• Aug 18
    2016
    In negotiating, the term “reverent power” refers to your ability to project that you have a consistent set of values and beliefs. Saying something like, “I’m sorry, but we haven’t done that in 15 years of doing business” makes a statement of reverent power. Since people respect consistency, this can be a powerful tool, but be careful that you aren’t misleading people. If you make exceptions all the time, your ...
  • Aug 17
    2016
    Apple has trademarked the slogan, “there’s an app for that,” which is why I used the trademark symbol in the title of this post. But this post is not just a cheesy “there’s an app for that” joke. Communispond really does offer a smartphone app for practicing your presentation skills. “Practice makes perfect” is a cliché. But it is also true, with a reservation. That reservation is that if you’re ...
  • Aug 12
    2016
    More than 60 of you have responded to our survey on the best and worst convention speakers. You can see the full results here. If you haven’t yet participated in the survey, and would like to, you can click here to take the survey. Of the six speakers in question… Ivanka Trump Melania Trump Donald Trump Michelle Obama Barack Obama Hillary Clinton …the majority of you consider Michelle Obama to ...
  • Aug 11
    2016
    When you meet a customer in person for the first time, do some simple things to let that prospect know they are the most important thing in the world to you at that moment. According to the book, Strategies that Win Sales— Best Practices of the World’s Leading Organizations, here are some things you can do to make that first impression a winner: Turn off your cell phone. Show them ...
  • Aug 10
    2016
    It’s important to analyze your audience. The key is to overcome our own preferences, and focus on what the audience wants. Here are some things to help keep you on track: Even if you are endlessly fascinated by detail, resist the urge to tell them that one last interesting fact, if you suspect the only person interested is you. Anticipate their questions. If it becomes apparent that they want to ...
  • Aug 10
    2016
    When you attend or participate in almost any kind of individual sporting event, whether it’s a 5K race, a walk for charity, a triathlon, a bike tour, or a marathon, you will notice there is a significant amount of communication taking place among participants via the messages on their t-shirts. The reason for this is that races often provide specially designed race t-shirts to participants who finish. Wearing one of ...
  • Aug 04
    2016
    …and after you read this post, please participate in this quick, 2-question, survey! If you’re a reader of this blog, you’re probably an effective communicator, which is to say you think about the process of communication rather than just letting it happen. That’s why I’d like you to complete a brief survey we are doing on the skills of the speakers at the national party conventions that were held last ...
  • Aug 04
    2016
    According to studies, when salespeople inherit accounts from another rep, the revenue on those accounts drops 60 percent of the time. This can be depressing, until you realize that 40 percent of the time it actually increases. What accounts for the difference? How can you ensure that you're inheriting solid customers and not someone else's problems? If the former rep is still around, ask lots of questions about the account ...