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Wanna’ become a Good Storyteller?

Wanna’ become a good storyteller? Here, five quick steps. Catch!humor-launch-20062

First memorize it like crazy, then forget it for a while. It will have found a hiding place for itself in your deeper brain.

Second make attempts to tell it from memory in your own words, like a casual chat. You will feel like and become OWNER of the new version.

Third, tell it from the perspective of one of the characters in the story. If there are no characters other than you then let any inanimate object, say a chair, from the story tell the story. It’ll help you enhance the drama when you really tell the story next time.

Four, have someone else tell you or read the original or your new script. You will discover new areas where impact and engagement can be increased.

Five, go all out when you tell it. Live your dream-delivery, model your storytelling hero. Enjoy. Unleash yourself unashamedly. Stories are meant to be told so they inspire and motivate others so why hold yourself back? Go! Fly! Shine!

Five point five, buy the HeART of the STORY from Amazon.

Or, catch me here at the Dubai, HR Summit

 

Five Philosophies of Appreciative Leadership

Most individual and organizations go around carrying a cudgel of “what is wrong and who is to blame,” in all the businesses and the organizations we lead.

This approach of looking for problems may work for complex machinery and systems but fails drastically when it comes to human groups because human relationships are not just complex but are complicated.

Thus, a mechanical+rational+cognitive approach to resolving issues rarely work and barely sustainable. Over the decades, a new strengths-based, affirmative approach, a way of life has been delivering brilliant and beautiful results.

What will work better is “what’s working, what strengths can we employ and who is passionate about taking the lead?”

And, it takes five beliefs that can come handy in driving productive change:

  1. Every individual and organization is a beautiful mystery to be unfolded and unleashed.
  2. In life, and at work there are multiple realities and these realities construct according to how we perceive them collectively.
  3. The strengths and the resources that we most focus upon will grow magnificently.
  4. Every positive, empowering question we ask will simultaneously give rise to affirmative thought followed by action.
  5. When we filter, choose and select every grain, every word in our conversations for success and strengths, we build a beautiful world.

Appreciative Leadership is a personal and organizational leadership program influenced by Appreciative Inquiry, a holistic method and a process to initiate, drive and succeed affirmatively and sustainably all change programs.

Right after the Hospital Management Awards on September 7-8 in Vietnam, on September 09, 2016 sign up for a whole day workshop on Appreciative Leadership organized by the Vietnam Marketing Association.

Should you wish to sponsor, help promote this please call or send an email to Ms. Mai Nguyen (Ms.) | Workshop Project Manager of VMI at

P: +(848) 3507 3575  |  HP: +(848) 908 863 118  /  Email:mainh@vmi.edu.vn  to confirm. Website: www.VMI.edu.vn

Appreciative Leadership

Appreciative Leadership & Ha Long Bay

Individuals and Organizations are Mysteries to be Explored and Uncovered.

Individuals and Organizations are Mysteries to be Explored and Uncovered.

A few years ago, on a cruise, at early dawn we sailed into Vietnam’s Ha Long Bay. Not just the moment but the whole morning was nothing but magical, majestic.

The dark, dense water seemed to caress and draw the ship deeper into the bay. The giant rocks, strewn with shrubs, seemed to gently glide, bend and bow down inviting us to feel free and awed by the beauty. The sights were amazingly beautiful. The murmuring water was love-giving and the scents from the shrubs nourished our souls.

Today, as I relive the memory, part of me wonders why I didn’t find the dull darkness to be scary. Why didn’t the deep, dense water strike fear into my heart and why didn’t the jagged rocks remind me of the Titanic’s fate? I guess the answer to this mystery might lay in the fact that a part of me was expecting and looking forward to the sights, sounds and the smells of Ha Long Bay being beautiful and awesome. I also suspect that, over the years, the millions who visit and capture this beauty also undergo the same magic and majesty. They all come filled with a sense of wonder and an expectancy to witness the beautiful.

In a similar way, the underlying philosophies of ‘Appreciative Inquiry’ urge us to approach individual systems and organizations in a similar way, with the same wonder and a similar sense of being greeted by majestic beauty.  Appreciative Inquiry, a method of facilitation and developing organizations was first conceptualized by Dr. David Cooperrider of Case Western University in the 80s.

It claims, our default approach in looking at people, looking at teams and organizations made of people is to try and zero in on what is wrong with them and how do I, as a leader, fix that problem. It questions, what if we were to simply flip that first, defaulting assumption of ours and look for strengths, for resources, for successes? Wouldn’t that change our approach, our mind-sets and thus our behavior towards these entities, these systems and these living organizations?

