What to Know and Use to Generate Win-Win Conversations

Tim Wright, CEO*Wright Results, Inc.

888.635.2425www.wrightresults.com

To explore and enhance To explore and enhance speaking and listening skills (guidelines) speaking and listening skills (guidelines)

to enhance the participant’s ability to enhance the participant’s ability to communicate with others with to communicate with others with

clarity, ease, clarity, ease, andand energy energy..

Wright Results Copyright 20092

To distinguish a broader perspective of interpersonal To distinguish a broader perspective of interpersonal “communication”“communication”

To understand basic reasons (categories) for expressionTo understand basic reasons (categories) for expression To identify specific communication profiles and ways to apply To identify specific communication profiles and ways to apply

that knowledgethat knowledge To explore distinct guidelines to improve listening skillsTo explore distinct guidelines to improve listening skills To build a toolkit of ways to communicate with clarity, ease, To build a toolkit of ways to communicate with clarity, ease,

and energyand energy To learn ways to To learn ways to

Communicate with associates efficiently Ensure comprehension by clients Enhance our persuasive ability with others

Wright Results Copyright 20093

To distinguish a broader perspective of interpersonal To distinguish a broader perspective of interpersonal “communication”“communication”

To understand basic reasons (categories) for expressionTo understand basic reasons (categories) for expression To identify specific communication profiles and ways to apply To identify specific communication profiles and ways to apply

that knowledgethat knowledge To explore distinct guidelines to improve listening skillsTo explore distinct guidelines to improve listening skills To build a toolkit of ways to communicate with clarity, ease, To build a toolkit of ways to communicate with clarity, ease,

and energyand energy To learn ways to To learn ways to

Communicate with associates efficiently Ensure comprehension by clients Enhance our persuasive ability with others

Wright Results Copyright 20094

To distinguish a broader perspective of interpersonal To distinguish a broader perspective of interpersonal “communication”“communication”

To understand basic reasons (categories) for expressionTo understand basic reasons (categories) for expression To identify specific communication profiles and ways to apply To identify specific communication profiles and ways to apply

that knowledgethat knowledge To explore distinct guidelines to improve listening skillsTo explore distinct guidelines to improve listening skills To build a toolkit of ways to communicate with clarity, ease, To build a toolkit of ways to communicate with clarity, ease,

and energyand energy To learn ways to To learn ways to

Communicate with associates efficiently Ensure comprehension by clients Enhance our persuasive ability with others

Wright Results Copyright 20095

To distinguish a broader perspective of interpersonal To distinguish a broader perspective of interpersonal “communication”“communication”

To understand basic reasons (categories) for expressionTo understand basic reasons (categories) for expression To identify specific communication profiles and ways to apply To identify specific communication profiles and ways to apply

that knowledgethat knowledge To explore distinct guidelines to improve listening skillsTo explore distinct guidelines to improve listening skills To build a toolkit of ways to communicate with clarity, ease, To build a toolkit of ways to communicate with clarity, ease,

and energyand energy To learn ways to To learn ways to

Communicate with associates efficiently Ensure comprehension by clients Enhance our persuasive ability with others

Wright Results Copyright 20096

To distinguish a broader perspective of interpersonal To distinguish a broader perspective of interpersonal “communication”“communication”

To understand basic reasons (categories) for expressionTo understand basic reasons (categories) for expression To identify specific communication profiles and ways to apply To identify specific communication profiles and ways to apply

that knowledgethat knowledge To explore distinct guidelines to improve listening skillsTo explore distinct guidelines to improve listening skills To build a toolkit of ways to communicate with clarity, ease, To build a toolkit of ways to communicate with clarity, ease,

and energyand energy To learn ways to To learn ways to

Communicate with associates efficiently Ensure comprehension by clients Enhance our persuasive ability with others

Wright Results Copyright 20097

To distinguish a broader perspective of interpersonal To distinguish a broader perspective of interpersonal “communication”“communication”

To understand basic reasons (categories) for expressionTo understand basic reasons (categories) for expression To identify specific communication profiles and ways to apply To identify specific communication profiles and ways to apply

that knowledgethat knowledge To explore distinct guidelines to improve listening skillsTo explore distinct guidelines to improve listening skills To build a toolkit of ways to communicate with clarity, ease, To build a toolkit of ways to communicate with clarity, ease,

and energyand energy To learn ways to To learn ways to

Communicate with associates efficiently Ensure comprehension by clients Enhance our persuasive ability with others

Wright Results Copyright 20098

To distinguish a broader perspective of interpersonal To distinguish a broader perspective of interpersonal “communication”“communication”

To understand basic reasons (categories) for expressionTo understand basic reasons (categories) for expression To identify specific communication profiles and ways to apply To identify specific communication profiles and ways to apply

that knowledgethat knowledge To explore distinct guidelines to improve listening skillsTo explore distinct guidelines to improve listening skills To build a toolkit of ways to communicate with clarity, ease, To build a toolkit of ways to communicate with clarity, ease,

and energyand energy To learn ways to To learn ways to

Communicate with associates efficiently Ensure comprehension by clients Enhance our persuasive ability with others

