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Columns : Influential Voice - Kim Welcome Last Updated: May 7, 2015 - 7:57:38 AM
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Columns : Influential Voice - Kim Welcome
Sales Savvy - Oct 9, 2014 - 6:21:42 PM


As the salesman entered the boardroom, he knew this meeting had huge implications for him. This prospect would be the largest client in his company’s history and the revenue from this one client would exceed what they were currently earning from his entire portfolio. Winning this account would place him in a new income bracket.

He opened his presentation like this, “I don’t know much about accounting, that’s John’s field of expertise, I am not well versed in engineering, that’s Steve’s area.......” and he went on to cite each decision maker’s proficiency.

He said, “I am here to learn.” In an instant you could feel the energy in the room shift as all resistance dissolved. He was no longer the typical salesman there to push his own agenda. He was simply a student of their business...
Columns : Influential Voice - Kim Welcome
How to ask for a raise during seemingly tough economic times - Oct 2, 2014 - 11:57:49 PM

Most people feel some anxiety about asking for a raise during the best of times, let alone when it seems things are not so great economically. However, if you feel you deserve more money, be direct and make an appointment to speak to your boss about a salary increase. Good employees are the key to keeping the company afloat during tough times.

Write down and rehearse what you want to say. This will help you to be succinct. You don’t want to ramble. Knowing what you want to say will increase your confidence.

Include all the areas in which you are an asset to the company...
Columns : Influential Voice - Kim Welcome
Talking Tips for Educators - Sep 25, 2014 - 5:52:45 PM

Here are five talking tips for some of the most influential people in our society, teachers.

Your voice is your most important tool; use it to engage your students. If you are monotone, it may convey that you are not enthusiastic about your topic, so you will never be able to get them excited.
Don’t confuse volume for pitch. Female teachers should be conscious of their pitch. You need volume to be heard, but a high pitched voice can be very irritating. Volume comes from air supported by your diaphragm. A high pitch sounds like you are pushing sound through the top of your head, try imagining you are pushing your voice through your chest for a more controlled sound.

Speak clearly, practice your best diction and enunciation with your students. You will be easier to understand, especially if you have a foreign accent...

Columns : Influential Voice - Kim Welcome
Subconscious communication - Sep 11, 2014 - 5:03:35 PM

Our subconscious mind is a much stronger communicator than our conscious mind. Have you ever experienced trying with earnest to communicate a message to get what you want, only to receive the exact result you were praying you wouldn’t get? Studies in varying disciplines including, science, the metaphysical and even spiritual all agree that we don’t necessarily get what we want or hope for, but we get what we subconsciously expect.


Truly our experiences are simply a reflection of our belief systems and what we allow to permeate our minds. A simple example, someone who has been repeatedly rejected after interviewing for several different jobs can easily begin to believe no one wants to hire them. What then happens as they continue to go on job interviews? They may get super excited about the opportunity, they may practice giving all the right answers...
Columns : Influential Voice - Kim Welcome
Secrets to Sounding Polished - Sep 5, 2014 - 11:17:00 AM

Many people want to sound more polished when they speak, but sometimes it is difficult for an individual to know exactly what they need to do to achieve the sound that they admire in others.

One of the things I am able to do for my clients is to pinpoint exactly why they may not sound they would like. I find that there are a few common habits that deteriorate the way we sound. My clients find that by implementing a few simple changes their speech not only becomes cleaner and clearer, it improves the overall sound of their voice. You will find that if you dissect the speech of those you enjoy listening to they probably naturally implement the following linguistic sounds...

Columns : Influential Voice - Kim Welcome
Sometimes the best form of communication is silence - Aug 1, 2014 - 2:08:23 PM

In a recent session with a one-on-one client, we were talking about her compulsion to correct and straighten people out. She is a brilliant woman who is analytical by nature, reads a lot and thinks fast. She shared how annoyed she sometime gets when people make statements that are contrary to known facts, mispronounce or misuse words. So, she felt that her duty was to stop people and let them know the error in their statement. I could totally identify with her, because at one time I too suffered from the same impulses. I felt to rectify another’s errors was a wonderful service to offer.

