108: Mastering Relationship Selling

How to be natural and be more compelling in telling your story is the speciality in the house for September Smith. Today, she will drop by to tell us how to find our own story and craft it in an engaging and memorable way to our audience. She will then talk about the value of podcasts and why we should start our own right now. We should also guest on other podcasts, September recommends, since they are great avenues to share our story.  In this Episode:[00:01 - 04:17] Opening SegmentLet’s get to know September Smith Her jump from mechanical engineering to brand consultancy[04:18 - 11:51] The Foundation of Communication in a Business The hardest story to tell is your story How to start then? The basis of all business communication[11:52 - 21:29] The Value of Podcasts Why you should start your own podcast now What you should know about podcastsThe truth behind podcast guesting [21:30 - 26:00] Getting Your Message Across  September tells us the story behind her podcast Link belowThe power of getting your message across[26:01 - 33:30] A Lesson on Code-SwitchingThe conversation that left you with the most impactHer conversation with her colleague on code-switching What communication skill would you have wanted to learn sooner?Ability to flawlessly change from one language to another The best communicator you knowGolda Meir[33:31 - 34:57] Closing SegmentConnect with September!Links below Final words from meTweetable Quotes:“Just because you’re not the best person in the world for it, if you’ve got that thing that clicks with the client that needs you, that is 50% of the communication of the value of what you are bringing.” - September Smith “Really quickly, you have to establish, ‘Okay, What’s the problem that we’re gonna be talking about?’” - September SmithResources Mentioned: FREE e-course to master body language and micro-expressions to boost your EQ by 10% and sales by 20%. Check it out here. Book: Building a StoryBrandEmail [email protected] to connect with September. You can also get in touch with her on LinkedIn, Facebook, Instagram, and YouTube. Check out her website to know more about her work and listen to her podcast, She’s All That...

Recognizing contempt and disgust from micro-expressions can save a marriage. Likewise, identifying and understanding body language and micro-expressions in general can jumpstart a relationship--whether personal or professional. Kasia Wezowski joins us in this episode to talk about micro-expressions and why they are critical in building a successful relationship and business.  In this Episode:[00:01 - 04:37] Opening SegmentLet’s get to know Kasia WezowskiShe walks us through her path as a communication expert [04:38 - 13:06] The Science Behind Micro-Expressions How Kasia first studied body language and micro-expressionsWhat you should know about contempt and disgust How to connect with another person on a deeper level [13:07 - 23:57] Eliciting Micro-ExpressionsWhy Kasia and her husband are doing movie production What are limiting beliefs and how to overcome them? It’s not about the questions but how you talk [23:58 - 32:10] Tips to Apply During Conversations Manage a conversation the right way with these tips from KasiaImprove your ability to read body language [32:11 - 37:57] The Right Boundaries with People The conversation that left you with the most impactConversations with her fatherWhat communication skill would you have wanted to learn sooner?Creating boundaries with people The best communicator you knowMarshall Goldsmith[37:58 - 39:30] Closing SegmentConnect with Kasia!Links below Final words from meTweetable Quotes:“You just need to focus and to look at the face at the right moment.” - Kasia Wezowski “Even though sometimes it’s difficult to set the boundaries from the beginning, I do believe that this is very important, to just say upfront what is important for you and what are your boundaries.” - Kasia Wezowski Resources Mentioned: FREE e-course to master body language and micro-expressions to boost your EQ by 10% and sales by 20%. Check it out here. Allan Pease John Gottman Marshall GoldsmithMovie: ImpactEmail [email protected] to connect with Kasia. You can also get in touch with her on LinkedIn, Facebook, Twitter, and YouTube. Check out her website to know more about her story and the...

On this episode, Greg shares how to effectively manage your stage fright.Key Takeaways:Have a clear goal.Let your passion shine through.Consider what mindset will equip you best to achieve your goal.Leverage fear to your advantage.Learn to be yourself.Practice in front of a mirror or record yourself.Tweetable Quote:"The presentation is not about you."The presentation is not about you.

