Traditional selling strategies do not work as the cost of the product increases. Large tag items, particularly those in the high technology industries, demand a different approach. Length of Selling Cycle Whereas a low-cost sale can be completed in one call, a major...
When that great opportunity finally comes along to make a presentation to a potential dream client, you want to be successful with a winning presentation. The question many of us have is “What is the trick?” As simplistic as it sounds, the key is in adding value. The...
Is your presentation scheduled for 3 p.m or even later? If so, you’re in the Grave Digger’s Shift. In fact, any time you speak in the afternoon, you run the risk of digging your own grave unless you are interesting and engaging. People are tired and typically have a...
Is your presentation scheduled for 3 p.m. or even later? If so, you’re in the Grave Digger’s Shift. In fact, any time you speak in the afternoon, you run the risk of digging your own grave unless you are interesting and engaging. People are tired and typically have a...
If you think you are a good listener, think again. Study after study confirms that most people listen effectively only 25% of the time. Instead of listening, they are focused on responding. What is often overlooked is that there are three levels of listening. At the...
When that great opportunity finally comes along to make a presentation to a potential dream client, you want to be successful. The question many of us have is “What is the trick?” As simplistic as it sounds, the key is in adding value. The more clearly you can...
Individuals who seem attacking can disarm even the most experienced speakers. When statements start with an accusation or an acerbic tone of voice, it is hard to keep your composure, especially if others are witnessing this attack. Difficult individuals or...
When that great opportunity finally comes along to make a presentation to a potential dream client, you want to be successful. The question many of us have is “What is the trick?” As simplistic as it sounds, the key is in adding value. The more clearly you can...
Presentations that change minds are not overly complex. They are simple with a limited number of key points. If you want to impress your listeners, don’t “supersize” the portion of information you give them. They aren’t that hungry. They will leave much of what you say on the table. Think about the number of speakers […]
Have you ever rolled your eyes at the thought of making another quarterly business review? They take a lot of time to adequately prepare, time you may not have due to other pressing deadlines. Although annoying, these business reviews are essential to providing Executives with information necessary to make critical business decisions. If you want to give an applause-worthy update, here’s how to do just that.
In the old days, managers saw their direct reports daily. They may even have eaten lunch with them or been on the same company bowling team. However, today, managers often oversee people around the globe, in places as far away as India, Kuwait or Korea. The days of interacting face-to-face with one’s direct reports are […]
For years, scholars have written about communication skills being the key to your business success. Almost every job lists strong communication skills as a requirement, but exactly what does that mean in the whole scheme of things. Companies need to develop competencies that define what skills are needed so that business professionals can work at acquiring them. We have developed a basic list and encourage you and your organization to add to it.
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