Wright Results Copyright 20099

To distinguish a broader perspective of interpersonal To distinguish a broader perspective of interpersonal “communication”“communication”

To understand basic reasons (categories) for expressionTo understand basic reasons (categories) for expression To identify specific communication profiles and ways to apply To identify specific communication profiles and ways to apply

that knowledgethat knowledge To explore distinct guidelines to improve listening skillsTo explore distinct guidelines to improve listening skills To build a toolkit of ways to communicate with clarity, ease, To build a toolkit of ways to communicate with clarity, ease,

and energyand energy To learn ways to To learn ways to

Communicate with associates efficiently Ensure comprehension by clients Enhance our persuasive ability with others

Wright Results Copyright 200910

Sending the messageSending the message Monitoring the messageMonitoring the message Monitoring reception of the messageMonitoring reception of the message Receiving the messageReceiving the message

Wright Results Copyright 200911

Sending the messageSending the message Monitoring the messageMonitoring the message Monitoring reception of the messageMonitoring reception of the message Receiving the messageReceiving the message

Wright Results Copyright 200912

Sending the messageSending the message Monitoring the messageMonitoring the message Monitoring reception of the messageMonitoring reception of the message Receiving the messageReceiving the message

Wright Results Copyright 200913

Sending the messageSending the message Monitoring the messageMonitoring the message Monitoring reception of the messageMonitoring reception of the message Receiving the messageReceiving the message

Wright Results Copyright 200914

To informTo inform To educateTo educate To persuadeTo persuade To entertainTo entertain

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DDominanceominance IInfluencenfluence SSteadinessteadiness CComplianceompliance

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Dominance of Dominance of problems problems (not people)(not people) Looking for Looking for resultsresults Communicates Communicates directlydirectly Wants Wants factsfacts, not opinions, not opinions Extroverted, Extroverted, tasktask-oriented-oriented

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Influence of Influence of peoplepeople Looking for “the Looking for “the experienceexperience”” Communicates Communicates indirectlyindirectly Talks with Talks with handshands Extroverted, Extroverted, peoplepeople-oriented-oriented

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Steadiness of Steadiness of pacepace Looking for Looking for securitysecurity Communicates Communicates indirectlyindirectly Has a “poker” faceHas a “poker” face Introverted, Introverted, peoplepeople-oriented-oriented

Wright Results Copyright 200919

Compliance with Compliance with processprocess Looking for Looking for informationinformation Communicates Communicates directlydirectly Asks detailed Asks detailed questionsquestions Introverted, Introverted, tasktask-oriented-oriented

Wright Results Copyright 200920

Just listen.Just listen. Skill the activity.Skill the activity. Value clarifying. Value clarifying. Manage your memory.Manage your memory. Wrap up with feedback.Wrap up with feedback.

Wright Results Copyright 200921

Just listen.Just listen. Skill the activity.Skill the activity. Value clarifying. Value clarifying. Manage your memory.Manage your memory. Wrap up with feedback.Wrap up with feedback.

Wright Results Copyright 200922

Just listen.Just listen. Skill the activity.Skill the activity. Value clarifying. Value clarifying. Manage your memory.Manage your memory. Wrap up with feedback.Wrap up with feedback.

Wright Results Copyright 200923

Just listen.Just listen. Skill the activity.Skill the activity. Value clarifying. Value clarifying. Manage your memory.Manage your memory. Wrap up with feedback.Wrap up with feedback.

Wright Results Copyright 200924

Just listen.Just listen. Skill the activity.Skill the activity. Value clarifying. Value clarifying. Manage your memory.Manage your memory. Wrap up with feedback.Wrap up with feedback.

Wright Results Copyright 200925

CClarity*larity*EEase*ase*EEnergynergy Know what you want to sayKnow what you want to say Monitor your message (remember?)Monitor your message (remember?) Don’t project “need to know”Don’t project “need to know” Intuit “want to know”Intuit “want to know”

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Look for their style (profile)Look for their style (profile) Know your own style (profile)Know your own style (profile) Adapt without sacrificeAdapt without sacrifice

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Know your purposeKnow your purpose Know your recipient’s purposeKnow your recipient’s purpose Use a wrap-up techniqueUse a wrap-up technique

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AskAsk Ask moreAsk more Ask still moreAsk still more Adapt as the answers requireAdapt as the answers require AskAsk

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Wright Results Copyright 200930

Questions?Questions?Who’s got a Who’s got a question?question?

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Thank you!Thank you!

If you believe there’s any way I may help If you believe there’s any way I may help you,you,

it’s up to you to call or e-mail me.it’s up to you to call or e-mail me.

I hope you will.I hope you will.

888.635.2425888.635.2425tim@wrightresults.comtim@wrightresults.com