Do You Need an Attitude Adjustment? (Maximize Your Brand At Work With These 8 Daily Questions!)

This is an insert from Jean-Renaud Cherubin’s new book

‘Pitch-Pace-Attitude; & Other Ways to be Successful at Work!

This blog is slightly different than other blogs since this blog will read like a book hence it will soon be a book. Each week we will add some parts of chapters on WordPress and my fans and followers will help with the whole process of the book simply by reading and commenting each week on a new insert; leading to newer, fresher rewrites before the final draft of the book. Fans will also help with titles, cover art selection and font style and later they will get the advance copy before the release date in 2014.

Pitch-Pace-Attitude & Other ways to be successful at work!

Chapter 2

Maximize Your Brand!

There are so many online list of success to choose from, but none are as comprehensive and applicable. Pitch, pace and attitude is the name of the game. It is all about attitude. Learn how to combine it with our eight steps to success. I chose these eight steps because they are simple to apply to your daily pitch, pace and attitude. I have formed these steps into eight questions rather, so you can answer them every day as you further your career. These are merely questions to help you stay focus on your daily goals. Learn these eight steps one at a time and apply them to your career goals and maximize your brand at your job. You will also need to learn how to pitch and create an office & morning routine. But for now learn how every successful person positively talks to their inner-self and they all answer these 8 questions; so I have included sample answers to get you familiar.

 Do you need an Attitude Adjustment? (Maximize Your Brand At Work With These 8 Daily Questions! )

1. How can I have a great attitude today?
• People with great attitudes are attractive. People will tend to gravitate to you.
• Use the S.E.E Dynamics (Smile, Eye Contact and show Enthusiasm.)
• Sell something that is intangible such as one of your unique skills.
• Think about your attitude 99% of the day and only 1% on all your daily tasks.
2. How do I make sure I am punctual today?
• Punctual people are also attractive. Respect their time & they’ll respect yours.
• Be dependable & reliable just by showing up 2 min. early instead of 2 min. Late.
• Accept this mentality as fact: “Early is on Time and on Time is Late!”
3. What do I need to be fully prepared for the whole day?
• Be mentally prepared by having a good nights’ sleep. This will make you sharp.
• Be physically prepared by eating well. Skipped meals drain the body’s energy.
• Organize your daily goals. Ask yourself; what, where, why and when is that due?
o Part of being organized is being fully present & practicing your daily Pitch.
o Practice in your car, during any free moments. Practice on everyone the 6 steps to a conversation.
4. Did I actually work a productive 8 hour shift?
• Maximize the 480 minutes in 8 hours. If you missed a few minutes it will show!
• There are 2,400 minutes in a 40 hour work week. Each Monday shows time you wasted the prior week. Squeeze in productive behaviors for a good work week.
• Your rate of success depends solely on you. Some people take 45-50 hours to do same 40 hours’ worth of work. Master scheduling and become more efficient.
5. How can I network in my office and with other professionals in my industry correctly?
• Learn everyone’s role in your office just by asking and using the 6 steps to a conversation.
• Learn about other like-minded people in your profession. Connect with them on a deeper level. Talk to everyone without sabotaging your own work week or career.
6. How can I keep  my attitude up the whole work day?
• Think positive and have fun finding the silver lining in all your daily situations.
• Create a barrier around your enthusiasm, if not it will be breached by outside forces. You do this by accepting massive daily rejections without a sweat.
• Simple but difficult; turn off your cell phone for one hour each day!!
• 6 step everyone but keep around the quality people you meet or know!
• Quality people deserve your attention when they return the S.E.E Dynamics. Remember QTQP; Quality Time with Quality People.
7. Why am I here? And what am I doing?
• Use every project you work on as an opportunity to find out how it fits into the bigger picture of your firm and your industry in general as a whole.
• Create your own short/mid/long-term goals. 2-4 weeks, 4-6 weeks and 3-6 months are a good start. Write them down using the S.M.A.R.T Goal System.
• SMART Goals are; Specific, Measurable, Attainable, Realistic and Timely.
8. How do I take control today?
• 6 step every customer by; Intro-Short Story-Presentation-Close-Rehash-Impulse 1(footnote).
• 6 step every situation that threatens your daily attitude to questions 1 and 6.
• Recognize things that will affect your future and take control immediately using the 8 questions and the 6 steps to a conversation.
• Lastly, watch for opportunities in disguise. Take control and grasp these opportunities that would usually go to other people.

