Monday, 13 December 2010
Motion creates Emotion
To emphasise your point, get up and walk about, movement will help you sound more enthusiastic and the opposite is also true, sitting down will take your voice tones back down.
Your Sitting position in your chair will affect they way you sound, a poor posture closes your airways and makes you sound flat.
Please use these simple technique’s in moderation, you don’t need to go from Barry White to Donald Duck.
Your Sitting position in your chair will affect they way you sound, a poor posture closes your airways and makes you sound flat.
Please use these simple technique’s in moderation, you don’t need to go from Barry White to Donald Duck.
Tonal Pitching
This is simply moving the tones of your voice to emphasise your point.
When speaking about your clients company, lift your tone to sound more positive and when speaking about their current company drop your tone so it’s flatter.
When speaking to people quite often they don’t remember exactly what you have said to them, but using this technique will leave a positive impression on them about your client.
When speaking about your clients company, lift your tone to sound more positive and when speaking about their current company drop your tone so it’s flatter.
When speaking to people quite often they don’t remember exactly what you have said to them, but using this technique will leave a positive impression on them about your client.
Negative Pitching
This is also sometimes called “expanding the gap”, it refers to the candidate registration form, where you ask “what are the three main things you don’t like about your current job”.
The first thing to remember about negative pitching is do not be general, do not be negative about their current company, nobody wants to think they have just wasted years of their life working for a company who was not right for them.
Ask the question, what is it you don’t like, take points from their answer and ask more question about them, so what you are doing is expanding the dislikes, these points could be very important later on in the recruitment cycle. If someone is not agreeing with you when you are doing this, did they tell you the truth, if not why?
The first thing to remember about negative pitching is do not be general, do not be negative about their current company, nobody wants to think they have just wasted years of their life working for a company who was not right for them.
Ask the question, what is it you don’t like, take points from their answer and ask more question about them, so what you are doing is expanding the dislikes, these points could be very important later on in the recruitment cycle. If someone is not agreeing with you when you are doing this, did they tell you the truth, if not why?
Balance the Pitch
It’s too good to be true;
Pitching a job or a candidate and saying everything is “amazing”, you would really love it, will only get you one response, their lying it sounds to good to be true.
The trick is using negative points as and spinning them into positives, a general rule is balance a pitch with positive and negative.
I.e.
This is a brilliant place to work, they take great care in who they employ, they invest a great deal into staff mirall, working conditions, making sure people are working to their strengths and are happy.
Now I’m not saying this place is Shangri-La, for them it simply makes good business sense and it cheaper, happier people work harder, stay longer allowing them to promote from within, so they can recruit at lower a level which is cheaper.
At this point 9 times out of 10 the candidate jumps in and says, “I’m glad they understand that”, if you let the candidate speak they will start to sell the role to themselves and all you have to do is agree.
It’s a lot easier.
If they don’t but in, ask them, is your current company like that?
If no, let them tell you the things they don’t like about it (write them down) they will come off this call with a good feeling about you and the job you pitched and a bad one about their current company.
If yes, you know it a good place to work, you might wont to recruit for them latter, also you know this is not an area to close on.
Pitching a job or a candidate and saying everything is “amazing”, you would really love it, will only get you one response, their lying it sounds to good to be true.
The trick is using negative points as and spinning them into positives, a general rule is balance a pitch with positive and negative.
I.e.
This is a brilliant place to work, they take great care in who they employ, they invest a great deal into staff mirall, working conditions, making sure people are working to their strengths and are happy.
Now I’m not saying this place is Shangri-La, for them it simply makes good business sense and it cheaper, happier people work harder, stay longer allowing them to promote from within, so they can recruit at lower a level which is cheaper.
At this point 9 times out of 10 the candidate jumps in and says, “I’m glad they understand that”, if you let the candidate speak they will start to sell the role to themselves and all you have to do is agree.
It’s a lot easier.
If they don’t but in, ask them, is your current company like that?
If no, let them tell you the things they don’t like about it (write them down) they will come off this call with a good feeling about you and the job you pitched and a bad one about their current company.
If yes, you know it a good place to work, you might wont to recruit for them latter, also you know this is not an area to close on.
7%
7% The meaning of words
38% Paralinguistic, the way you say it
55% Body language
This means when you are speaking to people the words you are using only accounts for 7%.
The way you use words has a far larger impact, it could be argued that is does not really matter what you say to people, only the way you say it.
The largest impact you have on people is body language, what are you saying with your body?
In varying circumstances body language can go up to as high as 93%.
