• 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 ...
  • Jan 24
    2022
    We’ve all heard about the importance of listening, especially when a prospect is speaking. The more the prospect talks, the more you can discover about their situation and what they really need. However, good listening also involves interaction on your part. It involves playback and questioning. Playback, sometimes called paraphrasing, helps you make sure that you’ve heard the other person accurately and correctly interpreted what they’ve said. Additionally, it verifies ...
  • Jan 14
    2022
    While many people don’t have to give presentations every day, they often have to give updates or briefings. A briefing is a mini presentation that you can give in a short period of time. It could be as short as 30 seconds or as long as a few minutes. It might be planned, or it might be a spur of the moment, impromptu briefing. A briefing can be a shorter ...
  • Dec 21
    2021
    As he did for so many other sciences and branches of philosophy, the Greek philosopher Aristotle created a model for communication that reigned for thousands of years. His model had three elements: speaker, speech, and audience. As new communication media arose (first print, then radio and television), communication scholars renamed the components “sender,” “message,” and “receiver.” But the model remained essentially unchanged: the sender transfers meaning to the mind of ...