physical and mental energies – Dr. Daniele Trevisani – Formazione Aziendale, Ricerca, Coaching

An Analyst’s Mind

trevisani@studiotrevisani.it — Fri, 09 Apr 2021 15:57:32 +0000

© Article translated from the book “Strategic Selling: Psicologia e Comunicazione per la Vendita Consulenziale e le Negoziazioni Complesse” (Strategic Selling: Psychology and Communication for Consulting Sales and Complex Negotiations) copyright Dr. Daniele Trevisani Intercultural Negotiation Training and Coaching, published with the author’s permission. The Book’s rights are on sale and are available. If you are interested in publishing the book in English, or any other language, or seek Intercultural Negotiation Training, Coaching, Mentoring and Consulting, please feel free to contact the Website on Intercultural Negotiation

__________

Today’s article is about the importance – for negotiators – of having an analyst’s mind to observe, analyse and understand what happens around them, grasping all meanings behind words and gestures.

The world of sales and marketing is made up of choices.

As Mick notes, “the macro–marketing system is, to a large extent, the function of many micro marketing decisions made every day.”

And, for every micro-decision, our mind must be prepared to carry out quick, sometimes even immediate, analyses.

Complex selling can be considered as the function of many micro and macro behavioural and strategic skills (such as the ability to conduct a conversation, observe non-verbal details, doing scenario analysis, planning and creating projects and reports, etc.).

The analyst’s mind does not stop at deskwork, but can be found in every contact, in every handshake, in every meeting and in every analysis.

Nothing is overlooked.

It also includes macro skills, such as the ability to carry out socio-economic analyses, to design complex plans, to process data, to carry out an entire scenario analysis and to set up a strategy.

No one can expect to conclude deals or create complex projects without having, or developing, a deep analytical attitude or an “analyst’s mind“.

An analyst always asks himself “why”. He notices signs and symptoms, develops hypotheses, looks for more information, researches, wants to understand.

This attitude, called strategic empathy, includes different levels of understanding, a strategic attention to the client:

behavioural empathy (understanding all behaviours of the company/client, with whom we want to work and interact),

cognitive empathy (understanding how other people think),

emotional empathy (understanding other people’s emotional state),

relational empathy (understanding others’ relationships network).

Let’s think about the opposite:

we do not understand others’ behaviours and we cannot grasp their meaning,
we do not understand the reasons of what is happening,
we do not understand what role the other party is playing,
we do not understand how other people think and we believe that they think exactly as we want them to think according to our logic.

Let’s also imagine what it means to carry the burden of emotional insensitivity, the inability to grasp emotional nuances or to understand if the person we are dealing with is sad or happy.

Let’s imagine what it means to be indifferent to how and why the person in front of us reacts to a choice – or to some aspects of the project we are developing – in a certain way, instead of another, without being able to understand what worries him/her, or what interests him/her.

And again, let’s think about the problem of cultural gaffes that can offend a foreign executive, whose position is extremely important for the success of the deal.

Another major issue concerns the insensitivity towards the decision-making framework, the power relationships, the power matrix, the risk of not understanding whether we are dealing with a real decision maker or with a simple emissary, an influencer, or with someone who has no power. Wasting time is not pleasant for anyone.

the lack of an analyst’s mind can lead us to lose sight of people and corporate roles that we should involve in projects, even though we are completely neglecting them, and, even worse, to take inter-relationships for granted, for example we do not understand that there is a gravity centre (key concepts and people) in every purchase, in every decision.

A large part of complex negotiations consists in “attracting” decision-making gravity centres, and in the ability to manage personal meetings and develop human relationships.

In this difficult world, only knowledgeable people and people who have an “analyst’s mind” can penetrate hostile systems, identifying priorities and the “moves sequence” that can help them shift the decision-making balance in their favour.

People who have an analyst’s mind ask the following questions: “Why are you saying this?”, “Why are you saying this now?”, “What lies behind this question?”, “Why is Dr. X… not present at this meeting, while he was present at the other one? “,” For what reasons could they say no to us? “,” What unique products can we offer? “. Obviously, there are many other questions, but they are never stereotyped, never the same.

