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!!!
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by effectivecommunication.com.au
Monday, December 1, 2014
THANKSGIVING
You might be aware EffectiveCommunication.com.au (EC) has offices in both Asia Pacific & Americas serving international clients and this week in North America most people's attention is focused on Thanksgiving.
As Americans invest this time to pause, reflect and be thankful for all the good they have, why not do the same wherever you are geographically, wherever you work and whoever you work with!
Here are 10 reasons why you can be thankful for the job you have
1. Can you imagine how you would feel if you didn’t have a job?
2. Regardless of whether or not you like your job, you are getting paid.
3. You have far more impact on the people you come in contact with than you will ever know.
4. The people you work with are an amazing group of people from whom you can learn new things each day. And, if you don't like your colleagues much, you can always learn what NOT to do from their negatives.
5. Count it a privilege to be able to use your talent and skills on a regular basis.
6. Be thankful, as there are far too many people who have no job and no means to make an income.
7. You are serving as a role-model and influence not only to those you provide for, but also to others who you don’t know and may never know.
8. The mental stimulation and physical exercise you get each day regardless of what your job might be is helping keep you engaged and feeling young.
9. You have the ability to dream and have the means to help fulfill your dreams.
10. You have the ability to prepare for the future and be ready for it
Regardless of your employment situation you can always choose to be thankful for what you do have.
All the best this Thanksgiving!
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by effectivecommunication.com.au
Tuesday, November 18, 2014
PRESENTATION - CAPTIVATE, MOTIVATE & EDUCATE YOUR AUDIENCE
Creating a “knock your socks off” business presentation can seem overwhelming
Regardless of whether you’re making a formal presentation at a conference or sitting across the table with a client or your boss, there are 3 key things to remember:
Captivate
Motivate
Educate
Many presenters assume their only responsibility is to educate. Educating is just part of the equation. People get bored easily. We also need to captivate our listeners, otherwise attention will drift. After all, they have a lot going on in their personal and business lives, and this affects how well they will listen. Right from the get-go, we have to bring them into our world. With attention, we get retention. So how do we do that?
Captivate
Your introduction should pack a punch. As you set context for the meeting, be sure it sparks interest.
Strong verbs and descriptive words are just the thing. For example, an opening statement, such as, “We are bleeding customers,” would definitely make heads rise. Personal stories and startling statistics also command attention. If your listeners feel what you say shows value, you will hook them.
Motivate
Another way of starting strong is to be very energetic. Passion is contagious! Move towards your listeners if you are standing. Don’t stay tethered to your laptop. Sustain eye contact. Do big, meaningful gestures and smile. Poker faces make people uncomfortable. The more dynamic you seem, the more engaged they will become.
Educate
It is easy to assume that people will know what they should do as a result of listening to you. They don’t! We have to motivate them to take action.
Upfront, tell them your position or feeling on the subject, product or service. If they see you as the subject matter expert, your position can be very motivating. Additionally, clearly state what action you want them to consider and the benefits.
Be sure to stress the benefits; otherwise, they may not connect the dots. If you are clear on your position, any recommended actions and the payoff, you focus your listeners and motivate them to pay attention to what follows.
There is no doubt that we have to educate our listeners. Your listeners need to understand your message from start to finish. In the simplest language possible, explain your ideas. Back up your assertions with proof. Provide examples. Examples are essential when influencing. Be careful of going into unnecessary detail or discussing too many points. Three main ideas are ideal. Always, always consider the knowledge level and needs of your listeners.
Captivating, motivating and educating are critical elements in any presentation. They need equal consideration. As you review your presentation, evaluate how effectively you have considered these 3 keys.
Remember, it is a disservice to bore busy people.
All the best with your future presentations!!!
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by effectivecommunication.com.au
Thursday, November 6, 2014
LEADERSHIP - TIPS TO MOTIVATE EMPLOYEES (Part 2)
One of the most frequent leadership questions EffectiveCommunication.com.au (EC) is asked is: “How can I motivate my employees?”
There is no simple answer to this question, especially since motivation comes from inside us. Therefore, what we believe leaders are really asking is: “What actions can I take and what environment can I create that will unleash my team’s potential and create positive energy?”
Now, that is a question to which we have many suggestions. There are ten (10) of them we would like to share with you. The first five (5) were sent to you last week and the next five (5) you can read below.
Note: If you missed last week's newsletter you can view the first five (5) suggestions by visiting our blog.
6. Training ManiaThere is no simple answer to this question, especially since motivation comes from inside us. Therefore, what we believe leaders are really asking is: “What actions can I take and what environment can I create that will unleash my team’s potential and create positive energy?”
Now, that is a question to which we have many suggestions. There are ten (10) of them we would like to share with you. The first five (5) were sent to you last week and the next five (5) you can read below.