This is true if you are on the phone or face to face.
So if you are there conversing or simply conversing with a client, use you body and you vocal tones to maximise the impact you have.
For example if you sit there slouched in your chair, speaking in a monotone voice, you are going to sound uninterested and lazy, simply go through the motions.
If you are doing an action, make it count, it more interesting for you and will bring more success.
Example; your conversing for the afternoon, you could make 200 bad calls and get nothing, finish off board, having wasted everybody’s time.
Or by the time you have finished off you 10th call the afternoons gone in a flash, you’ve been successful, times flow past and you’ve made money.
A pleasure, a fun afternoon joking with people or feeling depressed, your chose.
38% Paralinguistic, the way you say it
55% Body language
This means when you are speaking to people the words you are using only accounts for 7%.
The way you use words has a far larger impact, it could be argued that is does not really matter what you say to people, only the way you say it.
The largest impact you have on people is body language, what are you saying with your body?
In varying circumstances body language can go up to as high as 93%.
This is true if you are on the phone or face to face.
So if you are there conversing or simply conversing with a client, use you body and you vocal tones to maximise the impact you have.
For example if you sit there slouched in your chair, speaking in a monotone voice, you are going to sound uninterested and lazy, simply go through the motions.
If you are doing an action, make it count, it more interesting for you and will bring more success.
Example; your conversing for the afternoon, you could make 200 bad calls and get nothing, finish off board, having wasted everybody’s time.
Or by the time you have finished off you 10th call the afternoons gone in a flash, you’ve been successful, times flow past and you’ve made money.
A pleasure, a fun afternoon joking with people or feeling depressed, your chose.
Learn to speak
This might sound strange as we can speak already or can we.
What is your market place, what type of people typical work within it, do you sound like they do?
The best way to learn to speak properly is to read books, anything you do to invest in yourself is always a positive thing.
The ability to be able to speak properly and clearly is essential in this business, you will be judged on it, by everybody.
There is nothing wrong with ascents, it is part of who you are, but it is up to you to make sure every word you say to anybody is clear and can be easily understood.
Once your speaking is clear, you need to look at timing, speaking too quickly will make you sound nervous and unsure of yourself.
Too slowly and people will interrupt you or get board, practice practice practice, use your friends for training.
A good indicator is are you out of breath when you have finished a sentence, if so your timing is off, you should be able to breath normally.
Clearly, well timed speech, now add pitch and motion.
Motion is easy, stand up and work about when you are speaking to people on the phone, sit down when you wish to sound more serous, use your arms to gesture, extra.
Pitch, what word are you using and what emesis do you wish to put on it, lowering your voice can make you sound more serous, negative, raising it can be the opposite.
Think about every word your saying and emesis what meaning you wish to put behind it.
Don’t worry after a wile if becomes automatic.
It is worth mimicking a few of the speech traits of the person you are speaking to, do not sound like you are taking the micky, but properly integrated it will make them feel at home, relaxed, you will get more information that way.
Meaning, pitch, tone, movement, mixed with clear well timed words.
Taking the time to do learn this will have the biggest impact on your life.
What is your market place, what type of people typical work within it, do you sound like they do?
The best way to learn to speak properly is to read books, anything you do to invest in yourself is always a positive thing.
The ability to be able to speak properly and clearly is essential in this business, you will be judged on it, by everybody.
There is nothing wrong with ascents, it is part of who you are, but it is up to you to make sure every word you say to anybody is clear and can be easily understood.
Once your speaking is clear, you need to look at timing, speaking too quickly will make you sound nervous and unsure of yourself.
Too slowly and people will interrupt you or get board, practice practice practice, use your friends for training.
A good indicator is are you out of breath when you have finished a sentence, if so your timing is off, you should be able to breath normally.
Clearly, well timed speech, now add pitch and motion.
Motion is easy, stand up and work about when you are speaking to people on the phone, sit down when you wish to sound more serous, use your arms to gesture, extra.
Pitch, what word are you using and what emesis do you wish to put on it, lowering your voice can make you sound more serous, negative, raising it can be the opposite.
Think about every word your saying and emesis what meaning you wish to put behind it.
Don’t worry after a wile if becomes automatic.
It is worth mimicking a few of the speech traits of the person you are speaking to, do not sound like you are taking the micky, but properly integrated it will make them feel at home, relaxed, you will get more information that way.
Meaning, pitch, tone, movement, mixed with clear well timed words.
Taking the time to do learn this will have the biggest impact on your life.
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