Communication Style
“Tell me about a time when your communication style influenced a decision.”
- “I was the key contact during the labor negotiations of
a contract dispute. As the leader of the negotiations in one
particular case I was able to let the opposing side know that
I heard its issues and that we were trying to accom¬plish a
compromise. At the same time, we weren’t willing to give in
completely on some of the key points. Because they saw that
I was being open, they trusted me and talked to me openly. In
the end we were able to satisfy both sides.”
- “I am an experienced presenter and often make presentations
to groups of major decision makers. There was a particular time
that I spoke to key decision makers in a multimillion dollar
investment firm. By finding out what their expectations and
needs were in the beginning and letting them know that I understood
their expectations, I was able to influence them to buy our
entire system.”
- “I find the key to successful communications and sales is
to see the problem from the customer’s point of view. I had
a customer who did not think he needed my product. He was only
going to hear me out because he liked me. I began by asking
him about his business, and once I started questioning him,
I found out that he would benefit greatly from the product.
I spent almost four hours talking to him about his business
and what we could do for him. The problem was that no one had
taken the time to listen to his needs. People just started selling
to him. I ended up with a good customer as a result of listening.”
阅读导航 Ability to Influence Others