• Jul 11
    2016
    Selling technology solutions can be problematic for sales people, especially if the buyer does not share your level of expertise in the area. A common trap we fall into is to try to "educate" the buyer on the product and sometimes the entire field of expertise. This can overwhelm your clients and sometimes cost you the deal. The best way to avoid overwhelming your customer is to consciously use the ...
  • Jul 06
    2016
    Here’s a scene that’s probably familiar. You’re in a waiting room or on a bus and someone nearby speaks to you. Maybe you didn’t hear the person clearly or maybe you didn’t understand why he said what he said. So you turn to him to ask him to repeat it, and you notice he’s wearing an earpiece. He is talking on his smart phone and not addressing you at all. ...
  • Jun 29
    2016
    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, confuse ...
  • Jun 22
    2016
    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 “alot” or “substantially” Grabbers change ...
  • Jun 13
    2016
    Britain is having a referendum on 23rd June for the voting population to decide whether or not their country remains in the European Union (EU). The question is known in the press as Brexit — an abbreviation for Britain’s exit. There are plenty of arguments — economic, social, and political — for and against Brexit. As with any major political decisions affecting not only the global economy, but a nation ...
  • Jun 08
    2016
    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, ...
  • May 18
    2016
    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 ...
  • May 11
    2016
    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 ...