• 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 ...
  • Jun 25
    2012
    Part III: Knocking it Out of the Park You did your homework on your prospect’s company to create a presentation that’s relevant and personal. Your team prepared and rehearsed to give a relaxed and thoughtful presentation that clearly demonstrates that you’re the right company for the business. It’s bottom of the ninth inning and your team’s on the plate. Now it’s time to swing like there’s no tomorrow! Show Your ...
  • Jun 23
    2012
    Have you ever submitted a proposal you knew was priced right and addressed the customer's need, but still lost the deal? Odds are there were personal motivators at work you didn't uncover. Not all customers make buying decisions for "rational" reasons (price or specs). Many times factors such as comfort with the sales process, lack of trust in a new vendor, or simply resistance to change are just as important ...
  • Jun 20
    2012
    Part II: Presenting to Win In our last post, we talked about how to prepare a winning group sales presentation. Today we’ll talk about how to deliver a winning group presentation. Stand Up Determine in advance whether the presentation will be delivered standing or sitting. Standing is better because it allows for movement that can demonstrate leadership and energy. If it's a sit-down meeting, be certain that everyone can see ...