Showing posts with label Business presentations Conference presentations Facilitating meetings Presentation skills training Public speaking Sales presentations. Show all posts
Showing posts with label Business presentations Conference presentations Facilitating meetings Presentation skills training Public speaking Sales presentations. Show all posts
Friday, August 19, 2016
ONE YEAR SALARY EARNED IN JUST ONE MONTH
How long have you been waiting for sales results?
A month? A year? Three years? More?
If your sales are stuck, there is a fundamental idea you should grasp. Your sales are not in a rut. You are in a rut. Therefore, you need a paradigm shift.
Matthew was new to the mortgage sales business after working many years in hospitality. He was trying to help real estate agents get their buyers financing for homes. Matthew was stuck in a rut.
When Matthew was pushed to “get naked,” to be vulnerable and authentic he shared what he thought was keeping him stuck.
“I’m afraid to call on really big clients because I don’t have a nice suit,” he said. “I want to get a custom suit made, but I need to lose 15 pounds first. I don’t want to order my suit until I slim down.”
What was so important about a custom made suit? “I would feel better about myself,” Matthew said. “I’d make sales calls with more confidence and call on bigger and better prospects.”
When asked how long he had been waiting to lose just 15 pounds plus buy the new suit, Matthew said, “Two years.”
For two years, Matthew had been trying hard to sell yet experienced minimal results. He had been delaying his own success.
Matthew's fundamental belief that a suit would make all the difference—and that the suit was impossible without the weight loss—was keeping him stuck.
Matthew had it backwards. Imagine that he’d bought that custom made suit two years earlier. What would have happened? He would have felt better about himself and, with that increased confidence, made better sales calls on bigger prospects. His improved self-image would have led to weight loss, and he could have bought a second or third suit!
When this thinking was laid out for Matthew, a switch flipped inside him that changed his life forever. He experienced a paradigm shift!!!
On Monday morning, Matthew immediately began calling on big prospects. He then called a tailor and ordered a custom suit. Matthew lost 15 pounds, and by the time the custom suit arrived he had increased his income to $20,000 a month, an increase of 400% in 120 days.
Matthew thought the suit would have some magical power that would help him close more sales, but like Dorothy in The Wizard of Oz, he really had the power all along.
The fear that he wasn’t enough all by himself vanished, and he decided to stop waiting for his results.
How many times in life are we our own worst enemies? We give our power away to a certain object we don’t know if we’ll ever obtain or to some future event beyond our control. Within each of us is a Matthew. We all have a gear we haven’t activated that has the ability to propel our success to a different galaxy!!!
Whatever your business and whatever you sell, whatever opportunities exist in your genre, if you make three decisions, you will get the same kind of results that Matthew did.
Decision # 1: Define Your Belief
Most salespeople need a shift in their belief paradigm. Don’t be afraid of the gap between your goals and your reality. You do, however, need to define that gap. Here are the two questions that Matthew was asked that really got him thinking about what he believed:
“What are you doing with your one and only life?”
Nothing changes until you do something differently. Where do you need a small or large victory that will help you achieve a paradigm shift?
For Matthew, it was calling on the bigger prospects without his new suit. Once you identify your difference maker, commit to preparing and executing on that goal as soon as possible.
Ask yourself, “By when?”
When you pick a date, you will have the discipline to drive to your destiny. After his initial success, Matthew assigned a “by when” to each of his goals. Then he developed daily non-negotiable actions that brought him closer to that goal. If you orient your actions around your “Goal Dates,” you will have real power.
Decision # 2: Focus on What’s Important
Accelerating your sales success isn’t about doing more of a lot of things. Rather, it’s about focusing on a few of the right things. Focus is the gateway to productivity. It always precedes success.
Matthew focused in on several key changes:
He cut his primary client base by 75 percent and tripled his time and focus on the remaining 25 percent. This increased his volume by 75 percent.
He cut his regular tasks by 60 percent and delegated them to a new assistant. As a result he had 60 percent more time to sell.
He got out of bed an hour early five days a week. Over a period of four months, he immersed himself in learning his trade. Those 60 hours of focused learning have helped him quadruple his income.
Decision # 3: Follow Up
This is one of the most important decisions you must make if you want to accelerate your sales success.
A key thought is if you don’t follow up with them, they won’t follow through with you.
Most loan officers stink at following up, and that included Matthew. Now he devotes two hours a day to following up with new leads, contacting existing leads that haven’t converted to sales, and corresponding with existing clients to get more orders and referrals.
The fortune really is in the follow up
Bottom line result... During the financial year 2014-2015 Matthew earned AUS$55,000 whilst in hospitality. and, during March 2015, Matthew made $56,000
Boom! The affects of a paradigm switch flipped!