For Robin Hills, emotional intelligence is the human aspect of leadership. He joins us to talk about how leaders can improve the emotional intelligence of their team without being too personal. He also breaks down several concepts, both familiar and unfamiliar. He tells us that optimism is not really what we think it is. He also introduces the concept of emotional resilience and the power of the “pause.” In this Episode:[00:01 - 04:20] Opening SegmentLet’s get to know Robin HillsWhy he got interested in emotional intelligence[04:21 - 10:59] Emotional Intelligence of the SelfWhy are people not emotionally intelligent? Robin breaks down emotional intelligenceImprove your emotional intelligence with these tips from Robin! [11:00 - 17:48] Emotional Intelligence of the Leader Why all leaders should learn empathyDon’t miss Robin’s insights about active listening To understand emotional resilience, you have to do this We don’t actually “bounce back” from stress [17:49 - 27:36] Emotional Resilience of the TeamHow to improve the emotional resilience of your teamAvoid being too personal with your team with this advice from Robin Robin talks about the essence of mindfulness The power of the “pause”[27:37 - 38:44] Optimism Is Not What You Think It IsThe conversation that left you with the most impactWith a young man in his hometown What communication skill would you have wanted to learn sooner?Being assertive The best communicator you knowDavid Bowie[38:45 - 40:31] Closing SegmentConnect with Robin!Links below Final words from meTweetable Quotes:“When we’re looking at emotional resilience, we’re looking at human beings in stressful situations...we don’t bounce back from situations, we learn and we grow and we develop through situations.” - Robin Hills“Ask a question and then pause and also use it before you actually answer a question.” - Robin HillsResources Mentioned: FREE e-course to master body language and micro-expressions to boost your EQ by 10% and sales by 20%. Check it out here. Daniel Goleman booksMartin SeligmanDavid BowieEmail [email protected] to connect with Robin. You can also get in touch with him on LinkedIn and Facebook. Check out his website to improve your emotional intelligence! ENROLL in Robin’s courses on emotional intelligence. Start...

On This Episode:Greg shares how we can address the biases we subconsciously bring to our conversations.Discover how to break down your subconscious bias.Learn how diversity can lead to increased business performance.Greg shows the two main categories of bias we should keep our eye on.Key Takeaways:Implicit bias comes from our experiences, cultural instructions, and even evolutionary history.Our experience does not always reflect reality.Every human being is affected by unconscious bias – it’s far easier to see it in others than in ourselves.

Care about how people experience you, not about what they think of you. This is a mantra that Mike "C-Roc" Ciorrocco believes in. Mike is the Chief Executive Officer of People Building, Inc., which helps individuals and groups realize their full potential. He joins us in this episode to talk about his “Rocket Fuel Formula” that helps his clients become unstoppable no matter the odds.&nbsp;In this Episode:[00:01 - 03:21] Opening SegmentLet’s get to know Mike "C-Roc" CiorroccoLifehack to get 100% participation from yourself&nbsp;[03:22 - 13:12] The Formula to be Unstoppable&nbsp;Think about how people experience youMike tells us why&nbsp;How to deal with adversities according to Mike&nbsp;Mike’s “Rocket Fuel Formula” to be unstoppable&nbsp;[13:13 - 20:44] The Non-Negotiables&nbsp;Mike’s approach in coaching people to be unstoppable&nbsp;Individual or company, these are what you need&nbsp;What holds people back from being successful?[20:45 - 29:04] 3 C’s To Be The Best Version of YourselfWhy vulnerability is powerful according to Mike&nbsp;3 C’s you need to be the best versions of yourselfWhat’s next for Mike?[29:05 - 33:22] Take Control of Your FutureThe conversation that left you with the most impactWith his business partner, Jared YellinWhat communication skill would you have wanted to learn sooner?Not caring about what people thinkThe best communicator you knowGrant Cardone[33:23 - 35:20] Closing SegmentConnect with Mike!Links below&nbsp;Final words from meTweetable Quotes:“I don’t worry about what people think of me. I worry about how people experience me.” - Mike Ciorrocco“In life, when you believe in something, people are gonna try to talk you out of your beliefs.” - Mike CiorroccoResources Mentioned:&nbsp;FREE e-course to master body language and micro-expressions to boost your EQ by 10% and sales by 20%. Check it out here.&nbsp;John MaxwellNations LendingEmail [email protected] to connect with Mike. You can also get in touch with him on LinkedIn, Facebook, Twitter, Instagram, and YouTube. Check out his website to turn your setbacks into rocket fuel!&nbsp;Listen to his podcastBuy Mike’s book, <a href="https://amzn.to/3tqYTv5" rel="noopener noreferrer"...