For complex projects, an overview ability is needed to understand all relationship systems.

grasping the meaning of a macro-project, understanding when it’s time to have a meeting, identifying what critical information are needed (Info-Gap) and examining negotiation’s micro-details are all part of the overview skills.

Micro-analysis skills are equally essential (e.g. understanding how a phone call, a meeting, a handshake, a glance or a gesture is managed). After that, we can focus again on macro-details and, when needed, rethink an entire strategy.

In other words, business successes depend not only on great strategies, but also on the ability to achieve results in every single sale and become proficient in every single conversation that is part of the sales line.

The sales’ action line, as well as the action line of negotiations, require specific sensitivity: we must be sensitive to “holistic” communication, where every action, behaviour, or non-action has a meaning.

We must develop and improve this sensitivity through daily practice, contact after contact, negotiations after negotiations, meeting after meeting, phone call after phone call, etc.

This ability is useful in any situation and can help us understand the place where we must park near the client company, if we must open the door to someone or not, if we must offer a coffee or a gift, etc.

Strategic sales and complex negotiation professionals have a way of working that is also a way of being.

Corporate titans and small businesses must continuously face “moments of truth” in their Business-to-Business negotiations with distributors, suppliers, sales networks, corporate buyers, such as face-to-face meetings, discussions, emails, presentations, answers to questions, etc.

For each of them taking care of their relationship skills and of their personal skills of analysis and communication is essential and can help them develop large projects and important sales.

__________

For further information see:

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World’s most famous expert in intercultural communication
World’s most famous expert in intercultural negotiation
self-knowledge
knowledge of others
ways of relating
an analyst’s mind
micro and macro behavioural and strategic skills
strategic empathy
strategic attention to the client
behavioural empathy
cognitive empathy
emotional empathy
relational empathy
power matrix
decision-making gravity centres
identifying critical information
sales’ action line

L'articolo An Analyst’s Mind proviene da Dr. Daniele Trevisani - Formazione Aziendale, Ricerca, Coaching.

Companies Look at Each Other Again: The Supremacy of Face-to-Face Communication

trevisani@studiotrevisani.it — Wed, 07 Apr 2021 15:59:25 +0000

__________

Today, I would like to talk about the increasing importance of face-to face communication and the supremacy of the human factor in negotiations, that force us to analyse our interlocutor’s mental framework and to create helping and winning relationships with our clients.

The mental approach of professional communicators and negotiators is completely focused on the objectives that must be achieved through the evaluation of the interlocutors’ mental framework.

Nobody can talk to a wall. Professional communicators, salespeople and negotiators talk “with” someone, they have to deal or negotiate “with” someone. They must understand how the other person thinks.

As an expert in Senior Sales Coaching, Antonio Greci, argues:

Strategic Selling is a way of being.
Strategic Selling is not a procedure.
Strategic Selling professionals can be recognized by the fact that they listen deeply.
The main talent of those who practice Strategic Selling is to be naturally empathetic.

The presence of “other people” therefore forces us to become analysts and to understand:

if we are dealing with a person or company who has a strong propensity to plan or not;
if our interlocutor is looking for a quick and immediate remedy, moved by urgencies, or if he/she is in no hurry;
if we are dealing with materialistic or narrow-minded people or with deeply humane people;
if we are working with someone looking for a pure personal advantage or with someone who’s looking for his/her company advantage, or a mix of both;
which benefits our counterpart seeks for himself/herself and which benefits he/she seeks for his/her company.

It is equally essential to understand if there is only the possibility to sell a single product or if – on the contrary – we will be able to create the conditions to become a continuous and trusted supplier, the multi-year partner of a customer with whom we are going to create long-term projects.

Some clients act instinctively, even irrationally, other clients think with cold logic.

Concerning all these variables, we cannot take the buyer’s psychology for granted. Each buyer possesses a psychological profile to frame.

In fact, we can deal with non-planning-oriented people, whose time perspective is limited to the day after, or with long-term oriented people, who work not only for themselves, but also for those who will follow them in the company and in life.

The former do not ask themselves what the long-term consequences of their choices will be. The latter do.

