James E. Cayne, CEO of Bear Stearns - did you see him on TV as he announced that Bear Stearns had no liquidity problems?
Pam and I watched fascinated as he made up answers and improvised his way into history. What we were looking at was where his eyes went. Mainly, he looked straight ahead to answer questions. That's exactly what Idaho Senator Larry Craig did. Both were delivering memorized answers. Then, Cayne would look off to his right. He looked up-right and then level-right. What was he doing? He was creating his answers. They were off the script or away from the talking points.
In the study of Neuro-linguistic Programming, we learn that where a person looks tells you the type of information he or she is accessing. up-right is where people go to create a visual. level-right is where they go to create a sound.
The other thing Cayne did was the "stuck blink." That's when you seem unable to raise your eyelids, as though they're stuck. The person starts giving an answer and then blinks. If the blink gets stuck, you can tell that the person is unsure about what he's saying. The "stuck blink" is like President Bush's stammering. He's just not sure of the answer, or he's not sure how the reporters will accept it. Either way, he's not sure.
Pam and I have been studying facial cues for a long time. Normally, we just pay attention to the facial lines and movement that show us what that person's personality type and values are. But, lately, we're just having too much fun watching the CEOs stammer during CNBC interviews.
Want to learn how to do this? Just contact us via our website: www.aboutpeople.com
Saturday, March 15, 2008
Thursday, March 13, 2008
The Credibility Process - why bother?
The Credibility Process - why bother?
Pam and I have the unfortunate experience of getting called by people who do not care about building client relationships. Why they would call us is a puzzle, considering that everything we teach leads to enhancing or improving credibility, which directly affects client relationships.
After discussing it at length, we recognized that you could actually develop credibility without ever being liked by the other person – or developing relationships with them. Politicians and law enforcement officers have that kind of association with people – their constituents. Attorneys and CPAs often do, too. Some professionals can get away with it. Those people are acknowledged experts. You call them in to perform a highly specialized job because they are experts in that niche. You want them to perform brilliantly and then go away. Typically, you don’t want a relationship with them.
However, if having a relationship with someone is important to you, you will have to prove yourself at each stop along the way, proving yourself as both likeable and credible simultaneously. Who would this relate to? Coaches, consultants, leaders, motivators and sales people who also serve as consultants, such as financial advisors.
Credibility is the set of steps that you take to solidify your relationship, systematically proving your value and reinforcing it. If you do not know the specific steps, you’re kind of at a loss. Doing business without knowing the Credibility Process is like being a fan of the Texas Two-step and then entering yourself in a samba dancing contest. You’re in over your head and you’re likely to be doomed to repeat your mistakes over and over and over. As you should be, because you can’t fix anything when you don’t know what’s broken.
Want to learn how to build your Credibility? Just contact us via our website: www.aboutpeople.com
-- Michael Lovas
Pam and I have the unfortunate experience of getting called by people who do not care about building client relationships. Why they would call us is a puzzle, considering that everything we teach leads to enhancing or improving credibility, which directly affects client relationships.
After discussing it at length, we recognized that you could actually develop credibility without ever being liked by the other person – or developing relationships with them. Politicians and law enforcement officers have that kind of association with people – their constituents. Attorneys and CPAs often do, too. Some professionals can get away with it. Those people are acknowledged experts. You call them in to perform a highly specialized job because they are experts in that niche. You want them to perform brilliantly and then go away. Typically, you don’t want a relationship with them.
However, if having a relationship with someone is important to you, you will have to prove yourself at each stop along the way, proving yourself as both likeable and credible simultaneously. Who would this relate to? Coaches, consultants, leaders, motivators and sales people who also serve as consultants, such as financial advisors.
Credibility is the set of steps that you take to solidify your relationship, systematically proving your value and reinforcing it. If you do not know the specific steps, you’re kind of at a loss. Doing business without knowing the Credibility Process is like being a fan of the Texas Two-step and then entering yourself in a samba dancing contest. You’re in over your head and you’re likely to be doomed to repeat your mistakes over and over and over. As you should be, because you can’t fix anything when you don’t know what’s broken.
Want to learn how to build your Credibility? Just contact us via our website: www.aboutpeople.com
-- Michael Lovas
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