Every Business Encounter is a Showcase
In the dynamic world of business, clarity of intention and defining desired outcomes are key to success, according to Markus Czerner, a renowned trainer, coach, and speaker. Czerner, who has been featured in the UK edition of an international media franchise, emphasises that life is a pitch, and being clear on your intentions and desired outcomes enhances performance and impact.
When it comes to job interviews, Czerner advises candidates to aim for the interviewers to feel positive about supporting their application. He suggests expressing confidence and conveying the message that they are the best candidate for the position. Rehearsing like an actor can help candidates deliver a more impactful performance, and Czerner encourages them to practice their desired outcomes aloud, addressing the audience directly.
In sales presentations, the desired outcome is for the customer or prospect to take action, such as purchasing the author's products or services. Czerner recommends connecting the topic to the desired outcomes with a connecting phrase like "so that...". He also suggests rehearsing the presentation and recording oneself on Zoom, Teams, or mobile for review and improvement.
Introducing change or a new way of working can be challenging, but Czerner believes that it's essential to present the change as a good idea that makes sense to adopt. He encourages trainers, coaches, and speakers to aim for the team to think the change is a good idea, feel positive about the proposed new way of working, and agree to try out the new approach straight away.
Czerner also emphasises the importance of building trust in business interactions. He suggests expressing confidence that the business has the interviewee's best interests at heart as a desired outcome. He also advises feeling confident when buying from the business and expressing this confidence as a desired outcome.
Before every business interaction, Czerner recommends deciding the desired outcome for the person or group. He suggests thinking of the business as a partner and expressing this confidence as a desired outcome. He also suggests saying that the business will be recommended as a supplier as a desired outcome.
Czerner believes that making the Think-Feel-Say-Do-Know outcome a regular practice in every interaction can lead to better communication in business. He defines good communication in business as achieving the desired outcomes while being clear about intention. He also suggests questioning the purpose of presenting if the desired outcomes cannot be defined.
Ultimately, Czerner's approach to business communication is about setting clear intentions and defining desired outcomes, and then working towards achieving them. By doing so, he believes that businesses can build trust, improve communication, and achieve success.
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