Transcript The Hawkers Advantage

The Hawkers Advantage
Doris Barnett
[email protected]
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Defined:
Entry Word: hunter
Pronunciation: 'h&n-t&r
Function: noun
1 a : a person who hunts game b : a dog used or trained for
hunting c : a horse used or adapted for use in hunting with
hounds; especially : a fast strong horse trained for crosscountry work and jumping
2 : one that searches for something
3 : a pocket watch with a hinged protective cover
Text: a person who hunts game <hunters must have a license
to shoot deer>
Synonyms huntsman
Related Words huntress, sportsman, sportswoman; archer,
gunner; falconer, hawker; hunter-gatherer, trapper; poacher
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A Hawker is also someone who
hawks or sells their wares
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Networking or how to work a
room
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It’s all in your head
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You have heard the phrase:
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Let’s begin
Seating Plan
Conference Room
Theatre Style
Classroom Style
Boardroom Style
'U' Shape
• When you attend an event, you should begin with a
plan, a goal.
Room layouts courtesy of Coppid Beech Hotel, England
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Exercise 1: Pick a layout
Seating Plan
Conference Room
Theatre Style
Classroom Style
Boardroom Style
'U' Shape
Room layouts courtesy of Coppid Beech Hotel, England
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Now that we have you thinking
about the process
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What about you?
4 steps to success
• 1. Check your attitude
to improve your yield
• 2. Redefine what it
means to interact with
"strangers"
• 3. Prepare and practice
your self-introduction
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• 4. Risk rejection - it's
not the end of the
world
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Informational Interviewing
5 Steps to a Hawkers Advantage
Finding the Advocates:
1. Identify the people to speak with
2. Initiate contact
3. Prepare for the conversation
4. Conduct the conversation
5. Follow-up
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Getting Started: Questions 1
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Have you come to this event before?
Do you know anyone here?
Will you introduce me a little bit later?
Have you found this group to be useful for networking
purposes?
What kinds of people, leads, prospects do you find here?
What do you do for a living?
How's business?
How long have you been doing that?
Do you get to travel?
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Getting Started: Questions 2
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Do you have a family?
Are you close to the_Association/Office/Hotel?
How long have you been a member? been coming here?
What is the (most effective) best way to participate?
It was nice to chat, I enjoyed hearing about...._______.
I will see you again, I should mingle.
By the way, do you know of anyone who is thinking about
moving?
• Let me leave you an extra card. If you would be so kind as
to share it with your friend who is moving I would truly
appreciate it. See you soon.
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10 Second Presentation
• Oh by the way, will you do me a
favor, if you hear of anyone who is
thinking of moving, anywhere, will
you ask them to give me a call?
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Going out – Being seen
• "Go out! You'll never meet anyone sitting at home"
(or at your desk or in your office).
• attend a professional meeting, community
luncheon, or business event. Yes, attending an event
with strangers is our number one most
uncomfortable situation (public speaking is number
two), validated by a USA Today Reader Poll.
• As jazz musician Art Blakey said, "If you're not
appearing, you are disappearing."
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Where to Go:
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Rules of an expert Networker
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1 Don’t go in cold
2 Travel light
3 Walk the walk
4 Start with breakfast
5 Who’s who?
6 Approach VIPs first
7 Spot the lone wolves
8 “And you are?”
9 Press the Flesh.
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Rules of an expert Networker
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10 Feel them out
11 Card Exchange
12 Get an introduction
13 Give and take
14 That’s a wrap
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The Power of Language
• Words can have positive or negative impact
• Zig Zigler: record your sales presentation
• Play it back
• Hear the positive and negative patterns
• Note what you personally use
• “In the secrets of closing the sale”,
Zigler shares 24 words that “sell” from Thom
Norman, sales trainer extraordinaire. Yale
university adds 5 more. He also shares 24 words
that “UnSell”
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Selling Words
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Understand
Proven
Health
Easy
Guarantee
Money
Safety
Save
New
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Love
Discovery
Right
Results
Truth
Comfort
Proud
Profit
Deserve
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Happy
Trust
Value
Fun
Vital
You
Security
Advantage
Positive
Benefits
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Yale University’s 5 extra words in RED
UN Selling Words
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Deal
Cost
Pay
Contract
Sign
Try
Worry
Loss
Lose
Hurt
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Buy
Death
Bad
Sell
Sold
Price
Decision
Hard
Difficult
Obligation
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Liable
Fail
Liability
Failure
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Communication Chart
Vc Visual Constructed images
Vr
Visual remembered
Eyes defocused and unmoving also indicates visual accessing
Ac Auditory constructed
sounds or words
K Kinesthetic feelings
Ar Auditory Remembered
sounds or words
A Auditory sounds or words
(also smell and taste)
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Visual Communication Words
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I see what you mean
That looks good to me
Picture that
See thru
Open
Bright
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Auditory Communication Words
• I hear what you’re
saying
• Sounds good
• Hmmmm
• Talking ads
• Quiet
• Cadence, tone and
pace
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Kinesthetic(touchy)
Communications
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This feels like home
Wrapped
This rocks
Access
Walking trails
Subzero
Oversized
Tons
Loaded
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Who Uses This Technique
Successfully
• Roxanne DeBerry and team
– Where stars shine bright!
