May 2006

Ensure your Business Success by learning how to better COMMUNICATE WITH all the different people who can help you Make or Break Your Business

I'm following the suggestion of my terrific newsletter editor/webmaster, Doug Drenkow, and focusing this month's newsletter on "Tips for better communication."

Communication is the medium through which all of us do business, no matter what business we are in. While we frequently find ourselves communicating through text messages, e-mail, and voice mail these days, face-to-face is still the most powerful method of communication and here to stay. Why else would there be picture phones or video conferencing to enhance electronic communication?

Developing trusting relationships is one of the cornerstones to our business success. Effective communication, over time, builds trust. We cannot expect to be successful if we do not make sure that we and our employees communicate our business effectively. So this month's communication tips are here to help you evaluate and strengthen your business communication skills.

It's Not Just What You Say

Listening studies have shown that it's not just what you say but a whole lot more that determines what people hear when you speak. People interpret 7% of the meaning of what you say from the words that you use. They get 93% from your voice tone and body language. So it is more about how you say things than what you actually say.

Think about how often you judge what someone is saying by his/her body language. What do you think when someone appears nervous, keeps looking around the room when speaking only to you, smiles inappropriately, or has some other body movement that is inconsistent with what they are saying? Usually we get the feeling that they are trying to hide what they are really feeling and don't trust what they are saying.

If you are nervous or uncomfortable, it's better to first acknowledge those feelings and then continue with what you want to say. It's important that you send congruent messages by speaking from the heart and being authentic, real, truthful, and open.

Frequently, when I am called in to work with an executive or supervisor who is having problems with people at work, it is more an issue of his/her communication style than of knowledge, skills, or abilities. A style of communication that made the executive or supervisor successful in previous situations may no longer work when he/she needs to motivate or manage subordinates.

Did you know that there are four basic communication styles and that all of us have a preferred communication style? Do you know your style? Understanding your own style and how you impact others with your style can help you adapt your behavior to be sure that people are receiving your intended message.

I find DiSC^®, pioneered by Inscape Publishing over 30 years ago, an extremely useful tool for working with individuals and groups to help them gain insight into themselves and others. The DiSC^® model provides a nonjudgmental language for exploring behavioral issues across four primary dimensions:

• Dominance: Direct and Decisive. D's are strong-willed, strong-minded people who like accepting challenges, taking action, and getting immediate results.

• Influence: Optimistic and Outgoing. I's are "people people" who like participating on teams, sharing ideas, and energizing and entertaining others.

• Steadiness: Sympathetic and Cooperative. S's are helpful people who like working behind the scenes, performing in consistent and predictable ways, and being good listeners.

• Conscientiousness: Concerned and Correct. C's are sticklers for quality and like planning ahead, employing systematic approaches, and checking and re-checking for accuracy.

To learn more about DiSC^®-based learning instruments -- as well as our individual coaching, employee workshops, and other highly effective products and services -- please visit our Showcase of Solutions. Win Win Workplace Solutions is here to help you and your organization enhance your business communication skills.

To your business success,

Gail Schaper-Gordon, Ph.D.
President, Win Win Workplace Solutions