Communication MASTERY

8/14/2019 Communication MASTERY

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Communication MASTERYBy Tony Jeary

Forward to a Friend Subscribe 2007 Nightingale-Conant Corporation

Life is a series of presentations. Every person you meet, every email,voicemail, or letter you send, and every conversation you have is either acommunication or a presentation. The choice is yours, but the results areincomparable. To marshal customers, partners, investors, employees,friends, and family toward your success, you must move beyondcommunicating and make your life a series of presentations!

How effective are your communications? It's a question you may never haveconsidered before, but one that is absolutely crucial to your success. Most people areunintentional about the way they communicate. They communicate verbally andthrough their body language without preparing and without honing the skills requiredto make each encounter an extraordinary one. But what if there were a better way?

Look at your own communication skills. How many prospects do you have to tap inorder to make a profitable connection? Are you able to successfully make contactwith everyone you want, or do you play the numbers game, making dozens of callsand sending out dozens of mailings and messages in the hopes of getting just one ortwo responses?

Is it easy for you to get "in," either over the phone, through email, or in person, tosomeone you want to pitch your products, services, or ideas to, or do you often findyourself faced with impenetrable barriers (or simply ignored by not getting a callback)?

Do you get things done faster and more easily with email and voicemail, or have

they added yet another layer of complication and frustration to your life?

Most people rate their communication effectiveness at about 20 percent to 30percent, which means only two or three out of every 10 communicationsaccomplishes the desired result. The other seven or eight are wasted effort or worse... missed opportunities.

But then there are the rare few who are able to maximize virtually all of thecommunication opportunities they engage in. When they make a call, it gets returnedfast. When they share an idea, people respond to it immediately. When they set theirsights on a client, they get the client on the first try. When they make a speech, theaudience is captivated. Their communications get results, and people take theirdesired action.

Life Is a Series of Presentations

There have been thousands of entrepreneurs over the years with incredible products,ideas, and services that never realized success. The difference between them and thegreats people like Bill Gates, Richard Branson, Sam Walton, Warren Buffett , andSteve Jobs is that the greats know how to effectively convince people to do what
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they want. They can marshal customers, partners, investors, employees, friends,family, and often entire markets to work collectively toward their success.

They are Communication Masters, and even though their individual communicationstyles may vary, they have one common trait: Their communications are

presentations!

That word may conjure up an image of a conference room full of people, a slideprojector, coffee, and bagels. But a presentation encompasses much more than justspeechmaking. A presentation is, at its essence, the act of working to impact,change, or reinforce the content and state of another person's mind and actions.When you "present" instead of just communicate, you make a deep, nuanced,profound connection with people whether it's through an email, on the phone, in amailing or marketing piece, at a meeting, or in front of an audience. You presentyour message with intentionality, power, and clarity, and get a completely differentoutcome.

The difference between merely communicating and presenting is the difference

between trying to get through to a prospective client or customer and having thatperson ringing your phone to set up a meeting.

It's the difference between sending an email, letter, or voicemail that getsmisinterpreted, ignored, or deleted and one that makes the recipient get back to youquickly, with exactly the response you want.

Communication Mastery is the difference that makes all the difference in the world toward achieving your goals in just about every situation you can think of.

The 3 Secrets to Communication Mastery

Communication Mastery is a level few people operate at. Yet it's something that'sactually quite easy to achieve. The difference is in the way the message is preparedand received, and it can be achieved by integrating three simple principles into yourdaily communications:

1. Get Clear on Your Objectives

Ordinary communicators whip off an email, leave a quick voicemail, or rush into ameeting with their minds on something else.

Communication Masters, on the other hand, imagine each and every communicationevent down the line to its ideal conclusion before they ever start typing, talking, or

walking into a conference room. And they do it by asking and answering fourquestions:

What specific desired outcomes do I personally want from thiscommunication?

What action do I want the recipient(s) to take as a result of my presentation? What must the recipient(s) know, say, or do differently when my presentation

is over? When are these actions required?
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Let's say, for example, that you're leaving someone a voice message. Do you wantthe recipient to call you back with a certain piece of information, write you a letter,tell his or her assistant to schedule a meeting, buy your product immediately, orsimply get his or her mind turning in preparation for a follow-up presentation?

Articulate to yourself exactly what the goal of your presentation is, and exactly what

the recipient has to do in order for that goal to be achieved. You may even want towrite down the objective in either a short sentence or short list of bullets and thenkeep that list handy and top of mind during the presentation.

