Let’s call her Sheila. Like many in the financial services industry, she sells with the aid of a pitch book, printed in landscape format and containing information about the history of her firm, her team of colleagues, their range of… Read More »Sales Presentations: The Biggest Mistake
When transforming your house into a dream home, talk to three architects. When getting heart surgery to transform the quality of your life, talk to three surgeons. And to transform your sales presentations, talk to three consultants. I have three… Read More »Sales Training: The Five Don’ts of Sales Presenting
A friend of mine, who is a very successful consultant, told me that she has lost her confidence as a speaker. For twenty years she has been speaking to large groups of clients and potential clients with success. Now she feels very unsure of… Read More »Speaking Anxiety: A Loss of Confidence
Back in the days before Gutenberg, it took months or years for a few dedicated scribes to create a single copy of a single book. A literate medieval person, provided he or she was not interrupted by the Inquistion or… Read More »Effective Speaking: Keeping Attention
Many of us are familiar with the work of Dr. Albert Mehrabian of Stanford University, who demonstrated in his research that 85% of emotion is communicated through voice tone and body language. Many of us have read Blink, by Malcolm… Read More »Voice Projection: The Power of Voice Tone
Body language talks, or BLT for short. Something in the way we stand speaks volumes. Good posture is not only good health, it looks good. Why? Good posture communicates self-confidence and belief in what you have to say. It indicates… Read More »Public Speaking Tips: Persuasive Posture