Leadership--a question of influence.....


In essence leadership is about taking others to places they have not been before. However, to lead successfully you also have to influence others to gain their commitment and engagement to the direction you believe is right. 

Many researchers have pointed out that influence can be seen as working on a number of levels, which I have found as a useful insight when thinking about influencing others. Clearly the most fundamental level of influence is around what you tell other people, but it also about the relationship you have with them as well as how you are seen to act and behave.

As  stated above, the most fundamental level of influence is around what you say to other people. Here are some hints and tips useful for this level of influence:

* When attempting to influence timing is key – set yourself up for success, there is no point attempting to influence some one when they are emotionally tired, upset or angry.

* It may sound obvious but make sure you truly believe in what you are saying? 

* Examine you body language – does it support what you say?

* Be clear with others what your expectations are. These may also include the consequences for not meeting your expectations.

* Take time to explain what you expect and talk through your differences with them.


The next level of influence is around the relationships you have with other people. It may sound obvious, but you are more likely to influence those with whom you have an understanding, respectful and trusting relationship. Here are some hints and tips found to be useful for this level of influence:

* Do you assume the best in other people? If I think someone is a fool, I am likely to treat them as one, so beware of your thoughts.

* Genuinely seek to understand the other person before you give them instruction or advice.

* Make sure that you respond to others in a way that demonstrates understanding of their position and concerns.

* If offended take the initiative to clear it up. It is likely that the relationship is far more important than being ‘right’. 

* If you make a mistake, admit it and apologise, it shows you are human.

* Make sure you are influenced by others first. Reciprocation is a powerful influencing tool.

* Make sure you keep your promises. Do not make promises you know you will not keep or have difficulty keeping.

The highest level of influence is around who you are and how you act. Other people will be far more influenced by what you do that what you say. Here are some hints and tips useful for  influence maximization:

* Make sure you lead by example (i.e. do what you say).

* Refrain from criticising others publicly. If you need to give feedback, do it behind closed doors.

* Be a model of restraint and demonstrate emotional self control.

* Be patient with others. Patience is a practical demonstration of faith in and respect for others.

* Don’t blame others - focus on what you can do to make the difference, not what others need to do.

Effective leaders and influencers work on all three levels at the same time. Being a perfect role model and having good relationships will not be sufficient if you don’t explain to people what you expect. Conversely, people will soon loose faith in what you say if you do not live by your word, no matter how good your relationship is with them.

Chris Wilkinson.

Certified Business Behaviour & Attitudes Analyst.

Business Coach.

Tel: (905) 275-2907 (Mississauga).

E-mail: buspilot@bell.net

Make the most out of trade shows…..10+1 ideas.....

 1. Before the show, divide the show floor into grids and assign each grid to a salesperson. Make up a booth schedule and review who is working the floor and the booth.

2. Check BEFORE the event for current and potential clients who may be attending the show. Set all schedules and sales appointments with major accounts in advance.

3. Establish clear and concise sales and prospecting goals. Review all new product lines and qualify all appointments that may fit the new product profile.

4. During the show, keep all appointments as close to the schedule as possible. Go easy on the chitchat. Focus on the task at hand.

5. After the show, follow up all sales leads within a specific timetable…within 3 days. Hot prospects go cold very soon. Use as much personal and professional information about prospects as possible in the follow-up.

6. Ask open-ended questions, or merely introduce yourself? Instead of asking prospects closed-end questions like, "May I help you?" try, "So what brings you to the show?"

7. Ask prospects how they would like to be contacted. This helps avoid the frequent problem of prospects taking literature and leaving without giving you a business card.

8. Hone your efforts, so you focus on just two or three goals for the show. Then make sure to hit all the key points with every contact.

9. Use balloons! Studies show that, for whatever reason, balloons attract people to trade show booths.

10. Stand next to or in front of your display. Avoid putting a table (or anything else) between you and your potential customers.

11. Take advantage of the opportunity to scope out the competition. Do a little detective work on ways you can differentiate yourself and impress clients who can't decide whether to choose you or one of your competitors.