These are the eight steps to success for high fliers, achievers, self-starters and entrepreneurs. Attitude is mentioned about 4 times during the eight questions to success. I have adjusted them to fit the average American who is so busy at work, he or she only focuses on work, instead of their growth. Their job gives them security but they may feel a lack of career development. These outline questions are used to grow a brand. Working on your career goals should be no different and it gives you a chance to expand your brand past what you traditionally would consider branding. Which is branding yourself. You have the tools to sell yourself to any situation and become anything you want to be. America has lots to offer. Time to take control and take what is yours. Experience in management training allows me to share a few things that worked for me and I hope you will consider expanding your brand.
Twitter me for more. @jeancherubin.

Thank you.

Footnote
1. To learn more about the six steps of a conversation. Please read my prior WP blogs.

Do you agree with Jean Cherubin or disagree? Face off on the comments.

Stay tuned for next week as we extend more details for the next chapter of this new book set from this blog called ‘How to further your career and handle rejection at work.’  Buy Jeans first book. Amazons The Time is Now 2.0!

Pitch, Pace and Attittude! And Other Ways to Succeed at Work. Phase 3

This is an insert from Jean-Renaud Cherubin’s new book

‘Pitch-Pace-Attitude; & Other Ways to be Successful at Work!

This blog is slightly different than other blogs since this blog will read like a book hence it will soon be a book. Each week we will add some parts of chapters on WordPress and my fans and followers will help with the whole process of the book simply by reading and commenting each week on a new insert; leading to newer, fresher rewrites before the final draft of the book. Fans will also help with titles, cover art selection and font style and later they will get the advance copy before the release date in 2014.

Pitch-Pace-Attitude & Other ways to be successful at work!

Chapter 1

CREATE YOUR OWN OFFICE ATMOSPHERE AND OFFICE ROUTINE

Phase 3

How to assume the close by building impulse (pitch)

 

How important is it to complete a daily script and a morning routine?  Consistency is very important it is one of the characteristics that employees seek. Basically, they want to know if this person can deliver day in and day out. Well, can you? Yes you can if you have a morning routine combined with a beautiful pitch, a fantastic pace and a great attitude. Those three aspects of your professional life are all considered when evaluating your work ethic. In essence it is very important to create your own pitch, pace and attitude. If you research online there are hundreds of books on attitude adjustments such as, “Attitude is Everything.”  I am glad that today I will help put your best foot forward, and to do that you need a nice pitch, and a nice pace. Please keep reading and you will get a total idea of why pitch, pace and attitude are important and how they all go together.

Reading the prior week’s blog you will notice the intro, the short story, and the presentation portion of your script, but today it is all about the close; to be even more precise it is how to assume the close. A great communicator will not repeat him or herself. The art lies in putting it all down the first time and getting confirmation from the listeners. You do this by closing your conversation and rehashing your key points. This will decrease the amount of time you will miscommunicate with people. First it solidifies the course of action by all parties and second and it has ‘follow up’ built right into the predetermined scripted conversation rather than freestyle conversation. Freestyle is where two people have a conversation with no real destination. It is no longer freestyle once you have control. Here is how to get control. You must assume the close. In business it may be called ‘assume the sale.’  In assume the sale you go right to the signing of purchased products or services, usually once the salesman hears a few keywords allows them the opportunity from the conversation. Here is how you can add this style to your script (Daily Pitch.) Here are the details and how it works.

Done deal!

Assuming the Close

1. Close or End of Conversation.
   1. Assume the close after a few keywords or positive body language from listener.
   2. Here are eight sure fire signs that your listener is interested and willing!

i.     The return the S.E.E Dynamics (Smile, Eye Contact, Enthusiasm) when you mention your initial offer.

ii.     They ask plenty of questions while still in your presence.

iii.     They may even repeat a few questions. To ensure it makes sense to them.

iv.     They say yes to every quick question you ask them. Remember this is the important qualifying portion of your Intro speech.

v.     Positive Body Language.

vi.     Silence is a good sign, but this is tricky if they are silent you have to get them to qualify by asking questions. Make sure that silence doesn’t mean incomprehension, but yet interest and mental process of offer. Allows you to complete your pitch or simply see if they are paying attention to your words. This means it is time to take control and avoid silence. While building impulse or interest.

vii.     Time is of the upmost factor. Your pitch and idea is premeditated and you know where you are going with your pitch. You also know what you need and what you are looking for so keep it short and simple.

viii.     They picked parts of your offer. If a person starts to pick up pieces of your product that means they are looking for a deal and really want in, but it is up to you to make it make sense to them and pick the whole offer not just parts. No need to be aggressive once you see whey want in, just reel them in like a bass fishermen and hook, line, & sinker. Eventually, this will mean a little bit more time and effort on your behalf but you will get your way.

