On 28 September, the SMU Office of Alumni Relations with Centre for English Communication (CEC), ran a workshop focused on not just generic Networking, but doing so with C-suite executives. The session was facilitated strongly by Gavin Pugh, an entrepreneurial business professional currently with Moody Analytics and Dr Susheela Varghese, Director of the CEC.
Thirty alumni professionals participated in the 3-hour long workshop, which presented some theory and a lot of practical role-playing. When asked, many alumni shared their reasons for being present. Primarily, they wanted to be equipped with the communication tools to influence, convince and engage with internal and external stakeholders on a deeper and more authentic level.
Drawing from ‘The Science of Selling: Proven strategies to make your pitch, influence decisions, and close the deal’ (David Hoffeld, 2016), Gavin and Susheela brought the participants through the levels of questioning. Classified as Level 1 Questions (Thoughts, Facts, Behaviors, Situations), Level 2 Questions (Assessments, Explanations) and Level 3 Questions (Fear of Loss, Desire for Gain), participants immersed themselves in scenario role plays and prepared for each exercise using the three level type questions.
Amidst the flurry of activities, participants learnt that engaging questions need to be able to take one from the known to the unknown, and to be found in good favour by the recipient. Showing a person you want to network with, that you value their expertise, bothering to find out about their work and needs, and following up with them, goes a much longer way than you can imagine.
Upcoming in the Alumni Professional Development Series
Fireside Chat on ‘Global Megatrends and Innovations for Tomorrow’s Businesses’
16 November 2017, Function Room 6.1, Level 6, SMU Administration Building
For queries, contact jeaninechen@smu.edu.sg