• Aug 11
    2016
    When you meet a customer in person for the first time, do some simple things to let that prospect know they are the most important thing in the world to you at that moment. According to the book, Strategies that Win Sales— Best Practices of the World’s Leading Organizations, here are some things you can do to make that first impression a winner: Turn off your cell phone. Show them ...
  • Aug 10
    2016
    It’s important to analyze your audience. The key is to overcome our own preferences, and focus on what the audience wants. Here are some things to help keep you on track: Even if you are endlessly fascinated by detail, resist the urge to tell them that one last interesting fact, if you suspect the only person interested is you. Anticipate their questions. If it becomes apparent that they want to ...
  • Aug 10
    2016
    When you attend or participate in almost any kind of individual sporting event, whether it’s a 5K race, a walk for charity, a triathlon, a bike tour, or a marathon, you will notice there is a significant amount of communication taking place among participants via the messages on their t-shirts. The reason for this is that races often provide specially designed race t-shirts to participants who finish. Wearing one of ...
  • Aug 05
    2016
    Have you ever stopped to consider what it means to persuade someone?In Communispond's book, "The Full Force of Your Ideas - Mastering the Science of Persuasion", we look at the dictionary definition and take it even further. According to the Random House Dictionary of the English Language, the word "persuade" means: To prevail on (a person) to do something, as by advising or urging To induce to believe by appealing ...
  • Aug 04
    2016
    …and after you read this post, please participate in this quick, 2-question, survey! If you’re a reader of this blog, you’re probably an effective communicator, which is to say you think about the process of communication rather than just letting it happen. That’s why I’d like you to complete a brief survey we are doing on the skills of the speakers at the national party conventions that were held last ...
  • Aug 04
    2016
    According to studies, when salespeople inherit accounts from another rep, the revenue on those accounts drops 60 percent of the time. This can be depressing, until you realize that 40 percent of the time it actually increases. What accounts for the difference? How can you ensure that you're inheriting solid customers and not someone else's problems? If the former rep is still around, ask lots of questions about the account ...
  • Aug 03
    2016
    Does your audience sometimes seem to be more interested in their email and text messages than in your presentation? Here are some tips to subtly, and obviously, remove distractions. Make a show of turning off your cellphone or text device just before you speak. This will cue others to do the same. Start by acknowledging the pressures of the outside world. Let your audience know how long you’ll be speaking ...
  • Jul 27
    2016
    Ever wonder how you’d use your high school geometry? Try using it during a presentation to a large audience. By focusing on the eyes of one person in a large audience, you’ll make others feel like you’re talking directly to them. The reason is geometric. Your gaze focuses on a single point, but your angle serves as the tip of a triangle. Everyone in that triangular view will experience the ...