Becoming a powerful person in meetings and the networking arena
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Transcript of Becoming a powerful person in meetings and the networking arena
Welcome
Becoming a LIVING BRAND® LEADER
within your organisation
Welcome
Building Powerful PeopleLook
FeelSo
und
Powerful People in Meetings
• Positive Attributes
• Negative Attributes
Powerful People• Purpose• Energy• Structure• Change Orientation• Individual Presence• Enablement• Consideration• Warmth
What is Brand?
What is Brand?
A brand is the identity of a specific product, service, or business. A brand can take many forms, including a name, sign, symbol, color combination or slogan.
What is Brand?
“Nothing seems more obvious to me that a product or service only becomes a brand when it is imbued with profound values that translate into fact and feeling that employees can project and customers can embrace.”
Sir Richard Branson
Inside the Minds of Leaders
Building your Leadership Brand
What are YOUR Brand Values?
What are your actions to bring them to Life?
Building Rapport Left Side Right Side
Looks for cause and effect Looks at relationships
Processes information bit by bit Processes information all at once
Focuses on detail Looks at the whole
Deals in fact and figures Asks ‘why’
Focuses on words to describe Uses pictures, imagery, colour
Focuses on logic Thinks in lateral ways
Likes order/put into sequence Is non-evaluative
Evaluates/deals with rights and wrongs Focuses on emotions and feelings
Brain Test
Are Great Leaders Born or are
they Made?
Self-awarenessDo you see yourself as others see you?
What is…?
Self-awareness describes the condition of being aware of one's awareness. It is having the ability to realistically see yourself as others see you and notice the impact that your actions and behaviours have upon interactions and situations.
Becoming a Tri Communicator
What is your Leadership
Style?
Top Tips• Reflecting on your intentions and your actions• Being aware of your own emotions and how to channel them• Understand what we do and how we might do it differently• Practice forms of meditation and self scenario roll plays • Keep a journal and write out your values and what is important to
you• Except feedback from others with an open mind and as an
opportunity to grow
Remember: When we know what our values are, then it is much easier to chart a path in life and business that adds to our personal growth and happiness.
What is…?
Self motivation is the ability to motivate oneself, to find a reason and the necessary strength to do something, without the need of being influenced to do so by another person. Working in a careful and consistent manner without giving up.
Motivation – on the move
Self MotivationWhat are your goals?
The Mindset and Drive of the Powerful Person
Pride + Proposition = Personal Power
• Why are you proud to work for your organisation?
• Why is your function so invaluable to the success of the business?
• What do you bring to the party?
Top Tips• Think about the achievements in your life • Examine your strengths to understand what you can
build on• Determine what other people see as your strengths and
key capabilities • Set achievable goals for yourself, work to achieve them,
and enjoy that achievement• Seek out mentors and other people who model the
competencies, skills, and attributes you desire
“Imagination is everything. It is the preview of life’s coming attractions.”
Albert Einstein once said,
Do you follow your intuition?
Intuition
What is…?
A form of evidence that is often referred to as a gut feeling or a hunch. It differs from common sense, which relies on someone’s philosophy or personal perspective, rather a strong feeling about the correct decision path. Intuition can be seen as a very holistic decision making approach as it tries to consider and integrate information from all the senses.Intuition is the ability to process information, both internal and external, that allows you to make great decisions.
Top Tips
• Ask more questions• Pay attention to what catches your eye or ear• Meditate on information• Look at various other possible scenarios• Listen to your body• Honour your way of perceiving
Listen to your gut!
Why did you know what to do?
In pairs, discuss a time when you used your intuition on a project. You knew what needed to be done and you acted upon it. Then delve a little deeper - how did you know what the next and best move was?
Emotional Management
Can you manage your
emotions?
What is…?
The notion of emotional management refers to the factthat emotion is not just a matter of automatic emotional response, but is co-constructed through ourattempts to feel and express emotions that areappropriate in connection with specific situations. It is having the ability to remain calm and clear in our response during heighten levels of external emotionalstimuli.
Emotional Management
Staying on the Neutral Zone
Top Tips
• Identify the cause of your stress earlier by knowing the individual character types and how they affect you
• Choose your response carefully• Shake it all off and breath• Face your stress source head-on when you're
ready• Make a plan and be realistic • Take one step at a time (bit size chunks)
What pushes your buttons?Emotion Reaction
What pushes your buttons?Work Stressor Reaction
Breath
Creating a Powerful Person
from within
What is…?
Empathy is the capacity to recognize and, to some extent, share feelings (such as sadness or happiness) that are being experienced by another person. Not to be confused with sympathy as empathy is then to apply an appropriate action that allows that individual to move forward.
Top Tips
• Give someone your full attention both in mind and body language
• Actively listen and not just with the intent to respond
• Choose your words carefully• Take the time to really put yourself in their shoes• Offer guidance on the most appropriate action to
move forward
Positive Living Focus
"Your life today is the result of your attitudes and choices in the past. Your life tomorrow will be the result of your
attitudes and the choices you make today."
