Today, the phrase from a song by the band Leningrad, "You're not like everyone else – you work at the office" is no longer relevant. Managers became very much, but highly professional among them all the same unit. Why? The secret to a successful Manager? The answer to this question we will try to get the leading trainer-consultant, psychologist, author of "Relaxation training in small group" won in the category "designing the content of education" Altai regional educational exhibition in 2003, Sergey Vlasov
Sergey, tell me, what is the difference between a highly professional Manager from the "middling"?
In one Moscow firm during the month the study was conducted. The aim of this study was the elucidation of the answer to your question. During this time there were various assumptions. Were options that a successful Manager asks more questions that he was more interested in personal Affairs that he listens more than he talks, and many other options. In fact, the study identified 3 key success factors Manager. Well, first, the Manager always has a clear clear specific goal.
But the goals are different, too. How to set a goal so that to achieve high results?
- There is a famous phrase "strive for the impossible to achieve the possible". On it makes sense to think. The big goal is the sum of small, it is important to set priorities for themselves, literally, to prescribe step-by-step algorithm.
What is the goal usually puts a successful Manager?
- He always aims, result-oriented, limited in time and vitally important to him.
Well, the purpose is clear. And what is the second key success factor for a Manager?
- Congruence, empathy, flexibility. A lot of words, but the meaning is the same. It is very important to be able to speak the language of the interlocutor, to adjust it. You need to learn to reflect his interlocutor, intonation, pitch, pauses, speed of speech, frequently used expressions.
Speed? The timbre? It turns out that you need to be like your interlocutor?
- so, just to reflect it.
I Wonder then what is the third success factor?
the Initiative, control. A successful Manager reserves the right to make decisions, it sets the tone.
how to control the conversation?
- Very simple. Asking questions.
So what is it? Corresponding to the second factor, we adjusted, and corresponding third control. Contradiction? How can you do both at once?
Good question. That's the whole trick. To learn how to do both at the same time. We listen carefully, ask questions, find out for themselves the priorities, we lead him in the right direction, we're not talking about what we need. First, adjust and then move on to maintenance. That is, suppose you're on the phone with a potential buyer. That you focus: on the process, on the outcome or on the client?
result.
Right. The result is achieved through the client and through the process. There's no other way.
Clear. And which factor, in your opinion, is the most important?
- the fact of the matter is that only when you merge all three key factors, you will be able to succeed.
!
