Effective Communication Skills

Effective communication skills - Pop Quiz Format
Communications Pop Quiz:
Communication, which occupies approximately 70% of our waking hours, is what many leaders find the most frustrating. The fact is most of us were never taught how to communicate in a way that produces desired results, so we continue to experience frustration, resistance, conflicts, or breakdowns. Think of a recent important conversation. How many of these questions can you answer YES to?

1. When first meeting someone, do you leave a powerful first impression? (Did they think, wow, I never thought Mary Kay, but I really liked her, she was impressive, powerful, and I’ve never heard all that before?)
2. Do you follow up within 24 hours? (Or do you let the lead grow cold, get busy, and forget about you before you try to book them?)

3. Did I taking full responsibility for the message being heard by the other person? (Remember, it doesn’t matter what you say, it only matters what the other person hears. (Career/ six figures/ more than just sales/ not what you may remember/ amazing products)
4. Did I try to understand the other person’s point of view? (Did I have a reaction to what they were saying that prevented me from listening to their full message?) (If you can hear what they are saying, you can understand her objection and overcome it! Feel felt found, you must be the cool, calm, collected person at all times never ever reacting to anything that they say or do. Your success is NEVER dependant on one single person. SOME WILL, SOME WON’T, SO WHAT! WOW, WITH OR WITHOUT YOU, I’M GOING TO THE TOP! Average people take the path of least resistance and do not understand those who don’t. that’s why they’ll always be struggling to get by, can’t afford to retire, and are in a bad mood. YOU EITHER PAY THE PRICE NOW OR YOU PAY THE PRICE LATER. DO IT WHILE YOU’RE YOUNG. IS IT WORTH THE NO’S YES!!! JUST ASK ME IF I MISS MY CORPORATE JOB. ASK ME IF I’M LOOKING FORWARD TO RETIRING EARLY? ASK ME IF I LOVE MY CAR ALLOWANCE NOW, AND IF I’LL LOVE THE $1400 A MONTH EVEN MORE. ASK ME IF I LOVE WHAT I DO, YES! ASK ME IF I’D LIKE TO GO BACK AND BUILD SOMEONE ELSES DREAM IN A COMPANY I DO NOT BELIEVE IN WHERE I AM NOT APPRECIATED JUST FOR A PAYCHECK. NO WAY! OVER MY DEAD BODY! ASK ME IF I’LL HAVE FREE 20K VACATIONS FOR ME AND MY SPOUSE FOR THE REST OF MY LIFE! YES! IS IT WORTH IT? YES YES YES. WHAT IS YOUR DREAM? WHERE WILL YOU BE 5-10 YEARS FROM NOW? WILL YOU LET SOME NICE, BUT VERY AVERAGE PERSON CONTROL YOUR DESTINATION IN LIFE?
5. Did the other person feel heard and understood? (Did I acknowledge them?) What more precisely are you not interested in, do you think it’s just sale/ parties, did you know we have produced more millionaires than any other company, were you aware we had 10 step above and beyond sales consultant?)
6. If I was asking someone to take a specific action, did I make my request clear? (booking for an event, confirming appointment)
7. Was I speaking in a way the other person can understand? (Speaking in their communication style.) Mirroring, DISC, if you talk TOO MUCH and only about what you are excited about, you will lose 80% of people. D’s can come across heartless and too focused on money, be friendlier. I’s can come across as too cheer leadery/ excited/ flakey. Be more powerful and controlled. SC’s can come across not charismatic enough, not confident enough
8. Was I communicating openly, without prejudices, expectations and judgment? (Was I focused on having to be right or hearing their point of view?) strongest personality always wins, however, if you hear where they are coming from, you can specify objection and overcome it effectively and still book the person no matter what
9. Did the other person leave the conversation feeling good -with some value? Do you power trip or do you encourage them to think big picture, long term. (I understand where you’re coming from, but maybe we’re not on the same page. I don’t think you’re quite getting where I’m coming from. Love them enough NOT to leave them where they are (with no back up plan) but don’t take the first no for an answer (I overcome the no 3x before I release them) if they feel disrespected, they will not be open-minded. Most women are exhausted, stressed out, and still not making enough to get by. Do you expect them to be rude, or do expect everyone to be nice, respectful of you whether or not there are open? However, if they are rude, you don’t want to work with them anyway. They are showing you their true colors, and she might not be a fit. You are the CEP headhunter for you own company. Look at them as potential employees in your stores. Would you hire her?
10. Did I follow-up to see if the conversation was successful if it led to the desired results? How many times did you follow up? 80% of sales calls are closed on the FIFTH attempt! Go through 1- 5th calls, timing, voice mail verses live person, powerful voice, not too friendly, serious business woman.
11. If the outcome of the conversation did not meet my expectations, did I learn what I could improve upon to better communicate with that particular person? YOU CAN BE KIND AND POWERFUL AT THE SAME TIME. YOU CAN BE A NO NONSENSE WOMAN AND STILL BE POSITIVE AND FUN. YOU CAN OFFER OPPORTUNITY, OVERCOME OBJECTIONS, BE CONFIDENT, AND BOOK THE MOST SKEPTICAL PERSON ON THE PLANET. THERE IS A HUGE DIFFERENCE BETWEEN KIND AND POWERFUL VERSES SWEET AND INSECURE. A: I’M INTRIGUED. B. NO WAY! THERE IS A HUGE DIFFERENCE BETWEEN BEING ASSERTIVE/ CONFIDENT/ CLEAR AND BEING PUSHY OR A DOOR MAT.