All the best with your sales!
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by effectivecommunication.com.au
Monday, March 7, 2016
Be Like A Tour Guide When You Present
Following a recent visit to Cancun, Mexico, our Mayan tour guide was a local born and bred man named Henry.
Yes, heads were scratched amongst our group as we were in Mayan territory with a man visually possessing Mayan genetics named Henry!
Other than his very British name, Henry was positively striking & impressive because of his extraordinary communication skills.
Henry presented Mayan history to our group wisely using the same fine tuned skills you should use during all your business communications including presentations to ensure our ideas are heard.
Here is just a short list of the fine tuned communication skills Henry used to ensure out experience with him was enjoyable and his message(s) memorable:
Spoke slowly
Obviously, English is not Henry's first language and so, to compensate for any differences in pronunciation, he spoke slowly.
Henry tried to carefully enunciate, even though some letters and words were difficult for him.
Wouldn't it make your ideas sink in if you spoke slowly instead of rushing? Wouldn't speaking at a slower pace be enormously helpful your varied audiences who are not necessarily native to your language?
Framed up what we would be seeing
If our group were about to go to a specific place or land mark, before we would arrive, Henry shared why the next place was significant and what we were about to see. Maybe it had to do with the age of the place/land mark or the intricacy of the carvings, etc.
In your environment, do you give a short overview of why the meeting or presentation is important and what actions you will be requesting as you conclude?
So often, we skip the overview and jump right into the details.
Looked us in the eye
To make sure explanations were resonating, Henry watched our facial expressions, looking for any indicators that said, "Not understood." Many of us think we are looking people in the eye, but mostly, we scan the room.
Without strong eye contact, we cannot read the reactions of our listeners. Do you scan or engage people one at a time with sustained eye contact?
Took ownership
If Henry could see by the look on the faces of our group we didn't understand, he would re-explain. Henry would automatically apologise for not being clear or for his poor English or unclear explanation.
Do you pay attention to whether people seem to be understanding? Do you routinely pause and ask if an explanation is clear to everyone? Do you re-explain in simpler words? Do you apologise for not being clear?
Exuded passion
Henry was demonstrably proud of his nation and people's monuments, whether they were temples, waterfalls or scenic vistas.
Henry's enthusiasm came across in his voice and in the descriptive words he chose.
When you speak and present, do your listeners hear your passion? Would they be able to picture what you said through the colourful language you used?
Shared stories
To highlight points Henry predominantly shared stories
Many business presenters sacrifice the need for stories, analogies, examples, case studies, metaphors etc and instead populate their messages with heavy, dry and non memorable data.
History and now biological science has proven that the most attractive, interesting, engaging and memorable communications include a positive balance between data and visual imagery. What do you do to make your ideas and message vivid?
Gave abridged versions
Being of non Mayan decent, our international group could not relate to many of the historic places and themes Henry presented. Yet, Henry typically gave us three (3) important things to remember about any place or land mark.
Henry was very sensitive to boring his audience with too many details. Only when asked would Henry go deeper by providing more information, but he would always wait for an invite.
As you think about your own presentations, how simple are your explanations?
When ideas are simply explained, audience decisions are easier!
Retaining what our group learned isn't easy. Yet, Henry made all the difference. Therefore, think of yourself as a tour guide during your presentations and messages by carefully guiding people through your ideas.
By paying attention to Henry's fine tuned skills listed above, you will enhance your ability to communicate and present successfully!
All the best with your presentations!
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by effectivecommunication.com.au
Thursday, February 18, 2016
LEADERSHIP - THE ART OF INFLUENCING OTHERS
"The
key to successful leadership is influence, not authority" - Ken Blanchard
Regardless
of your role in an organization, you need to persuade others to your point of
view.
Being
able to win people's cooperation is a critical skill for any business
professional. In fact, some say leadership means the ability to influence.
The good
news is that influence is a skill that can be learned. It requires paying
attention to the following important principles:
View your
idea from your listener's perspective(s). Before you open your mouth, consider
the impact of what you propose on your listeners. Will this inconvenience them?
Frighten them? Cause an increase in work load? When you see things from the
perspective of the other person, you become more sensitive.
Look for
common ground. People are less resistant when you can show them that your idea
considers their way of thinking. Your idea can help them gain what is important
to them.
Thoughtfully
and logically outline what you want your listener to do. Your job is to order,
clarify and intensify for your listeners.
Illustrate
your message so people can see it and hear it
Resist
saying too much. Follow the Rule of Three- three main ideas, not ten
Avoid
acronyms and buzz words that blur meaning. Steve Jobs said, "When ideas
are simply explained, decisions are easy."
