I have been selling my group speaking, voice and leadership presence courses and coaching for decades, longer than some of you may have been alive. If you ask me what my secret is, I will tell you it is the power that comes when I detach from the outcome during a sales conversation. Detaching from the outcome means…
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The prevailing model for speaking persuasively is a style of speaking that is enthusiastic, energetic and extraverted. The speaker is asserting a point in hopes to convince the listener to agree. However, this model can be a trap. It puts you in the position of selling. Of course others don’t want to be sold, so they have…
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The tragic news of our 2012 Holiday Season is the sad deaths of children and teachers at Sandy Hook Elementary School in Newtown, Connecticut. Much has been said and reported; and I don’t have anything to offer that can help the situation. My heart hurts for those families, friends and neighbors who are grieving this…
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I had never seen Steve Jobs talk before; but after he died, I heard lots of people rave about the way he spoke in public. It seemed like many people thought he was the epitome of a great speaker. Then I began reading his biography Steve Jobs by Walter Isaacson. Before even finishing a quarter…
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I am in love with this word – storyselling! It says it all about the power of stories to persuade listeners to buy products and services or buy into ideas. Storyselling is the act of telling the authentically persuasive story. It is sharing the story that excites others to say, “Yes, I want that!” Everyone…
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Next week I am facilitating a day-long training program for sales professionals in the world’s fifth largest software company. Unlike my usual clients who feel fear of speaking, these folks will be good at speaking and selling. They are already very successful. So, “What,” I wondered “Do they need from me?” They need me to…
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On May 1, 1969, Mr. Rogers spoke to the US Senate Subcommittee on Communications to ask them to grant funding for the newly created PBS after President Nixon attempted to slash their funds in half. Watch a video of his speech. Saying “I’d just like to talk about it if it’s alright,” Mr. Rogers asked…
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I am a huge fan of Thomas Friedman. He articulates clearly what I can’t always think for myself. When I can’t quite clarify my thoughts about global situations, Friedman will say it in a way that makes me sigh, “Yes, that’s it!” In case you don’t know who Thomas Friedman is, he is a columnist…
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This week, I coached a Director at a Fortune 100 company who is preparing to deliver an executive summary presentation. Twice a year, “Steve” must present to senior executives an update that includes what his team has achieved, what they are working on, what their prospects are and what they have contributed to the overall…
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I spoke at a conference for proposal managers last week and was reminded of how much business professionals rely on PowerPoint for delivering presentations. The following is an article I wrote forThe Houston Business Journal several years ago. I have rewritten it to share with you…. Has PowerPoint gone from useful tool to emotional roadblock…
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