ADAPTABILITY-Can You Connect With Others?

Connecting with People

 

How well you speak the other person’s language?  How well you get on that person’s wavelength?  There are some people, as professional as they are, as knowledgeable as they are, as helpful as they are, that simply just rub you the wrong way.  They’re just not your kind of people.

All of us are different, yet all of us are the same.

 

I remember when I moved from New York City to San Diego, I found a whole different world. I treated people in San Diego according to The Golden Rule – I treated them as I wanted to be treated – as a New Yorker wanted to be treated. I found out that the way people did business in San Diego wasn’t the way people did business in New York City. And even though I was doing things competently with knowledge and with ethics, it was my approach that turned people off. It wasn’t what I was asking them to do that prompted them to “dig in their heels.” It was how I was asking them.  I just came on too strong.  It wasn’t too strong in New York; it was too strong in San Diego.  Too fast-paced.  Just a whole different approach.  I had to get on their wavelength.

 

We all listen-make what you have to say worthy of that effort.

So, it’s important that you learn to vary your presentation, to vary your pace, to vary your language based on the type of people you’re speaking to.  I mean, if you’re calling on somebody who is a bottom-line, time-disciplined, fact-oriented, busy, results-oriented individual, are you going to go in, spend ten or fifteen minutes “chit-chatting” or socializing trying to get to know that person?  Obviously not!  If you’re calling on somebody who’s a very friendly, outgoing person who likes to talk about sports and likes to talk about family and likes to talk about just various things about business and wants to get to know somebody first and you walk in and bottom-line everything with little or no social talk, do you think that might irritate that person?  Definitely!  So, you have to size people up and get on their wavelength to create chemistry so that person will say, “Hey, you’re the type of person I want to do deal with on a long-term basis.”

 

This whole approach is called ‘adaptability” – your ability to change your approach, to change your strategy, depending on the situation or the person you’re dealing with. That’s how you really connect with people quicker, deeper and longer.

 

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About Assessment Business Center
Dr. Tony Alessandra has a street-wise, college-smart perspective on business, having been raised in the housing projects of NYC to eventually realizing success as a graduate professor of marketing, entrepreneur, business author, and hall-of-fame keynote speaker. He earned a BBA from the Univ. of Notre Dame, an MBA from the Univ. of Connecticut and his PhD in marketing from Georgia State University. In addition to being president of Assessment Business Center, a company that offers online 360º assessments, Tony is also a founding partner in The Cyrano Group and Platinum Rule Group--companies which have successfully combined cutting-edge technology and proven psychology to give salespeople the ability to build and maintain positive relationships with hundreds of clients and prospects. Dr. Alessandra is a prolific author with 27 books translated into over 50 foreign language editions, including the newly revised, best selling The NEW Art of Managing People (Free Press/Simon & Schuster, 2008); Charisma (Warner Books, 1998); The Platinum Rule (Warner Books, 1996); Collaborative Selling (John Wiley & Sons, 1993); and Communicating at Work (Fireside/Simon & Schuster, 1993). He is featured in over 50 audio/video programs and films, including Relationship Strategies (American Media); The Dynamics of Effective Listening (Nightingale-Conant); and Non-Manipulative Selling (Walt Disney). He is also the originator of the internationally-recognized behavioral style assessment tool - The Platinum Rule®. Recognized by Meetings & Conventions Magazine as "one of America's most electrifying speakers," Dr. Alessandra was inducted into the Speakers Hall of Fame in 1985. In 2009, he was inducted as one of the “Legends of the Speaking Profession,” in 2010 and 2011 he was selected as one of the Top 5 Marketing Speakers by Speaking.com, and in 2010 Tony was elected into the inaugural class of the Sales Hall of Fame. Tony's polished style, powerful message, and proven ability as a consummate business strategist consistently earn rave reviews and loyal clients. Contact information for Dr. Tony Alessandra: • Dr. Tony’s Products: http://www.alessandra.com/products/index.asp • Keynote Speeches: Holli Catchpole: Phone: 1-760-603-8110 ● Email: Holli@SpeakersOffice.com • Corporate Training: Scott Zimmerman: Phone: 1-330-848-0444 x2 ● Email: Scott@PlatinumRuleGroup.com • Cyrano CRM System: Scott Zimmerman: Phone: 1-330-848-0444 x2 ● Email: Scott@PlatinumRuleGroup.com

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