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Communicate to WinArticle by Tom Marcoux, America's Communication Coach(includes highlights from the book Communicate to Win) We seek to make people feel comfortable with us so they flow in the direction we are targeting whether we want to close a sale, support a friend or get a teenager to empty the garbage. Make More MoneyThe question for many career-oriented people is "How can I make more money and feel good about how I work with and serve my clients?" Feeling good is crucial so that we have the personal energy to push ourselves to make more calls and see more people. Effective communication helps you attain these goals. The process is to become an A.C.E. of communications. Here is the acronym that we use: A - Ask C - "Commonize" E - Engage ASK Activate the relationships with questions. You are creating rapport when you're listening. The fastest way to start listening is to ask a comfort-creating question. Discover your client's values with: "What is most important to you in _____?" Uncover how the client wants it with: "In order for you to feel ______, what has to happen?" "COMMONIZE" Create common concerns, traits and feelings. A powerful idea is: "They're not concerned with how much you know, but how much you care." Many novice salespeople use the erroneous spray and pray method. They spout benefits without asking questions. As a faculty instructor of technical communications at Cogswell Polytechnical College in Silicon Valley, I guide my students to create a human connection through every mode including e-mail messages. People tend to like people they feel are similar to them. Discover what is important to people and only speak in line with those topics. ENGAGE Engage the relationship as the person's trusted advisor. Prospects are extremely sophisticated today. People are more inclined to work with people they trust. You have already demonstrated your care by leading with comfort-creating questions. Other elements include body language, voice tone, and wardrobe. One author pointed out, "Don't try to sell tractor equipment in a tuxedo." Make sure that everything about you, including your word choice, your printed materials, your smile - all help your client feel: here is an expert I can trust. CONCLUSION: Working with people in the respectful manner of an A.C.E., we feel good about our work and our lives - and a byproduct is that our business transactions turn out well. Use this article as your springboard. I devote much of each day to find new ways to serve people; therefore, I invite you to look at the resource listed below. The best to you, Tom Marcoux  Communicate to Win - Click here for more information and full table of contentsBook SPECIAL WEBSITE DISCOUNT: only $19.95 - plus shipping/handling (regular price is $24.95) Don't Miss This!/Buy Now
Order your copy of the FREE Report entitled "More Principles of Free Yourself for Success" - Click Here A Speaker for Your Company, Association or Conference: Tom Marcoux, America's Communication Coach is the author of Communicate to Win: Influence Your Way to Success and Happiness; Free Yourself for Success; How to Heal When Life's Too Much. Tom is a nationally known, award-winning speaker-author (Speaker of the Year, Success Builders International and BusinessAcademy.com). Tom is a sales coach and personal/professional coach. He is a faculty lecturer at Academy of Art College, San Francisco (whose graduates often work for George Lucas' companies). Tom is a member of the National Speakers Association. He speaks for the National Association of Broadcasters Conference, Las Vegas, Nevada (click here for his NAB presentation). He is a guest lecturer in venues California State University - Los Angeles, Stanford University, and De Anza College. His book "Communicate to Win" is a required textbook at Cogswell Polytechnical College, Silicon Valley and in the Cogswell Time Capsule. His private workshops and public seminars have benefited professionals from IBM, The Gap, Charles Schwab, Bank of America, Wells Fargo, Lucent Technologies, Circuit City, The Olive Garden, and many other firms. He authored 10 books which are available on-line at http://www.businessacademy.com Tom is a faculty lecturer on technical communication and digital filmmaking at Cogswell Polytechnical College. Tom is a TV/Radio guest and he has been written about in San Francisco Examiner and the magazines: Streaming, Radio World, National Association of Broadcasters Daily, Millimeter, and Sharing Ideas - The Premiere Speaking Industry Magazine. Tom is featured in the documentary "Perfect Ending." View 34 pages of Quotes from People Helped by Tom's speeches, coaching, and products in the Guestbook For your media project: engage Tom Marcoux, Media Specialist/Motion Picture Director-Producer-Writer-Actor: Tom directed a previous motion picture that went to the Cannes Film Festival. He is currently directing "LIVING, the Motion Picture" -- which includes the beautiful Crystal Pegasus. He is the president of TomMarcoux.com, Inc. and Marcoux Media, and his team is preparing the science fiction trilogy of motion pictures entitled "TIMEPULSE."(www.TimePulse.com) Tom is the author of the novel TIMEPULSE. Tom won a special award at the EMMY AWARDS after earning a degree in psychology and television production. Tom is the author of 101 Acting Secrets: A Director's Tips for Your Acting, Auditions, Movie Roles, and Self-Promotion. He conducts acting workshops and workshops on "Self-Promotion for Actors" Quotes from People Helped by Tom's speeches, coaching, and products in the Guestbook 
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