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Influencing Executives (Essentials to Project Management Success)

Making the Sales Conversation Feel Easy Part 1 BACN July 27, 2012
by

Terry Gault

on 4 October 2013

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Transcript of Influencing Executives (Essentials to Project Management Success)

Influencing Executives
Terry Gault, Managing Partner
The Henderson Group

Why we are meeting today?
What feedback have you received about your style?
What would you gain by improving in this area?
What’s important in a coach?
How important is it to your colleagues?
We've helped other clients with this.
the action of understanding,
being aware of, being sensitive to the feelings, thoughts and experience of another
Paraphrase:
Response to “DO you understand … Really?!”
You must practice it diligently...
1) Builds trust and rapport quickly
9) Very powerful!
8) Low risk
7) Spot hot buttons
6) Feeds inquiry
5) Gather thoughts
4) Retention increased
3) Builds ability to synthesize
2) Builds listening skills
until it is second nature!
10) Emotion = Thought
10 Reasons:
50
80
10
MIT's Andrew Lo
Dir - Laboratory for
Financial Engineering
"Unless you can put an emotional value on certain events and actions, you can't get the job done."
Much needed revenue
Hi-level exposure
CTO
 
In the past ...
2) Learning & Dev Dir
2 recommendations:
45 minutes later ...
"I would be comfortable having you as my coach."
Prediction:
Interchangeable
Subtractive
Interchangeable
Additive
Interpretive
Don't forget!
Takeaway:
Empathy > Perfect content
Questions?
Time to practice!

Wrangle abrasive Senior VP

“Why should we hire you?”
Sr. Director of Exec Dev:
This is the work that we do.
I am confident we can help.
“Seek first to understand,
then to be understood.”
“Say more about that.”
Build on key words / phrases
“What does that mean?”
“What does ‘X’ mean?”
Say nothing.
Reflect what you’ve heard.
“Can you give me an example?”
Craft 3 - 5 fundamental questions
Qualities of fundamental questions:
Global
Simple
Open
Interrogative + Key word/phrase
Who
What
Where
When
Why
How
(word/phrase)
Trying to
Hopeful
Struggling
Confusion
Frustrated
Stressful
Searching
Goal
Need
Concern
Pattern?
Emotions!
Stephanie, we
need to do X.
Tom, I suggest
you consider Y.
Stephanie, we
need to do X.
(Latin)
To dash
or
To shake apart
Do I:
2) Disagree?
1) Agree?
Listen carefully
to others
Build on what
others are doing
Flows easily
back and forth
Fun/energetic
atmosphere
“Dia Logos”
(Greek)
Through reason
or
Through meaning
Authenticity
Integrity
Transparency
Sharon Drew Morgan
Sharon Drew Morgan
1) Rapport with receptionist
“Can you help?”
5) Ask for referrals
4) Aid of buyer’s team
“Can you solve the problem?”
3) Question strategically
“What’s missing?”
2) Rapport with buyer
“This is a sales call”
Sharon Drew Morgan
6) Criteria for external resource
“What will satisfy all stakeholders?”
8) Collaborate on next steps
“What do you want to do now?”
7) Facilitate discovery of fit
“Would you want to buy from me?”
a statement that says something that another person has said in a different way
Empathy:
Nothing to demonstrate competency
Takeaway:
Emotion = pattern recognition
1) Bosses own coach
"You made a point to understand my situation. The other coach talked about herself."
Takeaway:
Understanding > Advocacy
Examples?
Sharon Drew Morgan
London - Hubby's job
5th Gen Dev
Language
Sales mngr - Mistake
Create biz
Wall St stock broker
Amex
"Can you help?"
"... sales call."
"Problem?"
"Can u solve it?"
("Whew!")
"2 referrals?"
"WT* just
happened?"
Next question?
"Best sales experience I hope you never have."
8/94
Wife Laura --> Lymphoma
60/40
Success suddenly "unimportant"
Sales honors # consecutive years
70 hr weeks?
Nerves?
Intimidated?
No!
No!
No!
Results plummet?
No!
6 months ......
Doubled!
2005
2003 - Mentor just passed
"Be the kind of Project Manager
you would hire."
Full transcript