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Welcome!
About People is a unique training and consulting firm specializing in people – in particular, the psychology of attracting, connecting with and building Credibility with the people who are important to you, such as prospects, clients and stakeholders. We help you:
- Read people and connect with them immediately
- Systematically build greater Credibility
- Prove your relevance from the start
- Hire right the first time
- Build winning teams
- Capture key knowledge before it walks out the door
First-Ever!
Credibility & Connection Intensive
Charlotte, NC (New Date)
June 5-6
Click here for the web page for this incredible event.
Read articles by and about Michael & Pam:
Michael & Pam Featured in Morningstar!
This article was written by David Drucker, one of Morningstar's columnists. We're sharing this article with you because we're excited about it, and to illustrate one of the more effective approaches to building Credibility. It's called the "Theory of Other Messengers." The idea comes to life when someone else says wonderful things about you. For example, if you read about us in Morningstar, you're more apt to trust us, right?
NOTE: Click here for a PDF version of the article.
How to Pick Leaders and be consistently successful at it!
What would you do if the CEO of your firm came to you and said, “I need your help. It is imperative that we start hiring better leaders. I need you to figure out how to recognize them in an interview. Can you do it?” What would you do?
Across America and in every possible industry, companies are crying for effective leaders. But they don’t know how to find them. They don’t know what psychological characteristics make-up a leader. Do you? And even if you did, would you know how to spot it in an interview?
Credibility! What it is and how to get it
Credibility is a combination of qualities: Competence + Character + Consistency. Together, they create a belief in the minds of your target market that you understand their situation, truly have their best interest at heart, and are an uncommon expert in solving their specific problems.
Credibility Marketing. It is the documented or written representation of your professional credibility. It’s the first wave of how you actually prove you are credible. Credibility Marketing is the result of a psychological process that brings Competence + Character + Consistency together in a way that causes your target market to believe that your actually possess those qualities.
How to Become More Likable
Being liked by your clients should have absolutely no bearing on how well you do your job. The point is, if your target market does not like you, they will probably not hire you.
In our personal search through a ream of reports and research findings, we discovered that scientific researchers continue to look closely at what makes a person likable. Further, they have determined exactly what it is. Bottom line – if you want to become more successful, become more likable. And, now, I’m going to list five ways you can do exactly that.
The Secrets to Likeability - Part I
With two strong-minded people writing about this topic, Pam and I have developed two different articles on it. Click the link below to read a very different perspective.
How are you different and better?
Success today and in the future comes to those who not only recognize the shifts and trends in the marketplace, but who are able to re-valuate, re-focus and re-vamp themselves in order to respond accordingly.
There are three important questions you should continually ask yourself and respond to in order to stay competitive:
- How easy is what you do and provide your clients to duplicate?
- Are you providing services that your clients highly value?
- How good are you at anticipating your client’s needs?
Connecting With Decision Makers
If you're making a presentation to a Driver, be sure your numbers are logical and perfect. Be sure to substantiate your claims because this person will gladly shoot holes in them and expose weaknesses you may not have seen.
Make sure you've done your homework, but don't expect to go through each and every details. Bullet points are the best way to connect with Drivers. Get to the bottom line quickly and in a logical manner. And make sure you focus on "what's in it for them."
Managing and Coaching Different Personality Types
If you sell the same way to everyone, you will likely connect with only 25% of your prospects - those who are like you. Similarly if you manage and coach all employees the same way you'll be effective with only 25%. Learn how to manage and coach for each personality type or social style and watch performance skyrocket.
Read Full Article
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