I am not sure you would put Steve Jobs and Katie Couric in the same sentence, but an interesting similarity between them popped up in the last few days that is instructive for presenting and selling new ideas. Steve Jobs In 1983, Jobs was pursuing John Sculley, Pepsi’s wonder boy senior executive, to leave and …
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As someone in the selling/presenting “biz,” I work to stay up on the field’s trends, challenges, and innovations. Three challenges repeatedly hearedare (1) How difficult ti is to separate yourself from the crowd, (2) How hard it is to grab and keep attention, and (3) How tough it is to get people off the dime …
Tony Robbins, recently called The CEO Whisperer by Fortune magazine is also #7 on the list of Top Fifteen Ted Talks, as judged by views (10,425,014). I encourage you to watch his video as well as the others on the list, because if you want to be a presentation pro, it is a good idea to periodically …
When I asked a client why his colleague’s presentation had not gone well, he used a tennis analogy and said, “Basically, he started with his second serve and stayed there.” Although what this colleague said was valuable, apparently his delivery lacked strength, conviction, and passion, the kind of hitting power that you want to see …
‘Tis the witching hour. Here are three sales demo/presentation Tricks to try at your next meeting and one really special Treat good only until Sunday 11/2 midnight. That Old Black Magic… Imagine you are going through your presentation and your client becomes particularly interested in a point you have just made. In fact, others at the …
If anyone still doubts the power of an image in a presentation or metaphor to evoke a reaction, just look at this. I live in Manhattan, a very bustling place. However, last evening, you had to see all the people in the street standing still in awe, re-living their emotions in memory of what happened, …
WEDNESDAY, SEPTEMBER 03, 2014 Unexpected Brilliance I had a surprising online experience yesterday that just stopped me in my tracks. First, I thought it was funny. Then, I realized it was brilliant. I was having problems with some email software that I pay for and, like many of us, found the FAQs in the Help …
The Toastmasters World Championship of Public Speaking took place this past weekend. After an elimination process over time that involves six rounds of talks, it all comes down to a final test of a 5-7 minute speech in front of 2000 Toastmasters. Daunting, to say the least. The 2014 winner’s speech is not yet on …
Which of these do you do when your desk is a mess and you can’t deal with everything on it anymore? Freeze? Leave? I bet you ultimately re-arrange things into more manageable piles. Why? Because your brain becomes frazzled and momentarily short circuits. It cannot absorb so many seemingly equally important stimuli demanding your attention, …
Your presentation is done. Your client , who has also become a friend, loves what he saw and now you both just have to work out the terms of the agreement. But what if, for any number of reasons, your interests and his are not perfectly aligned around price, resources, timing, or deliverables? Is there …