advertising Archivi - Dr. Daniele Trevisani - Formazione Aziendale, Ricerca, Coaching

In ALM business method Companies Look at Each Other Again: The Supremacy of Face-to-Face Communication conversation analysis Intercultural conversation management techniques Preparing for Negotiations like Professionals Sales Consulting strategic selling The Intercultural Negotiators’ Training

Companies Look at Each Other Again: The Supremacy of Face-to-Face Communication

7 Aprile 2021 Nessun commento

© Article translated from the book “Strategic Selling: Psicologia e Comunicazione per la Vendita Consulenziale e le Negoziazioni Complesse” (Strategic Selling: Psychology and Communication for Consulting Sales and Complex Negotiations) copyright Dr. Daniele Trevisani Intercultural Negotiation Training and Coaching, published with the author’s permission. The Book’s rights are on sale and are available. If you are interested in publishing the book in English, or any other language, or seek Intercultural Negotiation Training, Coaching, Mentoring and Consulting, please feel free to contact the Website on Intercultural Negotiation

__________

Today, I would like to talk about the increasing importance of face-to face communication and the supremacy of the human factor in negotiations, that force us to analyse our interlocutor’s mental framework and to create helping and winning relationships with our clients.

The mental approach of professional communicators and negotiators is completely focused on the objectives that must be achieved through the evaluation of the interlocutors’ mental framework.

Nobody can talk to a wall. Professional communicators, salespeople and negotiators talk “with” someone, they have to deal or negotiate “with” someone. They must understand how the other person thinks.

As an expert in Senior Sales Coaching, Antonio Greci, argues:

Strategic Selling is a way of being.
Strategic Selling is not a procedure.
Strategic Selling professionals can be recognized by the fact that they listen deeply.
The main talent of those who practice Strategic Selling is to be naturally empathetic.

The presence of “other people” therefore forces us to become analysts and to understand:

if we are dealing with a person or company who has a strong propensity to plan or not;
if our interlocutor is looking for a quick and immediate remedy, moved by urgencies, or if he/she is in no hurry;
if we are dealing with materialistic or narrow-minded people or with deeply humane people;
if we are working with someone looking for a pure personal advantage or with someone who’s looking for his/her company advantage, or a mix of both;
which benefits our counterpart seeks for himself/herself and which benefits he/she seeks for his/her company.

It is equally essential to understand if there is only the possibility to sell a single product or if – on the contrary – we will be able to create the conditions to become a continuous and trusted supplier, the multi-year partner of a customer with whom we are going to create long-term projects.

Some clients act instinctively, even irrationally, other clients think with cold logic.

Concerning all these variables, we cannot take the buyer’s psychology for granted. Each buyer possesses a psychological profile to frame.

In fact, we can deal with non-planning-oriented people, whose time perspective is limited to the day after, or with long-term oriented people, who work not only for themselves, but also for those who will follow them in the company and in life.

The former do not ask themselves what the long-term consequences of their choices will be. The latter do.

Negotiation can be considered as a meeting with human variety.

We need to get into the right mindset to deal with any kind of mentality, to meet any kind of attitude, culture and values. Otherwise, we would be able to negotiate only with a certain type of customers and not with others. This concept of “communicational stretching” helps us being effective with different types of customers. Here lies the flexibility of professional communicators and negotiators.

A gear manufacturer who wants to sell products to a machine manufacturer certainly cannot think of resorting to television advertising in prime time, “aiming” at 10 million viewers, hoping to find among them 3 or 4 important decision makers, like purchasing managers and executives of that company. 

Every business can take two main paths:  

advertising communications, which is often expensive, conformed and based on enormous budgets. It is the result of a mirage made of useless senseless sparkles; and

– especially in Business to Business – the choice to train as professionals in the field of interpersonal negotiations and human meetings, made of real people.

For most companies and organizations, it makes no sense to invest in a large-scale advertising. We need to learn how to get the attention of decision makers. A more focused approach is needed. 

Advertising is not useless, it is a tool used in very specific cases, but it should not be confused with communication in a broad sense. They are two legs with which companies run: the leg of advertising is often beautiful and massaged, while the leg of human communication and negotiation is usually amputated. 

We are surrounded and pestered by advertisements, by messaging technologies, to the point of nausea. We have been filled with lies and empty promises, and we do not trust anything and anyone anymore, but we have good reason to be tired. 

For this reason, the importance of the human factor and the human encounter started growing again: looking into each other’s eyes, wanting to understand who we are dealing with, has become essential to build projects that really matter.

The business of the future is the result of projects that companies carry out together with other companies, through people in flesh and blood. This is the return of human supremacy.

Working in partnership with customers is a challenge. It means building tailor-made projects for customers from the beginning, having the ability to offer uniqueness, specific advice, quality and, above all, “added relational value” that makes the difference between us and others.

The world of face-to-face business human meetings is more “real” than advertising and much more frequent for small, medium and large companies. Since it is a daily occurrence, it is essential for companies to train on this topic.

The fate of projects destined to change entire companies and the future of their staff and families is decided by the skills of a few people in a few hours of negotiation.

There, on the “stage” of sales and negotiations, the fate of companies is at stake, but, whatever happens, we want to remain on this “stage”.

