Though we receive little training in this area, building and maintaining our personal and business relationships can be crucial to our success. Studies have shown that those of us who are considered likable are more likely to be hired for jobs or awarded new business. Spending some time learning to improve your communications and relationship skills is time well spent.
There is much talk about transparency in the business world these days. Transparency is really just being honest. Corporations have failed in their levels of honesty with stakeholders and thus, there is a new push to be extremely honest. Transparency means admitting fault immediately and without excuses, letting people know how you intend to make amends and then following through. Research shows that customers are actually more loyal when you've made a mistake, fessed up, and fixed it than if you'd never made the error!
Eye contact is crucial when you are interacting directly with an individual. Eye contact indicates that you are listening and that you care. We've all been involved in a conversation with someone whose eyes are traveling the room. This makes the speaker feel devalued. Pay attention and look them in the eye.
Ask questions of people. Most of us are inclined to talk about ourselves. Successful business people really want to know their customers, vendors and employees. Asking questions makes people feel valued AND gives you the opportunity to find out how you can serve them better. Business really is all about service when done well.
Everyone sends out non-verbal cues about how they are feeling. This is body language and learning to read it can help you understand the motivations and needs of others. Lack of eye contact, crossed arms, a tilted head all hold meaning. Learning to reading body language can help you in sales and managing your every day business relationships.
Dale Carnegie, more than 50 years ago, pointed out in How to Win Friends and Influence People, that finding something to praise about everyone you met was an important tool in gaining trust and building a relationship. Whether it is a comment on a nice tie, a new haircut or how someone conducted themselves in a meeting, noticing the good in other people helps you build a positive reputation. This is especially true with staff because recruiting new employees is more expensive then keeping them. Praise liberally and routinely!
Be sure you are open to input (aka criticism) from others. Let them know that you're comfortable discussing conflict and concerns. By setting this standard of honesty up front, you are encouraging them to do the same. All of this goes a long way to developing the groundwork for a healthy, open relationship. Your likability and your communication skills can make the difference in your business success.
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With 30 years of consulting experience, Steven Schlagel provides
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