… by a dissatisfied client during a quarterly check-in?

Have you had your business case for a new project get crushed by your CFO during your presentation?

Both situations were unexpected and put you in a surprised mind set as you mentally scrambled to figure out what to do next.

Both could have been avoided, if not de-fused, with enhanced awareness skills.

Developed awareness skills will enable you to quickly assess your environment and determine when and where the missiles may be coming from. The assessment phase may only last seconds but before taking effective action your internal radar (i.e., awareness skills) must be engaged.

Why do I need awareness skills?

• To increase the probability of a successful meeting, negotiation, or presentation
• To decrease the chances of being caught off guard and forced to react
• To increase the amount of time available to choose your response
• To acknowledge the counters and objections coming your way and have a better chance at responding, as opposed to simply reacting

When will I use these skills?

Every day. You’re already using them.

For example, while you’re driving, you’re constantly assessing other vehicles’ positions relative to yours. You’re noticing erratic lane changes and anticipating whether the car in the right lane is about to abruptly cut you off, or the vehicle directly in front of you will hit the brakes.

How do I develop these skills?

Practice. Practice. Practice.

Every time you step into a meeting room, confirm the following in 20 seconds or less:

• How many people are in attendance?
• Have you developed any relationships with any of them? Are there any ‘friendlies’ in the room?
• Do the conversations quiet down as you enter the room?
• Are people stopping what they’re doing and turning to make eye contact with you?
• Are they leaning forward attentively?
• Are they fervently scrolling through messages on their iPhones?
• Are attendees clenching their firsts, wringing their hands, or touching their faces? Can you see both hands?
• What breathing patterns can you identify? Any shallow breathers out there? Most people will take a deep breath before launching their objections or arguments.
• Who is sitting at the edge of their seats and who looks relaxed and is leaning back?

Developing the habit to take in these details at the beginning and during every meeting will help you proactively read the room. You’ll be able to anticipate tough questions coming your away before the speaker opens his mouth.

You’ll also start to develop a sense of which elements of your presentation are resonating with your audience and be prepared to address components that are making them anxious.

The objectives of turning on your radar to ‘eleven’ are to enable you to clearly deliver your message and adeptly handle issues or objections with certainty as opposed to being caught flat footed and surprised.

As any experienced fighter will tell you, it’s the punches you don’t see that will knock you out.