Comedians say that ‘Distance is death’. What this means is that if a comedian is physically, too far away from the audience he/she will ‘die’ (ie. Not get any laughs). What does this have to do with delivering your sales presentations and spoken messages? Simply this. In any interaction be aware of the physical distance between yourself and the audience, even if you’re only interacting with one person.Continue reading
Get clarity on your brand with this One sheet
One way to get more referrals is to create a ‘Branding one sheet’. Maribeth Kuzmeski of Red Zone Marketing has written a blog post about this ‘Sheet’. Here’s the link: http://redzonemarketing.com/blog/?s=one+page+branding+sheet.Continue reading
Why brevity with senior execs is so important
“1. Most people with power would like to use it wisely, if someone believable would tell them how. 2. They know that any proposal having to do with their business can be stated clearly and completely in less than one minute. Why not help them out?Continue reading
A proven ‘feeling’ question to answer before your meetings
“How must this person feel first, in order for them to do what I want them to do?” Nido Qubein, U.S. entrepreneur and President of High Point University in North Carolina, made this comment in an interview I recently listened to. The power of this thought struck me when I heard it, and after reflecting on it over the last week, its impact is increasing.
In the interview, Qubein’s context for this question, was from the point of view of an entrepreneur/professional speaker offering his/her services to a customer or prospective customer. Qubein maintained that if, with integrity, you continually to ask the above question in relation to your client or prospective client – you’ll always be customer focused.
One way I want my sales presentation and speech communication clients to feel, is to feel that I understand them, their wants and their needs – at a deep level. (Now I might not achieve that level of understanding, but that is my aim).
And this requires me to ask them tough thought-provoking questions; to listen to the answers and as appropriate, reflect over time, on the answers. Dan Sullivan, founder of The Strategic Coach organisation, makes a telling point regarding deep level communication. Sullivan has said, “The deepest level of communication, is to feel you have been profoundly understood”.
The ‘how to apply’ for this post: Over the next seven days, prior to an interaction/meeting ask yourself, “How must this person(s) feel first, in order for her to do what I want her to do”? Then answer that question and reflect/act on what you come up with.
How to ‘hold the floor’ in a meeting
You know the feeling. You’ve made a point in a group meeting and have another great point to add to the first point, but you need a few extra seconds to translate the idea from your brain into speech. How do you hold the floor so you have the time to deliver the idea without getting interrupted?Continue reading
Why ‘deliver a message’ is a better goal than ‘give a speech’
“Just hearing someone say ‘make a speech’ makes me nervous – whether or not I’m the one doing the speech or not.” A participant made this remark at a recent workshop I conducted. Does hearing the words ‘make a speech’ make you nervous? If it does I suggest you routinely replace ‘make a speech’ with the words, ‘deliver a spoken message’.Continue reading
Will & Kate – the body language of love
Why repeated practice makes you better, not false
In my speech communication and sales presentation work, when I drill participants to fluency in performing a specific task, some people will say that they don’t perform well when in drill/practice situation but say, “I’d be better in a live situation”.Continue reading
How to respond to questions in meetings
Imagine this. You’re at an important internal meeting. Your boss, who is leading the meeting, asks you an unexpected question or asks for your view on the matter of discussion. How would you handle that situation?
My overall suggestions for this type of interaction is to project energy and certainty (through your voice, face and body) and deliver a simple message.Continue reading
7 ways to confidently close a 1-1 meeting with a prospect
Here are seven questions you can use/adapt for the end of your one on one meetings with your sales presentation prospects:
- ‘What’s important to you about us working together, so that the highest possible relationship between you and me could be achieved?’Continue reading