A Specific Model for Enrollment – REALITY
We have been talking about the concept of “enrollment” – communicating with others in a way that they feel heard and that generates cooperation, collaboration and ownership.
You cannot enroll if you cannot see reality. You must clearly see the other person’s reality to enroll them in anything. Imagine I want to “enroll” my busy friend in going out to dinner with me. Imagine that her child is sick and they have been out all day and she really just wants to stay home. If I just pressure her and say things like, “Come on. He won’t get better just because you stay home” or “It’ll do you good to get out of the house,” then I am ignoring her reality as she has shown it to me. If I was enrolling her, I would look closely at her reality and see how it fits in with what I want – to have dinner with her. Then I would offer something that respected her reality at that moment – perhaps I will bring dinner to her and her children.
You must understand REALITY if you are going to enroll someone in something – whether you are enrolling a client or customer into your business, or enrolling your spouse or a friend in going out to dinner. This is a distinction from selling, where we often talk without understanding what the other person really wants or needs.
R apport – Create rapport, build trust.
E ngage — Be genuinely interested and focused on the other person.
A sk — Ask questions to clarify the other person’s desired outcomes.
L isten – Listen closely for what is important to him or her.
I nternalize – Understand the other person and what she wants and needs before you explain what you have. Be sure what you are offering fits the need.
T each – Show the other person that what you are offering will lead to the outcome they desire.
Y es! – Gain commitment and action.
For more on each individual element, go to my former blogs starting here: http://www.mclarencoaching.com/sell-without-selling-part-ii/
Come out on June 19 and learn to use the tool!
Enrollment is the Art of Collaborative Communication.
Enrollment is a specific communication skill that is effective everywhere. Using this skill will vastly improve all your results – in business and elsewhere throughout your life.
When you master this skill of communication, you will be able to enroll:
• potential clients and customers in hiring you, buying your product or service
• people in referring business to you
• your staff into doing their jobs and doing them well
• supervisors in supporting you in doing your job
• team-members in working together
• clients in paying you on time
• your children in cooperating with you
In this workshop, you will learn the R.E.A.L.I.T.Y.™ model of enrollment – a specific communication tool that will afford you the results above and more.
Participants will learn how to:
• quickly and easily create rapport and trust with others
• ask the right questions to generate a high degree of ownership and follow through
• listen so others feel heard
• speak in a way that others are inspired to take committed action
• create win-win agreements
• help people overcome perceived obstacles in order to create tangible outcomes
June 19 (Tuesday)
1:30pm — 4:30pm
$140/person for 2 or more from same company
“Cami has taught me that effective communication and enrollment is NOT about getting someone else to see things your way. Effective communication, and the concept of enrollment, is about truly listening and understanding the other person or the other side. With this understanding, you can communicate more effectively and advance your objective with someone else in a way that causes them to be really committed, because they really believe it for themselves. It is a way to find common ground and value that often leads to a better result than just convincing someone to do it your way. Cami is an incredible teacher of these subtle nuances in communication and learning just a small fraction of these skills has made a world of difference in both my personal and professional life.”
–Heather Johnston, Owner, Sapphire Law Group