ANY BUSINESS LEADER must learn early on that constant change is a fact of corporate life. Business Success depends on accepting that market conditions are never static. So, one of the prime skills for any CEO, division head or project co-ordinator is the ability to manage change effectively.
Adapting to Their Style
WE COMMONLY HEAR the phrase “just be yourself”, but following that advice is not necessarily the best thing do to if you want to increase your chances of influencing someone else. In fact, in many situations you are likely to have much greater success if you deliberately modify your own behaviour and personal style of communication to accommodate the person you are dealing with.
Ascertain and Confirm
IT’S THE FIRST meeting with a potential client. Instead of launching into a pre-determined sales pitch you take a consultative sales approach. You use the BRACES process to guide you through the meeting. You started off well by briefly building rapport (‘BR’) to position yourself and your company. Now it’s time to move to the next stage - ascertaining (‘A’) in detail the prospective client’s situation and confirming (‘C’) your understanding.
Finding the Best Possible Solution
IN THE WORLD of business, it is important to be seen to be moving with the times. That's because a big part of running a successful enterprise showing shareholders, clients, employees, partners and potential investors that the organisation is up with the best, forward looking and always in search of improvement.
Enhancing Emotional Self-Control
MANY SENIOR EXECUTIVES will assure you that to seal the deal, you must have a strong personal relationship with the person you are doing business with. They emphasise the importance of the handshake, face-to-face communication, and knowing what makes the other person tick. For people in sales, business development or in deal-making roles, this can mean spending much time away from the home base, chasing up new contracts or maintaining old ones.