Marketing

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   →

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,   →

Who would you trust to sharpen your presentation skills?

Is presentation skills training a waste of time and money? Sadly, most of the time it is. Presentation Skills courses have attracted some opprobrium because they can be ‘same old, same old’ – routine trudges through PowerPoint slides and cliché-ridden accounts of platform skills. And soon afterwards people return to what they were doing before.   →

Making good contact with your audience

It was the Final of the annual Anglo-Irish public speaking contest. A long-standing Toastmaster with a good record in these contests took to the stage, and the largely Irish audience pulsed expectantly. It was a brilliant text, full of clever linguistic jokes, puns and even verbal pictures. But one minute into the speech, the audience’s   →

The 5th Level of Competence

I was talking to a Sales consultant recently, and he was asking me about my special skills. It’s a conversation I have had before, when I was exploring the skills of a friend or colleague. Now the boot was on the other foot. At some point I said, “I don’t know what I know.” I   →

What’s the 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,   →

What exactly is Database Marketing?

Small businesses don’t always have a Marketing Plan. And when someone suggests Database Marketing, they often ask:”What the heck is Database Marketing?” or, if they know what it is, “Isn’t Database Marketing only for the big boys?” The answer is No. You do not need an expensive system to set up a Database. You can   →

How to avoid some common mistakes in email

As you know, these days much of our business correspondence is conducted by email rather than the conventional ‘snail mail’. Unhappily, certain conventions have been lost or overlooked in the process, and can get in the way of doing business, especially when there are cultural differences involved. TYPICAL PROBLEMS: • Sloppy layout • Poor spelling   →