By Richard Brody
As, is true, for nearly, everything, we do, effective leadership requires mastering, and effectively using, well – considered, time – tested, techniques, etc, in order to become the best, one can possibly be! Everything in life, generally, involves selling! We always, and constantly, sell, either, a product, service, or, ourselves! After, more than four decades, of involvement, in, nearly, all areas of leadership, from identifying and qualifying, to training, developing, and consulting, to over a thousand, actual, and/ or, potential leaders, I have learned, and taught others, how to effectively, use the finest technique, etc, to answer questions, and address concerns, It is important to understand, and consistently, effectively, use, 5 time – tested, steps, to answer, nearly, anything, as well as, how, and when, to use a key, sixth step. With that in mind, this article will attempt to, briefly, consider, review, examine, and discuss, this technique, and the 6 key steps.
1. Clarify/ Repeat: Begin, by being certain, you fully understand, the question, and/ or, concern, in order to avoid, opening a Pandora’s Box! In an effort to comfort and answer, any perceived, questions, challenges, and concerns, too often, individuals, begin responding, to what they believe, is being asked, without being certain. It is wise, however, to take your time, and begin, by asking, In other words, your concerned about (and then, insert, what you believe is the concern). Then, patiently, wait, for affirmation, before continuing.
2. Empathize: Most people want to believe, a leader cares, and is listening to what they perceive, and their priority, Therefore, the second stage, of this response, should be, something, like, I can perfectly understand how you feel. In fact, I felt that way, and so did most others, until they realized a few things.
3. Answer to their concern: Be sure, you answer any question, not merely, to your satisfaction, but, to the satisfaction of the individual, asking! Therefore, take your time, address thoroughly, and do not continue, until, there is, either, a verbal, or non – verbal, acknowledgment, that you have answered, and responded, effectively, and thoroughly!
4. Recreate the need: Regardless, of what the issue might be, once you respond, it is essential, to gain control, once again, of the discussion. This means, bring it back to the issue/ need, often, simply, using words, such as, In light of these factors, doesn’t it make sense?
5. Close: Unless, you follow the previous, four steps, by closing, the deal, you won’t usually, succeed? After, you’ve asked, and gotten, some response, that something, makes sense, you must require, participation, and/ or, some other, call – to – action!
6. May I make a suggestion?: It is not unusual, even, after giving a great presentation, and responding, professionally, it takes something more. This important step, when needed, is to, ask, May I make a suggestion? When, asking, stay silent, after asking, and wait, for the other party, to indicate, to proceed. Most people will let you make a suggestion, and, if you do this, wisely, and effectively, it might, become a, game – changer!
Great leaders must also be expert salespeople! Unless constituents, have faith in you, they will rarely, be willing to listen, and/ or, follow!
About the author
Richard has owned businesses, been a COO, CEO, Director of Development, consultant, professionally run events, consulted to thousands of leaders, and conducted personal development seminars, for 4 decades. Rich has written three books and thousands of articles. His company, PLAN2LEAD, LLC has an informative website http://plan2lead.net and Plan2lead can also be followed on Facebook http://facebook.com/Plan2lead