1. What to Know and Use to Generate Win-Win Conversations Tim Wright, CEO* Wright Results, Inc. 888.635.2425 www.wrightresults.com

2. To explore and enhance speaking and listening skills (guidelines) to enhance the participant’s ability to communicate with others with clarity, ease, and energy. Wright Results Copyright 2009 2

3.  To distinguish a broader perspective of interpersonal “communication”  To understand basic reasons (categories) for expression  To identify specific communication profiles and ways to apply that knowledge  To explore distinct guidelines to improve listening skills  To build a toolkit of ways to communicate with clarity, ease, and energy  To learn ways to  Communicate with associates efficiently  Ensure comprehension by clients  Enhance our persuasive ability with others Wright Results Copyright 2009 3

4.  To distinguish a broader perspective of interpersonal “communication”  To understand basic reasons (categories) for expression  To identify specific communication profiles and ways to apply that knowledge  To explore distinct guidelines to improve listening skills  To build a toolkit of ways to communicate with clarity, ease, and energy  To learn ways to  Communicate with associates efficiently  Ensure comprehension by clients  Enhance our persuasive ability with others Wright Results Copyright 2009 4

5.  To distinguish a broader perspective of interpersonal “communication”  To understand basic reasons (categories) for expression  To identify specific communication profiles and ways to apply that knowledge  To explore distinct guidelines to improve listening skills  To build a toolkit of ways to communicate with clarity, ease, and energy  To learn ways to  Communicate with associates efficiently  Ensure comprehension by clients  Enhance our persuasive ability with others Wright Results Copyright 2009 5

6.  To distinguish a broader perspective of interpersonal “communication”  To understand basic reasons (categories) for expression  To identify specific communication profiles and ways to apply that knowledge  To explore distinct guidelines to improve listening skills  To build a toolkit of ways to communicate with clarity, ease, and energy  To learn ways to  Communicate with associates efficiently  Ensure comprehension by clients  Enhance our persuasive ability with others Wright Results Copyright 2009 6

7.  To distinguish a broader perspective of interpersonal “communication”  To understand basic reasons (categories) for expression  To identify specific communication profiles and ways to apply that knowledge  To explore distinct guidelines to improve listening skills  To build a toolkit of ways to communicate with clarity, ease, and energy  To learn ways to  Communicate with associates efficiently  Ensure comprehension by clients  Enhance our persuasive ability with others Wright Results Copyright 2009 7

8.  To distinguish a broader perspective of interpersonal “communication”  To understand basic reasons (categories) for expression  To identify specific communication profiles and ways to apply that knowledge  To explore distinct guidelines to improve listening skills  To build a toolkit of ways to communicate with clarity, ease, and energy  To learn ways to  Communicate with associates efficiently  Ensure comprehension by clients  Enhance our persuasive ability with others Wright Results Copyright 2009 8

9.  To distinguish a broader perspective of interpersonal “communication”  To understand basic reasons (categories) for expression  To identify specific communication profiles and ways to apply that knowledge  To explore distinct guidelines to improve listening skills  To build a toolkit of ways to communicate with clarity, ease, and energy  To learn ways to  Communicate with associates efficiently  Ensure comprehension by clients  Enhance our persuasive ability with others Wright Results Copyright 2009 9

10.  To distinguish a broader perspective of interpersonal “communication”  To understand basic reasons (categories) for expression  To identify specific communication profiles and ways to apply that knowledge  To explore distinct guidelines to improve listening skills  To build a toolkit of ways to communicate with clarity, ease, and energy  To learn ways to  Communicate with associates efficiently  Ensure comprehension by clients  Enhance our persuasive ability with others Wright Results Copyright 2009 10

11.  Sending the message  Monitoring the message  Monitoring reception of the message  Receiving the message Wright Results Copyright 2009 11

12.  Sending the message  Monitoring the message  Monitoring reception of the message  Receiving the message Wright Results Copyright 2009 12

13.  Sending the message  Monitoring the message  Monitoring reception of the message  Receiving the message Wright Results Copyright 2009 13

14.  Sending the message  Monitoring the message  Monitoring reception of the message  Receiving the message Wright Results Copyright 2009 14

15.  To inform  To educate  To persuade  To entertain Wright Results Copyright 2009 15

16.  Dominance  Influence  Steadiness  Compliance Wright Results Copyright 2009 16

17.  Dominance of problems (not people)  Looking for results  Communicates directly  Wants facts, not opinions  Extroverted, task-oriented Wright Results Copyright 200917

18.  Influence of people  Looking for “the experience”  Communicates indirectly  Talks with hands  Extroverted, people-oriented Wright Results Copyright 200918

19.  Steadiness of pace  Looking for security  Communicates indirectly  Has a “poker” face  Introverted, people-oriented Wright Results Copyright 200919

20.  Compliance with process  Looking for information  Communicates directly  Asks detailed questions  Introverted, task-oriented Wright Results Copyright 200920

21.  Just listen.  Skill the activity.  Value clarifying.  Manage your memory.  Wrap up with feedback. Wright Results Copyright 2009 21

22.  Just listen.  Skill the activity.  Value clarifying.  Manage your memory.  Wrap up with feedback. Wright Results Copyright 2009 22

23.  Just listen.  Skill the activity.  Value clarifying.  Manage your memory.  Wrap up with feedback. Wright Results Copyright 2009 23

24.  Just listen.  Skill the activity.  Value clarifying.  Manage your memory.  Wrap up with feedback. Wright Results Copyright 2009 24

25.  Just listen.  Skill the activity.  Value clarifying.  Manage your memory.  Wrap up with feedback. Wright Results Copyright 2009 25

26. Clarity*Ease*Energy  Know what you want to say  Monitor your message (remember?)  Don’t project “need to know”  Intuit “want to know” Wright Results Copyright 2009 26

27.  Look for their style (profile)  Know your own style (profile)  Adapt without sacrifice Wright Results Copyright 2009 27

28.  Know your purpose  Know your recipient’s purpose  Use a wrap-up technique Wright Results Copyright 2009 28

29.  Ask  Ask more  Ask still more  Adapt as the answers require  Ask Wright Results Copyright 2009 29

30. Wright Results Copyright 200930 Questions? Who’s got a question?

31. Wright Results Copyright 200931 Thank you! If you believe there’s any way I may help you, it’s up to you to call or e-mail me. I hope you will. 888.635.2425tim@wrightresults.com