What are you really saying?
We have all done it on occasion and it’s a bad habit that should be avoided in the future. The habit is subliminally delivering a message that touches upon a sensitive subject. We don’t want to confront another or tell them they are wrong. So when an opportunity presents itself to say something to a group just hinting at the subject, we hope the message will be received by the one individual.
The compounding effect of bad vibes
Unfortunately this type of communication backfires in a big way. The targeted person receives the comment, becomes annoyed and then discusses with another in the group as to what previously transpired and the entire history of what was actually said.
Now you have a third person in the middle of the two of you who becomes equally annoyed at best. But the compounding effect of bad vibes continues. You now have the potential for bad word of mouth among peers and potential disintegration of the group. If you personally have ever been guilty of this, promise yourself that from now on you will never stoop to this type of communication.
The far better approach is to use direct and honest communication. This stops any type of rumor that might otherwise spread. You may wonder how this could also apply to interviews.
Bringing in business and demonstrate your work
Last year, in the middle of a very down economy, my good friend, “Charley” interviewed at a company of interest. Within a short week, the CEO from that very company requested consulting from Charley’s company and was led to Charley. The circumstance was truly coincidental and created much stress for Charley.
Charley knew his current employer was counting on him to bring in this company as a partner. He also recognized tremendous opportunity to demonstrate his work. In the selling process to create interest in him as the job candidate, Charley needed to “market” his expertise to make the “sale” or land the job.
Only after delivering his proposed program to the CEO, making certain a high level of satisfaction was expressed did Charley candidly share what previously took place. The intention in this case was to prevent fallout should the CEO discover this on his own, as well as to be perfectly clear about everything that previously transpired.
This honest dialogue led to two benefits. The Chairman was very appreciative of the thought laid out in regard to the impending partnership between their two companies. It looked good on all fronts. The two men then further delved into conversation as to where Charley saw his strengths and what his aspirations were for his next career move. The Chairman concluded by telling Charley he was so impressed by his work and integrity that he would discuss the entire matter with his advisory board to possibly create a special position for Charley based upon their discussion.
Charley may have landed the best job of his entire career! Once again, direct and honest communication wins.
Speak confidentially and communicate in a way that is beneficial to all
Speak confidentially to individuals as if it is attorney client privilege. Communicate to groups in a manner that you know will be of benefit to all, and include a question and answer portion so that targeted specifics may be addressed as requested.
From a selling and branding standpoint it is best to use succinct communication with a smile on your face and in your heart. Honestly portray you are there to serve your prospects and clients. Your results will soar and you will enjoy the Smooth Sale!
Author:
Elinor Stutz, CEO of Smooth Sale, LLC authored the International Best-Selling book, “Nice Girls DO Get the Sale: Relationship Building That Gets Results” and “HIRED! How to Use Sales Techniques to Sell Yourself On Interviews”. Elinor provides team sales training, private coaching and highly acclaimed keynotes for conferences.
