• Nov 21
    2012
    Which of these sentences grabs your attention? "Sales are up dramatically” “Sales are up 10% over last year” “Sales are up $2 million over this time last year” For most audiences it will be the last one. Why? Grabbers speak to the individual’s experience. We know what $2 million is, even if we’ll never see it. Grabbers are specific— real numbers are more engaging than “a lot” or “substantially” Grabbers ...
  • Nov 19
    2012
    There’s no question that when it comes to doing business, the world is definitely flat. The Internet and social media have brought us into the same virtual market place, and many professionals are conducting ongoing business with colleagues, partners and customers located half a world away. Global business means global communication, and for those in management, business development and product development, this likely presents an enormous challenge. English may be ...
  • Nov 15
    2012
    Have you ever noticed that some customers love it when you just drop by and others treat it as an intrusion? This has a lot to do with your customers’ individual preferences. Try asking your customers how they prefer to work with you. When your preferences and your customers’ align, life is pretty good. Ever notice how a similar hobby, favorite sport or other point of reference helps you connect? ...
  • Nov 14
    2012
    Many presenters tend to give too much information about their topic during a presentation, or at least more than their audience wants to hear. One way to narrow down your subject is to stop talking “about” something, which tends to invite every possible piece of information, and finish this sentence: “At the end of my presentation, I want my audience to...” Usually there is a specific call to action (recommend, ...
  • Nov 13
    2012
    I’m not one for chain emails, but a while back I received one that was a clever and biting satire of corporate-speak. It described a game called B.S. Bingo, declaring it “the rage with hip organizations everywhere.” The game looked like a traditional BINGO board, but instead of numbers in each square, there were overused business expressions like “not enough bandwidth”, “best of breed”, and “low hanging fruit”. The rules ...
  • Nov 08
    2012
    Ever hear of disciplinary xenophobia? It’s the term coined by Dr. Dennis Benson to describe why different departments of a company don’t get along. According to Dr. Benson, a writer and consultant in Columbus, Ohio, this impacts sales people in a number of ways: Your client might discount other buying centers in the company. Don’t let that discourage you. You might discount other buying centers—don’t let your prejudices (or laziness) ...
  • Nov 07
    2012
    Here’s the simplest way to focus your presentation and make sure you’re on track. Before you present, determine the benefit to your audience by finishing this statement: “At the end of this presentation I want the audience to...” If you want them to know something, you can limit your information to just that. If you want them to do something, let them know what right up front. This is also ...
  • Nov 06
    2012
    Being that it’s an important election month, I’ve been thinking about what it means to be a great leader. There are probably thousands of definitions of leadership, but the one that resonates for me is that a great leader has the ability to inspire others to change. Unfortunately, some leaders either lose sight of that objective or simply don’t have the skills to inspire with words when they speak to ...