Most people communicate with the outside world in a style that works for them personally. But what if your preferred way of communicating is different from those you’re communicating with?
Houston, we have a problem.
As a leader it’s crucially important that you communicate with each individual in your team using their own preferences... 'Representational Systems' and 'Meta Programmes' as they’re known in the trade.
- If you have someone in your team that has a strong ‘visual’ preference be sure to follow up conversations with an email. If they are ‘auditory’, have a conversation...do not just send an email. If you have a ‘kinaesthetic’ person on your team focus on their feelings and for the ‘auditory digital’, it’s all about logic and making sense.
- Probably the most important Meta Programme for you to focus on is the motivation filter of 'Towards' and 'Away From'.
- Whatever your preference you absolutely must match ‘Towards’ and 'Away From’ psychology. Your ‘Towards’ people will be motivated by incentives, prizes, money, acknowledgement...in fact any reward normally works!
- If you have ‘Away From’ people in your team you will need to associate them into the pain or consequences of not achieving. The stronger the potential pain...the more motivated they will be.
- Get it the wrong way round and you’ll have a bunch of demotivated people around you...and demotivated sales people don’t usually generate many sales!!!
- When you’re addressing the team as a whole you’ll need to incorporate all preferences in your approach.
Check out the following for as many preferences as you can...
"Some of you will be really excited about next year and the incentives to play for and some of you may be worried that you’re not able to achieve these targets. Whatever you’re thinking, that’s fine because as a team you have all the skills to show this company how great you can be...and I will support you in every way that I can. Decide for yourself what’s important to you to make this happen. You may need a logical systematic approach...or you may want to focus on images of success...some of you may want regular discussions to keep you on track and some of you may want to imagine how you’ll feel when you’ve achieved success."
How many preferences did you spot?
Develop your ability to use specific ones with individuals and all of them when your team are together.
Get this right and you will fundamentally improve your communications with your team members. And that will mean better levels of engagement...and more sales.
Well worth it.
By Leigh Ashton, author of iSell, a speaker, trainer and coach, founder The Sales Consultancy She helps people incorporate psychology alongside technical selling skills – leading to positive changes in attitude, approach and sales results. Leigh has trained thousands of sales professionals and her findings remain consistent...even when outwardly confident, people often lack the inner confidence and practical strategies to achieve great sales results on a consistent basis. She works with sales teams, business owners, directors and managers to identify and eliminate psychological barriers within sales teams and the reasons or excuses used to rationalise their lack of consistently great sales.