My eyes were opened many years ago after reading Dale Carnegie’s How to Win Friends and Influence People. He talks about allowing others to save face. He encourages us to stop and think before we offer our brilliance...
Columns : Influential Voice - Kim Welcome
Professionalism is about being appropriate - Jul 10, 2014 - 12:42:25 AM


It is not uncommon for employers to think-- if they hire people who are friendly there is no need to invest in customer service training. Erroneously, some employers believe hiring pleasant staff is all that is needed. Sourcing naturally friendly people for your front line is very important; however this is only the first step in ensuring your customers have a great experience.

I cannot tell you how many times during my workshops I have witnessed “polite people” give their best effort, only to demonstrate their honest ignorance of what is acceptable and unacceptable. Training helps to create self awareness, which is an important key in delivering exceptional service.

Columns : Influential Voice - Kim Welcome
Making the Most of Your Training Dollars - Jun 26, 2014 - 2:09:06 PM

If you are an employer spending money to equip your team with the skills necessary to compete in an ever evolving marketplace, be sure to make the most of your training dollars to get the highest ROI (return on investment) possible. Here are some things you can incorporate.

1. Frame the training, so everyone understands the context of the new information. How does the task or new behavior affect the organization, the client and the person performing? Too often employees are disconnected. Without proper understanding of ‘the why’ they are less likely to implement or their performance may be rote. Rote behavior creates problems when a circumstance or condition differs slightly.
Columns : Influential Voice - Kim Welcome
Create a stronger presence in the boardroom - Jun 20, 2014 - 12:30:34 PM

Oh the boardroom, it can be a daunting place. We gather around the table and there always seems to be one or two people who dominate the meeting; then there are those one or two who you forget were there. If you want to be seen as a leader, you can’t afford to get lost in the boardroom. Here are some things you can do when you go to your next meeting that will help you to create strong presence.

Firstly, remember everything communicates, so your body language is important. Research has shown that people with strong presence actually take up more space in the room. They stand taller and use their body to let you know they are present. Visualize what you do with your body when you don’t want to be seen. We tend to hunch our shoulders, tuck our heads and look down hoping no one will notice us...
Columns : Influential Voice - Kim Welcome
Building Your Brand - Jun 12, 2014 - 8:36:58 PM

Kim-Welcome-Column.jpg
How do you communicate your personal brand so that others get it? There is a lot of talk about branding yourself. What does it mean? Your brand is your unique selling proposition. In other words, it is a culmination of your values, skill set, talents and abilities that are easily identifiable and make you stand out from everyone else.

I work with people who struggle to differentiate themselves in the workplace. Being good at what you do is not enough. The ability to communicate what you bring to the table on a consistent basis is what will distinguish you from the pack.

Here are five things you can do to help you to solidify your branding in the eyes of your coworkers, seniors and clients:

Columns : Influential Voice - Kim Welcome
Use Your Body Language to Become More Powerful - Oct 24, 2013 - 12:41:17 PM

Social Psychologists have discovered that what you do with your body can actually configure your brain. For example studies have shown that when we smile we actually feel happier. Even if you force the smile by holding a pencil between your teeth, this can affect your hormones and increase feelings of happiness.

Research has found that powerful people use similar non-verbal behavior. They stand taller, push their chests out, plant their feet firmly and take up more space. Think of when an athlete wins a race, they spread their arms and hold them high. It is an expression of power.

Now contemplate the opposite, what do you do with your body when you are feeling insubstantial or have relinquished your command to someone else?
Columns : Influential Voice - Kim Welcome
Receiving Feedback - Oct 17, 2013 - 1:22:14 PM

Feedback, critique, criticism, call it what you may. If you want to grow, learn or get a better understanding of how you are perceived by others you have to place value on feedback.
 
Without feedback we would live in a vacuum. This stunts growth, improvement and innovation. The same way feedback is what causes organizations to improve their processes, products and services; it can help us as individuals to improve our professional presentation.
 
However, sometimes it is difficult to accept a critique. Studies have shown that negative commentary is significantly more impactful than praise.
Columns : Influential Voice - Kim Welcome
Communicating with Difficult Customers - Oct 10, 2013 - 4:16:18 PM

Every business is susceptible to situations where an error on the company’s side may be the catalyst for an unhappy customer or client. Sometimes simply being in business will subject you to personality types that are difficult to deal with.

Keep in mind that the objective is to preserve the professional relationship even if you are unable to give a ranting customer exactly what they want. Your approach can help to bring the desired outcome if you apply savvy and finesse.

