How to Give Constructive Criticism

Question:

I’m a new manager that has never been good with confrontation.  I’ve never really had to give formal feedback of any kind to an employee or coworker.  What can I do to give constructive criticism?

Answer:

Giving constructive criticism is part of any job where you manage individuals.  It’s sometimes uncomfortable but in the end it will help you and your coworkers.  Here are a few ideas to keep in mind when giving constructive criticism.

1)       Get all the facts- Before you give constructive criticism know all the facts.  There might be something going on that is affecting the person’s performance.

2)       Prompt and private – Address the situation promptly and privately.  This can ensure that resentment does not grow into something bigger.

3)       Empathize then comment – Reveal your own similar mistakes and tell them what you want achieve.

4)       Check your intentions – Remember not to make it personal.  Your intention should always be to resolve a problem and improve work quality.

5)       Show the benefit of change – By showing the benefits, you provide evidence to show how the task will be easier or more beneficial to the company

6)       End on a friendly note - Make sure to end on a friendly note and agree on how to move forward.   

If you have any business related questions or would like advice on other workplace issues, visit our web site at http://www.bc.dalecarnegie.com/ or our Knowledge Centre on our global site at http://www.dalecarnegie.com/ or email me at paul.sinkevich@dalecarnegie.com.

Gain Credibility While Selling

Question:

I’ve been meeting my performance goals but I want to take my sales to the next level.  I want to make the big sale; I want prospective clients to invest in my ideas and products.  What can I do to go from meeting my goals to exceeding them?

Answer:

Great job meeting your sales targets, sales champions are always hungry for the next level.  It seems that you want people to trust you and trust their money in your ideas.  Before you gain trust, you have to be viewed as a credible person.  Here are a few ways that you can increase your credibility with your prospects during sales calls.

1)       Give general benefits – Cite general benefits your company provides that relate to the buyers needs, wants and issues.  Prepare and research the prospect before you communicate with them.  When you present the ideas it will show that you were interested in helping the prospect not just making money.

2)       Be specific - Give results of how past clients have benefited. Talk specifically about return on investment. Instead of saying that “This product improves efficiency”, say “Company XYZ started using this product last year, since then they have saved $500,000.”

3)       Suggest similar benefits – If a company is going through the same issues as previous companies, tell them.  Since you have already given general benefits and then given specific examples it is logical to tie them together.

4)       Don’t sell provide value- Focus on the buyer.  By knowing the wants, interests and needs of the prospective client, giving specific examples of results, and then connecting them together, you are appealing logically to a client.  Make the logical connection and prospect will know you are not just another sales person.

If you have any business related questions or would like advice on other workplace issues, visit our web site at www.bc.dalecarnegie.com or our Knowledge Centre on our global site at www.dalecarnegie.com or email me at paul.sinkevich@dalecarnegie.com.

Delivering a Technical Presentation

Question:

I work in the IT services industry. Recently, I’ve been asked to make presentations to introduce new products to the rest of our company.  I’ve been having trouble presenting the new products.  Many times the presentations end and I feel like the audience is more confused about the product than when they walked into the presentation.  What can I do to create an effective presentation for non-technical people?

Answer:

When you present does it feel like you might as well be speaking in a foreign language?  The technical language that you use is second nature, however the terms and phrases are probably very foreign to your audience.  Here are a few tips that will help you better reach your audience.

1)       Do your homework – Know your audience, and identify key points that you would like to make.  If it is a non-technical audience, tailor your speech for them using words and terms that they will understand.

2)       Boost your vocabulary – Pick up on key words the listeners have provided.  Use their language to better explain products and ideas.

3)       Talk in terms of the other person - You must talk in terms of the other person’s interest.  Make sure that you stress their benefit.

4)       Don’t memorize – Don’t try to memorize what you want to say.  Be spontaneous, creative and learn to improvise.  By freeing yourself you can focus on topics that your audience might not get immediately. 

5)       Review at the end – Make a brief summary at the end of the presentation.  Always give the benefit, “by using this product you will save money”.  Even if some of the information was lost in translation it will still leave the audience with a positive impression.

Michael Crom, Executive Vice President of Dale Carnegie Training®

If you have any business related questions or would like advice on other workplace issues, visit our web site at http://www.bc.dalecarnegie.com/ or our Knowledge Centre on our global site at http://www.dalecarnegie.com/ or email me at paul.sinkevich@dalecarnegie.com.