Your lifestyle has an influence on how you communicate on a daily basis. That is why in this episode I’m going to talk about 3 aspects of your lifestyle that need to be improved for you to have better communication.&nbsp;The first aspect is sleep. You’ve probably heard this advice, but let me remind you again: Get enough sleep. Lack of sleep impairs your ability to think clearly and straight and might have long-term consequences in the future. Another aspect I will discuss is diet. Drink lots of water and eat healthy fats and green leafy vegetables to avoid inflammation in the body. Inflammation means more brain fogginess, which means you’ll not be as sharp as you would have been in a conversation.&nbsp;Keep listening to know the food you should avoid or limit your intake of, as well as the last aspect I’ll be talking about. The last point involves moving your body for you to have a feeling of peace and calm.&nbsp;Let’s listen to this episode and optimize your lifestyle!&nbsp;&nbsp;Tweetable Quotes:“We all know that exercise is important. It doesn’t mean that you have to be in the gym, benching 250, or running marathons. Just 15 minutes a day getting your body moving on a&nbsp; regular basis makes a huge difference.” - Greg Rice“If you’re in a bad mood and you're angry, your conversation with your wife is gonna be very different than it would have been if you came in happy and go-lucky or calm and peaceful.” - Greg RiceResources Mentioned:&nbsp;FREE e-course to master body language and micro-expressions to boost your EQ by 10% and sales by 20%. Check it out here.&nbsp;&nbsp;You can connect with me on LinkedIn, Twitter, Instagram, and Facebook. Join The Communication Nation and learn from others in the community. Feel free to email me at [email protected], I’d love to hear from you!Want more help with your digital marketing? Go to my website https://gregjrice.com/inflection/ and let’s have a conversation.LEAVE A REVIEW + help someone who wants to expand their communication capacity by sharing this episode and listen to our previous episodes.

Active listening is a skill that should be learned at the individual and organizational levels. Specifically, it’s a skill that organizational leaders should learn to build a culture of open communication and genuine feedback within their teams. Don Harris, Chief Executive Officer of TalkBack, joins us in this episode to tell us why it’s important to listen genuinely, to share tips to be great listeners and to discuss topics related to listening.&nbsp;&nbsp;In this Episode:[00:01 - 04:23] Opening SegmentLet’s get to know Don HarrisActive Listening CoachCoach&nbsp;Engagement and Feedback Specialist[04:24 - 14:38] Getting People to Open Up To YouHow organizations can improve their listening and engagement skillsThe things that matter to people during a conversation&nbsp;Get people to open up to you with these tips from Don[14:39 - 20:32] Becoming a Better Listener&nbsp;Don’t miss these suggestions from Don to be better listenersWhy focusing on the eyes of the other person is a must&nbsp;Here are Don’s insights about body language you should know[20:33 - 30:30] Building a Culture of Listening and Open CommunicationWhat can Don say about physical touch?&nbsp;Don’s tips for leaders to effectively give feedback to their teams&nbsp;Build a culture of listening and open communication[30:31 - 41:12] Empathizing With PeopleThe beauty of podcasting&nbsp;The conversation that left you with the most impactA conversation with a medical staff when he was rushed to the hospital&nbsp;What communication skill would you have wanted to learn sooner?Empathy&nbsp;The best communicator you knowHis good friend, NeilMary RobinsonMary McAleese[41:13 - 43:30] Closing SegmentConnect with Don!Links below&nbsp;Final words from meTweetable Quotes:“For me, if I’m giving feedback, first of all, it has to be genuine, honest...it is to fix things.” - Don Harris“People are prepared to put away theri smart device in their pocket, in their bag, in their backpack, and really talk and take in their surroundings...” - Don HarrisResources Mentioned:&nbsp;FREE e-course to master body language and micro-expressions to boost your EQ by 10% and sales by 20%. Check it out here.&nbsp;SamaritansCalifornia Public Employees' Retirement SystemEmail [email protected] to connect with Don. You can also get in touch with him on LinkedIn and Facebook. Check out TalkBack to improve your active listening skills.WATCH OUT for Don’s...