Here are a few questions that you can use to assume the close.

“You are going to work on this alone or with others?”

“Can you make it look like this once completed.”

“Is there another decision maker that needs to approve before we move on?”

Inside the close we have what is called Rehashing or ‘Go Over.’ Here you can also mention other projects you are working on and mention the people already working on it. Lastly you will explain all the steps that lead to the end of the conversation. Repeat some of the answers given. That also means you were listening to them as they spoke during your pitch¹.  This is another great chance to repeat your position on where you stand and the expectations of the combined team effort. Managers do it all the time. It is time you do it now.  While rehashing or repeating specifics, part 2 of the close is building the impulse.

4 Ways to Build Impulse

1. Fear of loss is greater than hopes of gain.
   1. Put the project in their hands and pull it away after mentioning a few details from it. It can be anything. A copy of an email, pictures, or design ideas. Slowly pull it away and look around as if it is a special project and say;

i.     ‘Today is the last chance.’  ‘This week is the set up and due date.’

ii.     ‘This is the only project allowed to leave my desk.’

iii.     ‘All other items are done; people are just waiting for this one.’

1. Create sense of urgency.
   1. After you grab back your physical portion of the project such as the email or design ideas. Do not hang around, your time is precious I want you to slowly walk back one or two steps. They will either come closer or signal more interests with their body movements.  It is a brain twister and at times they may be perplexed or confused. Ease their mind and come back slowly and say;

i.     ‘I am in a hurry and I need and answer right now.’

1. Look for greediness level.
   1. Many time people at work are very nice and want to help as much as possible, but without messing up their own reputation. You may need to make yourself fit in their hectic schedule. You may never need to build this much impulse but it is available to you. To convince them a little more you can say.

i.     ‘This is a great deal of great importance; there will be minimal time and effort on your behalf.’

ii.     ‘Here are the rewards and prizes and accolades involved in this project or offer.’

iii.     Name drop a few higher ups or key players in the organization. ‘Bob would love this to be done on budget.’

iv.     My favorite is to DEPUTIZE. Allow them the power to move freely by saying thing like. ‘This section can be mentioned to other people; it is not as private as the other portions of this project that we are working on.’

1. Showing Indifference.
   1. This is very hard to do and takes practice. Emotional strength is just as important as mental strength. There have been many scientific analyses on the very real Emotional IQ. Here are a few points to show indifference;

i.     Be opposite of aggressive or demanding. Do not cringe your brow.

ii.     Be stern and confident with no fear of loss in your body language.

iii.     Do not be pushy, let them buy into it.

iv.     Most important let them buy into YOU. You are selling yourself here not your project, items or offer.

Building impulse is very important as you create your pitch and pace you will need these factors for back up if you ever need to close someone who is ‘on the fence’ (unsure) about your offer. If they clearly say no, it does not mean it is over. Before you move on and stop your pitch to try and work it on some else, you can use these impulse techniques.

Adding the Close and Building the Impulse

Start talking like a leader and your projects will get done a lot faster, because of team work. You will become a project manager if you are not one already. People will want to work with you especially if you follow through and have a great pitch, pace and attitude.

We need to continue our story of an accountant who needs help with the marketing department. He knows nothing of marketing but has a beautiful pitch to get the help he needs.  James the accounting guy was able to get one of the marketing guys to assist him in a project he was doing alone and he came across some bumps. One bump was the project itself. He has to create a budget for a project he knows very little about.  It is an accounting consumer mobile application for all the company customers’ smartphones. Let us examine his communication style how you can add the close and build impulse in your pitch. Let us see how to put it all together.

THE PITCH

 “Hey, how you doing today? {Pregnant Pause} Real quick… (I’m doing something special for the accounting department)…..”

