We all sell everyday. Sales professionals consciously look for ways to hone their skills.

Some of you may not be aware that the disciplines and fundamentals of sales can impact your own personal effectiveness.

Whether your are a professional enterprise salesperson, CEO, consultant, venture capitalist, engineer, teacher, student or aspiring up-and-comer, you should know the language and tools of selling in today’s market. 

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Chris Rose charts the course of a Personal Development (PD) group through various stages, dealing with fundamental themes such as conflict, authority, resistance and difference.

The task is always to keep in focus both the individual experience and the group process.

This dual perspective provides group members with important resources to understand and make better use of their own PD group.

The elusive task of personal development is vital to the formation of competent counsellors

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Public Speaking The Hard Way

“No pain, No gain”

That often (over) quoted cliche has been applied to many different areas of skill development.   The saying originated in the fitness world, but has been applied everything from persoanl development to the pursuit of hobbies.

“No pain, no gain” …nonsense.  There are many examples of developing skills just as fast (perhaps even faster) by enjoying the process that by painfully slogging through.

Public speaking is actually on of those pursuits.  Granted, some people perceive public speaking as a painful pursuit, however many things are painful when your not ready for them.  Public speaking is something that is easy to get ready for and can be very pleasurable (profitable? professionally rewarding?) as well.

Public Speaking The Easy Way

Here’s a very short yet very enlightening article by Jeff Haden that offers some simple, easy yet unusual tips on how to improve your public speaking and become a better speaker.  The first tips, in my opinion, is the easiest and most powerful:

5 Unusual Ways to Become a Better Speaker

Unfortunately, captivating an audience is definitely a skill that takes years to develop and hone. Since you don’t have that kind of time, here are five unconventional ways to become a better speaker almost overnight:

http://www.inc.com/jeff-haden/5-unusual-ways-to-become-a-better-speaker.html

Becoming better in Public Speaking isn’t hard.  The easier you make it, the better you get.

A change of view on influence

My training style went though a radical change after I met and studied with Mel Silberman, the Father of Active training.  

Mel is considered one of the greatest contributors to the field of adult training, has written many of the best selling books on training and had been a tireless advocate for “learning by doing”.

So why is this important to influence?  Well, with the thousands of books on influence, persuasion and sales, most of the focus is on talk or verbal persuasion.

Yet recent research has shown that one of the most power forms of influence is experience…allowing someone to actually have an experience rather than a verbal description (this is why demonstrations are so powerful).

Influence resources by the experts

In the video below, David Maxfield is the coauthor of Influencer: The Power to Change Anything gives a real life example of how experience influenced a change in behavior for an entire company:

Although different in approach, many of the principles research by Dr. Robert Cialdini, author of Influence: The Psychology of Persuasion require creating or referring experience.

In the video below, Dr. Cialdini explains his principles if influence:

When thinking about influence, consider the types of experiences you can create whether you are looking to influence change in yourself  or influence change in others.

Through analysis and review of the research, these experts can help the process of influence become easier and more effective.

Links to top books on influence:

Influence: The Psychology of Persuasion

Influencer: The Power to Change Anything

Unforgettable Experiential Activities: An Active Training Resource

Stumbling on a change gem

While looking for well written articles on change, I came across a little gem (with ballons no less) that addresses two of my favorite subject change (limiting beliefs) and careers.

Change can be dramatic and long lasting when a limiting belief is altered.

Many people’s limiting beliefs are rooted in the language they use internally (yes, we all do talk to ourselves).  This internal language is usually not helpful and can be changed through a process called “reframing”.  Reframing is the art/science of creating a change with a statement related to langauge being used.

Reframing Limiting Beliefs for change

In this little gem of an article, six limiting beliefs about career are addressed.  See if you can recognize any of these limiting beliefs in your “internal language” and read the reframe to find ourt for yourself if you gain a new perspective:

How to reframe six career-limiting beliefs | Zaykar Global Ventures

zaykar.com12/8/11

But career experts point out that your beliefs really do influence outcomes. Unless you first believe you can and will find the job or career you want, you’ll end up defeating yourself. Here are six common career-limiting beliefs …

If you’re looking to change the way you think about your career, these reframes may work for you…or not. However, with the variety of new and different perspectives, you might gain some insight in how you can change your own limiting beliefs in  a new way.

Career frustrations

How many  times in your life have you walked out of a first encounter with another person feeling you could have done things differently?

In addition to what we say, there are things we could have done (or even taking the time to notice) that would have made the encounter more positive, effective or advantageous four ourselves.

And very few of these encounters are as critical as career encounters.

Career Toolbox

The article below from Careerealism.com, the article proposes adding a new skill to your arsenal of relational tools, situational awareness.  Situational awareness is not about being self conscious, it’s about paying attention.  And paying attention requires practice.

You’ll find when practicing situational awareness that your stress level goes down and you’re able to access a variety of other skills. And you’ll have a better chance for more positive career opportunities.

