Archive for the ‘Speaking’ Category

Back, Ears and Heart

Connecting and influencing others is easy. Just don’t turn your back, don’t cover your ears and don’t close your heart to them. This will help you connect. Connection is at… Read more

Any Questions?

When you ask an audience if they have questions you are handing control of the conversation to them. This is a great way to engage your audience so they can… Read more

The Most Common Objection Isn’t

The most common objection of ‘it’s too expensive’ isn’t an objection at all. It’s a negotiation. They are not saying they don’t want what you are offering, they are saying… Read more

Talk to a man about himself

‘Talk to a man about himself and he will listen to you for hours.’ – Benjamin Disraeli* So now you know how to open your next PowerPoint presentation, sales pitch,… Read more

The Other Side of Speaking

The other side of speaking is listening – it is where we spend half our day. But have you ever taken a course in it? When you listen to someone… Read more

Fear of the price

Many sales people dread the part of the call when they have to mention the price. They rush through it, stumble over it and generally mess it up. They freak… Read more

Leaders don’t think

Leaders don’t think, guess or believe. Leaders know. When you preface your message with, ‘I think…’ or ‘I guess…’ it weakens your authority. As always I’d love your thoughts on… Read more

Indecision vs. Wrong decision

More money is lost through indecision than wrong decision. As a leader it’s your job to make decisions. But we hesitate in making them because we are afraid of getting… Read more

Don’t make them wrong

Last month I was in Cairns. I visited one of the most amazing waterfalls I have ever seen. It was over 20 meters high and fell into a beautiful sun-drenched… Read more