Today's Business Lessons
Your presence matters
(The Philippine Star)
I remember reading a book wherein a consultant was approached by the
most likely successor in a huge business organization. The president
just retired, and this person, by virtue of tenure, experience and
skills, would’ve been the most likely replacement. The consultant
smiled, looked at the executive and said, “I have a funny feeling you
will not get the job.” “And why is that?” asked the executive. And the
consultant said, “You just don’t have the CEO walk.” Guess what? He
didn’t get the position, all right. The top position was given to the
senior vice president for marketing, to the devastation of the executive
who was most likely to succeed yet didn’t.
The “CEO” walk – what’s that? Well, another term for it is “the
commanding presence”. It sounds like horror movie, but the concept is
true. This presence is a key in the decisions we make, and the actions
you and I take every day.
If you’re in sales, you’d know about commanding presence very well. A
commanding presence is a very real factor in having clients sign their
name on the dotted line. Business people who do transactions walk away
with the best deal not only because they have a good product or service,
but also because of their commanding presence. Now if your job happens
to be one where you’re tied down to your desk looking at a spreadsheet
all day long, you may think you don’t need a commanding presence. But
sometimes, you also have to face your boss to make a report. A
commanding presence becomes a key determinant whether you’d create a
positive impression or a bad one.
Know how a commanding presence can work for you or against you. Let me share some ideas:
People with a commanding presence exhibit a kind of confidence and
“coolness”. They’re not rude, and they’re not nervous; they’re pleasant.
They communicate clearly, and they speak persuasively. This is why in
almost all of my seminars and training sessions, I’ve always encouraged
my participants to be intentional in improving their communication
skills.
People with a commanding presence are intentional, not tentative.
They master their moods and emotions. They know how to think and act
under pressure.
People with a commanding presence are very positive, yet they take
responsibility for their actions. Their pleasantness isn’t about being
glib or possessing a dry humor. They’re not trying to be funny so they
can get everyone’s attention; this actually turns people off. Their
pleasantness is rooted in having respect for people and being sensitive
to others.
Your commanding presence centers on your ability to communicate. It
shows whether online or face-to-face. Both are a venue for influence.
I don’t know why certain people have the audacity to be rude and
arrogant; to cuss and curse their way through different conversations.
Their presence is a total turnoff and reflects the quality of their
character. Jesus Christ said, “Out of the fullness of the heart the
mouth speaks.”
To have a commanding presence, be a nice person. It’s nice to be important, but it’s more important to be nice.
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