• Dec 03
    2012
    Technology has made it possible for the rise of global companies, global teams, and global meetings; but most organizations have a long way to go when it comes to adopting effective communications in a global context. How can we avoid misunderstandings, missed deadlines and unintended offense when working with colleagues from very different cultures? Here are common issues we’ve seen arise in meetings, along with suggestions to avoid them. If ...
  • Nov 29
    2012
    If you ever wondered how important it is to understand your customers, think about this: According to a recent report, 60% of IT projects fail because expectations were not effectively communicated by the customer. According to Joseph Goguen, a professor at University of California San Diego, this is not because the sales people didn’t listen well; the customers simply did not communicate their needs clearly. What could the sales people ...
  • Nov 28
    2012
    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 ...
  • Nov 26
    2012
    Cross cultural communication is defined by Gotland University as “a process of exchanging, negotiating, and mediating one's cultural differences through language, non-verbal gestures, and space relationships.” In business, cross cultural communication plays a critical role in successfully carrying out business with teams and stakeholders in other areas of the globe. When the communication is effective, everyone benefits from increased bandwidth, institutional knowledge, and competitive advantage. Ineffective communication however, can offend, ...
  • Nov 22
    2012
    Framing is an effective sales technique that lets you put the client in the picture so they can envision using your product or service. Let’s say you are selling a high cost luxury item. The buyer might be interested in how they will be perceived by others, and are using this item to bolster their image. Paint a picture and frame the benefit to the customer: “You’ll be the envy ...
  • 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? ...