Workshop Number One

Execute You Communication Skills or They Will Die

The Key to Superior Personal and Professional Communication

Think of a rather difficult person you work with; a boss, a colleague, or a co-worker. You need their buy-in but they have resisted (sometimes covertly; sometimes overtly) your every effort.

“Execute your Communication Skills or they will Die” will help you turn that situation upside down. Its’ purpose is to show you, with even the most intransigently difficult person, how to:

1. Elevate the conversation (makes it a shared adult to adult collaboration)
2. Advance the relationship (change their reaction from negative to positive)
3. Create a transcendent resolution; one that has the best of what you think, the best of what they think, but a solution that is even better.

The hallmark of all great managers is the exquisite and facilitative use of language. They understand that language determines the conversation, the conversation determines the relationship and that the relationship determines the outcome.

This workshop is the culmination of my personal 50 year quest to fathom the depths of human interaction (yes, I am now 70 years old), my 30 years working as the CEO Coach with hundreds of executives and CEOs, thousands of corporate workshops on communication and my doctoral research exploring the best way to shape a company’s relational culture and sustain optimum organizational performance.

In “Execute your Communication Skills or they will Die”, you will learn:

1. What is communication and how important is it really?

2. Why is communication so difficult and what you can do about it

3. The four stages of communication; when and how to best make use of them

4. The most powerful communication technique of all, the law of reciprocity

5. Why and how to facilitate people’s individual temperaments

6. The seven golden facilitative questions and why the answer is always in the
question

7. How to leverage the four biological preferences in the other person’s brain to your mutual advantage

8. How to speak to all sixteen individual communication needs

9. The four sides of communication

10. Why relationships so often get worse instead of better

Workshop Number Two

Facilitative Consulting

 How to Facilitate and Foresightful and Innovative Results With your key Stakeholder’s in Your Client’s Company

Great consultants understand that the artistry in their business – organizational transformation – is being able to weave a tapestry that intertwines their expertise with the client’s intimate knowledge of his/her organization. In other words, consultants help managers “think about what they think” and in so doing help leaders create clarity for themselves and their organization.

The under-girding philosophy in “Facilitative Consulting” is that:

1. The consulting process is you; so know who you are and be true to who you are.

2. There are twelve distinct but systemically over-lapping stages to the consulting process. The consultant’s imperative is to know which stage you are in and then how, in that moment, to proffer the precise and elegant response said stage requires of you.

“Facilitative Consulting” will show you how to be a superb consultant; to create value for clients even before your first meeting and at every step in the process.

If you are a consultant or thinking of being one then you need Facilitative Consulting in your library.

In “Facilitating Consulting”, you will also learn:

1. The four ever present elements to consulting

2. The four consulting assumptions

3. The three consultant goals

4. The three roles that a consultant can choose

5. The twelve stages to effective consultation

6. How to define the initial problem

7. How to decide to proceed with the project

8. How to decide who will be involved in the project

9. How to manage the client relationship

10. How to manage feedback and results

11. How to make recommendations

12. How to get action on your recommendations

13. How to become a trusted advisor

14. How to close the sale and write a superb contract

15. How to be authentic and deal with resistance in your client

Workshop Number Three

How to Exercise Influence When You Have No Authority

Political Cunning, Shrewdness, Savvy and Power for the Unschooled and Disinclined

Here’s the way it is. Governments are organizations but organizations are also governments. They both guide, measure, reward, constrain, compel, forbid and even punish their members.

To lead, thrive in or even survive your organization therefore, you need to understand that it is a political animal. If you are at all unschooled and disinclined at the business of “politics”, “How to Exert Influence when you have no Authority” will help you be more persuasive and powerful even though you might not have formal or positional authority. And it will help you do so without compromising or jeopardizing your dignity, values or person.

Whether you are an executive trying to re-focus a rather surly and churlish salesperson or a manager dealing with a difficult political situation or a professional working with an uncooperative, nasty co-worker, or boss, then this powerful workshop “How to Exert Influence when you have no Authority” will show you exactly what you need to do and then show you how to do it.

In “How to Exert Influence when you have no Authority” you will also learn:

1. The world’s most influential communication question

2. The hazardous and perilous plight of being a middle manager and what to do about it

3. The five steps to dealing with the persistent resistor

4. The seven golden facilitative questions

5. Why the answer is “always in the question”

6. Political savvy: the four main steps

7. The simplest, singular and best political strategy of all: reciprocation

8. The six step political strategy

9. How to promote cooperation

10. The politics of creating career security

If you think you need to get better at navigating the murky and turbulent, even shark-infested political waters of business life, you will love this workshop.

Workshop Number Four

“It’s About Time”

Self Mastery In and For a Crazy World

Most “Time Management” workshops try to change you; insisting and coercing us to be more “organized” about the rather capricious and whimsical demands of time.