Demonstrate
value. Show listeners why an idea is appropriate, necessary and in their best
interests. What proof can you offer to show your idea is worth it? Define and
quantify benefits, not just for the organization, but for the individual.
Be
yourself. Be genuine, sincere, and approachable. Demonstrate openness through
your body language. Pay attention to crossed arms, clenched fists, and intense
facial expressions. Watch the tone of your voice. Little things matter and will
be noticed.
Invite
questions. Carefully listen. Show you really want to understand any concerns.
Listen without interrupting or talking over. Avoid patronizing statements.
Validate or acknowledge the other person's way of thinking. Then, find the best
way to answer without being arrogant.
Be brief
Inspire.
Help people to believe. Passion is everything in the influence game. You can't
inspire unless you are inspiring. Feel your idea. Taste it. Passion causes a
tidal wave!
Think
Steve Jobs. Project a commanding presence. Look, act and sound confident.
Influencing
others doesn't happen by accident. It takes carefully paying attention to what
you say and how you say it.
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by effectivecommunication.com.au
Sunday, January 31, 2016
COMMUNICATION - CAN YOU BOIL DOWN YOUR IDEAS?
Quote from 'Inside Stephen Colbert's Creative Process':
‘As a writer it's most important to be able to take your idea, boil it down to the essentials, and convey it in a funny and timely manner to a room.
You might have the best idea but if you can’t explain your idea properly it’s never going to get picked’.
What’s the relevance of this quotation to you?
Simply this...
... When the pressure is on, can you boil down an idea to its essentials, and articulate it simply?
Let’s agree we all can get better at boiling down our ideas when under pressure. As William Strunk and EB White have memorably written in The Elements of Style, we need to ‘Omit needless words’.
Here's a practice tip to help boil down your ideas:
Find a family or friend’s 12-15 year old (if you don’t have one) and explain what you do in your work or a business idea you have – so they understand it, and can summarise your explanation.
Reflect on how much time you needed for your explanation, and on how well the teenager understood and could explain what you do.
Consider what words you could omit. Consider what re-sequencing of words/sentences might make the explanation clearer.
Small changes can matter. Consider this statement from a print journalist: ‘Put a comma in the wrong place, and it can mess up the whole sentence’.
All the best with your business communications!
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by effectivecommunication.com.au
WHY SOME CAREERS STAGNATE WHILST OTHERS ACCELERATE
Don't think because a person has an MBA or Advanced Certifications that they will automatically rise in an organisation.
We all know people who move up quickly without such credentials
When someone fails to move up, we notice the following problems:
Small Networks
"Stuck" professionals are not well known. They may have developed some networks, but typically these are within their own work group, not so much across the organisation and their industry. They rarely reach out to their network to ask for advice, share insights or ask for referrals. They shy away from joining professional groups or becoming actively involved, stating they are too busy.
No Mentor(s)
Senior leaders share that they sought out someone to mentor them and help them with their career development. With the help of a mentor, they were able to shortcut the time it took them to be successful, to learn how to get things done or who to go to for help.
Stagnators don't seem to ask others to mentor them.
Weak Leadership Qualities
Those that don't move up don't seem to take charge. They are happy "doing their thing." They prefer implementing a task. They rarely volunteer and don't take on additional responsibilities inside or outside of their organisation.
Rarely Speak Up
When they have a good idea, they don't necessarily speak up. If they do, they may bury their ideas in too much detail or get off track. They aren't proactive about reporting their accomplishments. Thus, they don't get recognised for their good work.
Weak Communicators
Stagnators do anything they can to avoid presenting. They don't look for opportunities to get in front of senior people so that they can display their good qualities or be remembered. When forced to speak, they are uncomfortable and show it. They do things like read from their slides, look at the floor, speak quickly or stumble with filler words. No one would describe them as confident.
Poor People Skills
Those that are successful are very careful of ever offending, whether speaking upwardly or downwardly. On the other hand, those that seem to stagnate have a tendency to "step on toes" or work around a person that seems to be in the way. They don't necessarily work well with others. Their poor behavior is noticed and becomes a black mark working against a promotion.
No Career Plan
If asked, Stagnators don't really have a plan for how to get the next promotion. They haven't set goals or measured their progress against them. They may not have discussed with their boss that they want to move up or asked for feedback on what it would take.
Moving up isn't automatic. Gone are the days of keeping your head down and doing your work. Employers today want to see passion, leadership and a "can do" attitude, not someone who whines or complains. Those that get promoted are mindful of what they need to do and, most importantly what they should avoid doing.
All the best with your career!
