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
The reason I’m writing about this is because of the holidays. I’m the daughter of Lithuanian immigrants and we celebrate Lithuanian as well as American holidays. So we always get a double dose of celebrations throughout the year.
From my earliest memory, there was never a holiday dinner where someone did not get up from the table, possibly in tears or wounded silence, storm out of the room and slam the door loudly. Never. It was not always the same person, we would rotate.
We got offended easily, and the way we handled it only made it worse.
Even so, I challenge you to find a family that loves each other more than we do. If ever anyone said anything bad about any one of us, they were in trouble.
That’s how it used to be.
Coaching, Executive Presence
Ingrid Gudenas
Gregor had made an overnight change, both at work and at home. The results were so powerful, it turned his world inside out.
It was during the Causative Communication workshop that Gregor came to realize he only “half listened to anyone”. His mind was always moving on to “what’s next”. He was mentally halfway out of this meeting and heading to the next one no matter where he was.
At the end of the 3rd day of the workshop, Gregor made a life-changing decision. He said, “I’m going to stay fully present in every conversation. I’m going to give 100% of my focus, really listen and really understand. No shortcuts.”
Coaching, Executive Presence
Ingrid Gudenas
Thanksgiving has inspired this article because Thanksgiving always reminds me how wonderful, even magical, affinity is.
Affinity is a feeling. It’s what you’re feeling about the other person, your emotional response to them. And very specifically, it’s how much you like them in that moment.
Affinity can fluctuate, even within one conversation. You can start out with low affinity and end up with high affinity. Or start high and go low.
Coaching, Executive Presence
Ingrid Gudenas
“I’m now walking into meetings and making what I want happen. The first thing I noticed was that everyone started listening to me differently. Even my boss. Now people go quiet when I speak and genuinely listen, even my superiors. I hadn’t realized there are different kinds of listening. This is REALLY different. After that, it’s not hard.”
This broke all the rules considering where Agoston was on the corporate ladder. He was young, early in career and had no authority. But he spoke up at meetings, in hallways and conversations. His influence was growing daily. It wasn’t long before he was promoted and began rapidly moving up the organization.
Before he did the Causative Communication workshop, no one listened to him.
What made the difference for Agoston was mastering the skill of…
Coaching, Executive Presence
Ingrid Gudenas
The question, “What do I need to say to get the outcome I want?” is a good question. Knowing the answer to it is essential to being causative.
The reason people experience difficulties when they’re looking at a situation through this lens is because they don’t realize that they’re skipping steps.
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