Eye contact is an important tool of connection. In our daily interactions, we use direct eye contact to show we are listening, convey feelings, express our emotions, display interest, and communicate attraction. In front of an audience, eye contact is quite different. The conversation is primarily one-sided, which can be an uncomfortable scenario for some … Read On >
A client needs WOW to secure a commitment. That does not happen if the presenter does not know how to make the presentation stand out.
“You should buy this product from my competitor.” These words came as a surprise to my customer, to say the least. Moreover, there is no doubt I would have been fired had my manager known that I sent a customer to the competition. So, why did I do it? The customer had requested a meeting … Read On >
A great deal isn’t always as good as it seems when the anchoring effect makes the first price the reference point. Learning to question initial offers and research fair value can lead to better decisions at work and in everyday life.
Negotiators often fail to consider their Best Alternative to a Negotiated Agreement (BATNA) and the other side’s BATNA. Thinking through both BATNAs helps us determine how much leverage we have in a negotiation. What will happen if we can’t come to an agreement with the other party? If the alternative to a negotiated agreement is … Read On >
During an Improving Communications workshop, I asked a question that immediately had hands flying up from participants in the room: “How many of you have ever wanted to be more assertive in the workplace but didn’t know how?” It became very clear that assertiveness is a skill many people want to master. Before anything else … Read On >
Don’t lose profit by focusing on price instead of recognizing our competitive advantage. The lesson: ask the right questions to uncover and use negotiating leverage.
Communication is not always verbal. Although unconscious, the audience pays attention to body language. Speaker body language must tell the audience that s/he respects their personal space and is not negative, intrusive, or hostile. Body language (the physical elements of communication) includes: eye contact, facial expressions, posture, and gestures / movement. EYE CONTACT A United States audience translates … Read On >
Your U-V-What? A Unique Value Proposition (UVP) is something that any branding expert or sales coach will tell you that you need to craft to perfection. In its essence, a UVP is what makes your company different from any other. It can be the heart and soul of your business. Simply put, your purpose. In … Read On >