• Sachse. Gorgeous setting. Wrapped porches.
Huge Liv w/stone fp. Poss owner fin. Elec fnc
800-358-0624 x 86141
– Hallmark of excellence
• Parker . dbl dr entry. C-tile & Crn mldg. Mrbl
see-thru fp. Corian cntrs free 24 hr talking ad
800-358-0624 x55111
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Roxanne DeBerry and Team
Lit up
Where stars shine bright!
Sachse. Gorgeous setting. Wrapped porches. Huge Liv w/stone fp. Poss
owner fin. Elec fnc 800-358-0624 x 86141
Hallmark of excellence
Parker . dbl dr entry. C-tile & Crn mldg. Mrbl see-thru fp. Corian cntrs
free 24 hr talking ad 800-358-0624 x55111
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Rudyard Kipling
Questions are your stock in trade when you are
communicating or negotiating so keep this in
mind:
I keep 6 honest serving men
(They taught me all I know)
Their names are What and Why and When
And How and Where and Who.
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Agent Approach
• NLP training reveals the process and structure of how
people communicate and how they experience the
world. This process and structure affects everything you
experience and is completely outside the awareness of
most people. Now you can make it work to your full
advantage by becoming aware of it and... By knowing
how to use it! http://www.nlp.com/
• Neuro linguistic programming is a recognized science
• Apply the basics to your communication APPROACH
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Agent Approach
• List the adjectives and sort them 3 ways
• Visual
auditory
kinesthetic
– Seeing
Look
Picture
See-soaring
Delightful
- hearing
sounds
hmmm
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-touching
feels
textures
smooth
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Let’s Do a Little Test
• We want to learn about how people present
themselves, so I want to you to ask them
some questions and have the group decide
who is
• Visual,
• Auditory,
• Kinesthetic,
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Let’s Test the APPROACH
• Partner with someone you don’t know
• Ask these questions, consider their response
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What color are your mother’s eyes?
What color is the carpet in your car?
What is your favorite kind of music?
What does your doorbell sound like?
Can you create a new sound?
Can you hear yourself sing
• Mary had a little lamb?
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Let’s Test the APPROACH
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How do you feel early in the morning?
What does cat fur feel like?
Feel what it’s like to pet a dolphin.
Feed a stingray?
What does white chocolate taste like?
Taste chocolate with pickles!
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Communication Chart
Vc Visual Constructed images
Vr
Visual remembered
(Eyes defocused and unmoving also indicates visual accessing)
Ac Auditory constructed
sounds or words
K Kinesthetic feelings
Ar Auditory Remembered
sounds or words
A Auditory sounds or words
(also smell and taste)
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Why This Test?
• You may identify the best agent approach
– By how someone writes, speaks and reacts
• It is important to communicate in the
unconscious comfort zone to be more
successful in your communications
• Using this information will also help your
marketing efforts
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Don’t Assume
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What you see isn’t always what you get
If you always test with questions
You will never be wrong
Some people are left handed
Some people access information
– In reverse to most people
– Don’t assume or spell it out to get results:
• *** u me
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Rapport
• There are several easy ways to establish rapport
with someone
• The unconscious rapport with words
– I like to call this word weaving
• Pacing with motions or breathing let’s try it
– This is fabulous for getting children to sleep
– Always choose the most active person to pace.*
– Use this tool when communication is getting out of
hand
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Please Stand Under the
Correct Word
• Visual
auditory
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kinesthetic
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V
A
• Watch this
• see what I’m
• doing?
Look hereHave a bite.
High 5
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let me tell you
MMMMM
WOW! This is
GREEEAT!
Listen here
Clap
K
smell
touch this
plush
That’s rich
texture
Clap-”yes!”