Negotiation can be considered as a meeting with human variety.

We need to get into the right mindset to deal with any kind of mentality, to meet any kind of attitude, culture and values. Otherwise, we would be able to negotiate only with a certain type of customers and not with others. This concept of “communicational stretching” helps us being effective with different types of customers. Here lies the flexibility of professional communicators and negotiators.

A gear manufacturer who wants to sell products to a machine manufacturer certainly cannot think of resorting to television advertising in prime time, “aiming” at 10 million viewers, hoping to find among them 3 or 4 important decision makers, like purchasing managers and executives of that company. 

Every business can take two main paths:  

advertising communications, which is often expensive, conformed and based on enormous budgets. It is the result of a mirage made of useless senseless sparkles; and

– especially in Business to Business – the choice to train as professionals in the field of interpersonal negotiations and human meetings, made of real people.

For most companies and organizations, it makes no sense to invest in a large-scale advertising. We need to learn how to get the attention of decision makers. A more focused approach is needed. 

Advertising is not useless, it is a tool used in very specific cases, but it should not be confused with communication in a broad sense. They are two legs with which companies run: the leg of advertising is often beautiful and massaged, while the leg of human communication and negotiation is usually amputated. 

We are surrounded and pestered by advertisements, by messaging technologies, to the point of nausea. We have been filled with lies and empty promises, and we do not trust anything and anyone anymore, but we have good reason to be tired. 

For this reason, the importance of the human factor and the human encounter started growing again: looking into each other’s eyes, wanting to understand who we are dealing with, has become essential to build projects that really matter.

The business of the future is the result of projects that companies carry out together with other companies, through people in flesh and blood. This is the return of human supremacy.

Working in partnership with customers is a challenge. It means building tailor-made projects for customers from the beginning, having the ability to offer uniqueness, specific advice, quality and, above all, “added relational value” that makes the difference between us and others.

The world of face-to-face business human meetings is more “real” than advertising and much more frequent for small, medium and large companies. Since it is a daily occurrence, it is essential for companies to train on this topic.

The fate of projects destined to change entire companies and the future of their staff and families is decided by the skills of a few people in a few hours of negotiation.

There, on the “stage” of sales and negotiations, the fate of companies is at stake, but, whatever happens, we want to remain on this “stage”.

__________

For further information see:

TAGS:

ALM business method
acting like professionals
active training
achieving results
awareness of one’s role in negotiation
Best coach in intercultural communication in the world
Best coach in intercultural facilitation in the world
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book on strategic selling
breaking the barriers of incommunicability
building relationships
communication difficulties
communication skills
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Communication techniques intercultural communication
Communication techniques intercultural negotiation
communication training
conversational skills
creative strategies
cross cultural communication
cross cultural misunderstanding
cross-cultural adaptation
cultural systems
dialogue between companies
different cultural approach
different cultural context
direct line of communication
disagreements
Effective intercultural negotiation techniques
face-to-face communication
fighting spirit
front-line communication
Get-Ready Mind Set
helping relationships
high-context cultures
How cultural differences affect negotiations?
How does culture influence negotiation?
Human Potential
intercultural communication
intercultural communication book
Intercultural communication books
Intercultural Communication Coaching
intercultural communication pdf
Intercultural Communication Trainers
Intercultural Communication Training
Intercultural conversation management techniques
Intercultural Negotiation
Intercultural negotiation books
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What are the 5 stages of negotiation?
What is effective intercultural negotiation?
What is intercultural negotiation?
winning relationships
working on attitudes
working on skills
World’s most famous expert in intercultural communication
World’s most famous expert in intercultural negotiation
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human value
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focused approach
face-to-face business human meetings
offering uniqueness
offering quality
offering advice
offering added relational value
advertising
creating the conditions to become a long trusted supplier
different mindset
different mentality

L'articolo Companies Look at Each Other Again: The Supremacy of Face-to-Face Communication proviene da Dr. Daniele Trevisani - Formazione Aziendale, Ricerca, Coaching.