“We are focusing on a budget for a new product, {Pregnant Pause} you’re the marketing budget guy right?

“Okay so, I assume you have worked on projects like this before right?”

“You have designed projects like this before right? And if you were to work on this project you wouldn’t change your style right?

“Great………………….

 “We just launched a new program designed to connect a person’s quarterly statement to his or her cell phone using an Application (Mobile App).”

“What we do is set up the app to take the existing information from QuickBooks (financial reporting software,) keeping the statement the same which is in good form and replace it with the App.  This process takes minutes and updates in seconds as soon as the statement is due and we stay in contact with the customer more often through notifications on the App. It is light speed faster than paper through snail mail (regular post office) or email.”

“Sounds good, right?”

Add the Close by Assuming the Close.

“So, what we are doing for this project is getting designers and others to work together for a flawless launch date for the App.”

“I just need an okay to see if you can help meet the deadline.”

“Again, you are John right?” “I am James² and it is nice to talk to you today. (Pregnant pause for their response) Is there anyone else we need to get an okay from before we move forward or are you the final decision maker?”

“Okay great, so tomorrow or the next day you can bring one of the first parts of the design and cost analyses of The App Project, Right?”

Build Impulse by Rehashing the Proposal.

Once they give you a reasonable time table you then say; “I am going back to my office to crunch some numbers and make a few phone calls to notify others of your interest and work time table on this project. In case they call you will be very aware of any changes. Thanks for all your help and I’ll talk to you soon.”

 

Okay, this conversation seems simple, but the pitch has been rehearsed by James and the listener likes James and how he presented himself. This concludes what a great pitch resembles; you can modify it any way you like. But there are a few key points that cannot be missing. It needs an intro, short story, presentation, close and a rehash all while building impulse. You have just become a well-spoken person and may I add a very persuasive one at that. Let us break down how James got his way.

Here is how he did it. His total package includes some of these factors and we can break down his verbiage as well:

• It is genuine and shows enthusiasm.
• It creates urgency through his pitch, pace and attitude.
• It makes the participant feel special.
• Lastly, it builds impulse with reasonable work effort.

Here are the 5 closing points to a 6 step conversation: Intro, short story, presentation, close and rehash all while building impulse. Add these steps and key words to your pitch and watch the difference it makes.  In this scenario ‘Pitch’ does not merely mean your tone of voice but your S.E.E Dynamics, your voice, tone, range and your verbiage all create a very interesting person.

• The words; “So, what we are doing…” shows the project or offer is well on its way and even has a few details already in place. It shows that time is of the essence and everyone is looking forward to its completion. It also shows the core interests.
• The words; “I just need…” shows, while this project is in tow it still has missing parts and here they are. This allows the person to see where they fit in and it makes them feel special and they do not want to miss out. It seems as an opportunity instead of work or a chore. They feel needed.
• The words; “Again, you are John right, I am James and it is nice to talk to you today…” No one wants to feel like they have to do something and get nothing back. By reintroducing yourself it shows you are here to make a friend or an associate and you are growing the relationship as you talk. Re-exchanging pleasantries is a nice way to break the coldness of a business deal. It is still professional and work, but yet it almost feels like a favor with a reward attached. They get something out of it. To be honest that is why many people do the things they do. SO feed that part of their ego.
• The words; “So tomorrow or the next day…” shoes urgency and a sample of the time line that you are working with and it transfers that urgency to the new participant as they take the offer. They need to clear their schedule to fit in the offer they just willingly accepted. It also gives the person pitching some authority and time to ask for exactly what is needed. By here they are all hands on deck and you have to take the role of captain as you steer your ship to voyage. One that your partner wants to be in part.
• To end the conversation you need to say what you are doing right after the conversation ends. So the words. “I am going to…” shows you are a team player and you have to go do your part. This shows that the person who took your offer made a great choice. They bought into you. You cannot let them down now. You have set the expectation high. Perfect, right?

Thank you for reading today.

Do you agree with Jean-Renaud Cherubin or disagree, sound off on the comments.

Please follow this weekly blog as there is more to come while setting up this new book blog series.

Check out Jeans first book by clicking;

Amazon’s 2012 The Time is Now 2.0! by Jean-Renaud Cherubin, available now.

Stay tuned next time as we move on to Chapter two: The eight steps to success! As combined with pitch, pace and attitude of course.

