Essential Relationship Management Skills
To be successful, you must master certain essential relationship management skills. Everyone wants to be understood and to understand others. However, even the most natural leaders tend to communicate almost solely from their own point of view rather than that of their listener. Whether you’re a senior executive or a line sales professional, you must have the essential verbal and rapport skills needed to communicate effectively with those whom you would influence. Essential Relationship Management Skills are the basis for virtually all effective communication. All programs include extensive practical exercises to build and lock-in the desired skills.
An Introduction to Basic Communication Skills: The psychology and effective use of probing, building, bridging, analogies, acknowledging, and analogies.
Barriers to Effective Communication: Recognizing and overcoming both internal and external barriers to effective communication.
Listening for Understanding: What did you say? Make sure what you hear is what they mean by using the CLAP technique to handle the questions, needs, stalls and objections of clients, prospects, employees or peers.
Positively Speaking: The way we verbalize our thoughts has a powerful affect on both our productivity as well as those around us. Participants will experience the impact on their performance of even minor changes in the way they think and speak.
Creating Lasting Rapport: Without rapport, there is no trust. Learn how to establish deep and lasting openness and trust in any relationship in moments instead of weeks.
Courtship: The key to success in any relationship, courtship is the way we consistently communicate that we value someone whether spouse, child, employee or friend. No relationship long survives the end of courtship.
Advanced Relationship Management Skills
Advanced Relationship Management Skills workshops build upon the techniques internalized during Essential Relationship Management Skills program. This powerful course will enable executives and managers as well as sales professionals to meet the individual motivational needs of their internal and external clients instead of using a one-size-fits-all model. Participants will learn how to elicit their listeners’ motivations and decision making processes to enable them to match. They will also learn and practice recognizing relationship styles and hidden emotional agendas which can interfere with communication and relationships. Extensive practical exercises to build and lock-in these key skills are included in each workshop.
Why People Buy: Everyone has several criteria they use to make decisions. 98% of all people unconsciously primarily emphasize those features, advantages and benefits of a product / idea which match their own criteria. In this workshop, participants will not only discover their own key buying criteria, they will also practice eliciting criteria from others and then matching those criteria while making a presentation.
Patterns of Influence: Each of us uses unconscious sorting patterns which affect our decisions — or even what we perceive (e.g., some people sort for similarities while others sort for differences, some to achieve goals, others to avoid problems). Mismatching someone’s patterns of influence can defeat the best presentation. In this workshop, participants will learn how to elicit and match their customers’ / employees’ sorting patterns.
Psychological Profiling / Personality Grid: Is your boss, employee, or client an Executive, Socialite, Bureaucrat or Dictator? Each personality type brings hidden emotional agendas to meetings which often get in the way of effective communication or sales. Lean how to recognize and work with each type to achieve your mutual goals.
Relationship Styles: Rigid styles of relating are ineffective at best. In this workshop, participants will learn how to recognize and respond to their own and their listeners’ styles.
Speaking Your Customer’s Language: Each of us processes information differently. Some people use mental pictures; they say things like, “I see what you mean. It looks good to me.” Others discuss the information internally or with others. They use expressions like, “I hear what you’re saying. It sounds good to me.” Finally, others go by their “gut” instinct and trust their feelings. They might use an expression like, “I think I grasp your meaning. It feels right to me.” Mismatching can significantly increase communications difficulties in any relationship, while matching can open doors.