• Feb 22
    2017
    A great way to help create trust with your customers is to help them see the future. This can be done very effectively without being pushy. Many sales people try to put themselves in the picture: “If you were to work with us on that project...”. Many prospects shy away from an obvious selling tactic and stop talking. Try using something more neutral: “If you were to use a new ...
  • Feb 20
    2017
    The concept of executive presence has lately captured the imagination of the business press. When I did a Google search on the term, it came back with more than two million hits. This article in Business Insider (the first hit from my Google search) suggests that the seven aspects of executive presence all begin with “c”: composure, connection, charisma, confidence, credibility, clarity, and conciseness. This may be a tour de ...
  • Feb 08
    2017
    “I can win an argument on any topic, against any opponent. People know this, and steer clear of me at parties. Often, as a sign of their great respect, they don't even invite me.” Dave Barry (1947- ) The American humor columnist, Dave Barry, makes a good point. “Know-it-alls” aren’t terribly popular. Here are some tips for not sounding overbearing to your audience: Don’t argue small points. Acknowledge that some ...
  • Feb 08
    2017
    Most of us have forgotten about our resolutions we made for ourselves when the ball dropped. So, let’s start fresh and resolve to be a better communicator, learning from 2016’s mistakes. The year 2016 was a big year for communication failures. They were many, varied, and costly. Here are my top four New Year’s Resolutions for better communication (hey—better late than never and these could really save you and your ...
  • Feb 02
    2017
    Ever been nibbled by a customer? It’s not as rare (or as fun) as it sounds. Just when you think you have a deal with a customer, she asks for “just one last little thing." This is referred to as “nibbling." This usually isn’t a deal-breaking request; the customer simply has to see how far they can push. This is particularly common with customers who like to think of themselves ...
  • Jan 31
    2017
    Do you manage a work team with one or more members who participate remotely? Or perhaps you work in such a team. According to Wayne Turmel, a long-time Communispond faculty member and an authority on managing remotely, there’s about an 80% chance you do both. At the risk of stating the obvious, WebEx, Skype (and FaceTime), instant messaging, telephone, and a host of other technologies make it increasingly unnecessary for ...
  • Dec 05
    2016
    Whenever a new technology comes along, it sparks a discussion of whether the technology will replace something we already have. And I suppose there are cases in which replacement occurs. In the age of desktop publishing, for example, it is very difficult to find dedicated typesetting systems or light tables where graphic artists meticulously assemble negatives to create printing plates, a process which is called, for some unknown reason, “stripping.” ...
  • Nov 28
    2016
    A friend of mine, who has been collecting Social Security for three years now, says it has been an interesting experience to become part of the senior demographic. The telemarketing calls change, both in terms of the services the telemarketers are trying to sell you and in the assumptions they make about you. Last week, my friend got a call from someone who claimed to be concerned about his health. ...