2. Apply the Presentation Platinum Rule

We all know The Golden Rule: Do unto others as you'd have them do unto you. Thisis good advice, but those who communicate effectively use the Platinum Rule: Dounto others as they want to be done unto. Communicate the way others want toreceive your message not the way you like to be communicated to!

Everyone receives and processes information differently. Once you realize this

distinction about human nature, your power and communication effectiveness will beenhanced. Master Communicators are flexible. They rarely make the samepresentation twice because they know each recipient is different. They learn thecomposition of the person or people they're presenting to before the presentationbegins, then adjust accordingly.

The best way to determine how people want to receive your message is to take alook at how they communicate their own messages to you. The more yourcommunications are able to mirror back to the recipients their own likes andpreferences, the more likely they are to respond quickly and positively to yourmessage. If they use email, you use email. If they always call you, use the phone.(See Match your Recipient's Communication Style. )

You can utilize the Platinum Rule even if you've never met the person you aremaking a presentation to. Imagine, for example, that your goal is to create a jointventure between your organization and XYZ Industries, and in order to do it, youneed to get your proposal to the presidentsomeone you've never met. What doesXYZ Industries' website look like? Do they have a public persona, a "vibe" they wantto convey? How does the president dress conservatively, casually, or with anedge? Are there any articles about him or her or interviews that you can read? Doesthe corporate literature contain any letters-from-the-president type content thatmight offer some insights into his or her personality, likes, and dislikes, or do youhave any shared acquaintances who may be able to give you insight?

All of this information will enable you to shape your presentation in a way that willresonate with your prospect on a deep personal level. For example, if the president isyoung and the XYZ is a web company, you might send an audio postcard via email. If the company is a manufacturing company without a website, you might infer that apersonal letter is best.

3. Address the 'So What?' Factor
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The difference between communicators and Communication Masters is that mastersconstantly and continuously target the recipient(s) pains, needs, and objectives withevery presentation opportunity. They can imagine their recipient saying, "So what?"to each and every idea, bullet point, or sentence. And they make sure that theirpresentation delivers the response to that "So what?"

Most people, excited about the opportunity to sell their idea, product, or service,spend so much time talking about what excites them about the opportunity and theneed they think it solves for their prospect, they never take the time to truly dig intothe recipient's pains or objectives. And, this is why most presentations fail. It hasnothing to do with the opportunity; the failure is in the delivery because the "Sowhat?" factor was never addressed, and the recipient never made the connectionbetween the needs in his life and the opportunity presented.

Your first communication should be entirely exploratory, whether by email or inperson. Ask leading questions. Take detailed notes. Resist the urge to offer solutionsor answers. This is difficult at first, because you are naturally excited about theopportunity you have to offer. But, it is only an "opportunity" if the recipient

recognizes it as an opportunity if it satisfies their "So what?" Once you haveidentified the needs, weave those into every communication. Make sure that everypresentation every email, voicemail, or face-to-face meeting recognizes thosepains and addresses them. Make constant and continuous connection with yourrecipients, and you will have overcome the "So what?" factor.

Achieving Communication Mastery

You're already doing the work of communicating: You're having the conversations,writing the emails, making the phone calls, giving the speeches. Simply byintegrating these three principles into all of those efforts, you will transform themfrom mere communications into presentation s ... and in so doing, multiply theireffectiveness exponentially. You will accomplish more through your communicationsthan you ever knew you could, and you'll do it in less time and with less effort thanyou will believe.Presentation Power TipsHere are four tips to turn everyday communication into effective presentations:

Email Presentation Power TipEstablish the purpose of your email for the recipient upfront, in one clear, concisesentence. Use concise phrases, not verbose sentences, in the body of the email. If you know your recipient's style (slow or fast, task-oriented, or social connector),tailor the length and meat of the phrases accordingly. But remember, everyone wantsemail to be efficient.

Phone Presentation Power Tip If you expect to reach someone live on the phone, be sure to plan for what you willsay if you get voicemail. People often get caught off-guard by voicemail and leave a

jumbled less-than-ideal communication. Before picking up the phone, briefly plan aconcise message in the event that you get voicemail.

Be prepared to reach your prospect's assistant. Executive assistants are the front lineof executive communication, and your entire opportunity could be lost or hindered by


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an ineffective or disorganized communication. Prepare for this presentation as youwould for any other, utilizing the three principles of Communication Mastery.

