Connect For Success with all the Right Moves Alan H. Culpeper CPPO, VCO (540)

Please Interrupt me! (Really!) Text Your Notes To TEXT Respectfully

“I get up every morning determined to both change the world and have one hell of a good time. Sometimes this makes planning my day difficult” E.B. White

What is Non-Verbal Communications? Communications without words that goes on in every face-to-face encounter with another human being

Non-Verbal Communications also… Expresses Emotions Conveys Attitudes Demonstrates Personality Traits Supports Verbal Communications

Non-Verbal Communications also includes: Eye contact Winking Smells Clothing Hairstyles Tattoos Automobile Jewelry Photographs

Why is non-verbal communication important? As a Purchasing Agent: “The most important thing in negotiations is hearing what isn’t said”.

How well do you interpret nonverbal cues in communications?

Types of Non-Verbal Communications Haptic –Touch –Handshake Kinesic –Body movement –Facial expressions Proxemic –Seating positions –Personal space

The Critical Factor

Silk

Let’s try Something

First Impressions “The less you talk, the more you’re listened to” Abigail Van Buren

Making a Positive First Impression Attitude Smile Eye contact Hand shake Lean in slightly

Haptic Communications Handshake Hugs Kiss Holding Hands Pats Caress

The Power of the Handshake

Handshake Rules to Remmber Look directly into the other person’s eyes Smile Stand when being introduced to someone Use a firm handshake Start talking before you let go: “It’s great meeting you”

Kinesic Communications Gestures Body Movement Facial Expressions Posture Shrugs, Nods, etc.

Hand and Body Gestures Open PalmClosed Hands Low Confidence Finger Pointing High Confidence

Hand and Body Gestures

Universal Expression Joy Sadness Surprise Fear Disgust/contempt Anger

Facial Signals Surprised Happy Sad

Facial Signals Scared Angry Astonish

Anxious Disgusted Excited

Facial Signals Constipated

The Power of Eye Contact

Proxemic Communications Personal Space Distance Between People Seating Positions

Sphere Zones of Personal Space Intimate Sphere6 – 18 inches Personal Sphere2 – 4 feet Social Sphere4 – 12 feet Public Sphere12 – 25 feet or more

Take a Seat. Establishing Your Authority

The Seat of Authority

The Seats of Influence

The Neutral Seats

The Seat of Secondary Influence

Invisible Seats

Purchasing Agents Top 10 Request List to Vendors 10. Stop Describing your product/company/services as “World-Class”, or state-of-the art”. state-of-the-art lasts about 60 days. And what does world-class really mean? 9. Stop sending me catalogs

Purchasing Agents Top 10 Request List to Vendors 8.Stop calling or ing me to subscribe to your magazine or newsletter. 7. Stop checking your every five minutes on you’re new world- class, state-of-the art I-Phone when you’re in my office.

6. Stop dropping by my office just to chat and see if I need to order something from you. Call first! 5. Stop sending me s to take a survey.

4. Stop being late to my Pre-proposal meetings and asking the same questions I answered 10 minutes before you arrived. 3. Stop asking me what I’m paying for a product. I don’t know, file a FOIA request.

Purchasing Agents Top 10 Request List to Vendors 2. Stop trying to sell me a warranty. The odds are small that my End- Users will not remember they have a warranty anyway.

My #1 Request to Vendors 1. Stop telling me your product is a sole source.

Connect For Success with all the Right Moves Alan H. Culpeper CPPO, VCO (540)