Building a relationship in a business setting doesn’t have to be different from making new friends in your personal life. That is why I’m going to share some tips in this episode to do what I call “relationship selling” in business. These include being prepared in initiating a conversation, keeping it going, and adding value to become a trusted advisor. Don’t miss these tips as I believe relationship building is key to drive your sales and growth forward.&nbsp;Let’s listen to this episode and master relationship selling!&nbsp;In this Episode:[00:01 - 01:28] Opening SegmentI introduce our topic for todayCan relationship building lead to sales?&nbsp;[01:29 - 09:35] Relationship Selling&nbsp;I define what is relationship sellingWhy not be transactional instead?&nbsp;Preparation and research are keys&nbsp;Take notes of important facts about the other person&nbsp;Keep the conversation goingHow to become a trusted advisor[09:36 - 10:38] Closing Segment1Don’t miss this reminder to close our episode!&nbsp;Boost your EQ by 10% and your sales by 20%.Free e-course link belowFinal words from meTweetable Quotes:“What I’m looking for is a spark of common ground for us to be able to start to build a relationship around.” - Greg Rice“At the end of the day, we’re just trying to build real relationships, real friendships, just like you would with anybody else. Just ‘cause it’s a professional space doesn’t mean that your approach is any different.” - Greg Rice“Personal relationship first leads to long-term business relationship. Anything else is just transactional and short-sighted.” - Greg RiceResources Mentioned:&nbsp;FREE e-course to master body language and micro-expressions to boost your EQ by 10% and sales by 20%. Check it out here.&nbsp;The Ben Franklin Effect&nbsp;You can connect with me on LinkedIn, Twitter, Instagram, and Facebook. Join The Communication Nation and learn from others in the community. Feel free to email me at [email protected], I’d love to hear from you!Want more help with your digital marketing? Go to my website https://gregjrice.com/inflection/ and let’s have a conversation.LEAVE A REVIEW + help someone who wants to expand their communication capacity by sharing this episode and listen to our previous episodes.

Communication has been a broad topic for ages that we often find it hard to describe. Robert Danisch, PhD, joins us in this episode to narrow down our scattered ideas about communication to come up with a simple definition we can use from now on. Rob also discussed his interesting thoughts about the communication skills among his current students. Are their skills improving or declining? Moreover, he illustrates what good communication looks like and how to build it.&nbsp;Rob is currently Chair of the Department of Communication Arts at the University of Waterloo and the voice behind the Now We’re Talking podcast. He is also the author of books that cover communication topics such as civility, communication effects, pragmatism, rhetoric, and democracy.&nbsp;In this Episode:[00:01 - 04:36] Opening SegmentLet’s get to know Robert Danisch, PhDHis path to the communication world&nbsp;The communication issues Rob wants to address&nbsp;[04:37 - 14:06] What is Communication?&nbsp;Is communication getting better or worse?Listen to Rob’s insights&nbsp;Role of social media in communication&nbsp;Listen to Rob’s idea of democracy that you should hear now&nbsp;Rob’s tips to facilitate a dialogue among people&nbsp;What are “pull tactics of persuasion?”What comes before persuasion?&nbsp;.The human side of communication[14:07 - 24:16] Characteristics of a Good Communication&nbsp;Why intrapersonal communication fascinates RobListen to his explanation of the neutral inner voice&nbsp;Good communication looks like this…2 things to consider according to RobBalancing relational and functional communication practices&nbsp;Rob’s “checklist” to see if you are good at communication&nbsp;[24:17 - 32:30] Related Self-Disclosure&nbsp;How to do reflective listening The process of being authentic as advised by Rob&nbsp;Listen to Rob’s explanation about related self-disclosure&nbsp;[32:31 - 39:07] Asking Questions to Keep A Conversation Going&nbsp;The conversation that left you with the most impactDuring an intense meeting when he was young&nbsp;What communication skill would you have wanted to learn sooner?Asking questions to orient conversations&nbsp;The best communicator you knowA colleague who’s balanced giving criticisms and support&nbsp;[39:08 - 40:47] Closing SegmentConnect with Rob!Links below&nbsp;Final words from meTweetable Quotes:“Communication is actually a process of producing effects on other people.” - Robert Danisch, PhD“I think the first thing you need to do is start to reflect on the effects you have on others.” - Robert Danisch, PhDResources Mentioned:&nbsp;FREE e-course to master body language and micro-expressions to boost your EQ by 10% and sales by 20%. Check it out here.&nbsp;Rob’s booksRob’s <a href="https://www.rdanisch.com/about" rel="noopener noreferrer"...