Group Presentation Power TipIf you are presenting to a small group, get the members involved early. For example,you might try asking each member of the group to share one personal objective for

your meeting. In this way, you generate a sense of shared purpose and get thegroup members engaged in a personal way with what you are discussing.

Public Speaking Presentation Power Tip Before presenting to a group, mingle with some of the participants beforehand. Askthem what they are interested in hearing and pre-sell some of your ideas. This willgive you a connection with the audience and also give you a chance to adjust ortarget your speech, depending on the feedback you received.

If possible, learn the environment before you have to present. Walk the room, sit insome of the chairs, walk the stage. This will give you a mental "ownership" of thespace, which will translate into a greater sense of comfort, confidence, and authority.

Match Your Recipient's Communication Style

Master Communicators know how their recipients want to receive information andadjust their communication styles to match.

The Slow TalkerIf the recipient talks slowly and methodically, and exhibits a thorough approach tomeetings, emails, and discussions, you must do the same. Break your ideas intohighly structured communications that cover all details.

The Fast Talker If the recipient is fast talking and extroversive, has high energy, and moves quickly

from one idea to the next, you will need to stay dynamic. Cover multiple ideas andmaintain high energy and passion in your communications.

Be Task-Oriented If your recipient has a "bottom line" mentality, gets to the point, and doesn't linger inconversations, your communications need to be task-oriented. Keep your emailsefficient; use short concise phrases. Connect highly action-oriented tasks to clearbenefits.

Achieve Social Connection If your recipient is very conversational and talks about off-topic experiences, thisperson needs to make a social connection in his or her communications. Build moreemotion into your presentations and maintain fluidity. This person needs to know youconnect and emphasize with them.

Practice all these tips, put them in your presentation arsenal and you've got a greatstart to becoming a communication master! And remember, life is a seri

About The 10 Qualities of Charismatic People
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Did you ever notice that when some people walkinto a room - all heads turn? Or when some peoplespeak they captivate everyone around them. Andhow about the type of people who when you shaketheir hand, you instantly trust them believe them and like them!

Whats their secret? What do they have that most peopledont? Its called charisma undoubtedly one of themost desirable qualities in the world.

By developing charisma:

You get far more respect than the average person! People seem to adore you without any effort on

your part! You exude huge amounts of self-confidence and

self-esteem!

You seem extremely powerful without being intimidating. You put people at ease and make them feel understood! And youre able to easily get what you want, because people instinctively

want to help you!

Charisma is easy to spot. And at the same time its not so easy to put your finger onexactly what it is about a person that makes him or her charismatic. Its anattractiveness that goes beyond good looks, an appeal that cant be labeled asintellectual brilliance or a terrific sense of humor. Most people see it as somethingelusive and unachievablea kind of magical, mysterious magnetism that youreeither born with or not. And the fact is that nothing could be further from the truth!

Now you can be the person everyone wants to be like!

Relationship expert Dr. Tony Alessandra wanted to demystify charisma and reducethis characteristic to its foundation. Tony spent years researching the lives,behaviors, and characteristics of charismatic people from all walks of life in order todiscover the qualities they all shared. In the process, he made a fascinatingdiscovery.

Charisma is not based on genetics, IQ, social position, or luck. Its actually a skill.And anyone can learn and master it.

Once he debunked the myth of charisma, Tony set out to create a simple, step-by-

step system that would enable anybody to develop it. In his latest audio program,The 10 Qualities of Charismatic People , Tony offers a complete how-to guide toaccessing and developing the kind of powerful personal magnetism that will drawpeople to you, make them feel comfortable with you, and compel them to help youachieve your personal goals.

Turn your assets into powerful personality magnets

Tonys research uncovered 10 Universal Keys to Charisma 10 specific qualities that

Charisma, A

Mysterious Trait?Personal Magnetism

Studies of Charisma

Bill Gates Story

Need audiohelp? Click here
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are present in each one of us, but are all highly developed in truly charismaticpeople. The secret to becoming an extremely charismatic person is identifying these10 qualities within yourself and learning how to develop each one as fully aspossible.

You might think of these qualities as 10 glasses. The more developed a particular

quality is, the fuller that glass is. Right now, some of your glasses may be filledalmost to the brim, while others are only slightly full.