Footnotes

¹Listening skills are key factors for being an interesting person because 50% of what you say is your body language. 40% is your pitch, tone and range of voice. 10% is the words you choose.  ‘How to be Interesting: Simple Ways to Increase Your Personal Appeal by Gillespie/Warren-2013 Capstone Publishing.’

²Reintroducing yourself may not be necessary; only if you do not know the person if you know the person cool things off by re-exchanging pleasantries.

Pitch, Pace and Attitude and other ways to succeed at work 2.0! The Presentation

This is an insert from Jean-Renaud Cherubin’s new book

‘Pitch-Pace-Attitude; & other ways to be successful at work!

This blog is slightly different than other blogs since this blog will read like a book hence it will soon be a book. Each week we will add some parts of chapters on WordPress and my fans and followers will help with the whole process of the book simply by reading and commenting each week on a new insert; leading to newer, fresher rewrites before the final draft of the book. Fans will also help with titles, cover art selection and font style and later they will get the advance copy before the release date in 2014.

 Pitch-Pace-Attitude & Other ways to be successful at work!

Chapter 1

CREATE YOUR OWN OFFICE ATMOSPHERE AND OFFICE ROUTINE

Phase 2.5

How to build impulse through your presentation (pitch)

Your morning routine is the most important aspect needed to ensure a fabulous work day.  In order to succeed at work you also need a great pitch, pace and attitude.  By now you have a good idea what your pitch is all about let us continue from last week when we spoke about creating short stories to show interest in your pitch.  Speak smooth and clear and you will not sound like a salesman because no one wants to be caught in between a sales pitch. The moment they see there is nothing in it for them they lose interest and it is hard to get them back. In this instance getting them back means ‘getting them to subsequently do your bidding.’ No one wants to be manipulated as well, so the art of walking away from negative body language is vital. When looking for positive feedback or looking for people willing to work with you and not against you, you will need patience. Before you go into your presentation here are 5 things you need to look for through body language and persons verbiage that can determine if you have found someone worthy of your pitch, offer or tasks at hand.

1. Does this person have a vision? If not do they at least understand your vision?
2. Does this person have self-confidence? And is not scared to make and repair mistakes?
3. Does this person have a positive mental attitude simply by displaying the S.E.E Dynamics (Smile, Eye Contact and Enthusiasm?)
4. Does this person expect greatness and success in their daily task? Some are in a hurry to just do the job so they can move on to the next. A quantity mindset instead of quality!
5. Does this person have self-discipline to carry on a mission?  It is hard to see a person’s mental toughness, but you need to look for it when it comes to team oriented projects or networking projects.)
6. Lastly, does this person have persistence with set goals even when it is a dead end?

I have highlighted the boldface words because it is hard to see these features in other people unless you have been reading your body language and monitoring your own mental growth. This is why you need to practice your pitch as much as you can. It is a set conversation you have with people all the time and they do not even know it is a structured conversation. It can put you in the winner’s circle to be able to control conversations that seem rather standard to most. Remember this pitch has a sales background, but if it is presented as a sales pitch you have lost your audience. A fine line or a small difference between someone saying:

• Hi, we are fixing peoples computers for free today,’ just give me your phone number and email address and I’ll get someone to help you right away.’
• Compared to ‘Hi, my name is James the IT Analyst (pause) and my computer company is having a special for all its clients focusing on removing viruses and increasing computer speeds. Your computer is running slow isn’t it? Well, we just launched a program to help out all our customers without having to spend any money or time; I just need your info to see if we can help you?” So what is your email and phone number? Thank you; here is your appointment card for a free computer repair consultation!

Good observation, the second may seem a bit longer in speech, but imagine two different people standing out in front of Best Buy talking to potential clients; Guess who will get more customers. Yes, that is correct the second because it is more conversational designed to create impulse. If it works this great with strangers imagine your coworkers or close ones.

James used what is called the 5 step conversation technique used throughout the sales world. He is essentially giving people what they want with no guess work involved.  It is what I have been teaching you in this chapter. By now you can already see the introduction, the short story, but may not completely understand the presentation, the close and finally the rehash. At this point of the chapter we are going to focus on how to give a person a presentation as you are talking to them. And next time we will help you assume the close.