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by effectivecommunication.com.au
PRESENTING VIA CAMERA - Don't Be Camera Shy
Video is undoubtedly a powerful way to engage with your target audience, especially online!
It is also true that not everyone jumps out of bed eager to get in front of a camera. In fact some people are just plain scared witless about it. They’d rather play in traffic blindfolded.
In business during 2015 and beyond, you also need to be in the media creation business. It might be blogs, podcasts, videos and or, other types of visual media.
So what if you are determined that video is for you?
Here are 5 Tips:
1. Practice
Most things we are afraid of we haven’t done or have rarely done. We are not talking about jumping off a cliff while wearing a flying suit – that’s scary stuff. We are talking about fears that can be overcome simply by being exposed to them in gentle increments.
You could start by using your phone to film yourself privately. Record a sentence – delete it. Don’t even watch it. Do it a few times and then watch a few. Do it more often and maybe show someone who will always say the right thing.
Pretty soon, you’ll start getting better at it. And sooner than that you’ll become comfortable with it. And later you’ll actually start enjoying it.
2. Stilted delivery
It’s not always easy to deliver smooth lines in a confident compelling manner. Some people get halfway through a sentence and forget what they were talking about. If that’s you then don’t try to deliver a long detailed presentation in one go. Do it sentence by sentence.
If you do one recording of you with a wide shot and another close up, then you can edit between the two. You can also use graphics or visuals to hide your face altogether.
3. Need to be seen
What if you’re the CEO and need to represent the company but hate having to present to camera? In that case get someone to interview you. Practice Tip 1 above to get used to have a camera record you. Interviews allow you to have a conversation. For many people who suffer on camera, an interview is a more real experience.
Many times EC has advised clients to apply an interview style when it's obvious the presenter just isn’t convincing when talking straight to camera.
4. Use a tele-prompt
A tele-prompt allows you to read the script as it scrolls in front of the lens. You’ve probably seen them being used in TV newsroom style shows. They are easily accessible these days. They allow the presenter to focus on how they deliver their lines and less on what they need to say next.
Most people are able to master reading a tele-prompt after a couple of goes. It enables them to look and sound a lot more confident with their delivery.
5. Record a live presentation
If you are presenting on behalf of your industry or your business then have the event recorded. Chances are, you’ll be so focused on the audience you won’t have time to worry about the video camera. This can then be used to help promote your expertise and provide shareable content.
Don't be camera shy because your business promotion these days requires you master or at least improve this skill.
All the best with your future business communications!
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by effectivecommunication.com.au
THE ART OF INFLUENCING OTHERS
The key to successful leadership is influence, not authority - Ken Blanchard
Regardless of your role in an organisation, you need to persuade others to your point of view.
Being able to win people's cooperation is a critical skill for any business professional. In fact, some say leadership means the ability to influence. The good news is that influence is a skill that can be learned.
Influence requires paying attention to following seven (7) all important principles:
1. View your idea from your listener's perspective
Before you open your mouth, consider the impact of what you propose on your listeners. Will this inconvenience them? Frighten them? Cause an increase in work load?
When you see things from others perspectives you become more sensitive.
2. Look for common ground
People are less resistant when you can show them that your idea considers their way of thinking. Your idea can help them gain what is important to them.
3. Thoughtfully and logically outline what you want your listener to do
Your job is to order, clarify and intensify for your listeners.
Illustrate your message so people can see it and hear it. Resist saying too much. Follow the Rule of three (3) main ideas, not ten.
Avoid acronyms and buzz words that blur meaning. Steve Jobs said, "When ideas are simply explained, decisions are easy."
4. Demonstrate value
Show listeners why an idea is appropriate, necessary and in their best interests. What proof can you offer to show your idea is worth it?
Define and quantify benefits, not just for the organisation, but for the individual.
5. Be yourself
Be genuine, sincere, and approachable. Demonstrate openness through your body language. Pay attention to crossed arms, clenched fists, and intense facial expressions. Watch the tone of your voice. Little things matter and will be noticed.
6. Invite questions
Carefully listen. Show you really want to understand any concerns.
Listen without interrupting or talking over
Avoid patronising statements
Validate or acknowledge the other person's way of thinking. Then, find the best way to answer without being arrogant.
Be brief.
7. Inspire
Help people to believe
Passion is everything in the influence game. You can't inspire unless you are inspiring.
Feel your idea. Taste it. Passion causes a tidal wave!
Think Steve Jobs... Project a commanding presence. Look, act and sound confident.
Influencing others doesn't happen by accident. It takes carefully paying attention to what you say and how you say it.
All the best with your future business communications!
