If you would like some Tips on ‘How To Survive Interviews’, just drop me an e mail or give me a call and I will send you some by return.

 

Track Training Tips No. 28

5 Ways to Understand Body Language

 “Its not what you say, but the way that you say it, that really matters”.  There is certainly a large element of truth in the old saying. However, did you also know that 55% of your ability to communicate comes from other people reading your Body Language?

So, not only is it useful to be able to read other peoples Body Language, but you must ensure that yours is saying the right things! Now a little knowledge can be dangerous, so here are ….

The Basics:

  1. Clusters.  Be careful not to read too much into any one piece of BL. Crossing your arms means a ‘closed’ position right – everyone knows that much. Well not necessarily. This might also be the other persons ‘at rest’ position. You need three or more pieces of BL saying the same thing. (either ‘closed’ or ‘open’)
  2. Context. Because its controlled by the subconscious, your BL changes with the environment (the context) in which you find yourself. Read the clusters within the context of the environment or situation.
  3. Congruence.  To communicate powerfully and clearly to another person make sure that your BL and the words you are using are in congruence ie. Are they giving the same message? If your words are saying positive, supportive things- but your BL is saying ‘go away and stop bothering me’ then you are sending ’ mixed messages’ to the receiver.  And guess which one they will believe?
  4. Choose your behavioural style ( Assertive, Submissive, Aggressive), hopefully Assertive most of the time, and make sure that your BL is also Assertive. ( open, upright, facing towards, good eye contact, a smile, firm handshake ).
  5. Make good Eye Contact.  Make use of the ‘business gaze’ – an upturned triangle across both eyes and down to the chin. If you are not giving steady, assertive eye contact 60-70 % of the time, then this may be viewed negatively (shifty, something to hide, lacking confidence).

Some understanding of the key elements concerned with managing and interpreting Body Language will help you to communicate effectively to your key customers.  Body Language is controlled, for most people, by the subconscious part of the brain, it is, therefore, often a giveaway as to what someone is really thinking.

Please bear in mind that if your customers are not from a ‘western business culture’ – then the above may not apply because their cultural norms will be different. Now there’s a topic for another day!

Links to workshops:

Understanding Body Language

For further information and business support contact Dave Chesters on 01785 823583 or take a look at our website – www.tracktrainingservices.co.uk 

 ‘Training Solutions that Guarantee Results’

 

Track Training Tips No. 27

8 Steps for Leading Effective Change

Research shows that more often than not organisational change fails to deliver a sustained improvement in results, even though in the early stages it seemed to be on track. High change activity plus intense management focus during change can produce short-term improvements that cannot be sustained in the longer term.

So what are the common errors and what should you do?

  1. Making a change too hastily or attempting change without sufficient commitment. Too many of these efforts can kill your leadership credibility. It is vital to create a powerful sense of urgency that explains why the change must happen.
  2. The vision is unclear. Does it clearly articulate where you need to get to, is it easy to communicate and be understood?
  3. Not enough communication! Change needs continual re-affirmation not just once or twice at the start. Think about what you need to communicate and how and then as a rule of thumb multiply it by TEN! Create many opportunities to talk about the vision.
  4. Not involving those who must implement the change. For change to happen everyone must be committed to making it happen. Commitment is highest when it is “our” change. As a minimum consult – better to involve.
  5. Not walking the talk – people look to see if you are serious about the change not by what you say but what you do. Don’t cut across the change for short-term gain.
  6. Not removing obstacles to the new vision – empowerment is fine but there are times when help and support is needed to get rid of the problems – this may be people!
  7. Not planning for and recognising short-term wins – these demonstrate the value of the change and re-energise efforts.
  8. Declaring victory too soon. Taking the eye off the ball before the changes are anchored in the culture of the organisation “the way we do things around here”.

Its also worth noting that 7 out of 10 change initiatives fail – usually because of one or more of the above. So get help from those with the experience and expertise to help you through this most difficult of business processes.

Links to workshops:

Essentials of Effective Change Management

For further information and business support contact Dave Chesters on 01785 823583 or take a look at our website – www.tracktrainingservices.co.uk 

‘Training Solutions that Guarantee Results’

 

Track Training Tips No. 26

10 Key Steps for Maximising the Use of your Time


These days most people would agree that they are ‘Information Rich and Time Poor’. Most people could really do with an extra hour a day. The problem is – where do we get it from?

What we know for sure is that – we can’t borrow more time, store it or save it. We can’t speed it up or slow it down. 5.30 pm will arrive at exactly 5:30 pm.

The only real choice that you have is what you actually DO between now and then. Your behaviour is the key.

Key Steps to Effective Time Management:

  1. Have clear Objectives – year, month, day – break these down into specific Goals and Targets that you will focus on.
  2. Plan how you will achieve each of them – use project plans, Gantt charts, to-do lists.
  3. Separate the Important from the merely Urgent – giving sufficient planning and thought should avoid it becoming urgent.
  4. If you are always working on the Urgent, this usually means short timescales, increased stress levels and more mistakes.
  5. Build in some spare time for the unexpected.
  6. Identify and control your Time Thieves.
  7. Learn to say “No”.
  8. Avoid procrastination, Plan then Act.
  9. Take time out for yourself.
  10. Manage your time before someone else does it for you.

Remember: “If you always do what you have always done  – you will always get what you have always got”.

Links to workshops:

Time Management and Personal Effectiveness

How to be Assertive

For further information and business support contact Dave Chesters on 01785 823583 or take a look at our website – www.tracktrainingservices.co.uk 

 

‘Training Solutions that Guarantee Results’

 

Track Training Tips No. 25

10 Steps to Effective Negotiation

The Challenge:

“Yes but …. I have never been trained to negotiate”

“ ….. and anyway its not part of my job”

“I don’t have the confidence to do it”

The Solution:

  1. Preparation is key. What do you know about the negotiators, the company, history, styles, previous behaviour etc. 
  2. Have a range of clearly defined objectives to guide you.
  3. Put yourself in their shoes and give them a good listening to.
  4. Avoid confrontation – look for areas of common ground not areas of difference.
  5. Don’t give without getting something in return.
  6. Demonstrate empathy, rapport and patience.
  7. Everything is negotiable until agreed otherwise.
  8. Avoid argument dilution (as per The Challenge!).
  9. Aim for a win/win situation.
  10. Close positively and professionally leaving the door open for the future – even if you have actually failed to reach agreement this time.

The Benefits:

  • Key staff with increased Confidence and Competence
  • Key staff retention
  • Improved job satisfaction
  • Added value to the organisation
  • Better results
  • Objectives achieved

Links to workshops:

Persuading and Influencing

Enhancing Your Negotiation Skills

Powerful Presentation Skills

For further information and business support contact Dave Chesters on 01785 823583 or take a look at our website – www.tracktrainingservices.co.uk 

‘Training Solutions that Guarantee Results’

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