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Secret Number Seven: Be a Great Listener.

5/3/2012

 
“Be a Great Listener”. This one sounds kind of easy doesn’t it? Here’s one of those areas that people often give themselves a higher grade than they deserve when they do self-assessment.

Great listening is not just being silent when the other person is talking.  It’s being engaged with what they are saying. It’s giving them 100% of your energy at that moment.  It’s making them the center of your universe. Now, given those standards:  Do you still rate yourself currently as a “Great” Listener?

We have a lot of noise in our heads, don’t we?  Our “to do” lists, “Oops I forgot to pay that bill”, or “I’m hungry”, or even our anxiety that this person is taking too long to get to the point, etc. A million things.

Becoming a better listener starts with intent. It will not be achieved accidentally. And it does take discipline.

The payoff is there, though. This skill definitely improves dialogues and enhances relationships. Ponder the rewards and then consider working to improve this skill. It’s actually rather calming and fun.

Next week:  Secret Number Eight.

Secret Number Five: Practice Ongoing “Impression Management”.

4/19/2012

 
Most people pay some attention to creating a good first impression.

But what about adjusting the paradigm, taking into account that we continually need to impress.

We always need to show up on time, look presentable, offer a firm handshake, exhibit a “Can Do” attitude, smile and be prepared.  Incidentally, “on time” is 10-15 minutes early, often referred to as “(Vince) Lombardi Time”.

And what about handshakes?  Unless you’re a million years old and frail, handshakes should be firm.

Notice I did not say “bone crushing”!  Limpy handshakes are gross.  If a man offers me a handshake that is, shall we say “adjusted”, I will seize the opportunity to remind him that I ain’t dead yet.

Final tip on this subject, always look the other person in the eye when shaking hands.  If it’s not 100% clear that they know your name and company name, It helps to simply say “Mary Ellen Forszt, Solutions Unlimited.  Nice to meet you.” This is a good opportunity to ascertain how they want to be addressed, too.

Next week:  Secret Number Six.

2012: The Year to "Do More with Less"

1/17/2012

 
Introducing “Plus one”:

We are consistently under the gun to produce more.  And often with no additional resources added to the mix.  Consider the “plus one” concept.

On any given workday, let’s assume we’re disciplined and we complete our daily “to do” list.  Leaving us tired but satisfied.  Time to call it a day, right?  Wrong.  Do ONE more meaningful task.  Draft an important memo, stop at one more account, leave a voice message for a business colleague that you’ve fallen out of touch with.  This adds up to way over 200 additional pieces of activity annually.  The equivalent of adding multiple work weeks to your year.

Try “plus one” and see if it works for you!

    Mary Ellen Forszt

    Founder and President of Solutions Unlimited USA.
    20 years of hearing "what good sounds like" by interviewing thousands of top-performing sales representatives provides a deep understanding of what it takes to make it to the top.
    And stay there!

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