Posted in
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by effectivecommunication.com.au
STAND OUT WHEN COMMUNICATING WITH EXECUTIVE LEADERS
Connecting with Executives doesn't happen automatically.
Understanding what is important to them and learning how they think is of the upmost importance.
For more than twelve (12) years that EffectiveCommunication.com.au has served multinational organisations and their leadership. Here are some of the comments Executives have shared as to how you can stand out and make a difference.
A lack of preparation is always obvious
Executives stress that preparation is critical. Their advice is to do your homework thoroughly. Understand what is going on in their world / business right now.
Tip: Learn all you can by about the Executive leader by talking to mutual contacts, check the Internet, check for press releases or analyst reports etc
If you want to play in my sandbox, you cannot seem nervous
You must look, sound and act confident. The Executive will hesitate or delay if your body language does not back up your message.
Tip: Practice your conversation ahead. Make sure your posture is open and you lean into the table. Be sure to sustain eye contact for a full sentence or thought. Pause for a breath at the end of your thoughts. Envision your success!
Set the context for the meeting. I may have forgotten
The Executive has a lot on his or her mind. They may have forgotten the purpose of the meeting so be sure to define the issue and its impact.
Tip: Executives appreciate knowing what you ultimately want them to consider. State your "ask / outcome" upfront.
Be brief and then be gone
Executives have a lot on their minds. They run from meeting to meeting. Time is very important to them so get to the point quickly. Do not go into unnecessary details. If there is an analytical base that is necessary, email it to them in advance for review.
Tip: Focus on what the Executive needs in order to make a decision. Have any supplemental information, charts, graphs, extra slides etc. at the ready.
More words are not an indication of more thought
Often, it is just the opposite - Keep your points simple. Do not over-talk an issue. Be very concrete and very specific. The simpler your points, the easier it is for them to make a decision.
Tip: Executives always want to know the risks and the scope of the opportunity.
I appreciate just having a conversation. I am not a fan of big slide decks
If slides are not critical, do not use them. Slides that are your speaker notes diminish your impact. The more slides you have, the more things can go horribly wrong.
Remember, anything that is on the slide is open for discussion. Your slides must tell a complete story. Executives hate when they have to dig to find the story.
Tip: Your transition statements from one slide to the next are critical. They provide context for what you are about to say.
Expect push-back
Executives don't want to make a mistake. They typically will have questions or need more information to help them decide. You should not be thrown by questions but rather view them as an opportunity to demonstrate your conviction or commitment to an idea. They are not trying to trap you or derail you.
Tip: Make a list of the questions you think the Executive will have ahead of time and determine how you will answer them.
Try to figure out what is key to the decision. That is where the bulk of the questions will come.
Making an Executive connection takes time and effort. Your Executive level conversations and presentations are a moment of truth. If you do a good job, you advance your cause and the perception of you as a leader. If you do a poor or mediocre job, you fall into the abyss.
All the best with your future business communications!
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by effectivecommunication.com.au
WHAT'S YOUR COMMUNICATION INTENTION?
Communication ranges from building a relationship or gaining consensus to controlling an outcome.
According to Susan Campbell, author of 'Saying What's Real', almost 90% of all communication comes from the intent to control. She cautions that the more we aim to control, the more out of control we feel.
When we feel unsure or fearful of the outcome, the need to control gets magnified. As a leader, it is important to recognize that we get things done faster when others feel respected and their opinions valued. As you think about your next meeting or critical conversation, consider your intent. If it is to protect the relationship, pay attention to any telltale signs that you are moving in the wrong direction. Notice the following signals.
Your focus is on the outcome YOU want right from the get-go. You quickly start to dismiss the opinions of others. You react to their point of view with annoyance. You argue, defend or blame when challenged. After all, you just need people to do it! You say things like, "My solution is the one that makes sense for right now. We are wasting our time even talking about anything else."
When you are trying to control, you notice it in your gut. Your whole body tenses. There is tightness in your chest. You hear yourself getting louder, your voice more strident. You may frown or point. Your hands may curl into fists. You may even find yourself sighing out loud or rolling your eyes. You no longer seem able to monitor your body language or what comes out of your mouth.
If you purposefully desire to relate, you do all you can to protect the relationship.
That is first and foremost. Nothing you say or do risks the relationship. You listen very carefully. You do not interrupt or talk over. Then, you summarize their interpretation with unbiased language:
"I think I am hearing that overall you like the idea but you are very concerned with the stress on our people. Did I get that correct?"
Relaters also ask questions to demonstrate they are trying to put together a complete picture. They do not jump to conclusions:
"I know you have said you are very worried about the people this will affect. Can you put more words around why? Is there something I am not aware of?"
