I am working on an idea that there are basically two different communication styles: those on stage and those in the audience.

Each style is important to a successful relationship and although a person may be predisposed to preferring one location in the theatre over another: successful communication requires that each partner have their time in the spotlight.

However, as I work through writing the article, I began to think of the concept in terms of business and I realized that although we may prefer to be on stage; our customers should always be in the lime light.

It's tempting, isn't it, to grab the microphone and share our company story including all of the nuances of our services and products. We can see the audience nodding and even applauding with our sheer brilliance and yet at the end of our performance, we may be disappointed that they didn't stick around after the show for our autograph - or in the case of signing on a deal - they didn't provide us with their autograph.

One of the more challenging parts of communicating with a customer can be getting them to take the stage; to share their story. We must encourage them to be center stage by being there to prod them into telling us their concerns, their goals, their past disappointments and their hopes for the future.

If we do our part by asking questions, encouraging with non-verbal queues and repeating back what we've heard, soon they'll feel comfortable center stage and share information that will allow us to effectively match benefits with need.

In interpersonal relationships, the communication flow needs to be a little different.

As you go forward in your communication, be aware of your communication style. Are you on stage or in the audience? If you are on stage, ask yourself when the last time was you took a break and watched the drama unfold from the theatre. Perhaps it's time you gave your understudy a chance at the lime light.

If you find yourself in the front row, hands sore from applauding, perhaps it's time you walked those few short steps to the stage. Clear your throat, take a deep breath and speak so they can hear you in the cheap seats. You have a story to tell. Let it be heard.

Whether you are in the audience or on the stage; be true in your communication. Speak clearly, listen intently and then switch places.

Deborah Chaddock Brown
Writer