12. When you communicate, do you believe you are truly offering her an opportunity that could change her life or are you just saying words? Confidence sells, she will sense your level of confidence in what you are saying like a horse can smell fear, so do whatever it takes to get your mind there, read your affirmations out loud in the car before you get out (that’s what I do), listen to your power song/ motivational CD, read your favorite power bible verse/ poem
13. Do you believe you are doing her a favor or are you begging for a yes? When you are new, you just want the yes, but the sooner you get away from that thinking, the more yes’ s you will actually get. When you truly do not care if she says yes or no because you believe the right ones are out there and are ready, that’s when they say yes. Not everyone is interested and that’s okay. I know you want it to be that easy but it’s not! Your job is to find the right women. That’s why this is 100% a NUMBERS GAME. If you have so many leads to follow up with, you barely have time, you will feel that. If you’re getting only 10-20 leads a week, you’ll feel like you’re pulling blood from a turnip! DO IT THE EASY WAY AND JUST GET THE NUMBERS, THEN THE BOOKING IS EASY! Who in this room saw a huge difference in your business and felt WAY more powerful when you actually started DOING THE NUMBERS WE RECOMMEND?!!! Stand up! 50 leads a week= 2 NEW bookings per day (make 25 follow up calls each day = 10- 15 bookings per week, or 5 booked at 3 events per week: mon/ wed/ sat) = 5 or 6 women that will SHOW UP = 2 will sign (other 2-3 will become customer, offer gift, put on PCP) = that all equals 5-8 new team members per month, 10+ new customers per month, and YOU’RE ON A ROLL! WHEN YOU BUILD YOUR MOMENTUM AND GET ON A ROLL WITH GUESTS BOOKED AT EVERY EVENT AND PEOPLE SHOWING UP AT 3 EVENTS PER WEEK, THEN YOU’RE HAPPY, YOU GET MORE YES’S, AND YOU’RE HAVING FUN! EVERYONE WANTS THE REWARDS, BUT ARE YOU WILLING TO DO WHAT SHE DID TO EARN THAT REWARD. Everyone in MK asks me how I became a Director/ got Queen/ earned the Cadillac because they all want to earn those things too; but are they willing to do what I did to get those awards? WHY NOT! It’s easier to meet 10 new women per day than it is to go work a JOB 10 hours a day and be exhausted, negative and not fulfill my destiny! You can either have it all, or you can get by. There is no in between, folks!
14. Are you hesitant to talk to someone because you’re so afraid of rejection? If so, why? You need to evaluate that with your director. It could be your energy that is turning people off. Are you compartmentalizing? Men are so good at that, and that’s why they excel so well in business. They can have a fight with their wives, overdraft their bank accounts, and go out with a smile on their faces to drum up new business.
15. Do you believe in this company so much and your future success here that you can communicate that before you actually achieve that success? If not, you’ll never get there until you can do that. Talk about/ think about where you are headed, not where you are right now. It’s not where you start; it’s where you finish.
16. Do you call your director often and give her updates on your weekly progress to stay on track for your goals (at least 3 times per week)? Do you take her advice/ are you coach able? Do you believe she has a vested interest in you and has your success at heart? Are you willing to get out of your comfort zone and follow her advice? Do you make contacts during heavy traffic times (11:30-2 pm; 5-7 pm)? Are you getting your numbers or making excuses? Your ability to work with your director -whether or not ya’ll ‘click’- is highly dependant on YOU, whether you are coach able, and if you have good communications skills. We would never ever want any of our people to fail or in any circumstance give them bad advice. Why would we take cash out of our own pockets?
So how did you score? 11+ Yeses indicate you’re the tops. Keep up the good work. 7-10 Yeses is OK. Brush up in certain areas. 6 or less means you have work to do.
Here are ways to be a better communicator and leader: go back through and reread
by Ellen Farquharson
Ellen Farquharson’s Accolades Senior Sales Director, Ellen Farquharson, started
her Mary Kay career in April of 2001. She became a director in the minimum time
and was the #1 Dean’s List in her debuting class Nationwide, receiving a
beautiful blue topaz Dean’s List ring. She has earned 4 company cars in her Mary
Kay career, 2 of which are the beautiful Pink Cadillac, for which she takes $900
a month to drive her brand new silver CLK Mercedes. Ellen has been in the
Queen’s Court of Sharing every year of her business, once in the top 20, once in
the top 5, and most recently as Queen of Sharing for 2006 Sapphire Seminar- for
which she won a gorgeous 3 carat Bee pin, a 5 carat Pink Tourmaline ring
surrounded by 2 carats of diamonds, and she has also earned 4 beautiful
bumblebee pins. Ellen has been in the Circle of Excellence 3 times, once in the
$450,000 circle. Her highest paycheck has been in excess of $17,000 for ONE
month. She is so proud to have such powerful offspring directors in her area,
and is on a mission to grow her area to 30 Directors immediately.