executive presence raising your game in sales - sothebys 22.6
TRANSCRIPT
LYNN BAKER
Executive Presence Coach
Certified Public Speaking Coach
Business Image Consultant
Professional Speaker
Business Woman
BEHAVIOURS
Impeccable appearance
Respect themselves and others
Value and develop people
Excellent Communicators
High levels of energy / charisma
Powerful personal brands
HARD SKILLS(Quantifiable)
AccountingFinance
LegalTechnical
ComputerStats
SOFT SKILLS(Unmeasurable)
Attitude• Optimistic• Enthusiastic• Permanently Positive
Behaviour• People skills• Social Behaviour• Communication skills
Credibility• Personal Brand• Reputation Management• Professional Image• Non-verbal comms
Hard skills=15%
Soft skills
85%
100%success
Hard SkillsAccounting
FinanceTechnical
Computer
Soft SkillsSocial skillsCommunicationValuesBehaviourAttitudeImage
Source – Carnegie Foundation & Stanford University
Charisma
* Magnetic energy
* Optimistic
* Enthusiasm
* Positive attitude
* Humility
Personal Intelligence
Self ConfidenceSelf esteemSelf worth
Values
Building Trust and developing Rapport
• Emotionally engage - show Empathy• Show genuine interest in the other person• Ask Open ended questions – how, when, why • Show compassion - let them know you care• Find common ground
I will be honest with you about the challenges we face Demonstrating Values - Honesty
I will listen to you, even when we disagree Demonstrating Empathy
I ask you to join in the remaking of the nation Demonstrating Engagement
This cannot happen without you Demonstrating Empowerment
Lets look after ourselves and each other Demonstrating Compassion
Gravitas
The darker the colour the greater the perception of authority
StrongAuthoritativeDominantControlledSophisticated
Negative….IntimidatingUnapproachable
Psychology of colour
Black Grey
The darker the colour the greater the perception of authority
ProfessionalFormalApproachableWisdomDignified
Negative….BoringRigid
StrongAuthoritativeDominantControlledSophisticated
Negative….IntimidatingUnapproachable
Psychology of colour
Power, energy, determination, authority
StrongAuthoritativeDominantControlledSophisticated
Psychology of colour
PowerEnergyPassionDriveDeterminationCourage(Lust)
+
Hues of BlueNavy Blue
ConfidentTrustworthyHonestReliableIntegrityResponsibility__________CalmingReduces tension
Psychology of colour
OpenSelf-sufficientAmbitiousDeterminedControlled
6 Elements of Executive Presence
1 Feel good about yourself
2 Permanently positive attitude
3 Shift from competence to Business Intelligence
4 Shift from Communicating to Connecting
5 Develop a Powerful Personal Brand & Promote it
6 Live your personal brand with pride