Using Situational Awareness in Your Career | CAREEREALISM

www.careerealism.com10/31/11

CAREEREALISM.com is a world-ranked career management blog that provides personal branding tips and job search advice from proven, approved career experts. Sign-up » now to get our articles sent to your e-mail inbox. …

In today’s hyper-competitive job market, adding a new skill (for free) to your career toolbox can make the difference between frustration or success.

Human Resources and Business Growth

I’ve worked with many Human Resource professionals in my career.  I’ve developed a tremendous amount of respect for these hardworking people and I’m glad I don’t have to do their job.

Recruiting, hiring, training, adjusting attitudes, following regulations, generating the mountains of required documentation, and numerous other responsibilities to no end.  

But one of their most important tasks is to get a new employee “up and running” so the business can reap the rewards of a productive individual.

The importance of starting off right

One of the lost opportunities is to communicate the importance of helping the business grow.  So many employees just fall into a day to day routine that focuses only on job tasks, and lose site of the bigger picture, helping the business grow.  That is, everyone in the company is a salesperson.  Everyone is responsible for public relations.  

Whenever an employee promotes their company, they are actually improving their chances for job security.

In the article below from the folks at betterbusinessgrothfaster.com offers excellent tips to help give new employees the message, “HELP SELL THE COMPANY…”

The Top 8 Items You Must Add To Your Employee Handbook … – Better Business Growth Faster

www.betterbusinessgrowthfaster.com10/31/11

8-Must have tips for your employee hand book, to make your marketing work better.

When you communicate business expectations upfront, as part of an orientation, not only do you set the right frame of mind…you help the business grow without spending more money.

An insider’s guide to getting bigger promotions, better clients, and a richer career life.

Whether you’re transitioning into a new role, expanding your company, or advancing up the corporate ladder, this book will take your career from ordinary to extraordinary.

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Motivated by the Fear of Public Speaking

Although I had a clear vision for my public speaking career when I started twenty years ago,  I was still very anxious about speaking in public for several years.

I joined Toastmasters because my Father was a Toastmaster and developed excellent speaking skills. 

Toastmasters gave me the confidence to overcome my fear of public speaking, but it is not the only way to do it

How one man overcame his fear of public speaking

I came across this brief but rather personal story about an accountant who overcame his fear of public speaking…his way.

Click the title to read the article

Preoccupations: Speaking in Public: How I Conquered the Fear

I, meanwhile, had always shied away from public speaking. Before we started the organization, in fact, I thought I’d better get some practice — but my first talk around that time, in front of group of 200 professional advisers for …

http://firstbusinessnews.net/preoccupations-speaking-in-public-how-i-conquered-the-fear/

There are many ways to overcome the fear of public speaking, they all  have one thing in common…you have to do it to overcome it.

The premise of this series is really an old adage.  When you give people what they want, they will give you what they want. This seems like common sense when you’ve lived life long enough to figure this out.

But many people resist this idea, feel that it’s their way or no way, or simply don’t know how to be a powerbroker in order to give people what they want in the first place.

Creating Irresistible Influences with NLP, by Charles Faulkner takes care of that. In this dynamic series, the listener will learn some very key aspects, such as:

The difference between manipulating someone, and influencing them:  When people think that if they can control people and their outcomes by giving them what they want, their first thought might be that this is a manipulative practice.

Charles Faulkner challenges this notion.  He challenges the listener to consider the idea that there is a difference between influencing others, and in manipulating others.

The truth is that the person, and the energy of those two concepts are different.  As such, when you influence others, you leave them feeling empowered and good.  Manipulating others makes them feel victimized and bad. Charles Faulkner in Creating Irresistible Influence wants you to become an influencer.

The five levels of the pyramid of influence:  The series Creating Irresistible Influences teaches the listener exactly what this means, and how they can go about using the five levels of the pyramid of influence to their advantage.

The five life purposes:  Every person has purposes in life that they spend a lifetime either trying to find or trying to fulfill.  The series Creating Irresistible Influences discusses what those five life purposes are, and how one can go about finding them, and in fulfilling them.

The series aims to teach people to get inside of the minds and the hearts of others.  It uses the basic human need tenant of acceptance.  All human beings need acceptance.  There are all sorts of ways that we show that we accept others.  When we show that we are tuned in to what they are saying, what they are feeling, and to what their desires are, then we have won them over.  When a person is won over to us, we will be able to influence them to do just about anything for us.

Certainly, these influential skills shouldn’t be used for ill purposes.  But if we can learn these skills, and learn to use them for good, life will become amazing for us.  We we start to live in a world of our creation in which door open, and open wide.  Even people who might not like us personally will be compelled to do things for us, because we will be such an influential person.

Creating Irresistible Influence with NLP by Charles Faulkner would make a great New Year’s gift for ourselves, or for others.  This is one skill set that one can’t afford to ignore.

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