Executive Presence Raising Your Game in Sales - Sothebys 22.6

LYNN BAKER

THE X-FACTORIN BUSINESS

LYNN BAKER

Executive Presence Coach

Certified Public Speaking Coach

Business Image Consultant

Professional Speaker

Business Woman

X-factor in Business

Attitude

Behaviour

Credibility

Send a powerful message to the world about your abilities

Impressions we make&Perceptions others receive

Everything we do impacts perception& Perception Impacts Credibility

CHARACTERISTICS

confidence

charismatic

composure

optimistic

authentic

humility

strong values

BEHAVIOURS

Impeccable appearance

Respect themselves and others

Value and develop people

Excellent Communicators

High levels of energy / charisma

Powerful personal brands

Have they got the x-factor ?

3 Enemies of Executive Presence

arrogancegreed

ego

arrogancegreed

ego

What makes them different ?

They have focused on developing……..

HARD SKILLS(Quantifiable)

AccountingFinance

LegalTechnical

ComputerStats

SOFT SKILLS(Unmeasurable)

Attitude• Optimistic• Enthusiastic• Permanently Positive

Behaviour• People skills• Social Behaviour• Communication skills

Credibility• Personal Brand• Reputation Management• Professional Image• Non-verbal comms

Hard skills=15%

Soft skills

85%

100%success

Hard SkillsAccounting

FinanceTechnical

Computer

Soft SkillsSocial skillsCommunicationValuesBehaviourAttitudeImage

Source – Carnegie Foundation & Stanford University

Hard Skills Hard Skills

Soft skills

Hard Skills

Soft skills

How do you get Executive Presence

6 x Elements of Presence

Personal Intelligence

Self ConfidenceSelf esteemSelf worth

Values

1 Feel good about yourself

Charisma

* Magnetic energy

* Optimistic

* Enthusiasm

* Positive attitude

* Humility

Personal Intelligence

Self ConfidenceSelf esteemSelf worth

Values

Charisma = Electromagnetic energy

Attitude determines energy, energy affects everyone!!

2

http://www.sagoodnews.co.za/

Permanently positive attitude

3 Shift from Competence to Business Intelligence

Knowledge is Power & develops credibility

Business Intelligence Industry Knowledge Technology

Collaboration & Co-creation

INCREASE YOUR ‘SPHERE OF INFLEUNCE’ GET BUSINESS SAVVY

Shift from Communicating to Connecting

4

focus on active listening

consciously connect with others to build trust

Building Trust and developing Rapport

• Emotionally engage - show Empathy• Show genuine interest in the other person• Ask Open ended questions – how, when, why • Show compassion - let them know you care• Find common ground

GRAVITAS Conscious Leadership

Empathy

Empowerment

Engagement

Decisiveness

Values

Poise

I will be honest with you about the challenges we face Demonstrating Values - Honesty

I will listen to you, even when we disagree Demonstrating Empathy

I ask you to join in the remaking of the nation Demonstrating Engagement

This cannot happen without you Demonstrating Empowerment

Lets look after ourselves and each other Demonstrating Compassion

Gravitas

Develop a Powerful Personal Brand

5

Personal Brand

Company Brand

Personal Brand

Position Yourself as an Expert in Property

Persistently promote your Personal Brand

Live Your Brand

6

Impression Management

Image creates lasting impressions

you are being judged……

Professional dress increases perception of authority

Dress one notch up from those you are meeting

Professional casual

Psychology of colour

The darker the colour the greater the perception of authority

StrongAuthoritativeDominantControlledSophisticated

Negative….IntimidatingUnapproachable

Psychology of colour

Black Grey

The darker the colour the greater the perception of authority

ProfessionalFormalApproachableWisdomDignified

Negative….BoringRigid

StrongAuthoritativeDominantControlledSophisticated

Negative….IntimidatingUnapproachable

Psychology of colour

Power, energy, determination, authority

StrongAuthoritativeDominantControlledSophisticated

Psychology of colour

PowerEnergyPassionDriveDeterminationCourage(Lust)

+

Hues of BlueNavy Blue

ConfidentTrustworthyHonestReliableIntegrityResponsibility__________CalmingReduces tension

Psychology of colour

OpenSelf-sufficientAmbitiousDeterminedControlled

psychology of colour

Barack Obama 2008

psychology of colour

Barack Obama 2012

Lower Power Pose High Power Pose

Body Language / Non-verbal communication

Power posture

Increase presence by slowing down

Increase credibility with composure

vocal Image

Increase credibility with vocal image

Comma = ½ second pause

Full stop = 1 second pause

Power of Pausing – slow vocal pace

6 Elements of Executive Presence

1 Feel good about yourself

2 Permanently positive attitude

3 Shift from competence to Business Intelligence

4 Shift from Communicating to Connecting

5 Develop a Powerful Personal Brand & Promote it

6 Live your personal brand with pride

Someone is always watching you………

I challenge you to……….

Take yourself to the next level

LYNN BAKER

PROUDLY REPRESENTED BY UNIQUE SPEAKER BUREAU

www.executivepresence.co.za

THANK YOU

This is Your Moment to Shine

• Combination of

– A positive and charismatic attitude– Caring, compassionate and professional behaviour– A powerful personal brand, a stellar reputation

and high levels of credibility.