In this episode - What Can You Teach Me . . .
Have you ever noticed that some people are more skilled at connecting with others and convincing them of their ideas than most?
For example, recently, while participating in a Zoom sales call with a client regarding the upcoming possibility of Community Solar in California, let’s call him Joe. Joe - was willing to share the video of himself - seated at his office desk with a non-committal frown on his face waiting for the sales pitch. So, instead of pulling up the PowerPoint slide deck with company and program details, we asked him directly, “How do you see community solar benefiting you?” Like a track star poised to launch from the starting gate, he was off - talking about all aspects of his business, the fact that he did not own but leased the 30-acre parcel of land he had designated for solar, intending to negotiate the purchase of the land, and surface rights vs. oil production rights.
Our meeting with Joe was a great follow-up to our previous discussions at a recent convention. It was encouraging to see that Joe was already impressed with our company's capabilities and showed a keen interest in the data we provided him. He was particularly excited about the potential of the community solar project in his area and the practical savings that Interconnection could offer.
The response from Joe was exceptional, by simply demonstrating strong listening skills and understanding of his different perspectives, emotions, and goals. This brief Zoom call facilitated a strong personal connection and started building a meaningful relationship.
My listening friends, empathy and understanding, are essential if you're looking to up your persuasive game. By listening to the other person's perspective and framing your questions in a way that speaks to their interests, you can effectively encourage cooperation and foster mutual understanding.
Let’s talk about leaders:
It’s well-documented that exceptional leaders work to inspire and motivate their colleagues to reach their full potential. How? Leaders provide genuine praise and recognition by fostering a positive and productive work environment and encouraging others to act.
To stimulate productive growth, be specific, and call out strengths such as a positive attitude, clear communication skills, and impactful conclusions in any presentation. This targeted praise is more effective than the generic "Great Job!”
As leaders, it’s easy to forget the importance of maintaining a beginner's mindset, even as we gain knowledge and experience. Avoid statements like, “Here’s what I’ve learned.” Adjust your explanations and teachings to meet others at their level of understanding; this allows you to implement your ideas and inspire growth.
“People don’t care how much you know until they know how much you care.” - Zig Ziglar.
The next piece in the puzzle is to encourage self-directed learning among colleagues. This involves empowering people to tap into their existing knowledge, fosters active learning, and promotes a deeper understanding.
Learning is the journey of a lifetime, and we benefit most when we apply what we learn. Adopting a student mindset in all situations is the key to personal growth and adaptability. Empathy, effective communication, and leadership skills are critical to succeed in this ever-evolving journey. By recognizing the diverse learning needs of others and embracing the art of being a student, we can establish stronger connections and foster our growth.
Want to be more effective as a leader, father, mother, colleague, or friend? Practice the principles outlined in "How to Win Friends and Influence People" to navigate life's challenges, improve day-to-day, and you will succeed.
I'm Patrick Ball; thanks for listening. See you in the next episode.
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