“It’s About Time” will do just the opposite. You will learn how to master time better by being more of who you are, not less. You will discover the four major time-mastery strategies and scores of tips, tools and techniques that will help the more random, spontaneous and procrastinating person better master their use of time.

In “It’s About Time”, you will also learn:

1. The four steps we must know to master our use of time

2. How and when to eliminate a task

3. How and when to automate a task

4. How and when to delegate a task

5. How and when to celebrate a task

6. Forty five extraordinary tools, tips and techniques to make better use of your time

7. The 26 best websites that you can use or automate to make better use of your time.

8. Why you should never multi-task

9. How to use technology to master your time

10. The seven best ways to say “No” without having to say “No”

11. Twelve ways to use the 80/20 rule with people

12. Get rid of time-wasters and interruptions

13. The five (unseen to the naked eye) principle factors that determine how people view, are affected by, relate to and use time and what to do about them

Workshop Number Five

The “Brand” New You

More Business, More Money, More Fun, Less Effort, Less Time

The under-girding thesis in the “Brand” New You is that in business having a powerful and unique brand is job number one; everything else is number two.

Personal branding communicates who you are in a manner that helps people see you as beneficial to them. In their mind, you will create more value, be more trustworthy and more enjoyable to work with than anybody else.

Branding tells your target market:

1. Who you are
2. What you do
3. What makes you different?
4. How you create value, solve a problem, and make money for them.

It also tells your target audience that with regard to their immediate and primary needs, you are different, superior and yet you are authentic.

By the way, you will either consciously craft your personal brand or everybody else will unconsciously craft it for you.

In the “Brand” New You, you will learn:

1. The three branding strategies

2. What is a personal brand; what is its foundation and how do you build it?

3. What is the difference between sales, advertising, marketing and branding?

4. How to define and choose your target market

5. How to differentiate yourself and build your brand

6. What is positioning and how do you do it?

7. What is specialization and how do you do it?

8. What are branding channels and how do you use them?

9. Personal Branding: How to have job security for life

10. Personal branding and how to land the “perfect” job

11. Personal Branding: How to ace the job interview

Workshop Number Six

The complex organizational sale is a daunting, difficult and tricky business. It requires individual and organizational artistry of the highest order. Nonetheless, I have had clients who have used the principles for “Perceptual” selling that you will find in this workshop, to increase their sales by as much as three hundred percent in six months and up to fourteen hundred percent over the course of several years.

Naked is the Salesperson who has no “Close” is based on my 25 years of experience training high-level sales representatives in personal coaching sessions as well as group workshops. Its’ thesis is that the complex organizational sale has such a lengthy sales cycle, is fraught with so many confounding variables and wildly fluctuating emotions that only sales reps who are completely “organized” will win the day.

By being “organized”, I mean knowing the two sales processes that are ever-present in the sales cycle; the macro/strategic process which has three steps and the micro/tactical process which has six steps. In other words, we must know the precise stage (in both processes. the macro and micro) that we are at in the sales cycle as well as the facilitative, even elegant response required of us in that moment by both overlapping processes. Being “organized” also means understanding thoroughly the “Ten Laws for Selling Excellence”; why they exist, how they work and when we should use them.

In Naked is the Salesperson who has no “Close”, you will also learn:

1. The three strategic steps in every sale: when and how do you use them?

2. The six tactical steps in every sale: When and how do you use them?

3. How to get repeat sales and enthusiastic referrals

4. The twelve core concepts of perceptual selling

5. The ten laws for selling excellence

6. The number one rule in sales

7. Three strategies for getting to the purchasing buyer

8. Five steps to reduce a customer’s fear of losing (because of price)

9. The eleven core concepts in price negotiations

10. How to make sure you are write confirmations, not proposals

Workshop Number Seven

Measuring Value and Results

The Five Steps to Ensure and Measure the ROI of Any Consulting Project

This workshop, Measuring Value and Results: The Five Steps to Ensure and Measure the ROI of any Consulting Project has been written for two groups of people:

1. Leaders who would like to know how to measure the effectiveness of a given consultant’s results.

2. Consultants who would like to know how to measure and market to clients the value they provide to them.

“Measuring…” also has two purposes:

1. It is designed to enlighten companies as to the level of measurement they might want to consider for consulting or training projects when they hire a consultant.

2. It will also help consultants offer clients a way to measure the specific results and ultimate value when they train, coach, advise or consult. This of course will help consultants to show that they did indeed exceed the projected ROI for their consulting initiative or training project.

Measuring Value and Results will show you the five levels of value for any development or training initiative. This will in turn enable both parties to agree on the level effectiveness with which you would like to adjudicate project at hand.

In Measuring Value and Results you will learn:

1. What is value: what is micro value and what is macro value?

2. The five measurement levels for any training and development project

3. Five individual assessments for the five levels of value you provide

4. What is an executive measurement team and how do you develop one?

5. How to make sure that the training was the sole cause for the improvement

6. How to convert the improvement to monetary values

7. How to calculate the ROI for any project