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Power to the People in the Business

Written by: Gal Baras

Article Overview: Every business person in the world wants to know how to succeed in business. So they study and read books about products, about advertising and about money management, but most of them forget that it's the people who make their business work. I believe that the key to a successful business is its people. From the cleaner to the high-flying executive, people run the show. Without them, even the greatest product in the world will not sell (and you know how many wonderful products are out there we never hear about). So how can you put this into practice in your own business? Use a coach with a relationship focus.

Power to the People in the Business

"You never know till you try to reach them how accessible men are, but you must approach each man by the right door" – Henry Ward Beecher

Every business person in the world wants to know how to succeed in business. So they study and read books about products, about advertising and about money management, but most of them forget that it's the people who make their business work.

I believe that the key to a successful business is its people. From the cleaner to the high-flying executive, people run the show. Without them, even the greatest product in the world will not sell (and you know how many wonderful products are out there we never hear about).

No matter how big your office, how colourful your flyers, how powerful your computers or how many hours you work, it's the quality of relationships you establish with yourself, your customers, your suppliers and your employees that determines your success in business.

You see, the computers will do nothing if not operated by people, the letters will not be written or sent if not done by people, the products will not get to the customers if not delivered, packaged and sold by people and, most importantly, the money your business makes is paid by people.

Research shows that people like doing business with people they can trust. They also like to employ people they can trust, work for people they can trust and supply to people they can trust. It's not about money. It's not about product. It's not about "the deal". It's about trust. So what is trust?

It turns out that people can be broadly divided into several communication styles. Each communication style is like speaking a different dialect of the same language. When you meet someone speaking your dialect, you understand everything and they understand you. When you meet someone speaking another dialect, you miss some stuff and both sides get frustrated.

These dialects are called Visual, Auditory, Kinaesthetic and Digital. Each one comes with its own vocabulary, thinking patters, skills and weaknesses. Each one as important as the others on a team, while each one suits different tasks and jobs in the business.

Master all these "dialects" and you can interact a lot better with everybody around you and choose the best person for every task and job.

It also turns out that people see, hear and feel things you're not saying. Body language is a very strong giveaway in many situations, which people notice intuitively. Sometimes, it "talks" louder than your words. Learn to recognise these signs and to use your own body language and you'll gain the trust of others.

Finally, people have certain needs, wants and fears, which others don't know about, but which guide their behaviour most of the time. Find out how to gently discover other people's needs, wants and fears, as well as your own, and you'll become a powerful people magnet. People will trust you. They'll want to work with you, sell to you and buy from you.

So how can you put this into practice in your own business? Use a coach with a relationship focus.

In most businesses, there is a small number of people who can influence the behaviour of the entire business. These are typically the owner(s), the chief executive(s) and key technical experts. Therefore, to change the culture or the atmosphere in a business, it's enough to coach these people.

Your coaching will initially meet with the head of the business to learn about the environment and the targets of the coaching program. Together, they will make a short list of the people selected for coaching. Then, each of the chosen people will go through a relationship-focused coaching program, which includes sessions on goal setting, time management, beliefs, values, needs, communication styles, rapport building, responsibility and more. Some of these topics can be covered in a group, while others are best done individually.

At the end of the program, each person comes out aware, empowered, positive and effective. They can plan better, manage better, sell better and balance their work with their life better.

Once the key people have been coached, major change will be apparent, "infecting" everyone else with "the smiling face syndrome". The next step will be to deliver group workshops to additional people on communication styles, rapport building, responsibility, time management and goal setting, resulting in an unstoppable workforce, all working together for something they deeply believe in, followed by tremendous business success.

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