November 21, 2017 
On the Phone with an "I"
What is an "I"?  Influence
Conversations - Upbeat
 
  Your Caller is an "I" if...  
Conversation
Starts with enthusiastic or informal greeting.

Example
"Bill, I heard you got a promotion. That's awesome!"
Pace
Rapid, spontaneous and unstructured. Uses phone to recharge.

Example
"Hi Dave...I just called you to say 'hi.' I'm just SO BORED!"
Tone
Upbeat, optimistic, animated, and "happy-go-lucky" - they convey their gestures through voice with a wide range of excitement.  

Example
"Gosh, I can hardly wait until  the new prototype is launched. I know it's just going to be so great!"
Power Clues
You'll hear them express how they "feel" about a topic rather than what they think. They often want to know your reaction and, even better yet, receive validation from you.

Example
"Steve, do you feel that way, too?"
  When on the Phone with an "I" 
Approach
Include feeling words and light-heart humor. Talk about how much fun there will be. Give as much recognition to them as you can. More is always better, and testimonials help to persuade them.

Example
"George, I've never seen anyone give such an empowering presentation. Sally and Jacob feel the same way, too. Excellent work!" 

Word Choice
If you need to exit the conversation, do it in a positive/upbeat manner.
  
Example
"Well, Mary, it's been great reconnecting with you. I'm really looking forward to our appointment next Wednesday!"
Pace 
Keep it lively, fast, and upbeat - or they'll get bored and quickly disengage. Include personal stories.

Example
"The meeting for next week is going to be a winner! Let me tell you what I have planned."
 
Bonus Tip 
Allow ample time for them to express themselves.  



  Attention HR/Trainers Only

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