In business interactions between representatives of companies are usually about the projects and the relationship. they have conflict or misunderstood each other because of different corporate cultures, which create different rules and different waiting, silent assumptions, and implied prohibitions. These unwritten rules defined corporate culture, the formation and development of relations are beginning to demand clarification and common language for partners of rules and laws of relationships. Jeffrey L. Bewkes spoke with conviction. Staff, as you know, hire a professional quality, and dismissed for personal, that is, in many ways – for incompatibility with corporate culture. This personal or corporate culture, as implied or tacit, is the basis for creating a common culture of relationships and the determining factor for specific projects, programs of action and, most importantly, results. Especially important is this issue with the cooperation of the training (consulting) companies with company-client: the latest directs staff to open or corporate training or consulting books program, describes in detail the issues and program trades on the conditions and prices, specifies technical and other support for training or consulting, and Upon completion of training may find that in full compliance with all of these conditions do not result meets expectations: people do not learn to what they were going to teach, and (or) learned something wrong, after the training has increased state of conflict, but not started the process about the desired changes, in consulting all sort of well told, but the company did not manage to implement, the coach was nice and polite, but things go from bad to worse.. Please visit David Zaslav if you seek more information.
Perhaps the title of this article reminds you the name of the book the great psychologist, developer of transactional analysis of Eric Berne: Games People Play. " In 50 years of the last century, it marked the beginning of a whole direction of psychology, which, in my opinion, is well suited to describe the process of communication between people in different situations. Process of interaction between the creditor or his representative with the debtor, confirmation of this. Moreover, it was Eric Berne introduced into the psychology model of the "ego-states" (Child-Adult-Parent), given the possibility of qualitatively, in a new way to explore the communication process. This model is particularly valuable in situations where interaction occurs between people of different status (in this case the status is related to the concept of "rank" be it social, biological or psychological, in my terminology). Excellent proven this model when developing ways to manage conflict, which almost always present in explicit or latent, in the negotiation of debt repayment. We will understand the terminology: Transaction – a unit of communication, which is of stimulus and response. For example, the incentive – "Hello" response – "Hello! How are you? ".
During the communication (exchange transactions) our ego-states interact with ego-state partner. Transactions are of three kinds. Consider variant of interaction the creditor and the debtor: (Stimulus) Lender: smooth, businesslike voice asks, after the greeting of the ego-state "Adult:" Why did not pay, IO? "(reaction) Debtor: dominant, high voice answers from the ego-state "Parent:" And who are you, what questions would I ask? ". .
Then the client is even more sure that you are proposing is exactly what suit him, that is working with him personally. Follow others, such as David Zaslav, and add to your knowledge base. 4. Add to your understanding with Discovery Communications. 'The main price, it determines the quality of' Another error is usually characteristic of good people who know all the pros and cons of trips and tours that they offer and their prices. I seen as some really interesting suggestions such as in terms of prices being presented horrible so that they do not want to take. When you offer tours, tours and other services for any money, whether it's a very cheap or vip tours, has always emphasized that the customer gets for his money at times more than it pays! 5. 'Sell pomaksimumu now' client in the long term will bring you much more income than if you are from the first tour will take him to the maximum. Suggest a new customer discount or rebate to the company say it will attract it to you.
6. 'I offer tours, tours, cruises,' You can offer tours cruise tours, but the client is looking for is not it! He is looking for emotions, leisure and entertainment, and please be prepared to pay more to someone who can give it to him, in that the key point to attract customers, that's how to build relationships with them. He will not because you have the best deals, and because you have to offer what he wants. 7. 'You can talk endlessly about their proposals' What does it lead? The client is lost in a sea of information and understands that this is probably not for him, or begins to look at yourself simple criterion – price. That is, you have to offer the same McDonald's only in the tourist business. Stop! Found out what a person looks and what he wants, tell me about a couple of the most interesting options, describing the first emotions and comfort, tell us about feedback. And let the customer think, maybe he'll ask you something else, maybe it will interest your opinion about the place where he had been "a cousin of old school friend of his ex-girlfriend, let the customer says.