Here are five common mistakes when dealing with difficult customers.
Columns : Influential Voice - Kim Welcome
Talking Tips: Aggressiveness vs. Assertiveness - May 31, 2013 - 2:25:52 AM

Everyone wants what they want, that’s human nature. However, the way we go about to getting what we want makes a world of difference. The difference is in the energy that we use to propel us to our destination. Aggressiveness is self-centered. It focuses on getting what we want by any means necessary. If it requires, hurting or stepping on others, so be it. Aggressiveness comes from a mindset of scarcity, in order for me to win, you have to lose.

Aggressive person can be harsh and treat others with disregard because they are driven by personal success even if it is at the expense of others. Aggression is fueled by insecurity not confidence, because an aggressive
Columns : Influential Voice - Kim Welcome
Talking Tips - Professional Charisma - May 15, 2013 - 11:51:42 PM


Amazingly, simply being good at what you do is not enough to excel in today’s competitive environment. Forbes published a study by the Carnegie Institute that revealed only 15% of our success in business is determined by our technical skills. A whopping 85% of our success is determined by our communication skills, ability to lead others and our personality.

What many professionals lack is what I call Professional Charisma. Professional Charisma has two components. Professional refers to presenting yourself in a way that conveys you can be taken seriously. It is a demonstration of competence, work ethic and a decorum that is business appropriate. Charisma is the element that makes you personable in a way that moves others to want to work with you...
Columns : Influential Voice - Kim Welcome
Becoming a Good Conversationalist - Apr 8, 2013 - 12:17:36 AM

If you absolutely hate being in situations that require you to ease awkwardness with insincere chit chat, you are not alone. Online polling company Amplicate recently found 78% of their participants feel the same way. Some see small talk as meaningless conversation with people they could care less about and have little in common. However, in social/business settings small talk is how we build relationships, make valuable connections and let people know what we have to offer. Like it or not the better you are at making good conversation the more doors open up to you. The good news, you can acquire this skill.
Columns : Influential Voice - Kim Welcome
Don't Force Influence - Mar 28, 2013 - 2:00:28 PM

If you are trying to influence someone to your way of thinking, you first have to try to think the way they do. In other words, you need to try to see the world or situation from their point of view.

It’s easy to insult or criticize another person’s perspective. Sometimes it even feels good to articulate our brilliance at another person’s expense.

However, if you want to win someone over to your point of view on a matter, it is doubtful you will be successful by insulting them. People naturally take offense when someone tries to push their point of view down their throat and tell them they are wrong. As a matter of fact, if someone feels disrespected, insulted or bullied;
Columns : Influential Voice - Kim Welcome
Using Formal vs Informal Speech at Work - Mar 21, 2013 - 2:30:35 PM


Many languages have two forms; the standard and then a variation of colloquialism, dialect and slang which is indigenous to specific regions and groups of people. In the Bahamas, though we speak English, we have our own dialect and colloquialism that we as a people recognize as part of our Bahamian culture. Our unique accent and phrasing is what makes our speech colorful and expressive. Dialect is an important part of culture; it connects us and creates a feeling of familiarity.
 

What we do have to keep in mind is dialect is defined as nonstandard  spoken language, which indicates it is not best suited for the workplace. For example if you go to the beach in a pair of cut off shorts no one would think...

Columns : Influential Voice - Kim Welcome
Good intentions is no substitute for proper training - Dec 30, 2011 - 12:45:19 PM


It is not uncommon for employers to think that if they hire people who are nice and polite, there is no need to invest in customer service training. Erroneously, some employers believe that if they hire pleasant staff, that’s all that’s needed. Sourcing naturally friendly people for your front line is very important; however this is only the first step in ensuring your customers have a great experience.
 

I can’t tell you how many times during my workshops I’ve witnessed “polite people” give their best effort only to demonstrate their honest ignorance of what is acceptable and unacceptable to say. Training helps to create...

Columns : Influential Voice - Kim Welcome
Five ways to improve your power to influence - Sep 15, 2011 - 2:31:05 PM


If you are in a position that requires you to get the cooperation of others you will be able to perform more effectively if you increase your ability to influence others. Here are some tips.
 

Developing rapport is crucial when you are trying to sway others to be receptive to you and your ideas. Rapport comes easily when you can find areas of common ground. Once someone feels that you are more like them they begin to let their guard down and more open to what you say.  

Learning to skillfully phrase questions can be a powerful tool. Always phrase your question to get the answer you want. For instance, as a manager instead...

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