“The Sales Moment; Issue #198″

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Are you being genuine with how you communicate with other people?Fake

For this analogy I will simply place fakes into two different categories.

Fake number one is the person who is learning and adopting new skills that have not yet become natural. This is forgivable since we have to begin somewhere. Learning how to connect with someone properly and with the correct energy is vital to sales, business and new opportunities In order to improve, we have to practice.

This falls between Conscious Incompetence and Conscious Competence in the learning stages. They are consciously aware of what they are trying to do and practice but the skills have not become second nature.

You may have heard the phrase, “Fake it until you make it.”

For example, Dale Carnegie advises:

If we want to be enthusiastic, act enthusiastic.

Fake number two is the person who is entirely in it for their own gain. Their motive is to win and the people who can’t help them don’t matter and are a waste of time. Many times these people know what to do and the correct words to say but it comes off as insincere and calculating.

Words that describe this person are disingenuous, crafty, fake, deceitful and dishonest.

This type of communication will lead to broken trust and destroy professional and personal relationships.

In order to avoid making this impression, it is important to understand that we must treat people the way we want to be treated and have their best interest in mind.

Genuine communication and long term relationships are built from good character and virtue.

Virtue is defined as behavior showing high moral standards.

Developing great people skills takes practice and may feel uncomfortable in the beginning but will become natural over time. It may even feel like your faking it at first but if your motive is pure, they will never know or care.

Have a great week!

“The Sales Moment; Issue #197″

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I recall an advertisement for a popular learning course that began, “People judge you by the words you use.” That is a true statement. However, whether you like it or not, they judge you in other ways too. Everything you do sends a message.Success Failure

Dale Carnegie was born on a farm in Maryville, MO in 1888. He went on to write several books including one of my favorites, How To Win Friends and Influence People. Carnegie stated the following on how we are perceived.

“There are four ways, and only four ways, in which we have contact with the world. We are evaluated and classified by these four contacts: what we do, how we look, what we say, and how we say it.” ~ Dale Carnegie

His observation in the early twentieth century focused on how we are perceived personally. In today’s world, the same rules apply. We can additionally send a powerful message in social media, our website, what we write and pictures and videos we share online.

Let’s take a look at each of these four contacts individually and a few ways you can put them into action.

  • What we do:
    • Be consistent in your actions. Make your word your bond.
    • Use proper etiquette.
    • Be respectful to others and listen more than you talk.
  • How we look: 
    • Body language can say more than the words you use in many cases.
    • How you dress and how well you present yourself physically speaks volumes about the respect you have for yourself and for the other person.
    • How does your website look? Does it represent you in the way you would like to be perceived.
    • Does your words, pictures and videos that you post on social media send the proper message? Would you mind if a customer or potential employer saw your postings?
    • Smile
  • What we say:
    • Use good manners and say thank you and please.
    • Be appreciative and gracious.
    • Ask good questions and be interested in them.
  • How we say it:
    • Speak politely to everyone. Not just the people you perceive as important. You never know who’s listening.
    • Be sincere. People can tell if you are being genuine.

Understanding clearly the message we want to send and getting busy conveying that message will increase your success in all areas of your life.

Have a great week!

 Pierce's Signature

“The Sales Moment; Issue #196″

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Increasing self awareness by knowing your strengths and weaknesses can increase success in several areas of your life including your personal and business communication.self awareness

Most of us become aware of our strengths as we gain life and work experience but many times the weaknesses elude us. These are called blind spots.

Claudia Shelton’s definition; “Blind Spots are those personal habits that we can’t see about ourselves that everybody else can see.”

I sat in on a final interview with a client after the perspective employee had just completed the DiSC Personality Assessment. I asked him if he felt the assessment was accurate. He replied, “Absolutely. Very accurate. I also read some things about myself that I generally dislike in other people. I came to realize that these characteristics are accurate also. I never knew”.

I also found out that he had taken personality assessments in the past but the employer did not share the results with him. How could this be? One of the greatest benefits of taking the assessment is to understand how we react to our environment and learn from it.

“Your security is determined by your ability to define what it is you do that has value. The clearer you can be on what it is you do well and what provides value for someone else, the more security you have.” ~ Dan Miller, 48 Days to the Work You Love

Here are some benefits of self-awareness:

  1. Self-awareness helps you know and actively work in your strengths. This leads to authentic happiness in your work.
  2. Self-awareness helps you know what opportunities to accept and more importantly, say no to.
  3. Knowing your strengths and weaknesses and being able to articulate them can help you gain trust and credibility with others.

Every human has four endowments – self awareness, conscience, independent will and creative imagination. These give us the ultimate human freedom… The power to choose, to respond, to change. ~ Stephen Covey

The happiest and most successful people I know have a keen understanding of themselves, the good and the bad. It gives you the freedom to be your genuine self.

Have a great week!

Click here to get your DiSC Personality Assessment.

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