Thu Sep 21, 2006
Weak Conclusions Wreck Presentations
Your introduction got the audience interested. You laid out a great benefits-oriented presentation and now it’s time for the close. Don’t let all that hard work go to waste. Presentations can’t simply stop—they need to conclude. Here are the top five problems that sink presentations: More...
Thu Sep 07, 2006
How To Make Statistics Understandable in A Presentation
The use of statistics in a presentation is a double-edged sword. When used appropriately, statistics can make a presentation more credible, more persuasive and more authoritative. Used inappropriately, they can make the presentation less interesting, less effective and less audience-centered. It’s unlikely you’ll have a room full of statisticians, so you need to find ways to translate those numbers for a lay audience. Here are some tips on how to make statistics work for you rather than against you. More...
Thu Jul 27, 2006
Swat Those Butterflies
It has many names; glossophobia, communication apprehension, stage fright, having butterflies in the stomach. It has several symptoms; a rapid heartbeat, sweaty palms, a dryness in the mouth and unsteady hands. Most people are familiar with one recent poll or another showing that Americans rank fear of public speaking ahead of fear of death. Find something people are afraid of and you can sell a cure. Unfortunately, many “cures” out there are platitudes peddled by the snake oil salespeople of presentation training. They can actually increase apprehension as well as sabotage other aspects of the presentation. Here are the top five popular gimmicks for calming your nerves followed by three that actually work. More...
Fri Jul 07, 2006
Positive Talk Powers More Sales
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...
Thu Jun 22, 2006
Questioning Conventional Wisdom
An urban legend is something that gets repeated so often, that it becomes part of our collective “common knowledge.” It’s something “everybody knows.” The field of communication is not immune. Just like urban legends, there are statements about communication that have been repeated so frequently, they are taken as facts. When you peel away the veneer, you’ll find people believe them because of repetition rather than any research findings. They often contain downright false information. Because people rely on them as principles or rules of communication, that makes them dangerous to productivity and efficiency. Here are seven examples of conventional wisdom about communication and why it’s dangerous to believe them. More...
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