When a problem is considered very important, cooperation is highly important. That only comes when all parties feel respected and heard.
To gain cooperation and commitment, leaders must put aside personal issues and focus on relating, rather than controlling.
All the best with your future business communications!!!
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Monday, May 11, 2015
PRESENTATION SKILLS - HOW TO GAIN EXECUTIVE INTEREST
When making a proposal to Executives including CEO's, CIO's, CTO's or CFO's, it is necessary to remember their focus is on solving problems and making the company successful.
Executives are not interested in how an issue was resolved, but that it is no longer a problem.
Executives are very busy people. How you open or position your presentation or meeting is critical. Right from the get-go, your ideas must be clearly expressed. As you continue, remember clarity and conciseness. If you say something well, it gets heard.
Start by setting some context. Obviously, Executives go from meeting to meeting. In a few sentences, provide background, even if you have sent an Executive Summary ahead of time. "Last month, you asked me to research options to a key component in our manufacturing process due to rising costs. There are three possibilities."
State you recommendation.
Executives typically have a breath of knowledge, but they don't have your depth. They look to you for suggestions. From the perspective of the Executive, what is important for the individual to know about the issue? "Of the three choices, I strongly recommend XXX over the other two."
The more vivid your language, the more readily the Executive will pay attention. Strong adjectives and adverbs are just the thing to make an Executive see how important dealing with a situation is. "We need to act immediately since sales have sky rocketed and the supply of our current component is low."
Stress commercial benefits and outcomes. Executives focus on things like the bottom line, market share and return on investment. If the Executive considers your option, the individual will want to see the commercial benefits and outcomes. Be aware that they are not easily swayed with platitudes. If you can quantify or add metrics, it will help to win them over. "With this new component, I believe we will save 1.4 million in the next sixteen months. Our engineers tell us that the initial results are positive. The component has been reliable in 5/6 tests."
Prove your points. A lot rests on an Executive making the right decision. The challenge you have as a presenter is to sort through all that you know and elevate your ideas to the Executive level. It is always a temptation to go into too much detail. Be sure to keep it high level. As you move further into the conversation, define the risks and the opportunities. A chart of the pros and cons will help to clarify at a glance, assuming your chart or visual does not look like an eye chart.
Specific examples are also important. In fact, some experts say they are mandatory when trying to influence.
Be prepared for push-back. Too much is at stake for an Executive to make a mistake. Anticipate that there will be questions. Figure what their decision rests on and you will know the bulk of the questions. Always answer succinctly. If they want more information, they will ask a follow-up question. Have at the ready hidden slides or handouts.
Summarise. You have undoubtedly heard the old axiom, "Tell them what you are going to tell them, tell them, and tell them what you have told them."
Never leave without a strong summation. If there are actions you need to take, be sure to list them. If there are actions the Executive must take, specifically state what they are and by when. Get confirmation that you are both in agreement.
Consciously deliver your message.
Keep your focus on the Executive at all times. Do not be intimidated. They want you to be successful. Demonstrate your confidence by looking the person in the eye, by pausing often to let your points sink in and by leaning into the table (when seated).
Use your hands to punctuate your ideas. Look, act and sound like you belong!
If you follow the pointers listed above, you will get your ideas across. You will better inform, influence and persuade Executives.
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by effectivecommunication.com.au
Monday, April 13, 2015
COMMUNICATION - TURN QUESTIONS INTO OPPORTUNITIES
Sales have been lost, projects stalled and promotions given to someone else all because of the way questions were answered!!!
Your ability to handle tough questions is critical. Since questions can make or break you, consider the following suggestions. They will help you turn questions into opportunities and make your point resonate.
Be prepared
Without proper preparation, tough questions can derail you. Before going into your meeting or presentation, sit down with paper and pen and brainstorm all the difficult questions you might be asked and how you will handle them.
Consider the titles and functions of your audience. Determine what a decision in your favor would depend on. Knowing this will help you to focus your answer on the things questioners care about, whether it's return on investment, the risk or why you.
Solid preparation will help you think on your feet.
Be a good listener
Instead of only listening to the first three or four words of a question, listen all the way to the end.
Never interrupt or talk over a questioner. Be sure to demonstrate that you are listening with your body language. Nod, move closer if standing and look the questioner in the eye. Avoid looking to the ceiling or floor, and be sure to uncross your arms. Your body language will be noticed and speaks volumes.
Clarify
A lot of people automatically repeat a question. If you are unsure what the question actually is because it is buried in a lot of verbiage, of course, repeat or ask clarifying questions. You may learn that the person is only objecting to one small element. By resolving that one issue, you may sway the individual to your point of view. If you are quite clear on the question being posed, repeating it will look like a "stall."
