Having a "You Orientation"

Over the years, I've taken (and given) any number of training courses on presentation skills. But the one that I thought was the best was created and taught by a NJ-based businessman, author, song writer, and trainer named Robert "Bob" Max.

After a successful career, Bob started his own training company and specialized in teaching business writing and presentation skills to corporate audiences: salespeople, scientists, engineers, managers and administrative professionals.

One of the secrets to excellence in presentations is a concept of Bob's that he called "you orientation." Having a You Orientation means that you are audience-centered in your approach to the presentation you are getting ready to give. And, when you get up to deliver the presentation, having a You Orientation means that you stay audience-focused throughout the delivery.

In the years since I took Bob's course, I have often recalled and applied this idea. It's one of those simple yet powerful frames that can really make a big difference in what you are trying to accomplish.

For example, let's apply it to job hunting.

In a job hunt, the job seeker is by definition extremely Me Oriented. But to make progress, she has to develop a complementary You Orientation.

~ The Me Orientation helps the job hunter get clear about her Objective, her skills and accomplishments, and her values and interests.

~ The You Orientation helps the job hunter to research the Target Companies that she has identified; to build a mutually beneficial network with others in order to get information, advice, and referrals; and to ask questions of hiring managers that elicit the goals and needs of the organization.

The most effective tool in the You Orientation is the "you question;" for example:

- What are you looking for?
- What are your goals?
- What advice would you give me?
- Who else would you recommend I speak to?
- How can I help you?

Posted by Terrence Seamon, July 4, 2009

Comments

Popular posts from this blog

Does This Make Any Sense to You?

Soft Skills vs Hard Skills?

Customer Service with HEART