What is…?The Elasticity of your Personality
• Dealing with different individuals
• Building internal relationships• Strong brand representation• Driving employee advocacy • Having a relaxed and confident
approach to role
What are your strengths?
Top Tips
• Make yourself approachable• Ensure that you are living the brand values• Take into consideration your presentation
skills and styles• Be more active in the company • Build an internal network that allows you to
develop new strengths
Time to blow your own trumpet
What is…?
Marketing researchers typically have twoobjectives
One: To determine what segments orsubgroups exist in the overall population
Two: To create a clear and complete picture ofthe characteristics of a typical member of each ofthese segments.
Top Tips – Profiling who you Meet
Be Realistic: Evaluate them as objectively aspossibleBe Specific: Make sure you get detail of the characteristicsBe Honest: Determine how you will work with themBe Clear: Ask yourself about your goals for the meetingBe Constructive: Look at various situation with a fresh, non-emotive and objective view.
Preparation is Key
How do you prepare to launch into a new audit?
List out the top five things that you do in order to ensure you will be successful?
Core functions of Project Control • Plan - seeking information, defining tasks, setting aims • Initiate - briefing, task allocation, setting standards • Control - maintaining standards, ensuring progress,
ongoing decision-making • Support - individuals' contributions, encouraging, team
spirit, reconciling, morale • Inform - clarifying tasks and plans, updating, receiving
feedback and interpreting • Evaluate - feasibility of ideas, performance, enabling self
assessment
TimeWithout sovereignty over our time, it’s nearly
impossible to have autonomy over our lives
Time Management TipsStep 1:• Write down all of the tasks that you need to complete. If
they're large tasks, break out the first action step, and write this down with the larger task. (Ideally, tasks or action steps should take no longer than 1-2 hours to complete.)
Note:• You may find it easier to compile several lists (personal,
study, and workplace To-Do Lists, for example). Try different approaches and use the best for your own situation.
Time Management TipsStep 2:• Run through these tasks allocating priorities from A
(very important, or very urgent) to F (unimportant, or not at all urgent).
• If too many tasks have a high priority, run through the list again and demote the less important ones. Once you have done this, rewrite the list in priority order
Prioritised to do listTask Priority (A-F)
A=Important and F=Unimporant
Using Your To-Do ListsTo use your To-Do List, simply work your way through it in order, dealing with the A priority tasks first, then the Bs, then the Cs, and so on. As you complete tasks, tick them off or strike them through.You can use To-Do Lists in different ways in different situations. For instance, if you're in a sales or event role, a good way to motivate yourself is to keep your To-Do List relatively short, and aim to complete it every day.In you're in an operational role, or if tasks are large or dependent on too many other people, then it may be better to focus on a longer-term list, and "chip away" at it day-by-day.Many people find it helpful to spend, say, 10 minutes at the end of the day, organizing tasks on their To-Do List for the next day.
10 Common Time Management Mistakes
• Failing to Keep a To-Do List• Not Setting Personal Goals• Not Prioritizing• Failing to Manage Distractions• Procrastination• Taking on too Much• Thriving on "Busy”• Multitasking• Not Taking Breaks• Ineffectively Scheduling Tasks
Mind Mapping
Mind Mapping
Meeting Control
The first five minutes of a new meeting is
the most important. It will determine the future relationship that you will
have with that person.
Make it Count!
Sitting in the Power SeatTake time to listen to and
really understand people. Walk the job. Ask and learn about what
people do and think, and how they think improvements can be made.
Sitting in the Power Seat
Accentuate the Positive - express things in terms of what should be done,
not what should not be done. If you accentuate the negative, people are more
likely to veer towards it.
Sitting in the Power SeatHave faith in people to do great
things Given space and air and time, everyone can achieve more than they hope for. Provide people with relevant interesting
opportunities, with proper measures and rewards and they will more
than repay your faith.
Sitting in the Power Seat
Take difficult decisions bravely - and be truthful and sensitive when you implement
them.
Sitting in the Power Seat
Constantly seek to learn from the people around you - they will teach you more about yourself than anything else. They
will also tell you 90% of what you need to know to achieve your business goals.
Sitting in the Power Seat
Embrace change, but not for change's sake – plan your own success, and only
make promises that you are assured to deliver on.
Preparation is Key
How do you prepare to launch into a new audit?
List out the top five things that you do in order to ensure you will be successful?
Rising to the ChallengePowerful Meeting Control
Unconscious Incompetent
Conscious Incompetent
Conscious Competent
UnconsciousCompetent
Rules of Engagement• Powerful People Agenda• Pre-requesting information• Finding out about people involved• Controlling environment• Pace setting• Confidence techniques• State management
Setting Goals & Objectives
• What do I want to achieve• Who will be involved• Time Frames• Roles & Responsibilities• Future Pacing (going to end of process and
working backwards)
The consultant auditor = Wants x Needs x Support
The 80 / 20 Rule
The Audit Trail – The Consultant Auditor
What do others want?
What do others need?
How can I support
them?
The Consultant
Auditor
Rules of Engagement
The Consultative Audit • What does the person you are meeting want to get
out of the audit?• Understanding the role of expectations lines• What will they need to do in order to achieve that?• How can you support them on that journey?
