, best-selling author and leadership expert, shares how people can harness the power of emotional intelligence and relationships to be successful in business. In today’s world of social media and digital content, influence has shifted from being defined by wealth and knowledge to being defined increasingly by relationships and relationship management. In this video, Steve shares key steps to building strong relationships, and provides expert insights from his book, 5 Voices: How to Communicate Effectively with Everyone You Lead
. 5 Voices equips leaders and teams to answer the questions: How do I connect? What do I value? How do I build relationships with people?
It begins, according to Steve, by understanding that each person connects and relates to others differently. Steve says, “If you just assume everyone is like you and treat them that way, most of the time you'll get it horribly wrong.” Still, becoming more relational and emotionally intelligent doesn’t mean changing your baseline personality. Steve shares that it simply means using your strengths and insights to connect with clients and team members
“So I think that capacity to connect your expertise to clients, for example, so that what they hear is not you simply selling your product; what they hear is someone who's saying, ‘I'm coming close enough to you to understand not only you, but also what your vision and your needs are, and from that place of understanding, I'm now going to tailor my offering and investment of how I think we can move forward as partners.’”
How do you connect with clients and team members? Let us know in the comments section below!
One of the kind of theses we often use is that the currency of greatest value has changed in our world. Probably for the last thousand years, information was the primary currency of wealth and influence. If you could master information, memorize information, and prove yourself intelligent at regurgitating information, then strategically you had an advantage. The Internet has changed all that. So if I've forgotten anything, Siri can tell me, and if Siri doesn't know, Wikipedia will fill in the gaps. The new world, interestingly, in business, the primary currency of wealth and influence is increasingly relationships and relationship management. So emotional intelligence is increasingly becoming a prized asset, and a lot of the leaders who have traded perhaps on that strategy, analysis and those things are now asking, "How do I learn how to connect and understand my people?" So it's an awkward journey for them because most of the time it is new. "Voices" offers another one of those insights which says, "So how do I connect? How do I value? How do I find a way to be able to build relationships with people?" Because if you're able to kind of relate to them in the way that they're wired, you're much more likely to find that they actually connect with you. If you just assume everyone is like you and treat them that way, most of the time you'll get it horribly wrong. So that relational piece, it's amazing for me as a pioneer, who on the whole would be not be vastly emotionally intelligent in early life -- certainly I wasn't -- realizing that actually I can now use . . . it's not I have to stop being this strategic visionary who loves to shape the world and change the world, but it's almost like I'm able to understand now what other people need. So one of my great loves and why we do this is: How do you help people be the best they can be? How do you help people into the identity and the roles that actually fit them, rather than assuming that everyone is going to want to do what I do? So I think that capacity, as well, to connect your expertise to clients, to people so that what they hear is not you simply selling your product. What they hear is someone who's saying, "I'm coming close enough to you to understand not only you, but also what your vision and your needs are, and from that place of understanding, I'm now going to tailor my offering and investment of how I think we can move forward as partners." I think that's a significant commercial advantage, and that skill set is something that a lot of people are asking us. Can you develop it in us? But it would be amazing if our teams also had the capacity to do those things. And "Voices" is another kind of part of that suite that allows that process to happen.