It doesn’t matter if you’re talking about dry financial numbers, an engineering design or giving a sales presentation. If you want to be a GREAT presenter, the emotional impact you create matters.
Coaching, Executive Presence
Ingrid Gudenas
Javon was watching Anthony intently. He had just acknowledged him and was waiting in the pause. He was looking at Anthony’s reaction to the acknowledgment.
Slowly Anthony looked very satisfied, nodded his head, relaxed his shoulders, leaned back and smiled. Javon saw Anthony was ready to listen.
That had never happened before. Anthony was never ready to listen. Here’s what led up to it.
Coaching, Executive Presence
Ingrid Gudenas
Farzad is the most listened-to person in the division. But it wasn’t always that way. His boss had contacted me saying, “Farzad is a great guy with tremendous substance, but his rambling presentations are driving everyone crazy. Especially my boss!”
Farzad was known as “The guy who talks the most and says the least.”
Farzad showed up for Coaching eager and interested in learning. He said, “I know I’m doing something wrong because everyone multi-tasks when I’m talking, but I have no idea what it is. If you can help me with that, I would love to have everyone listening to me.”
Coaching, Executive Presence
Ingrid Gudenas
It was Valerie’s first Executive Coaching session of the new year and she was spiritless. She found out the CEO had decided to bypass her for the promotion from VP to Senior VP that she had been counting on. They wanted to bring in someone “fresh and with more experience” from the outside to be her new boss. Ugh!
Valerie got the bad news and then went out on the end of year holiday. It didn’t improve her mood.
“What’s going on?” I asked her.
“It’s hard. It’s hard to come back. It’s hard to look forward to this new year with any optimism. I feel like I’m not being valued. My enthusiasm for what I’m doing is completely drained.”
What was really drained was her ability to communicate effectively. If you look at the above definition of causative, it’s the ability to make what you want happen. And the ONLY way to do that is through the way you communicate.
The only way to persuade is to communicate persuasively. The only way to convince is to communicate convincingly. The only way to shape reality with others is through your communication.
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