How good is your telephone selling technique?

The argument rages about cold calling, and I must accept that some will continue to do it. If it works for you, that’s good, but for most sales people it yields poor results. That’s partly due to a faulty mindset and partly because of poor telephone selling technique. Starting with the mindset, let me ask   →

15 Tips to help you get what you want

Negotiation isn’t about winning and losing. It’s about both sides feeling there was some progress, with both being better off than before. For example, gaining good will may be as important as gaining concessions. Negotiation is a PITI-ful process that takes place within a web of tension. The important factors are Power, Information, Time and   →

The headline can make a B-I-G difference

Advertising gurus like David Ogilvy and others have long maintained that the headline is worth 90% of your advertising spend. It has also been written that a change of headline can produce an uplift of up to 10 times the previous level of response. As a direct response copywriter, I believe implicitly in testing, so   →

Don’t make them say, “Get on with it!”

Recently I have watched a number of American How To videos on YouTube, and noticed a common trend that occurs also in American sales letters and motivational speeches. It’s a reluctance to get to the point. One video was about improving your singing voice. That was the promise in the title. It opened with a   →

8 Essentials for a Presentation Worth Hearing

There are eight important ingredients in a successful presentation, indicated by my acrostic, OH AM I SAD (which you will be if you don’t do something like this). O: Outcome or Objective.  Start with the end in view.  What do you want people to do when you have finished?  Write it down. H: Hook.  Sometimes called the Grabber.  It’s something that you do or   →

Wouldn’t you like to have the Voice of Leadership?

What makes you a ‘must have’ in your business sector? How effectively are you putting that across? Send for your free e-book: The Voice of Leadership The American Management Association states that no matter how compelling the vision or how brilliant the strategy, without leadership communication there is no execution. Your great ideas, your grand   →

Open up your creativity

What is Creativity? It is the ability to solve a problem, see something that others do not see, represent a commonplace thing or notion in a new or novel way. It is the ability to spot an ‘angle’ – some unexpected or beneficial attribute that has the potential to produce a desirable outcome. It does   →

Let me tell you a story …

Make a point, tell a story; tell a story, make a point. That’s an easy enough mantra to follow in speeches and presentations, but what kind of story should you tell? The three factors that work in story telling are: 1. They illustrate the point and are easy to understand and remember 2. We are all conditioned,   →

Consider the way you sound

Listening to Classic FM as I work, I have become increasingly conscious of the effect of a change of sound.  The music itself creates a mood that could be jolly, contemplative or simply relaxed.  But there are interruptions.  Three in particular. The first occurs when the tuning on the radio dial slips.  This creates a   →

Two nations, common language?

Americans have an interesting way with the English language, and their use of understatement is sometimes misunderstood. On LinkedIn, someone asked a group if anyone had experience of training virtually. One person replied: yes, I have both coached people virtually as well as conducted webinars. Is there something in particular I can share with you?   →