Lisa Barnard

These are some notes I took in a lecture given by Lisa Barnard

Aesthetics are the most important thing including psychological aesthetics. One thing that is very interesting to her is the relationship between the viewer, the practitioner and the subject. Exhibited in institute of psychoanalysis. Residency at unicorn theater in London. Photographed children watching theater – 2 1/2 minute exposure. Create a stillness in the viewer.

Blue Star Mums. interesting in war (Anti – War) She went and met the Mums of soldiers.

Institute of creative technologies. PTSD – More soldiers die from suicide than on the front line. Virtual reality program for treating PTSD. ICT do all the virtual reality for the military PTSD – Exposure therapy.

Photographed unmanned drones in Pakistan – Archival. Also photographed landscapes for Bureau of Investigative Journalism in Pakistan and America.

I try and produce work I would be interested to see.

School of Professional Skills – Making the Most of the Phone

School of Professional Skills Lecture 5, Making the Most of the Phone

“The most dangerous thing about communication is the illusion that it has taken place”

Telephones + Sales

Email

1. Brevity
2. One way monologue
3. Emotionally neutral
4. Illusion of immediacy (Note the “Illusion”)
5. No vocal cues
6. Impersonal

Phone

1. Immediate Response
2. Honest
3. Clear
4. Allows subtelty
5. Builds relationships
6. Two sided discussion
7. Faster closure
8. More personal

Setting up a phone call – Outcomes/Objectives, Feel/Think/Do

What do you want them to do as a result of the phonecall? Put in an outcome.

Structure of a phone call –

Introduction – “Hello” “Good Morning”

Conformation – Are you speaking to the right person?

Timing – Is this a good time to talk?

Purpose – “I am calling because… ”

Conclusion – Summarise agreed upon actions, thank the other person and hang up last.

Building a rapport on the phone is very important for business but how do you know when people have rapport anyway?

1. Mirroring
2. How close they are
3. Smiling/ Laughing
4. Eye contact
5. How much they are paying attention
6. How long are the answers
7. Facing each other/ Body language

Rapport is mostly unconscious picture the typical iceberg photo that shows it 80% under water

1. Vocal (Tone/Volume/Emphasis/Length/Speed)
2. Visual (Irrelevant on the phone)
3. Verbal (Words)

Always speak slower when presenting or just want people to pay more attention to you, usually we speak at 180-190 words per minute whereas a good public speaker speaks at about 90-100 words per minute

Core Selling Skills

1. Arouse interest – Adverts/friends
2. Appreciate (Maybe Exaggerate) need
3. Gather Knowledge
4. Suitability
5. Value

Sales people – ask question to uncover the needs of the customer and give advice based on those needs and convince your customer that you can deal with those needs. Different types of questions get different results, do you want a lengthy answer then ask n open question if you want a yes/no answer then as a yes/no question. You need both type of questions. Also frame them positively or negatively – “What are you happy with?” “What are you not happy with?

Fact Finding – Uncover their whole shopping list and wind it back. Summarise back and find out which is the most important (Get them to prioritise). Always link your solution to their needs ” Based on what you’ve said i recommend”

An experiment that the lecturer talked about suggested that it doesn’t matter what the reason is as long as you say you at least say you have a reason “Can i cut in the queue for the photocopier because i have some photocopying to do” was almost as effective as ” Because my boss has a flight to catch”

Conference Calls

Benefit – No travel

Tips –

1. Quiet Location
2. Focused Attention
3. Prepare Beforehand and Take Notes
4. Introduce Yourself
5. Be Expressive
6. Speak Clear and Slow
7. Record the Call
8. Etiquette – Don’t take over
9. Follow up by email