• May 19
    2022
    In the 1970s, Albert Mehrabian, a communications scholar at UCLA, sparked a revolution in our understanding of presentation skills. His experiments showed that a listener's emotional response to a speaker's message had more to do with the speaker's facial expression and tone of voice than the actual words the speaker used. He expressed it as an equation: "Total Liking = 7% Verbal Liking + 38% Vocal Liking + 55% Facial ...
  • May 03
    2022
    Have you ever attended a presentation and found yourself struggling to hear what the speaker was actually saying? He or she was probably very nervous about their speech. With public speaking skills being a necessary part of nearly all job positions in the world of business, how can you help boost your confidence levels when giving a presentation? Although it may not seem like it, voice projection is actually one ...
  • Apr 21
    2022
    We can all recognize a great speech when we witness one, but if we are asked later what made the speech great, we are likely to simply describe our reaction to it or quote one of its catch phrases. Given excellent content, which is a subject for a different posting, there are three measures of a great speech. If you master these three measures, you are well on your way ...
  • Apr 05
    2022
    If you’re a regular reader of this blog, you have seen me write many times that persuasion is an emotional process. The way to persuade an audience is to find their pain and offer them relief for it. If they don’t feel the pain, it’s up to you to make them feel it. In a sales presentation, for example, if your product can save a customer a million dollars per ...
  • Mar 22
    2022
    Getting a prospect or client to speak can often be challenging, particularly if you haven’t developed a relationship yet or established trust. Opening the initial sales call Socratically (after the initial social pleasantries are over) is a seamless way to transition to the sales part of the meeting and can go a long way to getting the hesitant prospect to talk. A talking prospect is one of the fastest ways ...
  • Mar 09
    2022
    There may be times in business or other venues when you’re called on to lead a discussion. Good discussions don’t always just happen. Planning and a great deal of thought are crucial to their success. Planning well and keeping control of the situation is much easier than trying to regain control once it has been lost! There are several common facilitative skills that will help you lead a productive discussion. ...
  • Feb 22
    2022
    Hostile or challenging questions are typically designed to weaken your position or damage your credibility. You can neutralize such questions by rephrasing them, thus maintaining the strength of your position and your credibility. It’s critical that when you rephrase a challenging question, you don’t change the issue. If you change the issue, your credibility will be negatively affected, and your position is likely to be viewed unfavorably. For example, if ...
  • Feb 07
    2022
    Think about the last time you received service that was exceptional. And by exceptional, I mean exceptionally good or exceptionally bad. How you were communicated with is often what shapes your impression — good or bad. Imagine you walk in to an office, there is someone behind the desk typing on the computer. They don’t acknowledge you and when you finally get their attention by clearing your throat, they look ...