High-5
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Presenting yourself
• Emphasizing talking points with Power Lifts
• When doing a presentation where the focus is not
on your face
• Draw attention back to you with hand gestures on
important points.
• Always sit at an angle for best conversations
• Sitting directly across the table sets up a
confrontational position.
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The Rules of Silent Speech
• Do it right the first time. First impressions are
easier than fixing impressions
• Initiate the eyebrow flash and respond unless you
want to signal hostility
• Break eye contact downward
• Hold a gaze for only 3 seconds. (Unless it’s a
power play)
• Use the most appropriate smile for the situation
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The Rules of Silent Speech
•Shaking hands use a dry hand and a moderate pressure
•Hold for 6 seconds, about 6 pumps
•To display dominance hold with the back of your hand up
and hold with a stronger grip
•To enhance friendship, hold moderately, longer, lean in,
smile, keep eye contact throughout the process
•To submit hold same pressure, less time, less eye contact,
release downward
•To convey warmth, try wearing contacts or lifting your
glasses for a more direct eye contact
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The Rules of Silent Speech
•Do not invade someone else’s space
•If you do, use it as a reward only
•Approach men from the side to the front.
•Approach women from the front to the side
•Never stand when someone else is sitting
•Don’t sit in deep arm-chairs as it limits your posture signals
•When sitting in chairs, follow the above rules although
closer proximity will be allowed as the physical chair
protects.
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The Rules of Silent Speech
•To encourage co-operation, use head tilt, warm smile, eye
contact
•When communicating or negotiating with a group be certain
to include all of them with eye contact
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Silent Speech test 1
0=Neither agree or disagree 1=Agree slightly 2=Agree to some extent
3=Agree strongly 4= Agree very stongly
• I make a real effort to be liked when introduced to
somebody new
• It makes me sad to see somebody alone at a party
• I like talking things over with a friend
• I get angry when I see someone being badly
treated
• I believe in showing my feelings openly
• I become very involved when watching a film
• I enjoy meeting new people
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Silent Speech Test 2
0=Neither agree or disagree 1=Agree slightly 2=Agree to some extent
3=Agree strongly 4= Agree very stongly
• I cannot feel happy in the company of miserable people
• I like making friends
• If someone is upset I usually know right away
• I would sooner work with others than on my own
• The words of a love song often move me deeply
• I would sooner go to a party than a film
• I do not mind going on holiday alone
• I get upset at seeing people cry
Let’s run a total on that and see how well you read “Silently”.
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Answers to Test on Silent Speech
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0-25 you seem to be rather self-sufficient person who dislikes emotional
scenes and prefers to keep your feelings under tight control. This will make it
harder for you to read other people’s silent speech signals accurately. During
encounters you are probably more concerned about the sort of impression that
you are making than the effect another person is having on you.
26-45 you are moderately high on the desire and ability to get along with
others-and show a fair degree of empathy. You show little effort at present to
exploit your skills at reading silent speech. You give greater attention to verbal
messages rather than non-verbal messages.
46-60 you either are or could become highly skilled at reading body language.
You have a great empathy towards others, essential qualifications for reading
this silent speech effectively.
No matter the score you have the ability to become proficient in understanding
body language and non-verbal speech if you take the time and trouble to do so
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Reading Buying Signs
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Look for a sudden relaxation, absence of agitation
A chin touch deserves a trial close
When they “move-in” closer = CLOSE!
When Eye contact extends into gazes = Close like
blazes!
• Watch for them mirroring you
• A slight head tilt = empathy
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Credits
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The secret language of success-David Lewis
The book of excellence- Byrd Baggett
Transformations- Bandler/Grinder
Getting to yes, Roger Fisher, William Ury and Bruce Patton
How to master the art of listing and selling real estate-Tom Hopkins
Secrets of closing the sale- Zig Zigler
The small business bible- Paul Resnik
• Other websites that might be interesting: http://www.susanroane.com
• http://www.mbajungle.com/magazine.cfm?INC=inc_article.cfm&artid=2019&templ
ate=0
• http://career.berkeley.edu/Article/021011b.stm
• http://101publicrelations.com/blog/public_relations_networking_how_to_work_a_ro
om_000170.html
• Ask me about the adverising class that I also teach.
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Final Thoughts
• I hope that you have enjoyed the time that we have
had together today and hope that you have also
found some tools that will add value to your
business. I appreciate your participation, it has
been fun.
• If you enjoyed today’s class, ask me about the
advertising class that I teach.
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