戴克尔还主张客户要“好好想想听众这方面”,弄清楚他们可能有什么目标是与你一致的。找到与他人的共同之处的能力是讨人喜欢的基础。
Melissa Temple-Agosta has her salespeople take Decker training partly so they learn to come across as warm and engaging in training videos. Many were likable in person, but 'when you put them in front of a camera, they froze, ' says Ms. Temple-Agosta, assistant vice president, education and training, for Urban Decay Cosmetics, Newport Beach, Calif., a division of L'Oreal. Employees learn to think less about their appearance and more about how to forge a connection with listeners.
梅利莎·坦普尔-阿戈斯塔(Melissa Temple-Agosta)为欧莱雅(L'Oreal)旗下加州纽波特比奇(Newport Beach)化妆品公司Urban Decay Cosmetics负责教育与培训业务的助理副总裁。她派出了公司的销售人员接受戴克尔的培训,部分原因是为了让他们在培训视频中表现出亲切和迷人的形象。她说,很多人在面对面沟通时很讨人喜欢,但是“当你把他们拉到摄像机面前时,他们就变呆了”。员工们还学会了减少对外表的关注,转而更多地思考如何与听众建立联系。
Senior executives at Charles Schwab & Co. take the training partly because 'making sure you come across as authentic and as someone who can be trusted becomes more important' when speaking to large groups on video or webcasts, says Jay L. Allen, executive vice president, human resources, for the San Francisco-based financial services firm. Managers also learn to speak with more enthusiasm on video, varying their tone, Mr. Allen says.
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