• Oct 17
    2012
    "If men would consider not so much wherein they differ, as wherein they agree, there would be far less of uncharitableness and angry feeling." Joseph Addison, English essayist, poet, & politician (1672 - 1719) Not only is this great advice on how to get along, it helps us present to audiences we suspect are hostile to our suggestions. By starting in agreement ("There is no argument we have to increase ...
  • Oct 15
    2012
    As a judge on TV’s American Idol, Simon Cowell often spoke of the “It” factor; that indescribable something that some contestants possessed and others did not. A good singer entertains; a singer who has “it” transports an audience. Put in the context of communication, the difference between a good communicator and a great communicator is that a good communicator engages an audience intellectually; a “great communicator involves the audience emotionally. ...
  • Oct 11
    2012
    Many sales professionals know their own business and that of their customers really well. Sometimes, though, they don't know what's happening in the industry. What's the difference? The customer's business refers specifically to their own operation: Organization chart Roles and responsibilities Key customers Short-term strategy Their industry is a different matter entirely. This is information such as: Key competitors - Companies that do similar things or serve the same customers ...
  • Oct 10
    2012
    A few years ago, a study by the University of Chicago showed that children (and probably your audiences) learn when gestures and speech are both used in teaching. In the study, "Children Learn when Their Teacher's Gestures and Speech Differ" (Singer and Goldwin- Meadow), 160 third and fourth graders were taught math skills in different ways. One group of teachers used gestures to help explain concepts like grouping numbers, and ...
  • Oct 08
    2012
    Professionals who don’t particularly enjoy presenting in front of an audience, look upon PowerPoint and other slide presentation tools as a godsend, guiding them through an uncomfortable situation by turning a solo speech into a duet. It’s easy to fall into PowerPoint traps, especially because we witness its many abuses so frequently that we seldom have the opportunity to witness its proper use. Here are some of the gross misuses ...
  • Oct 04
    2012
    While every sales professional loves surprise phone calls from potential customers, the fact is that most leads and opportunities come from following up on referrals and tips from your own network of customers and acquaintances. How important is it to network well? According to experts: Fewer than 1 in 500 names from a purchased list or blanket mail campaign become warm leads 1 in 100 people you contact personally will ...
  • Oct 03
    2012
    What's the best way to persuade an audience? There are 3 basic approaches that have been used since the times of Greek orators: Logos: the appeal to reason and facts Pathos: the appeal to emotion Ethos: the appeal to one's character, or sense of right and wrong Which will appeal most to your target audiences? Imagine building an argument that contains all three. Your chances for success increase exponentially. Our ...
  • Oct 01
    2012
    I was speaking to someone the other day who, when I told them that I own a company that teaches presentation skills, replied “Thank goodness I never have to give presentations!” That just isn’t true! Everyone needs presentation skills because the truth of the matter is, we are all presenters. You may never have to address a group in your line of work, but if you converse with others as ...