To get the best from every interaction, you need to think of listening as an active, rather than a passive process. It requires you to understand, interpret, and evaluate what you're hearing. If you can improve your active listening, you will improve all your relationships. It is a particularly vital skill in sales, so you understand each client's needs and concerns.
 
Assertiveness is central to personal impact. When you hold back, put others first all the time and do not stand your ground, you come across as a weak and indecisive 'people pleaser' - a doormat they can walk all over. How much personal impact can you have when others see you like that? It is a similar, but different, story when you are too assertive - just going after what you want without worrying about anyone else. This is aggression - and it can be every bit as damaging to your impact. You may be experienced as a bully who is insensitive and uncaring (Personal Impact by Vickers, Bavister and Smith. P.13)
 
When was the last time you were persuaded by a motor-mouth sales pitch? Probably a long time ago. Those methods for selling no longer work, if they ever did. We need to use much more subtle skills when trying to persuade and convince a potential buyer. This Pill of the Month highlights the correct posture and mannerisms to employ in sales meetings, and the signals to look for in the client.
 
Good listening lets the team member take some time before they speak. You don't have to jump in and break the silence. Good listening allows each question to be answered fully without interrupting. Good listening means listening and not taking notes at the same time, and using appropriate phrases to encourage the individual, such as 'go on', 'yes', 'there's no rush' and so on. Even just making the odd noise will encourage them to continue and prove you're not asleep. (The Charisma Effect by Andrew Leigh. P.70)
 
Every employee has a different story about how they came to be where they are, what they're working towards and what is most important to them. For most people their jobs play an essential role in their stories. This Skill-Pill demonstrates how to unlock these stories, and connect them with the company's goals and achieve lasting commitment and job satisfaction that will outlast any bonus.
 
When you really pay attention, normal eye contact consists not of staring fixedly at someone, but regularly catching their eye and holding it there for no more than just a few brief seconds... If you genuinely show attention, without hiding behind note taking, tapping at a laptop, fiddling with a mobile or being distracted in some other way, your attentive eyes will take care of themselves, being alive with direction, focus and openness. (The Charisma Effect by Andrew Leigh. P.163)
 
When someone is authentic, they simply come across as themselves and not anyone else. It's particularly important if you happen to manage or lead people. Your team must hear your distinctive voice and experience those qualities that are unique to you. If people believe you're being completely open and honest with them, they'll follow your lead with much more enthusiasm. View this Skill-Pill for some ideas on how to show people who you are, and emphasize your unique personality.
 
Questions help you control conversations with other people, and this helps you to focus those conversations more on what helps you to get what you want. If you are not asking the questions in your conversations with others, then others are controlling the conversations and focusing the discussions on what they want rather than what you want... 1) Questions have the power to influence others. They get them thinking! 2) Questions show your interest in others. 3) Questions help you maintain ownership. (The Truth About Getting Things Done, by Mark Fritz. P.114)
 


Storytelling is a brilliant way of communicating with people, relating your messages to your audience and emphasising your personality and individuality. Telling stories can also pass on your organisations values to stakeholders, which will recruit people to your cause. View this Skill-Pill to learn how to structure your stories to make the biggest impact on your audience.


As a manager you can nurture innovation by providing an environment that inspires and invigorates employees. It's about enabling people to look for fresh connections that result in breakthrough ideas. View this Skill-Pill for advice on how to communicate with your team, to make them feel important and confident in their ideas.
 
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