Today, the phrase from the song of the Leningrad group “You are not like everyone else - you work in an office” is no longer relevant. There are a lot of managers, but there are still very few highly professional among them. Why? What is the secret of a successful manager? We will try to get the answer to this question from a coach, trainer-consultant, psychologist, author of the book “Relaxation Training in a Small Group”, which won the nomination “Designing the content of education” at the Altai regional educational exhibition in 2003, Sergei Vlasov. - Sergey, tell me, what is the difference between a highly professional manager and an “average” one? - A study was conducted in one Moscow company for a month. The purpose of this study was precisely to find out the answer to your question. During this time, a variety of assumptions arose. There were options: that a successful manager asks more questions, that he is more interested in personal affairs, that he listens more than he talks, and many other options. In fact, as a result of the study, 3 key factors for a manager’s success were identified. Well, firstly, a manager always has a clear, specific goal. - But goals can also be different. How to set a goal in such a way as to achieve high results? - There is such a well-known phrase “strive for the impossible in order to achieve the possible.” It makes sense to think about this. A big goal is made up of small ones, it is important to set priorities correctly for yourself, literally write down a step-by-step algorithm. - What goal does a successful manager usually set? - He always sets a goal that is result-oriented, time-limited and vital for him. - Well, with a goal It's clear. What is the second key factor for a manager’s success? - Congruence, empathy, flexibility. There are many words, but one meaning. It is very important to be able to speak the language of your interlocutor and adapt to him. You need to learn to reflect your interlocutor, his intonation, timbre, pauses, speed of speech, frequently used expressions. - Speed? Timbre? It turns out that you need to be like your interlocutor? - Exactly, literally reflect him. - I wonder, then what is the third factor of success? - Initiative, control. A successful manager reserves the right to make decisions, he sets the tone. - But how to control the conversation? - Very simple. Asking questions. - So what happens? In accordance with the second factor we adjust, and in accordance with the third we control. Contradiction? How can you do both at once? - Good question. That's the whole trick. Learn to do both at the same time. We listen carefully, ask questions, find out his priorities for ourselves, we lead him in the direction we need, we don’t talk about what we need. First we adjust, and then we move on to leading. Let's say you're talking on the phone with a potential buyer. What are you focused on: the process, the result, or the client? - The result. - Correct. And the result is achieved through the client and through the process. There is no other way. - I see. Which factor, in your opinion, is the most important? - The fact of the matter is that only with the merging of all three key factors can you achieve success. Check out more articles on the Zen Channel Evolution of the Mind