By Roni Abrams
Copyright © 2003 Roni Abrams

In observing how information, ideas and concepts are exchanged between individuals and within groups, I have developed a technology in human communications which empowers people to shift their perceptions, be in-depth listeners and masterful speakers. As a coach and organizational trainer I apply the technology to the different disciplines of business and professional growth. I look forward to sharing with you over the coming months ways in which you can keep yourself at peak performance levels by listening and speaking to produce results.

What do people hear when you speak? The answers may shock you. Most people are unaware of the impact they have on others. The moment you begin speaking you are revealing information about yourself. A trained listener can quickly determine how competent and confident you are. Business is won and lost based on people's perceptions.

By discovering how people respond to your words and actions you gain the insight needed to begin the process of shifting perception - yours and theirs. Your ability to identify and refine these insights will enable you to increase your level of awareness on an ongoing basis. To aid you in this lifelong endeavor examine what works and does not work when you communicate with colleagues, management, staff, vendors, clients and prospects. Let us follow Susan Jones, Director of Marketing for an architectural firm and learn from her encounters the power of perception.

Susan is attending an 8:00 am networking event. She has been making many new contacts and has repeated her presentation on the services offered by the firm twelve times. The last person she met told her he did not know what she was talking about. Susan realized that even though she thought her message was clear it was not getting across to the people she had been speaking with.

It is rare that someone really tells you what they hear. When they do, consider it a gift. Listen carefully to what is being said whether you agree or disagree with the comments. It is the perception of the other person that is important. Make changes in your presentation based on these comments and see if it proves to be more effective. Successful networkers are masterful communicators.

At 11:00 am Susan is meeting with a prospective client planning to build an office tower. The prospect walked in upset and angry. Susan listened intently to what he was saying. The prospect stated that he had met with two other architectural firms and found them to be rigid, only wanting to do things their way.

Susan saw that the prospect was upset and did not rush into her presentation. Instead she concentrated on the prospect's concerns. The prospect perceived that Susan was interested in his well-being and that was the start of their relationship. Susan proceeded to speak with knowledge and enthusiasm abut the firm which made the prospect feel he would be in capable hands. Listening is one of the cornerstones for building long standing relationships.

At 2:00 pm the management team was meeting to discuss next year's budget. Susan woke up in the morning not feeling well and by the time she arrived at the planning session she had laryngitis. Susan knew she would have to give an outstanding presentation to secure the funds her department would need. She did not let her physical condition jeopardize the future of her department and enlisted the support of one of her colleagues, a renowned platform speaker. He presented the bulk of the material and she hit home the major points. Susan was the only manager to be given the budget allocation she asked for.

Susan was thoroughly prepared for the meeting and as a result she was free to focus on finding a way to incorporate her laryngitis into the presentation. Instead of her disability working against her, she was empowered by it. Susan impressed everyone in the room with her determination to get the job done no matter what. Committed speaking moves people to take action. They will give you their time, talent and money to help you in achieving your goals.

Susan engaged in many conversations during the day and her perceptions and those of the people she spoke with influenced the outcomes. Susan should be acknowledged for her willingness to stay open to learning and using every occasion to expand her personal and professional effectiveness. By listening to possibilities she gave herself a competitive edge.

To experience the power of perception requires that you be an observer as well as a participant in life. Your ability to shift the way you perceive what is taking place around you impacts the way you are being perceived. The more aware you are of how people are interacting with you the greater the opportunity for producing results.

Roni Abrams is nationally recognized as a speaker, author and communications strategist. She is president of Roni Abrams Associates Limited, an educational training and management consulting firm specializing in perceptual training, interpersonal communications, managing change, presentation coaching, sales, and negotiations. She can be reached at 718-377-6599.

Reprinted from the Mann Report February 2004