Fixed Ops Magazine - 2023 Vol20 04 - 31

style. We can use similar or the same vocabulary as they
do, also using their name at strategic points in the conversation.
A possible example is when a recommendation
or offer is made, not forgetting to use the corresponding
pronouns the customer used. By doing this
the customer will feel they are being listened to, understood
and valued; and is that a successful end result?
A GREAT TECHNIQUE TO CREATE
INTEREST AND DESIRE
There are numerous communication techniques that
would be instrumental in creating customer loyalty
to benefit the customer and the business. One such
technique is the 'Zeigarnik effect'. This is where interest
and desire are created in the successful end result
of something at the beginning of a meeting with a
customer. It's a bit like watching your favorite series,
and very close to the start there will be a few flash
scenes of what is to come preceded with the words;
" in this episode " .
(This reminds me of old episodes of Voyage To The Bottom
Of The Sea starring Richard Basehart and David
Hedison). So why does this technique work so well?
Because you trigger the natural biological function
within your customer of being curious and therefore
lead them to being more receptive to hear. If you then
intermix this with the appropriate language and corresponding
pronouns, there will be a successful end result
of happier customers and better business.
What would need to happen for you to become even
more influential and persuasive than you already are?
COACHING VS TRAINING
This is where coaching versus training comes into play.
If you are in a position of leadership you will have heard
of these terms not only used but used interchangeably.
But are they really interchangeable? The simple answer
is, " No " .
Training relates to the teaching of either general knowledge,
specialized knowledge, or a skill which is delivered
over a period of time such as in a seminar, course,
workshop, or a classroom setting. Training relates to
new information.
Coaching on the other hand is about the ongoing interaction
between a coach and a coachee where the
coach challenges the coachee to improve in awareness,
application, and approach.
JULY AUGUST 2023 || FIXED OPS MAGAZINE
31

Fixed Ops Magazine - 2023 Vol20 04

Table of Contents for the Digital Edition of Fixed Ops Magazine - 2023 Vol20 04

Fixed Ops Magazine - 2023 Vol20 04 - 1
Fixed Ops Magazine - 2023 Vol20 04 - 2
Fixed Ops Magazine - 2023 Vol20 04 - 3
Fixed Ops Magazine - 2023 Vol20 04 - 4
Fixed Ops Magazine - 2023 Vol20 04 - 5
Fixed Ops Magazine - 2023 Vol20 04 - 6
Fixed Ops Magazine - 2023 Vol20 04 - 7
Fixed Ops Magazine - 2023 Vol20 04 - 8
Fixed Ops Magazine - 2023 Vol20 04 - 9
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Fixed Ops Magazine - 2023 Vol20 04 - 11
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Fixed Ops Magazine - 2023 Vol20 04 - 28
Fixed Ops Magazine - 2023 Vol20 04 - 29
Fixed Ops Magazine - 2023 Vol20 04 - 30
Fixed Ops Magazine - 2023 Vol20 04 - 31
Fixed Ops Magazine - 2023 Vol20 04 - 32
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Fixed Ops Magazine - 2023 Vol20 04 - 67
Fixed Ops Magazine - 2023 Vol20 04 - 68
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