Be transparent
Obviously, if you do not know the answer, be forthright. It is easy to say, "I don't know." However, without blaming, tell why you don't know the answer. "I don't know the answer to that because the numbers haven't been reported yet, and I know you want me to be accurate. I will get that to you as soon as I know."
Don't patronise
Avoid patronising by saying, "Good question." It seems like a superficial or perfunctory comment that really isn't sincere. Also, it sets you up as the judge of which questions are good and which don't deserve a comment. A better way is to acknowledge the person's attitude or position on an issue. "I can see why you would bring that up. Cost is a consideration with all of our customers. Our products deserve a healthy investment, and you want to be sure that you are making the best investment for your company." OR "Yes, you are correct. The project is three months behind schedule due to an unexpected quality issue from an outside vendor."
If you are unsure how to acknowledge, ask yourself, "What is the point they want me to see?" Simply saying "Yes" or "I understand" is not enough. A strong acknowledgement statement shows respect and makes the questioner more receptive to your answer. At all costs, avoid following your validation statement with "But," "However," or "Although." It erases all the good you will have established and says that your point of view is better than theirs.
Be concise
Always keep your answer short. A long answer may overwhelm and open up new areas for discussion that may be unrelated. If the questioner isn't satisfied with the brevity of your answer, the individual will ask a follow-up question.
Have at the ready addendum slides. Number your slides. Print them off in slider sorter mode. Circle the slides that might prompt discussion so that you can quickly access them by typing in the number and the enter key.
Solidify
On the back end of your question, there is an opportunity to solidify your ideas by tying your answer to a key point, a benefit or an action step for your audience. A good example might be, "By acting now, you will see a return on investment in the fourth quarter." OR "Again, the risks are minimal, and, by launching now, we capitalize on customer demand before our competitors."
People make decisions by the way you answer questions. If you do a good job, they will see you as a subject matter expert, the right individual for the job. If you do a poor job, you and your company may leave money on the table and your own integrity might be jeopardised.
By applying the tips outlined here, you will turn questions into opportunities
All the best with your future presentations!!!
Posted in
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Communication Training
by effectivecommunication.com.au
Wednesday, March 18, 2015
SALES - 9 Factors That Influence Your Sales Results
Here are 9 factors that influence your sales results…
- Your competitor
- The industry you sell in
- Outside factors – economy / legal / etc.
- Time
- Your customer
- Your customer’s customer
- Your customer’s competitors
- The products / services you sell
- You
Take a look at the list above and ask yourself which of the nine items impact you positively and which ones negatively?
Low-performing and even average salespeople allow each of the nine items to drive them. They spend their time merely catching what they can.
Put in very simply terms, low-performing and average salespeople take credit for things that happen positively to them and place blame for everything else.
Example is the salesperson who happens to be in a fast-growing industry with customers that are growing even faster.
Regardless of the salesperson’s performance, they’re going to show nice numbers. Problem is because they’re putting up nice numbers, everyone thinks they’re a great salesperson. Reality is they’re nothing more than a customer service person taking orders from business that falls into their lap.
This same salesperson is quick to place blame on their industry, their competitors or whatever else as soon as they’re not putting up good numbers anymore. Truth is what happened is their poor performance just got exposed.
Top-performing salespeople know the same nine factors that influence the low-performing salesperson can impact them but the difference is they don’t allow it to occur.
They are pro-active in how they approach their business and they realize the biggest factor they can control is the last one, “you.”
Top-performing salespeople know it’s their skill and expertise that is going to drive their results.
They know the other eight factors are nothing more than items to be dealt with. They’re confident in what they can do. They approach their job with a strategic perspective and a tactical focus.
Which of the nine items above are you allowing to work against you?
No one is exempt. The items are real for everyone. The challenge is simply in how you decide to respond to them.
All the best with your sales!
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by effectivecommunication.com.au
Wednesday, February 4, 2015
PRESENTATION SKILLS - WHAT INFLUENTIAL PRESENTERS ROUTINELY DO
Everyone wants to be influential when in front of a client, a boss or even peers.
For many people in business, being persuasive is like rolling dice, where sometimes things go great, but, at other times, we wish for a "do-over."
Those who are known as powerful, motivating communicators do a number of things and they do them consistently.
Imitate what these are and you too will be influential.
They are clear on their goal
They don't go into a meeting with only a vague idea of what they want to accomplish. They have the end game in mind at all times. They don't deviate.
They understand their audience
They know each group is different. By analysing their audience ahead of time, they discuss what is important to them and come armed with proof.