The Get-Ready Mindset: The Mental Approach of Professionals

trevisani@studiotrevisani.it — Tue, 30 Mar 2021 17:02:02 +0000

__________

In the following article I would like to introduce the concept of the “Get-Ready Mindset”, explaining the importance of an adequate preparation both on self-analysis and on the analysis of other people’s way of thinking and behaviours.

It is not easy explaining in a few words what the Get-Ready Mindset is, but I will try to do so by using a metaphor: it is the preparation work that boxers, karateka, or kickboxers do before facing an important match.

This preparation consists of studying the opponent’s moves, analysing the videos of his/her fights and any possible material concerning him/her, such as what fighting styles he/she may know, his/her masters, his/her preferences, his/her previous defeats , who defeated him/her and how, what are his/her winning strokes, with whom he/she trains, etc.. It includes studying his/her resume, his/her history and the way he/she moves, searching for his/her strengths and weaknesses.

After having analysed the “other”, it’s time to analyse ourselves:

what are my strengths?
What can I do to improve myself?
Is improving a certain aspect of myself useful or useless?
On what specific development should I focus for that meeting? And how do I convert all this into a training plan?

We then proceed with building specific combat strategies and techniques. We create a road map, test the progresses made and the state of preparation on the ring with sparring partners.

This training is related both to fundamental skills (strength, endurance, speed) and to specific techniques. No detail must be overlooked.

This preparation combines strategy with hard daily gym training, made up of sweat and fatigue, so as to automate the techniques that are going to be used in the match. The best schools do not disregard athletes’ mental training, but they work on focusing and relaxation techniques and on the search for the most profitable mental state, which keeps away the “background mental noises” allowing athletes to be at their best.

In fact, in every meeting, as I have been able to highlight in the intercultural negotiation field, it is important to know how to keep the background mental noises out of the arena, the retro-thoughts that can weaken us, making us lose tactical clarity of mind and situational awareness (Mental Noise Theory).

In companies, as well as in sports, one must not rely on destiny or on the hope of being lucky, but on preparation, because that is the only way to strengthen ourselves, to rise to the challenge and to be able to face it.

And again, a lot of sparring, simulation and training activities must be combined with the indispensable courage that facing challenges that can be lost takes.

Sales and negotiation in complex environments require specific trainable skills: strategic analysis and communication psychology. In other words, high-level skills. Nothing that can be stereotyped or memorized.

Just as the fighter prepares himself/herself in the gym, the negotiator can prepare himself/herself through role-playing and simulations. Just as the fighter analyses his/her opponent, mapping his/her strengths and weaknesses, companies can do the same to be ready for strategic meetings.

We will explore each of these topics in detail. Effective preparation for strategic sales and complex negotiations concerns some very important points:

The inner will to adopt a consultative approach, with all its consequences: consultancy behaviours, an analytic attitude and a strong psychological and communicational training that can support one’s methods and actions;

the self-knowledge: the knowledge of one’s strengths and weaknesses, combined with the full awareness of the value mix that a person, or a company, can create for customers or stakeholders, with whom they must deal;

the knowledge of “others”: their vulnerabilities, their decision-making mechanisms, their balances and imbalances, their dissonances, the problems that can create a state of need or necessity in them, the drives and tensions capable of triggering them to purchase, while bringing us to the positive closing of a negotiation;

the spaces, options and ways of relating that lead to success, the traps that can cause our failure, the pitfalls, the lines of action and the sense of the “journey”, that must be undertaken to reach the goal by building the right path, step by step.

__________

For further information see:

TAGS:

