Archives: April 2006
Thu Apr 20, 2006
Localizing The Global
I’ve had the opportunity to deliver, coach and witness numerous international presentations. This experience all points to one lesson—in addition to the careful preparation required for any presentation, those for an international audience demand extra attention.
In any presentation, one of the keys to success remains a focus on the audience’s frame of reference. However, when that audience is international, you’ll need to step out of your own frame of reference and focus on making the presentation salient for your target group. The saying “When in Rome, do as the Romans do” is excellent advice. The goal is to “localize.” Here are five key areas where you can apply the localization principle: More...
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Thu Apr 06, 2006
Word Choices That Win Business
One of the keys to increasing sales is creating a good first impression. When you sit down with a prospect, one of the strongest impressions you’ll make is the language you use during the sales process. Even when you’re acting on a referral, the wrong interaction can quickly destroy all the hard work you’ve put into building your business. It may not be fair, but many times, it’s all the prospect has to go on. That means these interactions take on a significance that extends far beyond the moment. Have you noticed some of the word choices you make when you talk with prospects? Here are five ways you can immediately begin to improve your language, and in the process, differentiate yourself from others. More...
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