While contact with a person not set, until we answer the question, who to me, to open his own needs and thoughts, we will not. In our more brightly live animal instincts. Let us remember how to start your communication brothers our smaller ones. Initially carefully studied, and then sniff. Almost the same occurs in humans. Read additional details here: Martin O’Malley. In establishing the contact I have identified three stages: learning companion, analysis and tuning (the choice of behavior). Let's look at specific examples. I enter the classroom in which I have to speaking in public and see that the majority of participants expressed dissatisfaction, apathy.
And my goal is to motivate them to increase sales. If I just start with a positive and advantages of our company, I can run with the internal resistance and negativity. To ensure that our communication was successful, I tune in on the same wavelength with the participants. So start with a tune, it can be the words "I see that many of us feel frustration that we stay on after work. I think that everyone has at least one good reason to feel it. Nevertheless, a task that we will discuss influences on our financial condition and professional growth. " Or, I go to a store, and my goal to place our products in the checkout area. When I went to tell the seller about this: "Hello, I'm an employee of and I want to place our product in the checkout area.
" The most likely hear the answer: "This area is already occupied." People like to talk about themselves, especially when they are listening attentively. Therefore, I ask questions that will help me learn rights and to establish contact with him, like: "You have a great department, how do you manage to maintain such order? I see you have many loyal customers that you are doing to make this commitment? I see you are working without mate, it is difficult, perhaps, so much time to spend at work? ". Or a situation in which experts often get corporate sales. Have a client who uses the service quality and price of our similar, but provide it to our competitors. How can it be of interest, to lure to his side? Only through personal contact. If, as a company we could not interest him, we can draw it as a people. It well help personal meetings, greetings for the holiday, help the potential client to solve their problems. Here's another example. All of us at least once interacted with the children. This is especially done by those who were fortunate enough to be parents. If we are trying to influence a young child, standing over him and looking him in the top, then the child is not enough for us to respond. If we sit down and speak with the child, when our eyes will be on the level, the reaction will be completely different. In order to establish contact and negotiate successfully or public speaking, you must answer the following questions: "What kind of person in front of me? What is his mood? What does he feel? How interested? What I and my proposal may be helpful to him? ". Amazingly, we are often interested in precisely those people whom we are interested.