Stop being boring when you give a presentation I LOVE it when you send me questions based on my seminars and writings. I don’t mean ‘I like it a bit’, I mean I really love it – thank you, keep them coming! FREE COACHING Every month, I take one question from my newsletter readers (you are […]
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About two years ago client of mine (a sales director) said to me: ‘I hate to think of how much work we’ve lost because of bad presentations!’ I asked ‘Well, do you know how much? Have you kept track?’ The answer was no. Although he could create a sales report on ‘lost opportunities’, his team […]
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If you’re in any kind of professional service, you’ll be familiar with the terror/excitement/awkardness of letting someone know your fee in a sales situation. You’ve built the rapport, created a value-filled proposal and you’ve put a lot of thought into your fee, but still too many people say no, or negotiate hard on your fee. […]
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There are awards and associations for everything. Literally everything. Actors have Oscars, musicians have Grammys and there are even awards for goats. I’m not making that up. I once performed at an exhibition called ‘GOAT 2008’ and one of the cute little animals won ‘Goat of the Year’. (I never dared enquire what the goat […]
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Who doesn’t want more money? People love the idea of referrals, and they particularly love the idea of getting (or paying) a commission. It’s win/win, right? If you pay a handsome commission on sales, you’ll get more referrals. If you’re paid a handsome commission, you’ll give more referrals (and be able to buy more cocktails!) – everyone’s […]
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Is there any area in professional services more mysterious and full of nonsense than sales? From myths about ‘embedded commands’ and ‘hypnotic language’ through to the latest ‘fool-proof sales system’ there’s more snake oil among sales gurus and books than you’ll find at the Centre for Snake Oil Studies in Snake Oil Land. Many larger professional […]
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Your LinkedIn profile is your shop window as a business networker. Here’s how to get it right. Here’s something to remember about networking – if you’re not going to follow-up, then there’s no point going to a networking event in the first place. The value of networking really lies in the follow-up. Networking is a […]
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How many business networking events have you been to where you felt that the event was a waste of your time and energy? You met a few people, had some lacklustre conversations with people eager to sell you something, and left with some business cards which you didn’t follow up on? Have you ever ended […]
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When people think of ‘presentation skills’ a lot of the time they’re really thinking about ‘performance skills’ like body language, vocal presence and so on. But actually, a lot of these skills aren’t as important as getting the audience’s attention, and structuring a message to connect with and affect the audience. An ideal presentation will […]
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If you give presentations in business, this quick video will give you some tips that will help you appear confident and credible – even while using slides!
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