In The 10 Qualities of Charismatic People , youll examine each of these 10 keys indepth. Powerful real-life examples of charisma in action will help you understand whythese skills are so vital to your success. Quizzes, exercises, and anecdotes will helpyou assess your current level of ability in each area. And youll learn specifictechniques, skills, and strategies that target each area and that will help you developeach one to your maximum ability. Once you do, that magical, mysterious power thatattracts people and wins them over will be yours!

A royal example of the power of learned charisma and what it can do!

A classic example of someone who learned charisma and used it to flourish is the latePrincess Diana. When she first arrived on the public scene as young Diana Spencer,she was a shy, awkward girl, with no presence at all.

But by learning how to maximize the aspects of her personality that had the mostpotential, she blossomed from "Shy Di" into an international icon. Beloved by millionsaround the world, the power of her presence went much deeper than her beauty,confidence, or title and it enabled her to gain tremendous financial and mediasupport for the humanitarian causes most important to her.

In this program, youll discover all the tools you need to experience this same kind of profound personal transformation in your own life.

Develop the single most advantageous skill in the world

Charisma gives you a tremendous advantage in almost every conceivable situation,from business meetings and sales calls, to getting your kids to do their homework orgetting the cooperation of a store clerk or teacher. Just imagine how much easieryour life will be when people are instantly drawn to you and automatically want tohelp you. Youll be able to inspire people, ignite their enthusiasm, persuade them tosee things your way, and do what you want them towithout creating defensivenessor resentment.

Whether youre running a corporation, a department, a classroom, a volunteerprogram, or a household, theres no skill more valuable than the ability to positivelyinfluence others. You already have the potential to be more charismatic. Once youunlock it, youll have an extraordinary edge in life shared only by a select few. Utilizethe power of "charisma" for yourself. An Unspoken Secret of Great CommunicatorsBy Peter Thomson

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How sharp are your listening skills?

Take this simple quiz and find out:

How many animals of each SPECIES did Moses take onto the ark? Some months have 31 days; some have 30 days. How many have 28 days? You go into a log cabin with one match in a matchbox. In the cabin is a wood-

burning stove, a paraffin lamp and a candle. Which do you light first formaximum WARMTH?

Before Mount Everest was discovered, what was the highest mountain onEarth?

How far can a three-legged tiger run into the woods?

For the answers, read on ...

How many opportunities do you have in your life to make a difference with yourpower of communication ? Thousands! Dealing with your family, your friends, yourbusiness colleagues, suppliers, doctors, dentists the list is endless. When you cancommunicate your messages to these people powerfully, persuasively, andpassionately, your success by any definition will be assured.

In more than 30 years of research into communication, fascination with the subject,and practical application in my own life, I've discovered that all great communicators share certain distinct secrets in common. Begin using these secrets today and yourcommunications will take on a degree of power and effectiveness that will absolutelyamaze you. One secret is Dynamic Listening.

Studies have shown that it is the great listeners who get the raises, promotions, andperks in life, not necessarily the great talkers.

The purpose of the quiz at the start of this article was to illustrate this. If you havenot figured them out already, here are the answers:

It wasn't Moses who went onto the ark it was Noah. All the months have 28 days. You'd need to light the match first! Everest was the highest mountain on Earth even before it was discovered. Halfway is the answer, because after halfway, it will be running "out" of the

woods!

Any surprises? That's because in most of those questions I was using a techniquethat I call "sleight of voice."

You've probably seen a stage magician, perhaps on TV, use sleight of hand tomisdirect your attention. The same technique can apply to spoken or writtencommunication. For example, when you looked at the emboldened word SPECIES,perhaps you didn't notice the name Moses quite as much as you might have if theword hadn't been highlighted.
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This confusion or misdirection often occurs in everyday speech , sometimesdeliberately, but usually the speaker is simply unaware of the effect of his or herwords. Unfortunately, it is often the listener who is at fault, by engaging the "filters"in the brain and consequently mishearing what is said. Those filters are theparadigms through which they hear the world.

Generalization of information and deletion of information are two other commonfilters that impede our ability to effectively listen, and therefore to successfullycommunicate.

One of the simplest and best methods for keeping your filters in check and improvingyour listening skills is called Rapid Repeat. It works like this: When someone talks toyou, simply repeat what he or she says in your mind, as the person is talking. You'llhear a slight echo of the words, but in the sound of your own voice.