Note: If you missed last week's newsletter you can view the first five (5) suggestions by visiting our blog.
There are a number of positive reasons to enable professional training. We will highlight five.
The first is that workplace training increases the quality of output.
The second is that well-trained team members are more productive.
The third is that better trained teams have more bandwidth and a great ability to take on more complicated initiatives.
The fourth reason is that bench strength is increased, which can lead to better succession planning and less drama if turnover is experienced.
The final reason is that training is an essential retention tool for keeping high-performers
7. Match Décor with Culture
The physical environment in which people work can greatly influence their demeanor and contributions.
Choose colors, desks, signs, and lighting that amplify your organisation’s culture (or desired culture). In other words, if you want an ultra-professional team, have a professional environment. If you want a high-energy team, notch up those colors and get modern with your furniture.
8. Coach Top Performers
A leader’s time is precious. As such, give it to the most deserving people on your team.
This means focusing on your top performers and high-potential team members. From a humanistic standpoint we gravitate toward helping (and spending a boatload of time with) our poorest performers. They also tend to be the squeaky wheels in the office.
This may sound harsh, but it is time to free yourself from using the majority of your coaching and development time on poor performers.
The time that leaders spend with low performers typically delivers a lousy return-on-investment. Instead, invest your precious time on your most valuable resources – your best performers and your future top talent. In the process, your added attention will motivate your best people and help the overall team to soar even higher.
9. Be a Visionary Leader
This ties back to “communicate like crazy” (part 1) from the aspect of sharing important information with your team.
The critical information in this instance involves three components: Where your organisation is going; why your organisation is going there; and how each team member fits into your organisation’s journey.
While many good leaders communicate the first two items, the best leaders share all three (i.e., the where, the why, and the how).
If you want to work with the most motivated group of people possible, help them to clearly understand the direction of the organisation, the logic behind the strategic direction, and just how they will significantly contribute to the team’s ultimate success.
10. Celebrate Wins
Famed ‘UCLA’ American Football coach Red Sanders was fond of saying: “Winning isn’t everything, it’s the only thing!”
We all like to win, yet frequently leaders only notice losses and errors. The odds are good that your team members are doing a LOT more right than they are wrong. Catch those right moves.
Figure out a way to celebrate wins and positive contributions. Better yet, ask your team how they want to celebrate. Their suggestions may surprise you.
Celebration lifts the human spirit. It also builds team morale and sets a positive tone in the workplace.
Our strong recommendation is celebrate more. You may just find a more motivated team as a result of your celebratory actions.
Bottom Line: Motivation comes from within us. As such, the best leaders find ways to unlock more of what team members have inside them. The more you communicate, delegate, and celebrate the more your team will be pointed in a positive direction. In the process, share your vision and praise. And always maintain high expectations.
In the end, your efforts will be richly rewarded as team members strive to achieve great results, remain engaged to your mission, and experience self-satisfaction on their journey.
All the best with your leadership!
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by effectivecommunication.com.au
LEADERSHIP - TIPS TO MOTIVATE EMPLOYEES
One of the most frequent leadership questions EffectiveCommunication.com.au (EC) is asked is: “How can I motivate my employees?”
There is no simple answer to this question, especially since motivation comes from inside us. Therefore, what we believe leaders are really asking is: “What actions can I take and what environment can I create that will unleash my team’s potential and create positive energy?”
Now, that is a question to which we have many suggestions. There are ten (10) of them we would like to share with you within this and our next newsletter. Here are the first five (5):
There is no simple answer to this question, especially since motivation comes from inside us. Therefore, what we believe leaders are really asking is: “What actions can I take and what environment can I create that will unleash my team’s potential and create positive energy?”
Now, that is a question to which we have many suggestions. There are ten (10) of them we would like to share with you within this and our next newsletter. Here are the first five (5):
1. Expect A Lot
The best leaders we know have very high expectations for team members. They expect them to work smart, get along with their colleagues, and produce world-class results.
High performing team members are inspired by this type of leader and this type of atmosphere. If you want a mediocre team, have laisse-faire goals and be self-centered.
If you want a motivated and successful team, share your expectations frequently and always expect excellence.
2. Lavish Praise
Have you ever seen a six year old light up because someone told them they just did something wonderful? It is a beautiful sight. Now, we are not implying that you work with a bunch of six year olds. What we are asking is this: Since we have grown up, have we really changed that much with regard to what energises us? We think not. Therefore, recognise the Herculean efforts of your people and lavish praise upon them. Are they just doing their jobs? Well, if your employees are doing it right, let them know you appreciate it. And share your praise in an authentic and appreciative way.
3. Delegate Tasty Projects
Nothing motives team members (particularly high performers) quite like entrusting them with an important initiative. The trust and confidence that is built when delegating something important is priceless. Not only does effective delegation motivate employees, but it serves as a great mechanism for developing their skills.
