January 2009
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Learning to Win a Pitch from a Shoe Salesman. |
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Joey Asher
President's
Perspective |
When going gets tough, the tough learn how to sell
shoes.
Let me explain. New business is hard to come by these
days. And if you get a chance to pitch for a piece of
new business, the pressure will be high to win. But if
you want to maximize your chances, then you need to do
everything you can to “rig the game” before you pitch.
And to do that you need to learn a lesson in
relationship building that the best shoe salesmen have
always known. The lesson is this: the more time you
spend with a customer before the pitch, the greater your
chance of making a sale. It’s a lesson that the best
sellers all understand. And it can help you win your
next new business pitch.
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Dorothy Sarnoff, Public Speaking Pioneer, Dies.
She Popularized Communication Skills Training. |
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Dorothy Sarnoff, who started as an opera singer and Broadway star
and ended up as a public speaking pioneer died late last month.
Read her obituary in the New York Times here. The Times states:
A relentless optimist, Miss Sarnoff believed that a spellbinder
dwelled within even the most terrified client. Flop sweat was not an
option, and she had a mantra to dissolve it.
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Caroline Kennedy: Senator "You Know"? |
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Who says the apple never falls far from the tree?
Caroline Kennedy, who is pursuing the US Senate seat vacated by
Hillary Clinton, is being rightly criticized for her horrendous
speaking skills. Her father, John F. Kennedy, who was a legendary
speaker, might not be too impressed.
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New Book by Speechworks President Teaches "How to
Win a Pitch." |
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Want to learn how to deliver presentations that make the sale?
Then get a copy of “How to Win a Pitch: The Five Fundamentals that
Will Distinguish You from the Competition.”
The new book by Speechworks President Joey Asher details how he and
the other coaches at Speechworks have helped clients create and
deliver presentations that have won billions of dollars in new
business contracts.
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What If the Prior Speaker Eats Into Your Time? |
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When sharing the stage with another speaker, always be ready to
shorten your presentation if the other guy goes too long.
Otherwise, you’re asking for trouble.
Make your presentations flexible by focusing on three key points.
For a 20 minute presentation, you can plan to give two stories per
point. If you suddenly have to give a 10 minute speech, tell one
story per point.
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Public Speaking Tip from Rudyard Kipling. |
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“If history were taught in the form of stories, it would
never be forgotten.”
Those are the words of Rudyard Kipling. It’s a wonderful thought to
keep in mind as the New Year begins. The best presentations have
lots of stories. Not only are stories memorable. But they are
entertaining and they drive home your messages in a way that
connects with the listener.
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