When you were a kid didn’t you want a superpower? I did; I wanted the strength of Superman. Guess what – you have a super power, it is in the way you communicate. When you develop and train this power you can move mountains, you can see into people’s thinking…
I was speaking with a colleague the other day who was frustrated because the deal did not close in the first meeting. (Typical Sales cycle is six months to a year). He said we need to go back and present because they had not delivered enough for the sponsor to sell…
Have you been Hijacked? Imagine a recent conversation with your new boss. She reviews a presentation you are going to make next week. And she says, “I don’t like it. You can do better.” And she walks away. What she does not know is that over the last several years…
First let’s revisit Bill the Barber. It was time for a hair cut today. Checking in with Bill and his business, things are picking up. He has filled another chair. I know why – He shared this story about another customer. The customer told him, “Bill I’ll bet you have had customers disappear and…
If you ask most people what makes good communication they will tell you it is being articulate and concise in the message. Albert Mehrabian a professor at UCLA demonstrated that the emotional content of a message (whether or not your audience likes you, trusts you, respects you, etc) is communicated…
More and more often now, I am working with people and doing presentations over the phone and the web. This is very convenient both for me and for the buyer/audience. Many buyers report they would rather get introduced to a product or concept this way versus the traditional face to…