When delegating, make certain to communicate the specific time frame in which you expect completion. Also, if you want to receive an update, ask for one.
Effective delegators clearly state what resources are available and if they have any availability to help out along the way.
4. Communicate Like Crazy
Leaders who clearly communicate “The State of The Workplace” on a frequent basis effectively kill the grapevine. That’s right, the more you communicate what is going on, the less gossip will be experienced in your organisation. This is a good thing because gossip and the garbage that it spreads creates distractions and de-motivation. By crushing the grapevine, you motivate your team and effectively increase productivity.
5. Demand Innovation
Do not just encourage innovation, demand it. We live in a quickly changing work world. The more forward-thinking your team members, the better your organisation will be served. So many of the innovative answers you seek are right under your nose. Dust off that suggestion box and encourage people to share ideas. Do not make fun of the crazy ideas you come across. Nurture the individual and collective creativity that your team members possess.
A million dollar idea awaits. It is the leader’s job to coax innovation into the open
Bottom Line: Motivation comes from within us. As such, the best leaders find ways to unlock more of what team members have inside them. The more you communicate, delegate, and celebrate the more your team will be pointed in a positive direction. In the process, share your vision and praise. And always maintain high expectations. In the end, your efforts will be richly rewarded as team members strive to achieve great results, remain engaged to your mission, and experience self-satisfaction on their journey.
Look out for our next newsletter for the next five (5) tips
All the best with your leadership!
Posted in
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by effectivecommunication.com.au
SALES - TEN BEST TIPS FOR EFFECTIVE SELLING
These quick tips are based on decades of collective sales experience plus working with to train thousands of salespeople.
1. Be Consistent.
Nothing will create more success than consistently taking one step forward each day. Schedule time on a regular basis to prospect. Don’t prospect only when you have time or business is bad. Keeping the pipeline full requires daily attention.
2. Follow-Up Quickly
More sales are lost due to salespeople failing to follow up than probably any another single thing. Fast follow-up is essential at every phase of the selling process from prospecting to completing the sale.
3. Uncover the Outcomes the Client Wants
It’s not about your product features. It’s about what the client needs to succeed. The sooner you can get the client to share with you what outcomes they desire, the sooner you can make that the focus of how you can help them.
4. Use Voicemail Prudently
This means messages that are focused and concise. Be confident, and most of all, make the message about the recipient, not you or your business.
5. Believe in Yourself
If you don’t believe in yourself, how do you expect anyone else to believe in you. The rule still applies — people buy you first before your product/service.
6. State Your Price with Confidence
More discounts are given away because the salesperson doesn’t believe in their own price than due to the demands of the client. When giving your price, make sure you have solid body language, a strong voice and good eye contact, and you then must remain silent.
7. Know How to Use Your Own Time
The most valuable asset you have as a salesperson is not what you sell; it’s your own time. Far too much time is wasted preparing to sell, thinking about selling, getting ready to sell, etc. You have one objective — spend as much of your time in direct contact with prospects and clients as possible.
8. Don’t Spend Time with People Who Are Not
Motivated Buyers
It might be a prospect who is nothing more than a suspect or someone who is merely easy to talk to, but the issue is the same — wasted effort. The sooner you qualify the person you’re talking with, the better off both you and other person will be.
9. Accept Full Responsibility. Never Make Excuses
Only unsuccessful salespeople make excuses. Yet, whilst they are doing so and looking for another excuse, someone else in their industry is making a sale.
10. Be Goal Driven & Personally Motivated
Don’t wait for others to motivate you. They can’t. Only you can motivate yourself, and one of the easiest ways is by setting goals you know you can achieve and allowing your success to propel you to more success.
Choose TODAY to strengthen your selling skills and outcomes with these tips.
All the best with your sales!
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by effectivecommunication.com.au
Wednesday, October 15, 2014
COMMUNICATION - WHY IDEAS DON'T GET ACCEPTED
There are three reasons why ideas don't get accepted according to Rick Maurer, author of ‘Why Don't You Want What I Want?’
Reason #1: "I don't get it."
Reason #2: "I don't like it."
Reason #3: "I don't like you."
I Don't Get It
If your audience does not understand your argument, they certainly aren't going to buy it. As you plan out your next presentation, very carefully analyze your audience and how much they know about the topic. Put yourself in their shoes. Then, think about the best way to explain these ideas to them, based on what they know and who they are.
Consider whether there is a logical flow to your argument. If you are explaining a process, are the steps in the right order? If you are explaining the benefits of a program, do you state your points in the order of importance?
One of the biggest reasons people get their ideas rejected is that they overload listeners with information. The more you say, the less people hear. While you want to create the evidence, three key points are plenty.
Too much information frightens people. So does speaking in generalities. When explaining your points, don't use adjectives; use stories or examples. This will not only help to support your case, but also, it will minimize confusion.