ALM business method
act like professionals
active training
achieving results
awareness of one’s role in negotiation
Best coach in intercultural communication in the world
Best coach in intercultural facilitation in the world
Best coach in intercultural negotiation in the world
Best world consultant in intercultural communication
Best world consultant in intercultural negotiation
Best world expert in intercultural communication
Best world expert in intercultural negotiation
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Best world trainer in intercultural negotiation
book on intercultural communication
book on intercultural negotiation
book on strategic selling
breaking the barriers of incommunicability
communication difficulties
communication skills
communication skills acquisition
Communication techniques intercultural communication
Communication techniques intercultural negotiation
communication training
conversational skills
creative strategies
cross-cultural communication
cross-cultural misunderstandings
cross-cultural adaptation
cultural systems
dialogue between companies
different cultural approach
different cultural context
direct line of communication
disagreements
Effective intercultural negotiation techniques
face-to-face communication
fighting spirit
front-line communication
Get-Ready Mind Set
helping relationships
high-context cultures
How cultural differences affect negotiations?
How does culture influence negotiation?
Human Potential
intercultural communication
intercultural communication book
Intercultural communication books
Intercultural Communication Coaching
intercultural communication pdf
Intercultural Communication Trainers
Intercultural Communication Training
Intercultural conversation management techniques
Intercultural Negotiation
Intercultural negotiation books
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Intercultural Negotiation Coaching
Intercultural Negotiation Communication
Intercultural Negotiation Consultant
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Intercultural negotiation exercises
Intercultural Negotiation in International Business
Intercultural Negotiation Mentoring
intercultural negotiation PDF
Intercultural Negotiation Process
Intercultural Negotiation Strategies
Intercultural Negotiation Timing
intercultural negotiation training
intercultural training
Intercultural Training Consultants
know-how
leadership
low-context cultures
negotiating rules
negotiation preparation
negotiator’s emotional awareness
negotiator’s growth
open communication
physical and mental energies
Strategic Selling
strategic spirit
strategic negotiations
think like professionals
transparent communication
What are the 5 stages of negotiation?
What is effective intercultural negotiation?
What is intercultural negotiation?
winning relationships
working on attitudes
working on skills
World’s most famous expert in intercultural communication
World’s most famous expert in intercultural negotiation
inner will
self-knowledge
knowledge of others
ways of relating

L'articolo The Get-Ready Mindset: The Mental Approach of Professionals proviene da Dr. Daniele Trevisani - Formazione Aziendale, Ricerca, Coaching.

Preparing for Negotiations like Professionals

trevisani@studiotrevisani.it — Wed, 24 Mar 2021 11:39:35 +0000

__________

In the following article we are going to introduce the importance of negotiation preparation, focusing on professional training.

In the business field there is a lot of confusion about what training is. Some people think that it is possible to prepare negotiators and salespeople through a couple of hours of theoretical lessons based on abstract theories and concepts, relying on university professors who have never sold anything in their life.

Others rely on people who make them walk on fire, telling them that this will lead them to dominate the universe, with the practical effect of burning their feet, or drag them into sales meetings where they will have to sing and dance like poor delusional morons.

Others rely on renowned consulting firms to carry out their assignments, hoping to solve the problem (since they have got trained negotiators and salesmen) by turning to alleged Gurus who show sparkling slides, effective phrases, authors with exotic and famous names. Useful, but insufficient.

Others focus on the “do-it-yourself” method, making young people flank with senior sellers, without filters, with the practical effect of propagating and disseminating all their mistakes for generations and generations.

A strong “awareness” is more needed, than a classic training, something that goes beyond stereotyped rules, for example:

learning to observe how we react to other people’s communications and how our internal dialogue works;
understanding how to examine a conversation and grasp its strategic moves;
preparing to be an analyst.

Serious training is a very strong form of learning. It starts with a self-analysis that no PowerPoint can replace, and allows us to come to terms with who we really are.

Unlike those seminars held by “training shops”, a good deep coaching (personal coaching or team coaching) can help the person and the team to pay attention to what previously eluded them, and this has nothing to do with a classic training.

We need to help people to act like professionals, to “think” like professionals. The search for Human Potential, hidden in every person, is neither easy nor immediate, and we all know it very well. But, sometimes, we look for shortcuts that do not exist.

There are many situations in which communication changes things.

We can have a job interview, that can represent a turning point in life, where we have to show who we are and prove what we are worth.

The effects of every word and every gesture will be decisive.

Effective communication can also solve the problem of finding a financier for a project, or make a dream come true.

Many situations, one common denominator: the result of communication and negotiation activities changes life. Facing this intriguing world requires the examination of many variables. But let’s first look for a common trait and reflect on the few certainties we have.