The Presentation    

      

I am here to help you create a successful morning routine and office routine.  Read blog 1 if you missed it. The morning portion you are very familiar with and I am very proud of you if you are already implementing some tactics to your mornings. But let us focus on something that you can use every day at work and it is your pitch pace and attitude. We will spend some time on Pitch before we can move on to pace and attitude making it the tri-factor of corporate America. Experiencing the American dream at work is something that people have been doing for generations. Don’t lose sight that it can still happen even if America seems to be losing its grip on the being the number one nation. How you go about your day is the biggest factor that will determine if you can capture the American Dream. I now realize the dream is different for everyone, I believe it is to start your own business, but for years I worked hard at a company to save money so I can start my business. Only my 9-5 day job allowed me to pursue other goals. That’s why I can never bad mouth any man who provides for his family the traditional way through a hardworking job. I write today to let you know that if you are stuck in this job and feel no mobility, remember it is not over there is a bigger picture. You must succeed where you are standing right now, before you can succeed where you want to stand in the future.

With that being said let us look at our scenario of a man from the accounting department looking to work with the marketing department(which he knows nothing about) on a new project he was assigned to work on alone, he has turned it into a team project. The mission starts as soon as he starts talking to the budgeting guy in the marketing dept. Let us review what he has said so far and if he will succeed using the 5 steps to a conversation.

Seen here is the introduction and short story;

“Hey, how you doing today? {Pregnant Pause} Real quick… (I’m doing something special for the accounting department)…..”

“We are focusing on a budget for a new product, {Pregnant Pause} you’re the marketing budget guy right?

“Okay so, I assume you have worked on projects like this before right?”

“You have designed projects like this before right? And if you were to work on this project you wouldn’t change your style right?

“Great………………….

Add the presentation

“We just launched a new program designed to connect a person’s quarterly statement to his or her cell phone using an Application (Mobile App).”

“What we do is set up the app to take the existing information from Quickbooks (financial reporting software,) keeping the statement the same which is in good form and replace it with the App.  This process takes minutes and updates in seconds as soon as the statement is due and we stay in contact with the customer more often through notifications on the App. It is light speed faster than paper through snail mail (regular post office) or email.”

“Sounds good, right?”

This is a pitch that is thoroughly thought out and presented well. It has done a few things that the naked eye may not catch, or even the naked ear. Let me explain.

• It is genuine.
• It creates enthusiasm.
• It directly focus on the subject no upturns or detours.
• Lastly, it builds impulse.

Before I show you how it built impulse we have to analyze his choice of words.

• The words ‘We just launched,’ signals it is already a team effort and it is happening as we speak. Always use the words ‘We just’ to create intrigue.
• The phrase, ‘new program designed to’ is the bottom line and it is the first thing you hear instead of the last thing mentioned, as in traditional presentations. This allows you to act like a boss on the subject matter. This can be any subject or project you choose. Be an authority on the subject up front and people will not feel neglected or mislead into doing something.
• The phrase, ‘What we do is’ presents the backbone of the project and shows you did your homework. These key phrases work anywhere as long as you know what you are talking about.
• The phrase, ’The process takes…’ shows what is in it for the customer. The advantage that has made this project or team building assignment worthwhile. Find the features and benefits of anything and express it in your presentation for better results. In this presentation he mentions more than one benefit for the company and the consumer. Excellent job there.
• Lastly the phrase, ‘Sounds good, right,’ creates the last part of creating urgency and that is being indifferent or unconcerned.  It is very important to add this as it shows continuation with or without the persons help. Ironically this makes the person want to help more. The four steps to creating urgency will be tackled next time for now, start learning to present your subject matter right in the middle of your conversations.

Thank you for reading today.

Do you agree with Jean Cherubin or disagree, sound off on the comments.

Please follow this weekly blog as there is more to come while setting up this new book blog series.

Check out Jeans first book by clicking;

Amazon’s 2012 The Time is Now 2.0! by Jean-Renaud Cherubin, available now.

Stay tuned next time as we learn to create urgency using the four steps of impulse and assuming the close (Phase 3).

Pitch-Pace and Attitude and other ways to Succeed at Work!- Phase 2 ‘Telling The Short Story’

Greetings and welcome back to more on maintaining your Pitch Pace and Attitude and other ways to succeed at work! Today we will discuss Phase 2 which is communicating with a short story.

