• Aug 01
    2012
    In pioneer days, all business was conducted face to face. When trappers traded with Indians or farmers needed new tools they traveled to the source, negotiated and shook hands. If you wanted to know whether a person was honest or could be trusted, you looked straight him in the eye and judged his appearance, demeanor and body language. Fast forward three hundred years and my, how things have changed! We ...
  • Jul 30
    2012
    If you don’t make business presentations on a regular basis−or even if you do− you may be so pre-occupied with the content of your presentation that you neglect the objective of your presentation. Presentations can have many objectives, for example: to inform, to educate, to establish thought leadership, or to move a prospect to purchase. Your job in putting your presentation together is to first ask yourself what you want ...
  • Jul 26
    2012
    You have a presentation coming up to a group of people who may or may not be prospects for your organization. “Not a problem,” you think. “I’ll just bring the corporate slides and wing it.” If you think that you’re in for smooth sailing with your pre-packaged presentation, think again. You may be in for a crash landing. Follow our tips for captivating any group: 1. Presenting to an organization ...
  • Jul 23
    2012
    The Power of Persuasion. Sounds like a magical spell that one person casts over a powerless victim. Let’s take a look at this often misunderstood and underutilized business tool. First of all, what is persuasion? For the purposes of our discussion, let’s define persuasion as: “Using communication without deceit to change the attitude, belief, point of view or behavior of another person.” When we persuade, we want them to behave ...
  • Jul 20
    2012
    No one likes to be the bearer of bad news. To make matters worse, whether you’re the President of the United States or a corporate CEO, having to deliver bad news leaves you wide open for major scrutiny. One has only to look at the barrage of criticism heaped on BP during last year’s massive oil leak to understand that doing a poor job of owning up to major issues ...
  • Jul 16
    2012
    How many times have you sat through a speech and thought, “I’m not buying this at all”? Conversely, when was the last time you left an auditorium feeling inspired and really positive about what you heard? There’s no better opportunity to influence the media, your customers and your employees than by delivering an effective, motivating presentation. Here are some characteristics of a speaker who demonstrates leadership when addressing a crowd: ...
  • Jul 05
    2012
    In our performance improvement training classes we often use examples of good or bad presentations that we’ve witnessed or heard about in order to illustrate a particular point. Today we’d like to use some real-life examples of how not to deliver a presentation. (The names have been changed to protect these unenlightened presenters!) Reading Roger Roger is an engineer for Acme Co., a technical manufacturer. Like most of Acme’s engineers, ...
  • Jul 02
    2012
    In our last blog post, Dialogue Skills 101: Asking the Right Questions in a Sales Call we shared how to ask the kinds of questions that will encourage your prospect to open up and divulge information nuggets that will help you to close the sale. What do you do with those nuggets once you’ve got them? That’s what we’ll talk about in this post. Once you gather sufficient information from ...