A first basic awareness is the need for great seriousness in those who work in the world of communication and complex negotiation: being aware of the fact that professional changes – changing-life effects – depend on the results of strategic negotiations.

If negotiations are well managed, they can lay the foundations for a better future. On the contrary, if they are badly managed, they can cause enormous damage.

A second certainty is related to the fact that a specific training is needed to communicate well. As a matter of fact, negotiations require a mental preparation: we must use all our mental resources, managing negotiations as professional and strategic activities (mental approach of the Get-Ready Mind Set), without neglecting any detail.

A third certainty is linked to the need of taking care of the seller’s (negotiator or communicator) “machine”, even before worrying about its external performance. A person who’s feeling well, full of physical and mental energies, will have an excellent chance of expressing his/her communicative potential as well. Conversely, a physically debilitated or exhausted person, who’s also psychologically tired or feels out of place, will only make continual mistakes.

As an important Italian psychologist and advisor, coach of the Italian national freediving team and freediving world champion, points out: “when you “immerse yourself” in relationships and negotiations you come into contact with yourself and your own subconscious, as a free diver does.

Reasonable or unreasonable fears, conscious or subconscious anxieties or inconsistencies may emerge.

If they block us, slow us down, we will suffer many negative effects.

On the contrary, a person who keeps working deeply on himself/herself can “dive” safely both in water and in the most difficult negotiation, keeping his/her composure, despite the difficult environment, without losing his/her emotional awareness.

__________

For further information see:

TAGS:

ALM business method
act like professionals
active training
achieving results
awareness of one’s role in negotiation
Best coach in intercultural communication in the world
Best coach in intercultural facilitation in the world
Best coach in intercultural negotiation in the world
Best world consultant in intercultural communication
Best world consultant in intercultural negotiation
Best world expert in intercultural communication
Best world expert in intercultural negotiation
Best world trainer in intercultural communication
Best world trainer in intercultural negotiation
book on intercultural communication
book on intercultural negotiation
book on strategic selling
breaking the barriers of incommunicability
building relationships
communication difficulties
communication skills
communication skills acquisition
Communication techniques intercultural communication
Communication techniques intercultural negotiation
communication training
conversational skills
creative strategies
cross cultural communication
cross cultural misunderstanding
cross-cultural adaptation
cultural systems
dialogue between companies
different cultural approach
different cultural context
direct line of communication
disagreements
Effective intercultural negotiation techniques
face-to-face communication
fighting spirit
front-line communication
Get-Ready Mind Set
helping relationships
high-context cultures
How cultural differences affect negotiations?
How does culture influence negotiation?
Human Potential
intercultural communication
intercultural communication book
Intercultural communication books
Intercultural Communication Coaching
intercultural communication pdf
Intercultural Communication Trainers
Intercultural Communication Training
Intercultural conversation management techniques
Intercultural Negotiation
Intercultural negotiation books
Intercultural Negotiation Coach
Intercultural Negotiation Coaching
Intercultural Negotiation Communication
Intercultural Negotiation Consultant
Intercultural Negotiation Consulting
Intercultural Negotiation Counselling
intercultural negotiation definition
Intercultural negotiation exercises
Intercultural Negotiation in International Business
Intercultural Negotiation Mentoring
intercultural negotiation PDF
Intercultural Negotiation Process
Intercultural Negotiation Strategies
Intercultural Negotiation Timing
intercultural negotiation training
intercultural training
Intercultural Training Consultants
know-how
leadership
low-context cultures
negotiating rules
negotiation preparation
negotiator’s emotional awareness
negotiator’s growth
open communication
physical and mental energies
Strategic Selling
Sellers
strategic spirit
strategic negotiations
think like professionals
training shops
transparent communication
What are the 5 stages of negotiation?
What is effective intercultural negotiation?
What is intercultural negotiation?
winning relationships
working on attitudes
working on skills
World’s most famous expert in intercultural communication
World’s most famous expert in intercultural negotiation

L'articolo Preparing for Negotiations like Professionals proviene da Dr. Daniele Trevisani - Formazione Aziendale, Ricerca, Coaching.