• Dec 20
    2012
    In negotiating, the term "reverent power" refers to your ability to project that you have a consistent set of values and beliefs. Saying something like, "I'm sorry, but we haven't done that in 15 years of doing business" makes a statement of reverent power.Since people respect consistency, this can be a powerful tool, but be careful that you aren't misleading people. If you make exceptions all the time, your credibility ...
  • Dec 19
    2012
    At Communispond, we've always said that planning is vital to the creation of an effective presentation. Here's another way to look at it. 80% of your preparation time should be spent planning and strategizing your presentation rather than building it in PowerPoint.We spend a lot of time worrying about our PowerPoint slides or creating pretty visuals. If we keep our presentation concise by thinking about our audience and focusing on ...
  • Dec 17
    2012
    In your office right now, there are probably four distinct generations working side by side: Gen Y/Milennials: The generation of people born during the 1980s and early 1990s. Also known as the Internet Generation, they are highly tech savvy. Gen X: People born during the 1960s and 1970s, sometimes described as cynical; they have an increased understanding of technology. Baby Boomers: Those born between World War II and the late ...
  • Dec 13
    2012
    Ever have someone call you a salesperson when your title is Account Executive? How does it make you feel?Your customers feel the same kind of frustration when you use your own terminology instead of theirs. Studies show that by using terminology specific to the customer's world, we can boost our standing and improve our perception as trusted advisors.Are people in your customer's organization employees, associates, or cast members? Is their ...
  • Dec 12
    2012
    Here's a quote you should keep in mind: "Formulate and stamp indelibly on your mind a mental picture ofyourself as succeeding. Hold this picture tenaciously. Never permit itto fade. Your mind will seek to develop the picture. Do not build upobstacles in your imagination." - Dale CarnegieIn other words, take a moment before presenting to imagine yourselfgiving your presentation perfectly, rather than obsessing about whatcould go wrong. It may seem ...
  • Dec 10
    2012
    There's a wonderful commercial for American Express that starts off with the comedian Jerry Seinfeld performing stand up to a British audience. “So I got off the elevator and I said, ‘What is this, the seventh inning stretch?’” Cough. In the course of the thirty-second spot, Seinfeld uses his Amex card to tour the country, picking up the native lingo and absorbing the culture. By the end of the commercial, ...
  • Dec 06
    2012
    "That which we persist in doing becomes easier, not that the task itself has become easier, but that our ability to perform it has improved.” Ralph Waldo Emerson (1803 - 1882) Think about this next time you’re smiling and dialing.
  • Dec 05
    2012
    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 cell phone 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 ...