Stow, MA (PRWEB) June 27, 2008
Leading sales expert, Shelley Hall told the audience at a June meeting of the American Society of Women Accountants (ASWA) that "mirroring your buyer's communication style is one of the keys to advancing your ideas and gaining agreement." Hall, Principal and Managing Director of Catalytic Management consulting (http://www.catalyticmanagement.com), introduced key elements to securing buy-in from managers and colleagues when seeking change.
"Too often in the excitement of introducing an idea, we attempt to secure full agreement too early and forget that there are steps to gaining agreement, especially for ideas that may seem radical to others," cautions Hall. "To effectively sell your ideas you need to secure agreement in steps, and you accomplish that by mirroring the style of the person whose agreement you need to move the idea or initiative forward."
The ASWA selected Hall as speaker because of her experience working with companies to accelerate growth and improve overall company performance. Hall explained that "there are four social styles -- Driver, Analytical, Amiable and Expressive -- derived from work by Carl Jung. It is critical to adapt your personal style to match the style of the person whose agreement you seek. Presenting information in a style that is comfortable for the other person greatly enhances your opportunities for success. Learning this skill can be difficult, but it's worth the practice and effort"
Shelley Hall is an active thoughtleader and speaker on the subjects of accelerating business growth through sales effectiveness, customer loyalty and process improvement, She has published dozens of articles for such major business journals as Business Performance Management Magazine, CEO Refresher, The Handbook of Business Strategy, Women's Business Journal, and ManageSmarter.
For more information on Shelley Hall and Catalytic Management's customer focused consulting, including an archive of her bylined articles, please visit http://www.catalyticmanagment.com.
Shelley Hall, Principal
shall @ catalyticmanagement.com