When disasters like the corona virus happen, strong leadership is critical to manage the crisis and to reassure the population affected by it. On a (much) smaller, but nevertheless important scale, when disasters happen with your clients (e.g., a missed deadline, a system failure, a product glitch), your ability to manage the situation and reassure the client is equally important. Winston Churchill, Ronald Reagan, Rudy Giuliani, and Abraham Lincoln at critical times in their office understood that. What they did in their worlds is what we as sales people need to do in disastrous client situations.
The coronavirus is touching everyone in every industry, not the least of all Wall Street. When extreme events happen, it isn’t surprising that describing them inevitably leads to metaphors to capture the meaning and emotion of the moment. Here is a good example of that…
You know your audience. You have your topic. You have your information, stories, charts, videos, and images. But do you have the most important part of your presentation?
In a 2018 blog post, I wrote how people shoot themselves in the foot when they fail to model what they sell, e.g., the wedding planner who shows up late for your meeting, or the dentist who starts to fill the wrong cavity in your mouth (!) This month, it is my pleasure to present the opposite: someone who perfectly models what she sells and who does it with a metaphor. Let her story inspire you to think how you can do the same in your business.
Getting the attention of your customers, whether in an advertisement, email, social media post, or presentation, can be a challenge. My guest blogger this week, business owner Ryan Scott, shares his tips to help you interrupt and engage your customer’s attention in print or in person.
What can you learn from bartenders and CIA agents that will help connect better with prospects and client and win you more business? Find out in this excellent article by Kate Murphy, author of “You’re Not Listening and Why It Matters.” Anne Miller Words Matter – Make What You Say Pay! Get Convenient, Live Online …
Have you ever been in a social gathering where someone starts to tell a story and it goes nowhere? Perhaps they are interrupted early in the story and they never get their listener’s attention back. Or maybe they give so much detail and take so long to tell the story that the audience dwindles; those …
A New Year. A fresh start. Here are Three Time-Tested Tips for ensuring your success in 2020. 1.Set specific, written, achievable, measurable goals. “If you don’t know where you are going, you might wind up someplace else.” Yogi Berra What is your revenue target? How much of that will come from existing clients? How many …
How do you feel when you receive a “Dear Sir,” “Dear Madam,” or “To Resident” letter? You probably trash it. It has no real value to you. Clearly, the sender is doing a message blast, without any real consideration of who you are. Yet, many people sent out generic holiday greetings and don’t realize how …
Giving advice to clients who are doing something you know is not beneficial for them can be pretty tricky. On the one hand, you don’t want to insult them. On the other hand, as an experienced professional, you are obligated to saving them from making a mistake. Ginny Carter is in a field where she …
What is worse than someone reading PowerPoint slides to an audience? Someone who also never looks at the audience. If you are giving a PowerPoint presentation, it is very easy to become glued to your slides–and to stay looking at your slides even when what you are saying is not there! Here are three tips …