Over the years, across the globe several leaders and change agents have discovered this secret and used it powerfully and fruitfully to turn individuals and organizations from good to great. It’s an approach, a way of life that adds power, beauty and strength into our initiatives to change and innovate.  The philosophical presumption is “individuals and organizations are mysteries to be explored and uncovered.”

On September 09, 2016 in Vietnam, in association with Vietnam Marketing and Management, I will be conducting a whole day, interactive workshop on Appreciative Leadership.  This follows the Hospital Management Awards being held in Ho Chi Minh City on September 7 & 8, 2016. On that day not only will I accompany you on this journey but also guide you into being able navigate your own ships into magic and majestic landscapes like Ha Long Bay.

Vietnam Marketing:  http://www.vmi.edu.vn/

Appreciative Leadership: http://www.vmi.edu.vn/news/pid/49/search/page/1/id/4544

My upcoming public workshops:http://www.informa-mea.com/hrsummit

Advanced Selling Skills in Vietnam: http://www.hospitalmanagementasia.com/cacnhadienthuyet?page=5

InSpire Like a CEO: http://www.genesistrainingevents.com/Raju/inspire.html

Appreciative Leadership: http://www.genesistrainingevents.com/Raju/AL.html

Corporate Storytelling in Dubai:http://www.hrsummitexpo.com/

Posts on Facebook: https://goo.gl/MXQEqU

Talks on You Tube: https://goo.gl/dVclfm

Choice Clips from the TV Show, ExPat InSights :  https://www.youtube.com/watch?v=vjf3sHaZBSo

Raju Mandhyan

www.mandhyan.com

 

 

 

 

Beyond the Gift of Gab

I must confess that I didn’t just wake up one morning and discover that I had the ability to sell, influence people’s minds positively and thus create real value during execution and delivery of promises made.

Subtle Closing Strategies to Soar Beyond Your Sales Targets

The process from a distance seemed easy. It seemed all that you had to do was look good and talk good. In fact, I remember one of my

bosses sending me off to distant lands with a referral note to potential customers and claiming in the note that the carrier of the letter, yours truly, had the gift of the gab! It took me years, if not decades to figure out that selling and creating value was way beyond being just having a gift of the gab. Selling was and still remains way beyond looking good, listening good and speaking well.

 

Selling takes imagination, understanding, empathy, patience, open-mindedness, creativity, honesty, commitment, courage and a deep ability to lead, inspire and create value not just for yourself, but for the customer and the world at large.

After years of beating the streets, so to say, when I figured I had acquired a few of those above mentioned skills and competencies I plunged into a journey of learning the elements of fine communications, human behavior and the dynamics of diverse businesses in the marketplace called the world.

To teach, train and coach others into these principles and practices I dove headlong into the fields of neurosciences, neuro-psychology and discovered how they were all so related and intertwined. How efforts in one area would impact and improve human performance in another area and eventually into the marketplace.

This book waited years to be born and I must confess the labor pains were severe and excruciating. Now, as I lay my eyes on this finished product I feel like bits and pieces of experience, wisdom and the hidden sciences of success that lay in my bone marrow and my heart have taken form and can serve others.

Thus, I place this, the HeART of the CLOSE on the table, on Amazon for you, the reader, to feast upon and then go put on your super sales-person cape and create value in this beautiful world.

Raju Mandhyan

May 2016, Philippines.

 

 

 

My upcoming public workshops:

InSpire Like a CEO: http://www.genesistrainingevents.com/Raju/inspire.html

Appreciative Leadership: http://www.genesistrainingevents.com/Raju/AL.html

 

My books also available on Amazon: http://goo.gl/OZSMj8

Posts on Facebook: https://goo.gl/MXQEqU

Talks on You Tube: https://goo.gl/dVclfm

Choice Clips from ExPat InSights :  https://www.youtube.com/watch?v=vjf3sHaZBSo

Stop at Why: How Great Coaches Inspire Self Transformation

I have participated in hundreds of conversations on why not ask the “why” question in coaching and the itch to answer calls for this write-up.

Though I have covered what exactly is coaching in many of my previous blogs and it is covered in depth in my book, the HeART of the CLOSE. For this specific write-up let’s go with “coaching as partnering with clients in a thought-provoking and creative process that inspires them to maximize their personal and professional potential,” as stated by the International Coaching Federation at  https://goo.gl/MGM1KC

Now in the process most coaches and those that train others to coach will claim “ask all questions but stay away from the “why” question.” In response most newbies will go, “Huh? Why? But Simon Sinek claims that is the ultimate question to ask ahead of the what and the how questions!”

So, ask “why” or ask not “why?”Stop at Why

Well the answer, Charlie, is that both the parties are right and both of them are approaching the raison d’etre from two different windows. One is working inside out and the other is working outside in. The leader who starts with the why question is giving clarity, shape and existence to the purpose behind what she is dreaming of, speaking of and acting upon for her followers to understand, align and deliver the vision they together co-create. Knowing why we dream, say and do becomes of utmost importance.

