1. Women in Environment Presents:
Effective Career Strategies
Speaker: Robert Kohn
Kohn Communications

2. Coaching professionals since 1989
About Robert Kohn
Coaching professionals since 1989
Conducted over 26,000 1/1 coaching session
Clients in over 1,000 firms
Co-author ABA best-selling book
Selling in Your Comfort Zone

3. Effectiveness includes motivating others to give you what you want
A raise
Permission to pursue a plan
Promotion
New business

4. Obstacles to motivating others Internal
Fear of humiliation
Needy
Greedy
Seedy
Fear of futility
Fear of wasting time
Fear of failure
Not sure what to do

5. Obstacles to motivating others External
People are good at defending their beliefs
Skepticism
Resistance to change

6. Primary solution Keep acquiring better ideas My goals:
Good ideas promote action
My goals:
Give you some new ideas
Give you a system for thinking of new ideas

7. 5 steps in motivation Meet potential allies Build trust Clarify needs
Get approved
Close

8. Meet potential allies Goal: Create a larger community of allies
Develop systems for meeting new allies
Organizations
Leverage relationships
Conduct events

9. Build trust Be a person of value Reveal your superior characteristics
Reveal your beliefs and values
Stay connected
Rule: Always negotiate the next step
“Structured” communication
Motivate through safety
Slight smile, subtle nod, appropriate eye contact
Strength without anger
Agree and clarify
Genuine and specific compliments
Commitment to commitments

10. Clarify needs Known needs Unknown needs “How can I be helpful to you?”
“This is what I’m hearing”
Unknown needs
“What’s on the horizon?”
“May I share my thoughts?”

11. Get approved
“What’s the procedure?”
“Do I have your commitment?”

12. Close Negotiate buy-in one person at a time
Id low-barrier closing offers
Modest cost
Reasonable steps

13. Get feedback
Is this what you wanted?

14. Focus on innovation
Is there a better way?

15. Stay engaged in career strategies -Engagement is the key to new ideas
Review your to-do’s
Review your targets
Work with a buddy
Meet regularly

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