This has a number of benefits. Some scientists claim that every 11 seconds weengage in self-talk. It's no wonder that we don't always hear what someone else issaying. When you use Rapid Repeat, you give your mind something to do. It doesn't

need to wander off thinking about next year's vacation or whether you put the catout before going to work.

You'll also find when you use this technique that your level of concentration increasesand your recall of information improves dramatically.

Just imagine having a conversation with a group of people at 7:30 a.m. and thenmeeting up with them again at 11:30 p.m. and being able to use their names andrefer specifically to the detail of the conversation you had earlier. Wow! Rapid Repeatwill do that for you, and a lot more.

An Unspoken Secret of Great CommunicatorsBy Peter Thomson


How sharp are your listening skills?

Take this simple quiz and find out:

How many animals of each SPECIES did Moses take onto the ark? Some months have 31 days; some have 30 days. How many have 28 days? You go into a log cabin with one match in a matchbox. In the cabin is a wood-

burning stove, a paraffin lamp and a candle. Which do you light first formaximum WARMTH?

Before Mount Everest was discovered, what was the highest mountain onEarth?

How far can a three-legged tiger run into the woods?

For the answers, read on ...
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10/11

How many opportunities do you have in your life to make a difference with yourpower of communication ? Thousands! Dealing with your family, your friends, yourbusiness colleagues, suppliers, doctors, dentists the list is endless. When you cancommunicate your messages to these people powerfully, persuasively, andpassionately, your success by any definition will be assured.

In more than 30 years of research into communication, fascination with the subject,and practical application in my own life, I've discovered that all great communicators share certain distinct secrets in common. Begin using these secrets today and yourcommunications will take on a degree of power and effectiveness that will absolutelyamaze you. One secret is Dynamic Listening.

Studies have shown that it is the great listeners who get the raises, promotions, andperks in life, not necessarily the great talkers.

The purpose of the quiz at the start of this article was to illustrate this. If you havenot figured them out already, here are the answers:

It wasn't Moses who went onto the ark it was Noah. All the months have 28 days. You'd need to light the match first! Everest was the highest mountain on Earth even before it was discovered. Halfway is the answer, because after halfway, it will be running "out" of the

woods!

Any surprises? That's because in most of those questions I was using a techniquethat I call "sleight of voice."

You've probably seen a stage magician, perhaps on TV, use sleight of hand tomisdirect your attention. The same technique can apply to spoken or written

communication. For example, when you looked at the emboldened word SPECIES,perhaps you didn't notice the name Moses quite as much as you might have if theword hadn't been highlighted.

This confusion or misdirection often occurs in everyday speech , sometimesdeliberately, but usually the speaker is simply unaware of the effect of his or herwords. Unfortunately, it is often the listener who is at fault, by engaging the "filters"in the brain and consequently mishearing what is said. Those filters are theparadigms through which they hear the world.

Generalization of information and deletion of information are two other commonfilters that impede our ability to effectively listen, and therefore to successfully

communicate.

One of the simplest and best methods for keeping your filters in check and improvingyour listening skills is called Rapid Repeat. It works like this: When someone talks toyou, simply repeat what he or she says in your mind, as the person is talking. You'llhear a slight echo of the words, but in the sound of your own voice.

This has a number of benefits. Some scientists claim that every 11 seconds weengage in self-talk. It's no wonder that we don't always hear what someone else is
http://www.nightingale.com/p~product~secrets_great_communicators.asphttp://www.nightingale.com/p~product~secrets_great_communicators.asphttp://www.nightingale.com/p~Product~Roger_Loves_Vocal_Power.asphttp://www.nightingale.com/p~product~secrets_great_communicators.asphttp://www.nightingale.com/p~product~secrets_great_communicators.asphttp://www.nightingale.com/p~Product~Roger_Loves_Vocal_Power.asp


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saying. When you use Rapid Repeat, you give your mind something to do. It doesn'tneed to wander off thinking about next year's vacation or whether you put the catout before going to work.

You'll also find when you use this technique that your level of concentration increasesand your recall of information improves dramatically.

Just imagine having a conversation with a group of people at 7:30 a.m. and thenmeeting up with them again at 11:30 p.m. and being able to use their names andrefer specifically to the detail of the conversation you had earlier. Wow! Rapid Repeatwill do that for you, and a lot more.
http://www.nightingale.com/p~Product~Peak_Experiences.asphttp://www.nightingale.com/p~Product~Peak_Experiences.asp

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Communication MASTERY