Challenges Arena
Power Zone
Rising to the ChallengeBridge Rings of Power
Challenges Arena
Leadership Power Zone
Reactive
Challenges Arena
Leadership Power Zone
Motivation is a Proactive Mindset
The ACTION Bridge Can I (we) do anything about the challenge?
Where I am now
Where do I want to be?
ACTION
What can I do about it?
‘The Conversation Cycle’
Inform
InviteListen
Acknowledge
Closed Question
Effective Questions
Open Question
TED
Hypothetical / ReflectiveQuestion
Closed Question
Open Question
TED
Hypothetical / ReflectiveQuestion
Rules of Engagement
Becoming a Tri-Communicator
•Visual •Auditory•Kinaesthetic
• Aoccdrnig to a rscheearch at Cmabrigde Uinervtisy, it deosn't mttaer in waht oredr the ltteers in a wrod are, the olny iprmoetnt tihng is taht the frist and lsat ltteer be at the rghit pclae. The rset can be a toatl mses and you can sitll raed it wouthit porbelm. Tihs is bcuseae the huamn mnid deos not raed ervey lteter by istlef, but the wrod as a wlohe.
Rules of Engagement
When you communicate face-to-face...
The way that you say those
words38%
The ges-tures you
use55%
The words that you say7%
Communication StylesThe content behind your projected
personality
Projected Personality
Projected Personality
Visual languageVisual
An eyeful Appears to me Beyond a shadow of a doubt
Bird’s eye view Catch a glimpse Clear-cutDim view Eye to eye Flashed onGet perspective Get a scope on Hazy ideaHigh view In light of In personIn view of Looks like Make a sceneMental image Mental picture Mind’s eyeNaked eye Paint a picture Photographic memoryPlainly see Pretty as a picture See to itShort-sighted Showing off Sight for sore eyesStaring off in space Take a peek Tunnel visionUnder your nose Up front Well-defined
Projected Personality
Auditory languageAuditory
After-thought Blabber-mouth Clear as a bellClearly expressed Call on Describe in detailEarful Express yourself Give an account ofGive me your ear Grant an audience Heard voicesHold your tongue Idle talk Inquire intoKeynote speaker Loud and clear Manner of speakingPay attention to Power of speech Purrs like a kittenOutspoken Rap session Rings a bellState your purpose Tattle-tale To tell the truthTongue-tied Tuned in Unheard ofUtterly Voiced an opinion Well-informedWithin hearing range Word for word
Projected Personality
Kinaesthetic languageKinaesthetic
All washed up Boils down to Chip off the old blockCome to grips with Control yourself Cool/calm/collectedFirm foundation Floating on air Get a handle on Get a load of this Get in touch with Get the drift of Get your goat Hand-in-Hand Hang in there!Heated argument Hold it! Hold on!Hot-head Keep your shirt on! Know-howLay cards on table Light-headed Moment of panicNot following you Pull some strings Sharp as a tackSlipped my mind smooth operator So-soStart from scratch Stiff upper lip Stuffed shirtToo much a hassle Topsy-turvy Underhanded
Positive Framing
Is the glass half full or half empty?
Positive framing is the idea that manipulating the way information is presented can influence and alter decision making and judgment about that information. Through the use of images, words, and by presenting a general context around the information presented we can influence how people think about that information.
Positive Framing
Embedded commands are words and phrases enclosed (embedded) within a larger context. They are units of meaning that can often have an impact beyond that which is apparent in or intended by the larger structure within which they appear.
Power Words
•I think you’ll BE WISE if …•The BEST WAY to solve this…•I can CERTAINLY do that for you ...•I UNDERSTAND EXACTLY what you mean ...•It would be a PLEASURE ...•I CAN CONFIRM that you will DEFINITELY ...
•I don’t want to bother you, but…•I can imagine you are frustrated…
Power Words
Meeting Strategies
• First Impressions
Keaton
• Outgoing = • Patient = • Intelligent = • Friendly = • Creative = • Determined =
Keaton
• Outgoing =• Patient =• Intelligent =• Friendly =• Creative =• Determined =
Meeting Strategies – First Impressions
Presenting Yourself
Personal Intro
Handshake
Body Language
Business CardPositive Framing
Clear Goal Setting
Personal Presentation
Body Language – Top Ten Tips• Eye contact• Posture• Head Position• Arms• Legs• Angle• Hand Gestures• Distance from Others• Ears• Mouth Movement
Position - Vocal ImpactPitch
Volume
Energy
Pace
Tone
Clarity
High
Loud
Lively
Fast
Warm & Friendly
Clear
Low
Quiet
Lethargic
Slow
Indifferent or curt
Unclear
It is all in the Sound you Make
Keep it Simple
S
I
M
P
L
E
Set Expectations
Invite Commitment
Measure Progress
Provide Feedback
Live the Values
Evaluate Effectiveness
Action Plan
In your private time tonight list out some of the things that you would like to change in your personal life or our business life, then what you would like it to be like at a specific point in the future. Finally build your action bridge to that point and what are YOU going to do to achieve your best result.
Homework