When you dig here you will see how the Executive Coaching, focus on Building Client Relationships, and Speaking for Results training sessions work. All our meetings can be arranged in groups or on an individual basis, and the best thing is that we can do it on the phone or face-to-face.
Executive coaching is a one-on-one approach for peer-to-peer presentations, boardroom presentations or critical job interview opportunities. Mike's unique approach usually starts with probing questions such as, "What are the results that you want?" Or he might ask, "How do you want this movie to end?" Mike gets to the heart of the matter quickly and gets you on track even faster.
Building Client Relationships
Individual Goal Setting
We begin by looking at your current public speaking responsibilities, the types of information you are asked to deliver, and what makes each setting different and challenging. Together we will identify specific skills you would like to work on.
We will work on how to manage nervous energy in order to appear natural in front of any audience. We will identify key physical behaviors that allow you to project your information to stay true to your personality as well as deliver information confidently.
Audience Analysis and Organizing Information
We will develop materials that are of value to your internal and external customers. Then, we'll show your audience that you have a plan and how well prepared you are – separating “nice to know” from “need to know” information. We'll work on weaving your expertise and information into a format that demonstrates you are a clear thinker. Then we'll show why it is to your customers’ advantage to adopt your recommendation or do business with you.
Delivery with Visuals
Whether using slides, overheads, charts or chalk-talk, you want to appear that you are tracking with your audience. We’ll work on skills that allow you to crisply manage the flow of information and make sure that your audience “gets it.”
Dialogue Control Skills
Interaction with your audience is highly desirable. Anticipating and preparing for their questions is a must. We will work on how to manage the dialogue – balancing courtesy and control – so your answers are accurate and responsive and you keep the discussion on topic and the audience engaged.
Speaking for Results
Individual Goal Setting
We will conduct a survey of what makes your selling environment unique and identify specific skills each person would like to work on.
Preparation and Beginning the Engagement
After creating a customer profile and building a pre-call plan, we'll work on dialogue skills that invite your customers and prospects to tell you what is important to them in managing their business.
Fact Finding and Listening
Once you’ve got them talking and thinking, you must pay attention to their words and behaviors. You'll learn listening skills, using probing questions and confirming statements that allow the client to go into detail about their situation and environment.
Discovering Motives and Drivers
The next level of fact finding gets to the core of their business—and how they made buying decisions and why they change buying behaviors.
Verifying Specifications and Recommendations
Together we'll work through a number of exercises that will demonstrate to the customer that you hear and understand what they want. Prospects feel comfortable buying from people who understand them.
Questions and Objections
We will demonstrate how to respond to dialogue exchanges and not treat them as interruptions or deal breakers.
Developing a Proposal
Here, you will show that you have truly paid attention and can recommend the best solution for your customer.
Advancing the Sale
All the preparation, questions, recommendations and agreements in the process come full circle when you comfortably schedule the next steps in accomplishing your customers’ goals.
To discuss your communications needs, contact Mike Leary at 925.933.8200
or email firstname.lastname@example.org.