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Pegine´s Motivational Times
Motivating Leaders In A Diverse World - Empowering People To Be Leaders
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November, 2005
The Magic to Creating Opportunities
Young children are wonderful to be around because we learn so much from them. When they begin to ask questions we, as adults, find ourselves searching for appropriate answers to their many questions. They get us to think. Our answers reveal a lot about who we are, what we believe and what we value. We learn through these moments about the power of questions. We are held captive by their wondering eyes, their inquisitive minds until, after (what feels like) hours of questioning, we finally become frustrated and exhausted and tell them to go play.
Through the years these same children, often as young adults, stop asking questions. First they stop because they think that they know it all, so they do not have any need for questions. Second, and this happens as they mature, they stop asking questions out of fear of appearing ignorant or foolish often this second phase can last a life time. It is in the second phase that most people remain. I admit that it took me quite a while to move out of this fear phase. The repercussions and costs of staying in the fear stage included lost sales, financial missteps, poor purchases, difficulty in some relationships, missed opportunities and many boring social gatherings. Thankfully, I saw the light regarding the power of questions.
Questions are effective in our different relationships, because they connect us to each other. Asking questions creates communication and enables to build deeper understanding of who we are, what we value and how we can help. Each of us has various roles that we play. The roles may include manager, salesperson, team member, wife/husband, parent, son/daughter, volunteer, financial manager for your family, coach or friend. Within each role we can use questions to teach us about the other person, show us how we can be of service, learn expectations and clarify misunderstandings and goals while becoming more interesting. Remember the saying "be interesting to others by being interested in others"
In my new book "Bragging Rights: How to Get Teams to Identify, Defend, and Increase the Value They Add to Your Company", I instruct managers, through the use of questions, to elicit the values of their team, to learn from their team members their strengths and goals and how to use those strengths to be a more productive and powerful team.
The most effective sales people are those that ask questions and then listen to the answers. Powerful sales people ask a variety of questions so that they understand their client.
- What makes this particular customer effective
- What do they value
- What do they value in the companies they work with
Most sales people talk too much and listen too little. If they asked more questions and listened more effectively most would have more sales, because they would know which of their products meets their clients needs. Of course one question to ask, after you close the deal is: Is there someone you can refer me to who could use my service/product?
If you are a parent, can you relate to this scenario?
Parent: Hi, how was school?
Child: Okay?
Parent: What did you do today?
Child: Nothing.
Child walks away and that conversation ends.
By using different kinds of questions you can generate more effective answers. What was the funniest thing that happened today? If I called your science teacher what would she say she taught today? What is the easiest homework that you have today? Change the variety of questions from day today.
Use the same techniques with your wife/husband. After many years of the same old "How was your day?" Answers can become repetitious. Change the question. "Where did you drive today?" "What did you see that was different today?" "Did you read anything interesting today?"
Questions create conversations. Friendships are deepened when you ask questions. You learn about your friends experiences and thoughts. Questions also make social gatherings more enjoyable. It is easy to start a conversation by asking someone a question; creative questions can bring interesting answers. "What do you like best about living here?" "Where did you go on your last vacation, I am planning mine for next year and not sure where I am going?" "What do you like best about your business?" "What brought you to this event?"
Questions create opportunities, because if you are paying attention and listening you can learn about new places to visit, new products to offer, new insights into your daughter's or son's life, new people who can help you achieve your dreams. Your job is to ask questions, be an active listener and then connect the dots. Use the conversation to create connections between who they are, what they do, and how they do it and who you are, where you want to be, and how you can get there.
Questions are powerful and can open doors. They are magic.
Let me know your thoughts Pegine@pegine.com
By the way we NEVER, EVER give or sell your name and email address to anyone, EVER.
With you in mind,
Pegine
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In this months e-zine you will find:
" Pegines Thought of the Month
" Quote of the Month
" Try-its Simple Steps for Magnificent Rewards
" Kick Butt Actions Strategies to make an impact
" News from Pegine
" Have You?
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Pegine's Thought of the Month:
"Questions are powerful magic. They open doors that looked closed, they invite relationships and they bring riches."
~Pegine Echevarria, MSW
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Quotes of the Month:
"The important thing is never to stop questioning."
~Albert Einstein
"The fool wonders, the wise man asks."
~Benjamin Disraeli
"There is no such thing as a stupid question."
~Every Teacher
"Quality questions create a quality life. Successful people ask better questions, and as a result, they get better answers."
~Anthony Robbins
"The art and science of asking questions is the source of all knowledge."
~Thomas Berger
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Try-its:
Prepare five good questions: Always be prepared. Seek questions, research questions and have five questions that you use regularly to start conversations and learn about others. If a particular questions does not work, replace it with another more effective question.