This is an insert from Jean-Renaud Cherubin’s new book

‘Pitch-Pace-Attitude; & other ways to be successful at work!

This blog is slightly different than other blogs since this blog will read like a book hence it will soon be a book. Each week we will add some parts of chapters on WordPress and my fans and followers will help with the whole process of the book simply by reading and commenting each week on a new insert; leading to newer, fresher rewrites before the final draft of the book. Fans will also help with titles, cover art selection and font style and later they will get the advance copy before the release date in 2014.

Pitch-Pace-Attitude & Other ways to be successful at work!

Chapter 1

CREATE YOUR OWN OFFICE ATMOSPHERE AND OFFICE ROUTINE

Phase 1 Short Story

Your Daily Success Script!

Phase 1

How important is it to communicate well? Some give it no thought and just go about their day. It’s not easy to plan a conversational attack; I will equip you with the tools to have an arsenal of communication styles to maximize your success. A basic conversation has layers and levels it starts with the introduction of your daily script. Later you need to work on the body of the script through a short story.  In the most efficient manner this will explain who you are and what you are doing. With this style of conversation and forward thinking you will know what you need to say before you say it. Sounds silly but I encourage you to practice your script on everybody. Your whole day has a script no matter who you meet or work with. Your conversations will run a whole lot smoother and you can get things done through team effort more consistently. Your conversation skills will be admired by many. But you have to keep abreast on your foundation and here it is.

       The Morning

In an ideal setting one needs to be successful in the first four hours he or she wakes up. Usually 2 hours to yourself and 2 to your job or morning endeavors. The average American is willing to travel by car 45 or more minutes to get to work. I suggest you split your four hours and give yourself three hours in the morning and one hour at work including commute.

Now before one can start having a great morning leading to a great day, one will need a great night of rest. Rest is very important to your health and career. Health wise resting 6-8 hours a day helps 5 things. First it helps your immune system by avoiding high blood pressure and diabetes. Two, it can help your brain store a day’s worth of information and sift through the important stuff. Third, it helps weight control by maintaining what you have, if you’re working out it also grows muscle and lose fat. Forth, it helps your coordination for the upcoming day and lastly it replenishes your skin, eyes and organs all things to slow down aging if you sleep properly.  Literally called ‘Beauty Sleep’ and if you look your best you will perform your best. [www.popsugar.com/fitness/5 benefits of sleep 7-13-2007]

There are many sleep patterns to choose from as well if 8 straight hours does not work for you, do two spans of four hours or 8 long naps during your day, or maybe 3 hours, 1.5 hours and a couple of 40 minute naps. It has been studied that no matter how you get it, as long as your brain repairs itself during your most in depth sleep called REM, you are all set. But what best fits your personal and professional goal is the one you can go with. [HuffingtonPost.com/surprising sleep patterns that work]

Now that we know sleep is important and needs to be implemented to have success. Let’s organize your first four hours.

Train your brain to not be late to work, in my profession we tell our students to rewire their brain by saying “On time is late and early is on time.” This will be the beginning of creating ones atmosphere with a daily script. The first three hours make sure you do all you have to and not have any last minute rushed assignments. Shower, shat, shave, makeup, and use the rest room, making and eating breakfast, pick out clothing, reading and writing your daily goals, spend time with loved ones and leave for work early. Remember what we say here. People mess up their morning routine by snoozing at 8 a.m. and waking up at 10 a.m. for an 11 a.m. meeting. Everybody is always 2 minutes late, I employ you to do the opposite because in Japan they feel disrespected and leave after three minutes, I always think of their culture when thinking about my tardiness.

First it is important to get your 6-8 hours of sleep. Now you can wake up three hours before your next assignment. At the sound of the horn your off, up and ready to go. Make sure your voice is nice and cool, smooth, no cracks, no high notes, no low tone. Doing any of the latter will show weakness and uncomfortable and or nerves. Every morning practice your pitch or your script to really get it down pact. Remember, once you have it down you can adjust it to your audience. In the beginning you will need to stick to your script. Use the same communication style and similar wordage or verbiage. This instills people will want to communicate with you more often, they get a since of comfort with you and when you add the SEE Dynamics of Smile, Eye Contact and Enthusiasm you can fill in the blanks as more people will want to help you get to the top i.e. which are your personal goals anyway.