"Strategic Selling" by Daniele Trevisani

__________

For further information see:

TAGS:

ALM business method
acting like professionals
active training
achieving results
awareness of one’s role in negotiation
Best coach in intercultural communication in the world
Best coach in intercultural facilitation in the world
Best coach in intercultural negotiation in the world
Best world consultant in intercultural communication
Best world consultant in intercultural negotiation
Best world expert in intercultural communication
Best world expert in intercultural negotiation
Best world trainer in intercultural communication
Best world trainer in intercultural negotiation
book on intercultural communication
book on intercultural negotiation
book on strategic selling
breaking the barriers of incommunicability
building relationships
communication difficulties
communication skills
communication skills acquisition
Communication techniques intercultural communication
Communication techniques intercultural negotiation
communication training
conversational skills
creative strategies
cross cultural communication
cross cultural misunderstanding
cross-cultural adaptation
cultural systems
dialogue between companies
different cultural approach
different cultural context
direct line of communication
disagreements
Effective intercultural negotiation techniques
face-to-face communication
fighting spirit
front-line communication
Get-Ready Mind Set
helping relationships
high-context cultures
How cultural differences affect negotiations?
How does culture influence negotiation?
Human Potential
intercultural communication
intercultural communication book
Intercultural communication books
Intercultural Communication Coaching
intercultural communication pdf
Intercultural Communication Trainers
Intercultural Communication Training
Intercultural conversation management techniques
Intercultural Negotiation
Intercultural negotiation books
Intercultural Negotiation Coach
Intercultural Negotiation Coaching
Intercultural Negotiation Communication
Intercultural Negotiation Consultant
Intercultural Negotiation Consulting
Intercultural Negotiation Counselling
intercultural negotiation definition
Intercultural negotiation exercises
Intercultural Negotiation in International Business
Intercultural Negotiation Mentoring
intercultural negotiation PDF
Intercultural Negotiation Process
Intercultural Negotiation Strategies
Intercultural Negotiation Timing
intercultural negotiation training
intercultural training
Intercultural Training Consultants
know-how
leadership
low-context cultures
negotiating rules
negotiation preparation
negotiator’s emotional awareness
negotiator’s growth
open communication
physical and mental energies
Strategic Selling
strategic spirit
strategic negotiations
thinking like professionals
transparent communication
What are the 5 stages of negotiation?
What is effective intercultural negotiation?
What is intercultural negotiation?
winning relationships
working on attitudes
working on skills
World’s most famous expert in intercultural communication
World’s most famous expert in intercultural negotiation
interlocutor’s mental framework
human value
human factor
getting the attention of decision makers
focused approach
face-to-face business human meetings
offering uniqueness
offering quality
offering advice
offering added relational value
advertising
creating the conditions to become a long trusted supplier
different mindset
different mentality

In English Self-Honor Values

Self-Honor vs. Fake Success, an alternative approach to Self-Evaluation

21 Agosto 2015 4 commenti

© Article by Dr. Daniele Trevisani – http://www.danieletrevisani.com – Copyright. Adapted from the book The Soul Box. Ancient Wisdom meets Human Potential Research. Thoughts for Self-Expression, Inner Energy and Life

Honor is too often confounded with something that comes from outside, career, certificates, awards, tangible successes, or an attribute that “significant others” give to you. This is fake.

Fast and easy money, popularity, luxury products, are advertised as honorable instead of being shown for what they are: fog for the soul.

Nothing that comes “fast and easy” will last. No single life has any value if it does not attempt to bring more to humanity than what it received. No great work has ever come from nothing.

Absque sudore et labore nullum opus perfectum est

“Without sweat and toil no work is made perfect”

To equal “fame” or “wealth” with real honor is false and fake. This is one of the worst concepts you could assimilate and intoxicate with. And the fastest you get rid of it, the better you will feel and the cleaner your life will become.

Your professional choices will also be deeply affected making your shine like a diamond in the middle of a dense fog where most of the world population lives, including managers.

Sometimes a hard choice leaves you with less material goods but with a higher sense of moral integrity and self-esteem. The alternative would drive you directly in the hospital or obituary. Every time our inner mind knows that some sacred rules have been broken, and we betrayed what we deeply are, we get emotional sickness, physical illness, and decreases of our purest energies.

Every time we do er even try something that honors our soul and our values we nourish our mind, our body, our self-esteem.

Self honor comes step by step, ir requires trials, failures, and attempts. We all should accept living with uncertainty, uncertainty about faith, about the future, about material issues, but be sure that we count on something that will always be with us: our values.

Any enormous field has been built on single seeds.

Parvis imbutus tentabis grandia tutus

“Once you have tried small things, you may attempt great ones safely”

This certainty is a shining diamond in a world where we are forced to live side by side with uncertainty and darkness. This diamond brings us much more energy and life than what it appears initially.

People who did things like stealing money from poorer people, dishonoring their values, and leaving the world in worse conditions, very often do not live enough to spend that money. Cancers are looking for those people as bees look for flowers. And very often, the internal endocrine and immune system of people who internally know to have a dirty soul, freaks out and does the rest, bringing them to die faster.

There is a kind of self-honor, to be reckoned with. Let me explain. It is an honor that lies completely inside you, an honor coming from within and that does not need any external recognition.

The mere fact that you know is enough. You know that you do enlist among those who seek, study, struggle to change the world or to improve themselves, and to help others. This generates Life-sense in itself. It’s important and that’s enough.

And… there’s more good news. Anyone who enlists has already won even before starting, because the simple fact of heading towards the light is winning.

It’s a win against apathy. It’s a win over the death of the soul. A victory against untold darkness that we carry within us starts from making some moral choices and decide to be a part of the light. This means to try to leave the world slightly a better place. If you succeed it’s ok, if not at least you tried.

Universal forces and your soul will be richer and healthier. You will die with honor and without the regret of having wasted your only life.

The struggles of life are much sweeter when we perceive fully our inner diamond made of honor and are filled with its light.

There will be no difficulty that is able to outshine it.

Per angusta ad augusta

“through difficulties to greatness”

________

advertising

Companies Look at Each Other Again: The Supremacy of Face-to-Face Communication

Self-Honor vs. Fake Success, an alternative approach to Self-Evaluation

Ascolto Attivo ed Empatia

Migliore Corso Online di Public Speaking