They anticipate resistance
Great presenters are prepared with relevant data, facts and examples. They have hidden slides at the ready.
They listen well
They acknowledge the other person's point of view and show respect at all points in time.
They directly link key points to benefits
Obviously, people want to know how an idea helps them or the business. Influential communicators connect the dots. They clearly and logically state what people can expect as a result of taking or not taking their suggested action.
They speak simply
Influential communicators work hard to explain complex ideas in terms anyone can understand. They use analogies, similes and metaphors when necessary.
They ask for what they want
No one leaves a meeting wondering what has to be done. They are specific about "what and when."
They are animated
Their voice is louder, their gestures bigger, all in an attempt to gain and hold attention. No one would ever describe them as other than enthusiastic.
They are authentic
They don't appear rigid or memorised. These genuine presenters smile, laugh and often weave in information about themselves to show that they are transparent.
They have strong relationships
Others like them. Because of the strength of these relationships, people more readily trust and believe them.
Influencing others is achieved through hard work. Those that are successful prepare well and demonstrate their belief in their ideas through their voice and body language. They are well liked, clear and logical.
All the best with your future presentations!!!
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by effectivecommunication.com.au
Tuesday, January 27, 2015
PRESENTATION SKILLS - YOUR GLOBAL AUDIENCE MUST FEEL VALUED
Hosting a meeting with a team located around the globe is challenging.
People come from different cultural and language backgrounds. Often, those located away from the parent company feel like stepchildren who are tolerated, but certainly not prized.
When meeting with your global team on a conference call or a virtual session, your responsibility is to make each player feel their expertise is appreciated and their input essential
1. Develop Rapport
Building rapport on a virtual call is far more than saying, "Can everyone hear me? Can you see my slides?" Get to know your team on a personal level. Who is into sports, theater or music? Who has a family? Acknowledge time differences and the fact that some are tuning in very early or very late in the day.
2. Speak Words Everyone Will Understand
When the language is simple, the team can quickly resolve issues. Long sentences and connecting one sentence to another with "and" make it difficult for those with English as a second language to know what is important. Additionally, eliminate any slang expressions. Consider the following. "The real underbelly of this problem has left me scratching my head. If we can decipher it, we can fix the whole enchilada." Not only is there a risk of confusion, but there is also the possibility of insult.
3. Send Your Slides The Day Before
Many people are better at written language. Make sure you add a visual component to the slide. A picture is worth a thousand words when speaking globally. Also, create an informative title to each slide.
4. Before You Show A Slide, Provide Context Or Preview It
"On the next slide are the results for third quarter. You will see the breakdown for each country." etc.
5. Speak Slowly & Clearly
Pay attention to the speed with which newscasters present. Notice that they pronounce every syllable in the word. They do not drop endings. Articulation is sharp. People with English as a second language typically learn the British pronunciation of the word. When you speak slowly, they can make the adjustment. If you speak quickly, you risk losing them.
6. Avoid References To sports, Movie Stars Or Politicians
Somebody in India follows Cricket, not the NFL. Additionally, they may have no idea who Jennifer Aniston or Bradley Cooper is, and they certainly don't watch the Voice or the Academy Awards.
7. Request That Participants Interact With Questions
Announce that their opinions are valuable. Don't wait until the end for questions. Engage your out-of- country audiences with specific questions like, "I know in India, things are governed by country rules. Can you tell us more about that?" OR "Olivier, you are the expert in this product. In France, what issues were of concern and how did you fix them?" Remember, in some countries, interrupting a senior person to ask a question is considered rude or disrespectful. Pause frequently to invite questions.
8. Make Sure To Summarize Key Points & Action Items
If the meeting is lengthy, people will forget. Recap the key points and action items as you close. After the meeting, send an email again summarizing the actions items and deadlines.
9. Amplify Your Energy
Passion is everything on a virtual call or teleconference. Most presenters forget how important amplifying their energy is. If need be, stand up, gesture, move around and speak up. People will hear the smile in your voice. If you sound boring, attendees will do email and only partially listen.
10. Use Your Text Tools
Underline, circle, or draw arrows to indicate what is important. Most virtual presenters forget these tools exist.
11. Give Your Audience Something To Do
Maybe they should move into breakout rooms. Maybe they should write their concerns in chat or on the whiteboard. A poll of how people are feeling is also a good idea. The more feedback you can get from your listeners, the more you can be convinced they are listening!
12. Record Your Session
Afterwards, listen and assess how well you did.
Virtual team members need to feel appreciated. As global members feel valued and recognised, they work even harder. They don't hesitate to bring up issues. Morale improves, and results soar.
All the best with your future presentations!!!
Posted in
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by effectivecommunication.com.au