Let’s review from last blog and look at our introduction and then add the short story.

“Hey, how you doing today? {Pregnant Pause} Real quick… (I’m doing something special for the accounting department)…..”

Seems real simple but the intro is actually designed scientifically for human interaction. In the prior blog it explains the break down. Click and read it here if you missed it. {wordpress.jrcherubin.com/the American dream pitch pace attitude part 1}

In the short story you will need to qualify the people you are talking to and the project you are working on.

Let’s continue with the scenario of a man from accounting who needs to work with the marketing department and he knows very little about the standard procedures of the marketing department.

Add the short story

“Hey, how you doing today? {Pregnant Pause} Real quick… (I’m doing something special for the accounting department)…..”

“We are focusing on a budget for a new product, {Pregnant Pause} you’re the marketing budget guy right?

“Okay so, I assume you have worked on projects like this before right?”

“You have designed projects like this before right? And if you were to work on this project you would not change your style right?

“Great………………….

Let’s stop there for now and analyze this seemingly simple conversation between two people.

• The word ‘We’ implies this project is bigger than the both of us, though in actuality you were assigned to do this project alone. Leading with this in your short story catches their team mentality and short attention span.
• The 3-5 second pause gives you time to read their body language and their willingness to move forward. If not ask someone else. You still have not spilled the beans on your project, but they are eager to learn more, letting you cut ties whenever you are ready.
• After the pregnant pause look to see if they are giving back those S.E.E Dynamics which is a Smile, Eye contact and lastly Enthusiasm. The first qualifying question has a yes or no answer.
• The words “Okay so, I assume” gets their curiosity up instead of opening with “how would you do this?” and again the second qualifying question has a quick yes or no answer which creates urgency and gives you time to think about your pitch and delivery.
• Using the question word “Right?” implies you are confident in what you are doing and you are looking for the same in the person you are talking to. You are setting up excellence and won’t accept anything else.
• The last two qualifying questions seem simple. But these are the last two questions that let you know you have the right person in mind. Even if they are not (The marketing department only has three people and he is the budgeting guy, you are setting him up for success)
• You end your short story with the style of the project question without even saying what the project is and that gets the listener to want to comply and give results. In essence you made them feel special. More on that later!
• The word Great means you have found your target and excellence is already expected. This word leads to your Presentation (More on that Next week.) Now they are ready for your presentation. Today’s challenge is for you to say this to everyone 100+ you meet this whole week without fail. This is the beginning of your pitch to success

 In close, everything here in this script is all qualifying questions. This will let you know you are speaking to the right person so you do not waste time with unqualified people. We want quality time with quality people.  This will allow the person you are talking to express themselves and their expertise to see if it’s a fit. Some people will be nice and try to help even though they cannot. It is up to you to know the difference and learn when to move on from the conversation. Many humans well reciprocate the way a person approaches them as a defense mechanism. So bring a big smile, eye contact and enthusiasm and you will get the same, for a fleeting moment anyway. It’s up to you to know what to do next.

If you notice this (SEE Dynamics) in someone’s body language that means you have built comfort, curiosity and trust. Once you have practiced your pitch and you combine the short story with the intro it is merely not enough to just mutter the words, you’ll need to speak with a clear pitch, pace and attitude. You are now taking control of the conversation, though it’s a two way conversation.  You have now set up the pitch and here is what you need to do to make it most effective in your work environment.

You have to sell yourself and plan your path to success. Remember it all starts in the morning,

1. Fix your morning routine.
2. Practice your pitch, its tone, and its verbiage.
3. Practice your S.E.E Dynamics (Smile, Eye Contact, & show Enthusiasm)
4. Trail run on any new script you create (same foundation of course), talk to as many people as possible. [mentally record peoples reaction to certain words and actions]
5. Maintain your workflow and mix in now your Pitch, Pace and Attitude. I also want to help you increase productivity not drown it.
6. 6.     Learn to step away from unwanted conversations {example: quality time with quality people; more on that next time, The Art of Walking Away.}

Thank you for reading Phase 1

Next week is Phase 2 (Pitch: The Presentation)

Please subscribe and stay tuned…

Do you agree or disagree with the author Jean R Cherubin, feel free to comment.

Feel Free to review and comment on Jean’s older book.

Amazons 2012’s The Time is Now 2.0 before the release of his new book PPA due 2014