• Jul 13
    2016
    I have been reading Gayle Cotton’s 2013 book, Say Anything to Anyone, Anywhere, and I recommend this book to you if you need to communicate cross-culturally. There is a lot of great advice in it. Her chapter on gestures highlights nine different hand gestures and their meanings in different cultures. I wanted to describe three of them in addition to the “OK” gesture. Knowing these are subject to misinterpretation could ...
  • 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 23
    2016
    The judge in the class-action lawsuits against Trump University has set the trial date for well after the presidential election. But under continual attack by Donald Trump, he decided to make public some of the evidence, which includes the sales training texts ("playbooks") used to train the Trump University staff. You can find photocopies of several of them on the National Public Radio (NPR) site. The marketing method of Trump ...
  • Jun 06
    2016
    At the Microsoft Office website, there’s an article titled "Selling with PowerPoint: Taking Control of that Critical First Meeting." The article isn’t bad, but I must say that headline gets my back up. First of all, if you’re giving a presentation at the first meeting with your customer, I think the process is already off track. But more important than that, “taking control of the meeting” is a delusional proposition. ...
  • 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 ...
  • Apr 19
    2016
    Paul White, who founded the CBS news division in 1933, is credited with the most successful formula for broadcast news presentation: Tell ’em what you’re going to tell ’em.Tell ’em.Tell ’em what you told ’em. Because it works so well for news, it is frequently offered as a template for business presentations and may well be the most commonly quoted advice for preparing a presentation. I copied and pasted the ...
  • Mar 10
    2016
    Sales is a hot profession once again! Recruiters say demand from their customers to find good sales professionals is increasing. Let's look at the skills recruiters look for in a candidate, because our customers are probably looking for the same things: Intelligence Integrity Flexibility Communication skills Business acumen Time management When talking to a hiring manager or recruiter, you should be able to say you possess these traits, and also ...
  • Apr 20
    2015
    Communispond doesn't offer a course in not listening because we have found not listening to be an ineffective communication strategy. But if I were going to teach such a course, I would make certain to present the top seven rules for not listening to customers. 7. Don’t take notes. Taking notes forces you to process the customer’s contributions to the conversation, which means listening. If you want to be effective ...