'Passionate People' is a monthly newsletter from the
desk of Paula Smith, Speaker, Author, Trainer and Coach.
 Have
you ever won a big prize? Think about how you felt when
you won it. If you are like me, it is such a thrill.
Sometimes the thrill of winning can overtake the
excitement of what prize I have just won. Now we all
like to win don’t we? But would you win at all cost?
Now think about how you make decisions at work, with
colleagues, valuable clients or even people you are
buying from?
Are you making WIN-WIN Decisions and are you building
WIN-WIN relationships.
Why do I ask?, because I think WIN -WIN is only way to
build long-term business relationships.
Why is that so? Because there are no losers of course.
Let us look at a scenario of buying a car (as I know you
all love used car salespeople)
You want to get the very best price no matter what.
Right? So you finally get the price so low that although
you get to take the car home, the car yard makes minimal
profit on the Sale. The salesperson doesn’t meet their
$$ quota for the month so is laid off and eventually the
car yard cannot survive because it is not making enough profit
to survive.
You think this would be a WIN-LOSE because you won and
they lost, but it could in fact be a LOSE –LOSE as now
there is no one to honour the warranty on your new
second hand car.
What if you paid a fair price, the car yard made a
profit so it could provide a TV-DVD player in the
waiting area so your kids could be entertained while you
comfortably and without rush chose your new car? and the sales person meets their $$ quota.
The car yard now
continues to operate and provides a long-term service to
you and your community. Guess what WIN-WIN Did you have
to pay a bit more? Well yes but you didn’t lose if it
was a fair price.
We have WIN-LOSE outcomes, we have LOSE-WIN outcomes
where the business over charges the client. Eventually
they all become LOSE-LOSE outcomes. The only outcome
that is positive in every way is WIN-WIN outcomes. Which
means you have to make WIN- WIN decisions to build real
WIN-WIN relationships.
So next time you make any decision like to review a pay packet,
introduce new working hours, implement workplace change
or help out a client.
Are you going to end up a LOSER? Or is everyone going to
WIN?
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Just so you know how you can attend one of our great
workshops I will include where I will be over the next
couple of months so you can start planning.
In our April/May newsletters I will include some of our
open programmes that you have all been requesting. We
have a very new Presentation Skills course – First of
its kind in Australia coming very soon – Don’t ask me
about it yet though, it is just in here to tease you so
keep tuned in. All will be revealed very soon.
 February
14th – Valentines Day with my wonderful Husband Darren
(this is him xxx)
February 18th – Hill Business Ladies Luncheon –
Personal Branding
February 21st – March 10th – In-house training
programmes in the North West
March 14th – March 23rd
Be a qualified Trainer – Enrol in the new Certificate IV
in Training and Assessment at our Midland Studio (see
calendar)
March 31st – April 5th – National Speakers
Convention Melbourne
April 7th – In-House Take Charge of your
Training -3 Speaker Workshop
April – PD Day for Trainers Date TBC
For current trainers,
click here to see how the NQC are planning to change
qualifications and the way units of competency are
written …
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Presentation skills are a must have skill in today’s
competitive business world.
Tip Number
11.
Managing the energy in the room.
It can be quite exhausting training and presenting
day after day.
 You
plan for everything, the content, the resources, the
venue, the client outcomes, catering, flights etc. etc..
what you can never plan for though is the energy and the
emotions in the room when you turn up.
You cannot plan for them but you can plan to manage
them.
One of a Presenter’s biggest fears is that someone
will attack them in the room (verbally that is – I hope)
or make it quite obvious they just don’t want to be
there by their negative and disruptive behaviour. The
presenter then makes the mistake of spending the next
two hours trying to make conversation with this
attendee, trying to get them involved, in fact just
trying to please them so they will give them a smile and
say “Yeah okay, I’m happy to be here now. Disaster! And
I see it time and time again. You have just given all
your energy to the unhappiest person in the room. This
is how you end up with not just one unhappy person now,
but potentially the whole group.
The energy in the room in now negative and exhausting
for both the presenter and the participants.
Another tactic. Smile sweetly at the difficult client
and spend all your positive energy on the positive
people in the room. Positive energy is contagious. Use
synergy as a methodology to lift the energy in the room.
High energy and positive energy is conducive to
learning. People will be even more open to controversial
topics and challenging subjects.
If you are positive, confident and know how to manage
the dynamics of a room you will succeed at getting you
message across.
And enjoy the process while doing it.
The good news is most times 99% of people in a room
are actually on your side.
Build relationships with these people. Believe it or
not, it will be the attendees who will not give the
“outsider” permission to disrupt the learning.
If you manage it the other way, you have just given
the disruptive attendee the permission they need to
carry on with their behaviour.
So put on a smile and spread your energy and sparkle
with everyone in the room. They won’t be able to resist
you. X
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Remember
building a personal brand is about “Your Promise” If you
keep your brand promise you can build great WIN-WIN
relationships with people you choose to do business
with.
So for a while (because I am sooo
passionate about this stuff) I am going to give a great
big plug to small businesses or great business people
who obviously build their reputation on keeping their
promises. People who invest in relationships.
Last
month I gave a plug to Rosie’s Place in Midland. I hope
you all rushed in and witnessed their outstanding
customer service.
 This month’s plug is to my
(nearly as bad as a car salesman) just joking – It is to
my Real Estate Agent. Mike Steadall from Earnshaws Real
Estate in the Perth Hills suburb of Glen Forrest. So far
I have received thank you letters, movie invites,
vouchers for coffee and cake for the local café, gift
hampers. That is just the gifts that keep coming…which
is not just why I love dealing with them. It is their
value system of look after your clients first, think
about the profits later. Even their office reflects this
by the prints on the walls and their coffee table books.
Nothing is too much trouble for Mike. He loves real
estate but doesn’t have to be a pushy real estate agent
to prove it. He is all about WIN-WIN. Even when the
market was appalling last year, Mike was thinking
outside the box and kept positive all the way through.
Go Mike…..If you need a great agent (I am sure he
will come to Broome if needed or I think he likes
Margaret River too) Call Earnshaws on 9298 9900 or Mike
personally 0439 929 223 top of page
I would love to come and speak or train at your organisation.
I deliver workshops on:
- Exceptional Presentation Skills
- Stand Out Training
- Personal Branding for Business Success
- Training and Assessment
- Enterprise Trainer
- Workplace Dynamics
- Speak and Profit
- Leadership
A range of keynotes for your next conference.
Guest speaker at your community organisation.
Or I personally coach a small number of clients
wishing to reach for the next level in their business or
career.
Visit the website for more information:
www.paulasmith.com.au
or accredited training
www.studiowesttraining.com.au
Or call me to discuss your needs personally 1300
852 859
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