Do not ask about only one topic: Cover ground when inquiring. Sometimes a person may be asked the same question several times and is just bored with the question. It has nothing to do with you. Just ask a different question about something else. This sparks interest and creates conversation that can lead to action.
Clarify answers that you do not understand or want more information about. If something is said that you do not understand dont let it slide by, ask for clarification. By doing this you show people that you are interested in their thoughts. Beware that you do not sound like you are attacking or interrogating the other person. Be really interested in learning what another has to say this exercise is not to create a debate, only to learn about someone else's thoughts, experiences and opinions.
Add a question or two that results in a action. You always want a call to action. Do you want to close the deal? Then ask for the deal. Do you want a date? Then ask for the date. Do you want to meet another time to discuss business? Then ask. Do you want to move on and meet someone else? Then introduce them to someone else and meet someone new.
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You can be a mentor to those individuals interested in increasing productivity, increasing their ability to achieve, and increasing their ability to manage and be part of an effective team by forwarding this issue to your staff, co-workers, and business associates.
Perhaps they need guidance regarding their networking skills. My e-book, "Go Fish: For Friends, Business and Opportunities", is theirs FRE* when they sign up for my fr*e Monthly Motivational Times Newsletter at www.pegine.com. This networking how-to book will teach them to be more successful by making them more confident and better prepared to meet people when they go to meetings, conferences and parties!
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Kick-butt actions:
- Call someone you met recently who you found interesting. Set up a lunch date, coffee meeting and practice your questioning skills. Your job during the meeting is to ask questions and learn about them. If you find yourself talking about yourself, turn the conversation back to them. It does take practice.
- When you are in a meeting with someone from your office, use the opportunity to ask questions about the project, your career, their career. Practice asking questions.
- Notice the results. When you start focusing on your questioning skills you will need to evaluate the outcomes. Are you getting results from your questions? Are you learning about products that can help you? Are you gaining insights about your clients so you can serve them better? Are you learning about your children? Notice the results.
Using questions is a skill, one that must be practiced and developed. Take the time to learn to use questions effectively.
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News from Pegine:
Pegine is traveling quite a bit these days. Over the next six months she will be in the following areas. If you want to bring her in while in your state or town call us (904) 280-8806
New Mexico, Georgia, New York, Ohio, Illinois, Tennessee, North Dakota
Florida: Orlando, Tampa, Pensacola, Tallahassee, Jacksonville
We will keep you posted as we add states.
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ORLANDO
Having a conference or meeting in Orlando??
Pegine is less than two hours away.
That means you save on travel expenses&because there are none!
No missed flights, no surprise costs just an incredibly entertaining, informative outstanding presentation.
Contact her office at info@pegine.com
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Have You?
Asked the following questions:
What companies offer the lowest rate on auto insurance in your area?
What scholarships are available for you to go back to school for your masters (or even your BA)
Who are the people you should know?
What resources does your local chamber offer you? How can you take advantage of them?
What benefits are new within your company? How can you take advantage of them?
How can I provide more value to my company, customers and/or family?
What can I do to make our life together better? (ask your spouse)
Where do you want to go on vacation?
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Words used to describe Pegine:
"Audacious, bold, brash, brazen, brilliant, clever, comical, daring, dynamic, ebullient, effective, effervescent, enterprising, enthusiastic, exceptional, fresh, humorous, knowledgeable, perceptive, relevant, smart, superb, superior, talented, vivacious, vivid and witty!"
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Referrals for Team Pegine
Team Pegine (Peh-geen) is hired by a wide variety of companies, organizations and associations. All of our business comes from word of mouth referrals from people like you.
Can you refer us to someone within a company, organization or association who would be interested in our services?
Can you hire us for your company, organization or association?
Team Pegine Services Include
- Facilitation (strategic planning, partnering and collaborations)
- Organizational consulting (productivity improvement, management and team development)
- Training (leadership, management, communication skills, meeting management, conflict resolution, sales and recruitment, referral building, networking, employee motivation, employee value, team value, presentation skills, coaching and mentoring skill development, diversity, and soft skills)
- Teambuilding (retreats, ½ day, full day, on site, off site, small and large groups)
- Individual coaching (leadership development and employee success)
- Seminars, keynotes, and rallies (sales, recruitment, motivation, overcoming adversity, management and employee morale)
- Educational products for organizational and individual performance improvement
Would you like to hear how you can bring Team Pegine to your organization?
Contact (904) 280-8806 or info@pegine.com
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Leadership and Diversity Expert •
Humorous Keynote Speaker •
Florida Motivational Speaker
Female Motivational Speaker •
Hispanic Inspirational Speaker •
Latina Keynote Speaker
Celebrity Speaker •
College and University Speaker • Hispanic & Youth Speaker
437 South Mill View Way
Ponte Vedra Beach, FL 32082
904-280-8806
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