From the Bookshelf This is a fortnightly review of bestsellers for business executives Talk your way to the top By Emma Jones Success in the world of business requires more than just the right qualifications Do you ever find yourself wondering how the leading figures in your industry got where they are today? These are the people who just seem to have it all. They have managed to climb to the very top of the corporate ladder and been able to dazzle everyone with their talents along the way. But wait a minute! Are they necessarily any smarter or better qualified than you and, if not, what do they have that you don't? According to author and business expert Leil Lowndes, it all comes down to communication skills. In her latest book, Talking The Winner's Way, she offers 92 key strategies to help you along the road to success. The first part, "The Unique Essence of You", provides hot tips on how to perfect physical communication through the use of confident body language and modifying the way you speak. This is followed by "Welcome to the Human Jungle", with words of advice on how to be assertive in relationships and guidance on how to get ahead of the game. Of equal interest are the "Little Tricks of Communication Winners" in the third section. These aim to transform you into someone who is confident, poised and successful by showing how to form strong business relationships. Making an impact Body language can play a central role in determining business success or failure. One of the things that can be used to advantage is your smile - successful business people always seem to know how to deploy this particular "weapon". It says a great deal about anyone and Lowndes therefore stresses the importance of first impressions and maps out the intricacies of what she calls the "Flooding Smile". This technique can be used when meeting someone and should make them warm to you from the outset. Instead of smiling immediately, you need to pause momentarily, take in something about the other person, and then give them a warm, responsive smile that "floods" over your face and can also be seen in your eyes. Another way to make a great first impression is to arm yourself with knowledge, but make sure it's the right knowledge! This comes down to being able to find your way around and survive in the treacherous "Human Jungle". The author's tips include making yourself aware of people's "hot buttons". For example, if you are going to a dinner party with a group of doctors, try to research some current medical topics beforehand. Prepare a short list of questions that you can fire off when appropriate, thus pushing the right buttons to engage confidently in an insightful conversation. Tactical advice In business, it is crucial to form good relationships with key players in the industry. One of the little tricks recommended by Lowndes is to compile a business card dossier. After making a new contact, write a few words on the back of their business card to remind you of the conversation. Next time you are in touch, you will be able to make a reference to their hobby, their preferred drink, or even remind them of a great joke you shared together. It might be just a small thing, but your new acquaintance will certainly remember you favourably. With so much competition in today's workplace, it is vital to be an influential and confident communicator. By arming yourself with the right body language, strategic background knowledge and the other basic communication skills, you can become the person you want to be and put yourself on course to "having it all". Content highlights: When you meet someone, don't smile automatically and immediately. Wait a second or two and use the "Flooding Smile" which will convince people you are genuine and your smile is just for them. Observe successful people. Explore the techniques used by top salespeople who close a deal, speakers who convince, religious leaders who convert and sex symbols who seduce. Step beyond your comfort zone and into the "Human Jungle" by putting yourself out there with confidence. About the authors Leil Lowndes is a communications expert who runs international seminars. She has ten years' experience in conducting corporate training programmes and is president of Applause Ltd in the US. She is the author of seven books and her articles have appeared in dozens of business publications. She is also a recipient of the Jesse H. Neal editorial achievement award for business writing. Taken from Career Times 25 February 2005 Your comments are welcome at [email protected]