Building rapport: People are influenced by the people they have rapport with. Rapport building is a critical skill used to build and improve relationship skills. We will look at how to get rapport quickly and easily by using body language, speech and energy, and the concepts of pacing, matching and leading. Using the right senses for a client or candidate and mirror/ pacing body language will help build rapport faster and move to leading and influencing which is essential to win business and place people into roles.
Anchoring positive states: An effective and quick way to get in the right state for important calls or meetings and the right frame of mind to be positive and beat nerves or stress. This session will look at what’s the best state to be in for you and the situation, and anchor this in to your neurology. This session will give you greater choice and flexibility in how you feel and think.
Influencing Models: People buy people first, and then they buy services. Understanding how someone is operating allows you to influence them at the appropriate level. Listening well to what is said and not said and also being able to frame language persuasively in response to this are key skills.
The Logical Levels enable you to analyse what level a client or candidate’s behaviour is coming from and therefore influence it. This will allow you to have greater control over both clients and candidates, and overcome objections to place and keep people in jobs longer, making you more money.
Understanding Others through perceptual positions: To understand a situation fully you need to take different perspectives. This process will allow you to stand up for yourself by seeing things from your perspective, as well as seeing other’s behaviour to give you a greater understanding and choice about how to deal with the situation. The process will also allow you to stand back, and think objectively about a situation.
Perceptual positions can be used to prepare for pitches or difficult calls, and anticipate what the client or candidate needs to hear in order to give commitment and therefore get jobs on or place them into jobs. It also facilitates understanding of what needs to change after analysing a situation, so it can be used to overcome problems and blocks to business.
Goals and outcomes: Examining how to create Well-formed Outcomes to ensure that what you think you want really is what you want, and to create compelling goals that will be both achieved and worthwhile.
Goal setting using the well formed outcomes questions allows you to set clear goals for clients and your work, which keep you focused on what you need to do to make money and stops you wasting time and money on badly formed goals.