On the other hand when a coach begins to partner with a client in a thought-provoking and creative process for her client to maximize their personal and professional potential then she, the coach, has no right to influence her client’s “why” but mostly work with her “what” and “how.” For a client to change, upgrade or even, sometimes, dump her “why” is totally and completely a personal choice. Should the coach make even the slightest effort to influence the client’s choice then the whole process loses purity and ceases to become a coaching partnership.

That is, essentially, the raison d’etre behind why a coach must stop at why when coaching others.

There are several other reasons why “why” isn’t that great a question to employ in coaching others and some of them are:

  1. Asking a “why” question can seem confrontational and overwhelming.
  2. Asking a “why” question can seem to be influenced by the coaches’ personal preferences and paradigms.
  3. Asking “why” questions require a client to dig deep and probe into their own, sometimes, unconscious beliefs also called “metaprograms” in Neuro-Linguistic Programming (NLP.)

Thus, asking a “why” question can be intrusive and extremely over-whelming in a pure coaching partnership.

Though, I must confess, a professional/well-experienced/intuitive coach will employ the “why” question at times and with great effect and results. Consider this kind of a coach as a rare medicine man who can kill poison with poison at the right time, with the correct amount of the dosage.

There, that answers the question of why not to ask the why question in coaching. Thus, Stop at Why, that is how great coaches inspire self-transformation.

If you like this article then let me know and we can take up When and How to use Why or How to replace it with a What?

My books also available on Amazon: http://goo.gl/OZSMj8

Posts on Facebook: https://goo.gl/MXQEqU

Talks on You Tube: https://goo.gl/dVclfm

Choice Clips from ExPat InSights :  https://www.youtube.com/watch?v=vjf3sHaZBSo

 

 

 

 

The Future is a Blank Sheet

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The Future is a Blank Sheet

The Future is a Blank Sheet

You can change your lives!  Trust me, it is entirely possible to cast off the past and retell your story from this day forward.  All of nature and the universe is an act of creation; an act of storytelling.

The poet Nasadiya Sukta once said:

“Whence all creation had its origin,

he, whether he fashioned it or whether he did not,

he, who surveys it all from highest heaven,

he knows—or maybe even he does not know”

The present and future are unknowns, each a blank sheet of paper on which to become creative.  It is important to accept and embrace the possibility within the present.  We can lay the groundwork for the future, we can enjoy a moment, or we can learn something new that will improve our mind.  It is possible to set aside disempowering stories and move forward into new ones.

Part of my mission is to help people set their minds free to explore new paths and areas of power and potential.  We work with future leaders to develop a story of success and happiness.  There are no limits to the imagination, and if there are no limits to the imagination then there are no limits to your potential.  For every challenge, there are multiple paths to explore and conquer.  For every problem, there are multiple solutions.  People can create a mindset of creativity, energy, and exploration.

You have the power to change your stories, and in doing so you also have the power to change your lives. Yes!

Seven Plus Minus Two from NLP

Have you ever walked into a meeting late, because of heavy traffic en-route, and been unable to concentrate on agenda at hand right away? Does a part of you want to focus on the work while another part of you is still anxious, stressed and testy about the traffic conditions you just recovered from?

Seven Plus Minus Two Principle from NLP

Seven Plus Minus Two Principle from NLP

Or, at times, have you tried to pitch a presentation to an important customer, behind a large desk, who is signing papers, taking calls, punching his keyboard, sipping coffee while politely asking you to keep on talking. He claims he can multi-task and is listening to you but at the end of your pitch you still feel let down.

Meeting maladies similar to these can be resolved by understanding, in depth, another principle of Neuro Linguistic Programming: At any given moment, our conscious mind, can only hold and juggle with seven plus or minus two chunks of thoughts.

For example, while driving through traffic, you are intensely navigating, formulating an explanation for your tardiness, reviewing your planned presentation, pondering upon discussions or activities you may have concluded earlier, reading your messages on your phone, planning the evening, regretting not having eaten a healthy breakfast, thinking of the family, etc;  All this is hyper-mental activity. And, some of the areas that we reactively think about can be switched off to be able to calm yourself and focus on what is crucial. Just like a computer, the desktop of our mind can be faster and more efficient if it is running fewer applications at a given moment.

Your obvious question would be how do I do this? That’s correct. For yourself, you need to become conscious of the fact that you are running in a hyper mode and then zero in on your breathing and focus on it. A few minutes of paying attention to your breathing will shut down several less important issues the desktop of your mind may be juggling. If your mind wants to react, stop and go back to focusing on your breathing. In the long term practice will make you perfect.

