BUSINESS & LIFESTYLE
In the Day-to-Day of Business , the Best “ Costume ” is You
By Wendy Tait , CIANJ ’ s EVP , Business Development and Strategic Initiatives , Sommelier
Halloween is a day featuring costumes of ghoulish goblins and superheroes , where we may not even recognize our own neighbor ’ s kids at the front door looking up at us for that sweet candy bounty , bags half dragged and opened wide . Interesting then , when we take a closer look at our own selves and how we operate in the business world , that we too effectively don a costume every day .
You know the one , it starts with the old business suit followed by a smorgasbord of fancy overused buzzwords such as “ pivoting ” and “ synergy ,” words I find myself using at work but never actually using at home with
Maintaining your authenticity makes you , and your ideas , memorable .
family or friends . So , who are we trying to be if not ourselves ?
Authentic people , the ones who are vulnerable enough to be themselves , are typically the ones that we remember . They are the ones who standout because there are so few of them , it seems , in the day-to-day of business .
This Halloween and every day thereafter , I invite you to take your costume off , to embrace your own uniqueness , however that may look and sound because you are what people are buying into as much as the product or service you represent each day . Your authentic you is better than any costume , after all .
Photo : Getty Images / iStockphoto / PeopleImages
Funnel ” Your Questions for Positive Results
Asking questions is an art form . The most effective professionals in sales , customer service or consulting are those who truly understand how to ask questions . One of the most effective questioning techniques is called the “ funnel ” approach . Consider the following :
--What is the “ funnel ” approach to asking questions ? Picture what a funnel looks like , wide at the top and narrow at the bottom . The idea is to ask broad , very general questions at the start of a conversation and continue to narrow the focus of your questions with greater specificity .
--Move from general to more specific questions . Your first question opens the door . You want to get the person talking . For example , “ What do you like most about your work ?”
--Actively listen . After you ask the question , the key is to truly listen and make sure the next questions you ask tap into what you ’ ve heard .
--Get even more specific . Now you are getting to the bottom of the funnel . “ What was the reaction of those around you to how you took on the challenge ?” Then finally , at the bottom of the funnel , you might say ; “ What ’ s the biggest lesson you ' ve taken away from this ?”
--Have a game plan . One of the biggest questioning mistakes people make is to ask questions without a game plan . They are all over the map . It is as if they think that magically they are going to unearth some crucial information with this haphazard technique . It is not going to happen . Plus , you are wasting valuable time and turning people off .
Steve Adubato , PhD , is the author of five books including his latest , " Lessons in Leadership ". He is an Emmy ® Award-winning anchor with programs airing on Thirteen / WNET ( PBS ) and NJ PBS who has appeared on CNN , FOX5 NY and NBC ' s Today Show . Steve Adubato ' s " Lessons in Leadership " video podcast with co-host Mary Gamba airs Sundays at 10:00 a . m . on News 12 +. For more information visit www . Stand-Deliver . com