percent would be great in a direct mail campaign, but in face to face selling thirty is the real benchmark. The rules never change, but lazy people seek to lower the bar. "Having you as a coach has made all the difference... More projects, more work per client and increased cash flow; plus I've been named to the top 100 video producers in America." Joel Miller The reason why communication in the office breaks down is that the issue of Trust as a function of communication is never addressed in the course of daily work. People assume that because you work together everyone has the same basic goals, but nothing could be farther from the truth. Building trust into a company comes from training or a culture that is so strong even the least willing person becomes trustworthy or they will be asked to leave. Too often companies wait for trust to appear, rather than build it via simple rules. One example of a company that learned the rules can be found at the link and one person who did not can be found the last link. This last story is about the type of person that is the biggest problem in most companies – he does not speak up until he has something negative to say, but he will not follow the rules either so he hurts the morale and trust of the organization. In 1991 a great professor Dr Buck, at Iowa State University died and all of his work on a new type of Earth Kind Roses was plowed into the ground. In the last 6 years a group of people in Texas nurseries and at Texas A&M have slowly rebuilt his work with the help of his family. Conversations
for Action are a little like this work, the founder Fernando Flores has moved back to Chile and is now a senator, so his work is done by those he trained. I was part of his first students into the ideas about how everything in life happens in language,
Conversations for Action can transform a business. Ask IBM, who sold their PC division, because of what they had done in services or Cemex, who became the worlds biggest concrete company with offices all over the world, about the
language of promises and requests, they will tell you it makes business easier to manage. My customers have learned the same lessons. "I am so glad our paths have crossed. Your help with conversations for action - nouns and verbs - has been a big help in my new position as VP of the company. I even shared the idea with my mother, who used it to help one of her students. This has been a breakthrough for me. I look forward to using the mailing campaign and the postcards to enhance our sales efforts." Jana Q. I invite you to examine your business life or your company and to consider a transformation that will make your life easier to manage. Dr Flores wrote about trust in the book Building Trust, but if you would like to experience a way to make the management of your personal life, or your business life,
use our e-mail below. This is not a two day workshop that you hold some week, it is a series of days spent learning the principles of building trust with clear communication. All coaching or training programs are done either on the phone, online or in person. You choose what works for you. |
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The Zen masters say, "One day with a master is better than reading 1000 books." You can improve your sales and develop a life long strategy that
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