• Jul 21
    2016
    If you want to know what people are thinking, seconds count--actually, fractions of seconds. Scientists have proven that even people who can effectively mask their emotions often use give-away cues like flinching, blinking, or smiling. The problem is they only last for as little as 1/20th of a second. The good news is that in studies people are really good at picking up these non-verbal cues--if they know to watch ...
  • Jul 20
    2016
    This Thursday, July 21st, is the birthday of the late Marshall McLuhan. McLuhan is considered the father of media and communication studies, so we have a high regard for him here at Communispond. McLuhan pithily summarized the most famous of his many principles with the phrase “the medium is the message.” He and graphic designer, Quentin Fiore, collaborated on a 1967 book that would both explain and demonstrate the meaning ...
  • Jul 13
    2016
    I have been reading Gayle Cotton’s 2013 book, Say Anything to Anyone, Anywhere, and I recommend this book to you if you need to communicate cross-culturally. There is a lot of great advice in it. Her chapter on gestures highlights nine different hand gestures and their meanings in different cultures. I wanted to describe three of them in addition to the “OK” gesture. Knowing these are subject to misinterpretation could ...
  • Jul 11
    2016
    Selling technology solutions can be problematic for sales people, especially if the buyer does not share your level of expertise in the area. A common trap we fall into is to try to "educate" the buyer on the product and sometimes the entire field of expertise. This can overwhelm your clients and sometimes cost you the deal. The best way to avoid overwhelming your customer is to consciously use the ...
  • Jul 06
    2016
    Here’s a scene that’s probably familiar. You’re in a waiting room or on a bus and someone nearby speaks to you. Maybe you didn’t hear the person clearly or maybe you didn’t understand why he said what he said. So you turn to him to ask him to repeat it, and you notice he’s wearing an earpiece. He is talking on his smart phone and not addressing you at all. ...
  • Jun 30
    2016
    When you upsell a customer, you get them to think about purchasing additional products or services. Are you doing a good job of uncovering your customers’ needs? Many times, a customer already has something in mind; suggesting more than this may seem pushy or presumptuous. Customers can’t visualize what the new result might look like, so they reject it. Some ideas to make upselling more concrete in the customer’s mind ...
  • Jun 29
    2016
    Cross cultural communication is defined by Gotland University as “a process of exchanging, negotiating, and mediating one's cultural differences through language, non-verbal gestures, and space relationships.” In business, cross cultural communication plays a critical role in successfully carrying out business with teams and stakeholders in other areas of the globe. When the communication is effective, everyone benefits from increased bandwidth, institutional knowledge, and competitive advantage. Ineffective communication however, can offend, ...
  • Jun 23
    2016
    The judge in the class-action lawsuits against Trump University has set the trial date for well after the presidential election. But under continual attack by Donald Trump, he decided to make public some of the evidence, which includes the sales training texts ("playbooks") used to train the Trump University staff. You can find photocopies of several of them on the National Public Radio (NPR) site. The marketing method of Trump ...