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White Easter by Carole Railton

A White Easter as cold as Christmas. Banks ‘as safe as houses’.  Oh dear, how (in)appropriate that seems in the current climate. Still we have to keep the event business going and keep on making money!  

With this in mind, the subject this month has to be change and how good it is for us all, no matter what might be our cares right now.  And, how by changing what we say to accommodate the people around us we gain more influence and thereby get better experiences and results. 

Just think about what has changed in your working life; VOIP (Voice Over Internet Protocol) to change the way we talk to our clients and team, emails, even to those we might sit next to, and how we dress has probably changed too. Did you even imagine you could be so casual at work 5 years ago?   Innovation and change reuire clarity.  Imagine what problems could have been avoided with more effecteive communication a the new Terminal 5 at last month’s opeing.        

Let’s think for a moment about the voice and language.  How often have you got the wrong end of the stick? Been sure something was right only to be proved wrong. Maybe it’s another person, not you, that always believes that they are right!  Whatever, these situations have to be addressed since we are working in a fast paced envirnoment.  We might even be irked by a colleague’s bad behaviour or even someone in our private life, so to help you get them on side and eventually change for the better read on.

'Communication is a two-way exchange of information' Carole Railton 1990.  This can be the sharing of information or ideas, conveying messages and instructions, converting information or controlling others.  Whatever the situation, the art of good communications wins every time, no matter by word, letter, email, VOIP or other means.  It still amazes me that despite having such importance the subject of communication is still not taught in schools.

Greville Janner in his book on Communication says it’s all about the 4 Es. Energy, Enthusiasm, Excitement & Enjoyment.  Even the Bible mentioned that we ought to 'do good and to communicate', and I would add communicate well so that you achieve results.  

First then is the old one, know your audience for every type of communication. Churchill said that he wasn't so pleased to see 10,000 people turn up to see him speak, and yet those around him thought the numbers really good. He stated quite clearly that ten times as many people would have come to see him hanged!

In order to know what your audience wants, you need to know how to listen to them.  For example lots of people are visual, and as such they use words to describe what they SEE.  They talk about WHAT THINGS LOOK LIKE, how they can best get to VIEW something and that the outlook is FOGGY.  Visual people usually talk quickly and they need to be addressed in the same way they are using their language. People like people who are like them.  Start to use words with a visual theme that they will relate to.  I SEE what you are saying, tell me again about how you SEE the layout of the room for the conference.  Can I ask you to LOOK over the plans for the event?  When you have mastered this, something magical happens. The other person starts to like you even though they may not know why. But remember when people like you they are more likely to business with you, as it makes their day more enjoyable.  Telesales people are only now practising these skills and helping themselves to even more bookings and sales for events and conferences by listing and feeding back in the same style. 

There are four types of conversation; Visual as above and the second is Auditory.  People who favour this will use words like ‘it SOUNDS like this is the way it will go’.  ‘I HEAR what you say, you want crackers with LOUD bangers in the middle’.  I think you will be getting the hang of this now and the third one is about TOUCH.  I need to FEEL this to understand.  For the observant among you, the fourth can be found on my next training session or in a later article as its a little harder to explain in a couple of sentences…

Have fun listening.  You know if you really get the hang of this you can have more of what you want.  How good is it that you master this and persuade even more.  Because once you understand which is the dominant style of the people you are dealing with, and this includes partners and friends, you can have much more influence. People instantly know that you are on the same wavelength as them and give you more of what you want because they are already getting more of what they want and in TUNE with what you are giving them!

Do try this out and let me know how successful you have been.  For all feedback received, I will send you with a copy of my CD on body language, (Covering both visual and auditory behaviour here) so how can you refuse?

Now SEE if by LISTENING to those around you, you can get a better understanding of how they FEEL and relate to things in their world.  Last but not least, don’t forget to put at the bottom of your letters; 'Look forward to hearing from you' as this covers the two most prominent types of conversation that you are likely to meet and begins the process of communication for you. Good Luck!    

More information
For more information on talks, training and executive behaviour development either generally or for your next event, please contact Carole Railton via www.lifeafterbranding.com or at carole@lifeafterbranding.com, quoting LondonMICE. You can also reach her on +44 (0)7866 531 400.