The Bowman Company Presents HOW TO TALK SO OTHERS WILL LISTEN

1. The Bowman Company PresentsHOW TO TALK SO OTHERS WILL LISTEN WELCOME, EVERYONE!

2. WELCOME ! • Bowman Company Coaches - Classes - Company Seminars • Everyone have handout? • Has This Ever Happened to You? • “Well, I’m not sure…..” • Do you ever answer like that? • Is it an effective answer? • Do YOU like to listen to that?

3. SPEAKER TRAINS YOU NOT TO LISTEN • When their answer is too long, disorganized, unclear… • THEY MUST EARN THE RIGHT TO YOUR ATTENTION • A LISTENER GRANTS YOU THEIR ATTENTION • Even if they’re “supposed to listen” • Even if they invited you to the meeting • Even if you are the Chairperson • Even if they’re your friend • So I ask “Will You Please Grant Me Your Attention?”

4. 3 • EFFECTIVENESS

5. HERE’S #1: LISTENER GRANTS ATTENTION • WE TRAIN OTHERS TO WITHHOLD THEIR ATTENTION: • Talk too fast, too much, too SOON • Unclear or disorganized answers • Extra words • “Uptalking” • “That’s just the way I talk.”ADAPT !! • CALL FOR A COMPLIMENTARY COACHING SESSION • THAT CONCLUDES #1

6. HERE’S #2: EARN ATTENTION - PAUSE • Calm • Confident • Clear, brief • Composed • Poised • Prepared • HOW? PAUSE - allow a beat or two - before speaking The Power of the Pause

7. HERE’S #2: EARN ATTENTION - PAUSE • Appear thoughtful; considerate of their P.O.V. • Whether or not you are ! • PAUSING trains them: “What I say next is confident and competent.” • THAT CONCLUDES #2

8. HERE’S #3: “Start With The Answer” • Remember the first example? “Freeway On-Ramp Answer” • What is the real answer they’re not giving? • Why do people answer like that? • Would you like to know exactly what to say? • PAUSE before speaking • In the PAUSE you become BRIEF AND CLEAR by using…

9. Technique: “Start With the Answer” “SWA” • An example • The benefits to the listener? • They get their answer and may ask questions. • The benefits to you? • You are brief. You sound confident. • You show respect for time with your level of detail. • You show self-control. You are poised and persuasive. • You are efficient and effective.

10. #3: “SWA” Has Three Brief Lines • “No.” • The proposed “cure” in very few words. (Do not use “but”.) • Ask whether they need more details.

11. #3: “SWA” - Practice • The question: ….. • Please read aloud with me your answer: • “No. • “It will be finished by 5 pm Tuesday.” • “Would you like more details?” • Now, let’s practice in pairs. Choose a partner. • Who’s asking the question, who’s answering?

12. “SWA” - Practice with Each Other • The question: “Will the report be done by 5 pm today?” • Read aloud your answer: • “No. • “It will be finished by 5 pm Tuesday.” • “Would you like more details?” • Practice til you hear the bell. • Now switch roles.

13. Use “SWA” All the Time • Saves confusion • Saves time • Always use it on voicemail • Always use it in email • Also use it to gain someone’s attention and keep it • THAT CONCLUDES #3

14. SUMMARY • HERE’S #1: LISTENER GRANTS ATTENTION • HERE’S #2: EARN ATTENTION - PAUSE • HERE’S #3: “START WITH THE ANSWER”

15. HERE’S HOW TO LEARN MORE • Coaching from The Bowman Company • Classes and Company Seminars: • LEADERSHIP • PERSONAL EFFECTIVENESS • TEAM EFFECTIVENESS • MENTORING • EFFECTIVE COMMUNICATION • CAREER MASTERY • And MORE

16. WOULD YOU LIKE TO TALK ABOUT THIS? • Sign the sign-in sheet or leave a card Thank You! Eva Bowman The Bowman Company (562) 429.3735