When you’re selling services and other intangible things, it’s important to include a proposed solution to the prospect’s challenge and a story about how that solution has worked in the past. That solution coupled with a story is one of the only ways for a prospect to get a true feel for what they’re buying. … Read More
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Asking for Small Commitments in a Sales Presentation Can Pay Off with Big Orders
Call it the small commitment paradox. You’ll make more sales if you ask for less at the end of your sales pitches. That’s right. Asking for less yields more, according to a study detailed in Yes! 50 Scientifically Proven Ways to Be Persuasive, a book by Noah J. Goldstein, Steve J. Martin, and Robert B. … Read More
Keys to Engaging Conference Calls
“When I’m leading a conference call, I know that there are people reading their email, working on memos and not paying attention. Are there any tricks to making people paying pay closer attention?” We get that question a lot. Here’s our answer. Yes. There is a trick to making people pay more attention. You need … Read More
The History of the Motivational Speech
To our mind, there’s nothing much more motivational than John Belushi’s (aka Bluto Blutarski) famous speech at the end of the movie “Animal House” when he is trying to motivate his sad sack fraternity brothers. “Over? Did you say over? NOTHING is over until WE decide it is! Was it over when the Germans bombed … Read More
What is the Purpose of Public Speaking? To Change the World!
I don’t know who said it first, but here is my favorite quotation about public speaking: “The only reason to give a speech is to change the world.” I love it because it touches on a fundamental — but not obvious – question: “Why do we give speeches?” I agree that you speak to change … Read More
Resolve to Ignore These Five Common (and TERRIBLE) Public Speaking Tips
During a workshop, a client once cornered me and said, “Many years ago, I had a boss who thought I looked great in red. He told me that I should always wear red during presentations because it made the best impression. So I’ve always worn red. What do you think of that advice?” Cue the … Read More
What if I go blank?
This terrifying thought has crossed the mind of every public speaker. But if you are a non-native speaker delivering a presentation in English, it’s an even greater concern. In my work with non-native speakers, I have seen presenters go blank searching for the specific English word they need to make a point. It happened this … Read More