Making courage contagious

Posted: August 31, 2021 | Categories: Leadership, Presentation skills, Sales, Team Building

Have you ever been to a meeting and afterwards heard someone say, “I was going to say something.” Too bad. What if there comment or suggestion that could have increased the profitability of the company, or even saved it from bankruptcy? Idea fluency is vital in a fully-functioning organization. How do we create an atmosphere that encourages even the most reserved to speak up? Here is an example that demonstrates how:

I have a client who sells heavy duty manufacturing equipment. Last week he went to visit a customer, and he gave two different presentations. The first was to the top management team. As you would guess, meetings are a regular thing for them. Each participant had their questions, and they had a hearty product discussion with Carl (My client).

For the next meeting, Carl addressed a group who worked in manufacturing. These people are the ones who operate the machines. This group rarely attends sales presentations and they were reluctant to speak up and ask questions. Carl could sense their reluctance. The seating was in a horseshoe formation, and Carl walked inside the horseshoe to make a more intimate interaction. While respecting personal space, he asked a question to one of the more shy people. At first the participant was nervous, but he soon overcame his fear and started to ask questions and give input. That opened up the floodgates. One by one, others began giving their comments, and Carl could feel the temperature of the group rise.  It was a lively discussion. Carl had strengthened trust with the group and received valuable input that proved very helpful in writing his proposal.  Carl valued and respected everyone’s input, and he got it. Remember to EN-COURAGE others to build a more collaborative team by creating an environment that opens them up.

 

 

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