How do you handle the customer behind the large desk, who wants you to go on talking when you know he is running in a hyper-mode and may not be giving you a hundred per cent attention? Stop speaking, slow down your presentation, deliberate on your pauses, and politely ask him to finish signing the papers or answering that email. Like: ” I see you like answering off important emails promptly?” That’ll break his trance, his pattern and he will look up and give you attention.

Ask him non-probing questions about the biggest chunk of thought he may be juggling on the desktop of his mind. Do or say anything that you feel will help him switch off some of the activities and give you better attention. A word of caution: Don’t be cheeky or obvious about it because that may embarrass him.

In summary, powerful leadership conversations are also about understanding and managing the subjective state rather than just what is on the surface. Practice these methods and you will find yourself achieving a lot more in half the time and at half the cost.

 

Find more insights like this one in my books on Amazon

Connect with me on Facebook/Raju Mandhyan

Stories as Strategies for Selling and Marketing:the HeART of STORY

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Ever since the first salesperson stood up on a soapbox and plugged away the scripted benefits of a heal-all, cure-all and save-all snake oil, people have become wary of commercials. They are tired of producers and salespersons pushing new products with added features in their faces. Commercials have not just invaded our homes through magazine, radio, and TV ads; they have also appeared on our dinner place-mats, sports arenas, and our hand-held devices and phones.  A former actor-comedian John Cleese, now a professor of creativity and marketing, claims marketing professionals are aware that 70-80% of their commercials and advertisements have no direct impact on sales. Yet, according to him, marketing and advertising professionals continue plaguing the world with commercials for the sake of keeping their industry alive.

Connect, Engage and Influence your World Creatively!

The same is true about other forms of direct selling, whether to individual customers or large businesses.  Salespeople keep on making linear, unidirectional, hackneyed presentations about how useful, and beneficial their products are without being concerned if all the noise they make with their flyer distributions, PowerPoint presentations, and product demonstrations make any impact at all. The truth is buyers do not buy when they are told to or sold to. They buy when their minds, memories, and emotions do a pivot upon hearing a story. It is a story that reaches out and touches them, and it is that story that engages them and turns their hearts around.

A very simple example might be that of a salesperson talking about how good the location, the construction, the price, and the potential appreciation of a piece of property is.  The same salesperson becomes amazingly more effective when he explains how the former owner, Mrs. Anderson, personally supervised the construction of the place. He can follow with another story about how the present price–much lower than the current market value– helped Mr. Smith sell his property down the street with a whopping 25% gain within a year of having purchased it.

The whole tenet of wrapping real, valuable truth in the colorful images of a story promotes the truth easily and happily.  The stories, of course, must be relevantly parallel and put across a simple, honest truth—buying the product makes good sense.

So, next time on site visit to one of your properties:

  1. Dig through the history of the property and the people that used to live there.
  2. Who were they? What was their life like? What experiences did they have in that house?
  3. Chose the happy, productive and life-changing events that occurred in that house.
  4. Tell those stories to the new, potential owners.
  5. Back up the story with the numbers and paint a picture of a happy future they can have in that home.

For more such ideas and insights to hone up your influencing skills take up storytelling as a hobby and a practice.

Here’s the book Amazon: the HeART of STORY 

 

 

 

It’s an amazing thing – this trait called intention.

Taken from the book: Pit Bulls & Entrepreneurs http://tinyurl.com/of4nnk9 

It’s an amazing thing – this trait called intention.  I can’t really tell you where exactly it is born in the human mind. In the human brain, I suspect it begins as a spark through a neurological synapse deep within the amygdala, the part of the brain referred to as the heart of the brain or the beastly brain.  I am slightly biased towards the term “beastly brain,” because once a desire is unleashed from there, it turns into a raging, screaming animal wanting to rip apart anything and everything that gets in the way to its goals.

In our previous chapters, we gave weight to identity, intelligence, imagination, and integrity as traits that enable the entrepreneur to systemize, sympathize, and synergize with reality and nature towards attaining one’s goals and entrepreneurial ambitions. Intent integrates all these traits together to drive the entrepreneur into action and consequent success.

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Warm, Cold Calling

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A week before last Christmas I was in the middle of a training session in Mumbai, India when my silent phone lit up with an incoming call. During the break I noted that it was from an unknown number from the Philippines. Instead of asking an impolite “Who is this please?” I sent an SMS saying, “I am in the middle of a meeting-how can I help?”

“You can help me buy a cocktail dress,” came back a prompt reply. This time, since I didn’t recognize the incoming number I responded with an impolite, “Who is this please?” “Pamela,” came back a quick response. Thinking this was someone from my family or friends, I responded with, “Right. Ha ha ha, and a Ho ho ho to you too!”

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