Working with you.               

 Chris Wilkinson       

To learn more about ‘Business Pilot’, please click:

  Business Pilot Management Consulting                        

Certified Business Behaviour & Attitudes Analyst.

Business Coach.

Tel: (905) 275-2907 (Mississauga).

E-mail: buspilot@bell.net

Alcohol at your Company (Christmas) Events May Equal Liability

Many companies stop to consider the effects of serving alcohol at the Christmas party, but somehow the department “happy hour” social or the summer picnic escape the same level of scrutiny. 
Ontario (unlike many US states) has not enacted any legislation regarding the liability of a host (commercial, social or otherwise) who furnishes alcohol to a guest and where an intoxicated guest damages a third party.  In Canada, courts have imposed liability where:  1) an employer requires the employee’s attendance at the function; 2) the function furthers the employer’s interest(s) in some way; and 3) where the employer had some ability to stop the consumption of alcohol when it is apparent that the employee is “obviously intoxicated.”
Ways to minimize liability include hosting an event during the day, not making the function mandatory, limiting the amount of alcohol available, and providing designated drivers (whether in the form of volunteer employees or taxi coupons).

Minimizing  your liability....

There is no magic bullet, but business owners can take some common sense steps to avoid litigation, or at least minimize the possibility they will be held responsible in a lawsuit:

§                       Make it clear to employees that attendance to an event is voluntary - don't make employees feel as if they are expected to be there. Make the purpose of the event clear. For example, you might call it Employee Appreciation Day.

§                       Operate a cash bar, employees purchase their own alcoholic beverages.

§                       Set expectations for attendee behavior. Plan recreational activities that minimize discussion of serious company business, yet maintain an atmosphere that is appropriate.

§                       Do what you can within reason, to ensure that obviously impaired employees do not drive home. Have a taxi parked at the venue and available to any employee that requires assistance.

§                       Finally, make sure you are adequately covered with commercial general liability insurance.

	This posting is informational only & is not intended as legal advice. Consult a lawyer for specific guidance.

Chris Wilkinson.                              

Certified Business Behaviour & Attitudes Analyst.               

Business Coach.

Tel: (905) 275-2907 (Mississauga).

E-mail: buspilot@bell.net

Asking Questions is the most critical sales skill....... 

            The Question is the number one tool salespeople have for engaging the prospect, building rapport, discovering needs, agreeing on those needs, managing the conversation and the sales cycle.

FACT: 86% of Salespeople Ask the Wrong Questions

Poor questioning skills lead to resistance in the form of objections later in the sale cycle and do not facilitate relationship building or company differentiation.

The Best Sales Questions to Ask

Questions help customers make their first key buying decision, which is whether to "buy" the salesperson. Questions build rapport and demonstrate interest in the customer. They uncover customer needs, who to call on, the decision-making time frame, competition and how the customer will make the decision.

But merely asking questions isn't enough. An effective questioning strategy shows salespeople how and when to ask the best questions; open-ended questions that begin with "What", "How", and "Why". For example:

• "What have you used in the past?"
• "How was it implemented?"
• "Why did you decide on that?"

As you ask open-ended questions to investigate customer needs, you will come upon some needs that seem to have a particular urgency. Whenever you suspect this is the case, ask a leverage question to confirm your hunch and clarify the situation. For example:

• "How has this problem affected you and your company?"
• "What are the consequences if this problem continues?"
• "How are your customers affected?"

These types of questions encourage customers to talk about the gut issues they are facing. By clarifying what's really at stake with a business problem or opportunity, leverage questions increase the customer's desire for a solution. And they let the salesperson know how to present a product as the right solution to the right issues.

If you want to be positioned as the best or only solution for your customer, ask the "Best" questions. They will view you as a sales consultant with their best interests in mind.

Chris Wilkinson.                              

Certified Business Behaviour & Attitudes Analyst.               

Business Coach.

Tel: (905) 275-2907 (Mississauga).

E-mail: buspilot@bell.net