Five Body Language Tips for Effective Presentations

You are sitting in a presentation and the speaker doesn’t move…for an hour! Are you engaged in the content? Conversely, your presenter is on the move constantly and it is like watching a tennis match…back and forth, back and forth. Does that get your attention or is it distracting? Up to 90 percent of communication […]

Leading is Living the Experience

I’ve just completed a program with the leader of an organization whose humility and confidence was profound. She participated in the program on Business Development with her direct reports. In a very demonstrative case of “leading by example,” she was willing to be coached and learn right along with them. It made a difference. Here’s […]

The Big Impact of Small Talk

“How are you doing?” “How’s the weather where you are?” “What’s new?” “What’s your sign?” We all use small talk a lot to start of conversations. But too many times in business meetings, we use opening questions like those above (Ok…probably not the last one!), the answers to which do nothing to move your relationship […]

What the World Needs Now…Is Listening

I’m truly compelled now, with our nation’s recent events, to emphatically recommend to all my clients, readers and friends, to listen more to people than you ever have. Listening affirms someone. It says I care about understanding your issue, challenge, dream or worry, BEFORE I share mine with you. Listening honors someone. Once they feel […]

Never Underwhelm Again

In speaking with a new client, I found it interesting to hear her lament relative to business development. She spoke about underwhelming a client during a presentation and asked how to avoid this going forward. I asked, “Did you relate the presentation to what they told you about their business? Did you probe further to […]

Time and Money Are Obstacles, Not Objections

A client I was training described the following scenario: “I want to sell on value, but throughout my presentation my customer kept bugging me about ‘How much is this going to cost?’ and ‘Just give me the bottom line.’ I wanted to get through my presentation before discussing price, but he was so adamant I […]