In This Issue

What's New: Common Threads, Selling with Style, Sophia Stead
Upcoming Workshops
Effective Tips: "What do you do?"
Ask Tom: Which Style Makes the Best Leader?
Feedback

What's New

Common Threads in Authentic Leadership

What is the key to great leadership? On August 28th, our newest partner, George Myers, will reveal how great leaders connect with others in his new workshop, Common Threads in Authentic Leadership. In this workshop, participants will learn the two types of influence leaders use to connect with their team members, and how resonance determines the level of influence leaders create. Through discovery, activities, group discussion and reflection, class participants will learn how to develop resonance and acquire increased awareness of their core leadership capabilities and the tools they need to strengthen them. For registration, go to our website or call 1-800-805-8654.

Selling with Style

For those of you who are engaged in negotiations or sales Ð and who isn't? - our new 4-page quick reference guide, Selling with Style, is a handy and helpful tool. Knowing exactly how to approach someone based on their behavior style can give you an edge in creating an atmosphere of trust, and encourages the opposite party to be more open to listening to you and to letting themselves be influenced by what you have to say.

This quick reference guide was developed to supplement our workshop, Selling with Style. The guide's content includes "Quick Cues to Recognize an (Analyzer, Stabilizer, Controller, Persuader)", "Things to Remember about the (...) Style" and "Appropriate Behavior for Selling to a (Style)" including "In the Initial Meeting", "In a Letter", "In a Proposal", "During a Presentation" and "During Negotiations". Selling with Style is printed on heavy card stock and is available for $15 each by calling 1-800-805-8654.

Sophia Stead

We are pleased to announce our newest member of the Effectiveness Institute team, Sophia Stead. Sophia, a native Seattleite, comes to us with a background in business development for the high tech industry and is filling the position left by Andi Vann, who moved to Bellingham. We are all excited to have Sophia on board and hope you have a chance to meet her.

Upcoming Workshops

August 14-15 - People Skills with Linda Callecod ($895)
August 16-17 - People Skills Train the Trainer with Linda Callecod
August 21 - Coaching for High Performance with Sally Templeton (half-day: $195)
August 28 - Common Threads in Authentic Leadership with George Myers ($395)
September 18 -19 - People Skills with Linda Callecod ($895)
September 25-26 - Managing for Performance with Sally Templeton ($895)
October 16 - Coaching for High Performance with Sally Templeton ($395)
October 23-24 Ð People Skills with Tom Champoux ($895)
October 25 - Integrating Conflict with Tom Champoux ($395)
October 30-31 - The Leadership Challenge with Hugh Blane ($895)

All workshops are held at the Effectiveness Institute Conference Center, 2249 152nd Ave NE, Redmond, Washington, unless otherwise specified.

Effective Tips

What do you do? (Aaaaaaaah!)
How to Craft a Memorable Elevator Speech

By Brian Walter, Communications Consultant and Corporate Humorist

No matter what company, division or department you work for, no matter what your title or position, you are all in sales when someone asks you the most important, awkward, open-ended question you EVER receive in your professional life...

"What do you do?"

The reality is...at the moment you're asked this question... you represent your entire company. And what comes out of your mouth next will determine if you position your company well or come across as something more akin to a babbling idiot.

To read this article, click here.

Ask Tom

Which styles make the best leaders? It seems like most CEO's would be Controller types, is that true?

Whenever I am asked this question, I always ask, "Why do you think Controllers would make good leaders?" The answer invariably comes back ..."because they make fast decisions, they are results oriented, they can be tough when they need to be, they are not afraid of conflict"...all great traits that any leader should have access to in my opinion. But my thought is that any person can do these things with the simple choice of "rotating the iceberg." This is the very definition of emotional intelligence Ð the ability to demonstrate the appropriate behavior at the appropriate time to meet the appropriate needs of the environment and the people in the environment.

Controllers do have natural, intuitive access to these behaviors but that can be a huge blind spot as well. We teach that when under pressure the initial tendency is to overuse our greatest strengths. Under stress, Controllers will push through the task to such an extreme they may not bring people along. Stabilizers and Persuaders, on the other hand, will go to great lengths to bring the people along but task achievement may lag.

So, which Style makes the best leader? How about the person who can wear all four "hats" and demonstrate - both people and task wise - the needed behavior, in the moment, without losing stride. It is true that some behaviors are easier for a given Style, but effective leadership demands the use of all four Style strengths Ð generating, promoting, fulfilling and quality/perfection.

A shorter answer to this question of which Style makes the best leader goes like this: ÒI donÕt know. What is the leader going to be doing? Focusing on the future and setting goals to get there - a Controller. Generating excitement about where we are going and the things we need to do to get us there - a Persuader. Building a collaborative team approach where each team member buys in - a Stabilizer. Bringing efficiencies to the status quo and creating an infra-structure that carries the mission forward - an Analyzer."

Clearly then, a high level of emotional intelligence is a better prognosticator of successful leadership than what an individual's primary Style is...the great leaders demonstrate the appropriate behavior, at the appropriate time to meet the appropriate needs of the environment and the people in the environment - in real time...they just have the iceberg turning at all times - appropriately of course.

Feedback

We appreciate you being a client of the Effectiveness Institute, and we want to provide the best services possible that will improve your business performance.

Do you have any suggestions for us regarding workshops or other offerings? Please send any suggestions, questions, comments, or questions for Tom, to sally@effectivenessinstitute.com.

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