Word choice is also critical. Simple, clear language, devoid of jargon, insures that everyone gets the point, not just those with technical expertise. Remember what happened in the O.J. Simpson case. People didn't understand the evidence.
I Don't Like It
When audiences don't like your idea, typically it means you didn't show value. You didn't relate your ideas to their needs. You didn't give them one good reason to buy-in.
The acid test to preparing any presentation is to ask yourself "Is there any good reason why they should say no?"Even if you feel a positive reception is a sure thing, don't overlook that timing may be an issue. The sluggish economy or a behind the scenes projection may cause an idea to be rejected today when it might be applauded six months from now.
If there is anyone in the organisation who might champion your ideas, be sure to approach that person ahead of time so they can promote them behind the scenes. An "insider" can also help you to better understand the audience's primary needs and understand where the resistance might come from. Once you know this, you can anticipate objections and be ready to answer them.
I Don't Like You
First, impressions are lasting and are formed within a few minutes. A nervous presenter almost always scores poor marks.
If you believe in what you say, listeners need to see it in your body and hear it in your voice. They need to feel you are looking them in the eye so that they can trust you. It is important to get feedback on your delivery style. Video recording feedback is ideal. Sometimes, people can come across as arrogant, insincere or even unfriendly without even knowing it. It is only after they see themselves on video tape that they realise there are some things they need to change.
Every presenter has a natural style. When presenters capitalise on their natural style, they win people over. When they try to imitate the presenting style of a boss or a colleague, they come across as fake. Be sure that when you present, people feel they are getting the real "you."
Selling your ideas requires a lot more than showing up and plugging in your power point. Doing your homework so that you can understand your audience's needs is critical. So is being a strong presenter and relating to your audience.
If your ideas are rejected, take a good look in the mirror. Analyse where things turned sour so that the next time, you can better inform, influence and persuade people to move forward.
Reason #1: "I don't get it."
Reason #2: "I don't like it."
Reason #3: "I don't like you."
I Don't Get It
If your audience does not understand your argument, they certainly aren't going to buy it. As you plan out your next presentation, very carefully analyze your audience and how much they know about the topic. Put yourself in their shoes. Then, think about the best way to explain these ideas to them, based on what they know and who they are.
Consider whether there is a logical flow to your argument. If you are explaining a process, are the steps in the right order? If you are explaining the benefits of a program, do you state your points in the order of importance?
One of the biggest reasons people get their ideas rejected is that they overload listeners with information. The more you say, the less people hear. While you want to create the evidence, three key points are plenty.
Too much information frightens people. So does speaking in generalities. When explaining your points, don't use adjectives; use stories or examples. This will not only help to support your case, but also, it will minimize confusion.
Word choice is also critical. Simple, clear language, devoid of jargon, insures that everyone gets the point, not just those with technical expertise. Remember what happened in the O.J. Simpson case. People didn't understand the evidence.
I Don't Like It
When audiences don't like your idea, typically it means you didn't show value. You didn't relate your ideas to their needs. You didn't give them one good reason to buy-in.
The acid test to preparing any presentation is to ask yourself "Is there any good reason why they should say no?"Even if you feel a positive reception is a sure thing, don't overlook that timing may be an issue. The sluggish economy or a behind the scenes projection may cause an idea to be rejected today when it might be applauded six months from now.
If there is anyone in the organisation who might champion your ideas, be sure to approach that person ahead of time so they can promote them behind the scenes. An "insider" can also help you to better understand the audience's primary needs and understand where the resistance might come from. Once you know this, you can anticipate objections and be ready to answer them.
I Don't Like You
First, impressions are lasting and are formed within a few minutes. A nervous presenter almost always scores poor marks.
If you believe in what you say, listeners need to see it in your body and hear it in your voice. They need to feel you are looking them in the eye so that they can trust you. It is important to get feedback on your delivery style. Video recording feedback is ideal. Sometimes, people can come across as arrogant, insincere or even unfriendly without even knowing it. It is only after they see themselves on video tape that they realise there are some things they need to change.
Every presenter has a natural style. When presenters capitalise on their natural style, they win people over. When they try to imitate the presenting style of a boss or a colleague, they come across as fake. Be sure that when you present, people feel they are getting the real "you."
Selling your ideas requires a lot more than showing up and plugging in your power point. Doing your homework so that you can understand your audience's needs is critical. So is being a strong presenter and relating to your audience.
If your ideas are rejected, take a good look in the mirror. Analyse where things turned sour so that the next time, you can better inform, influence and persuade people to move forward.
All the best with your future presentations!!!
Posted in
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Presentation & Sales workshops courses & training in Sydney,
presentations Facilitating meetings Presentation skills training Public speaking Sales presentations
by effectivecommunication.com.au
