Posts Tagged ‘Sales Presentation Skills’

Presentation Skills: Turn A Negative Person Around

Friday, March 9th, 2012

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Listen in as Anne shares her presentation skills insights when a negative person is in the audience.

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Leadership Development: The Great Trust Hoax…

Wednesday, February 15th, 2012

Is trust given or earned?

When ever I ask that question, the most common answer I hear is, “it is earned.”  But when I ask that leader, when you first held your new born baby did you think, “earn my trust” or did you just “give the trust” and hold yourself accountable to teach trust.

Every time the answer is, “I gave my trust.”  By nature we give trust easier to kids and babies then we do to adults.  My position is give trust but validate.

So as a leader it is your responsibility to build and uphold a trustworthy team. If you don’t have a trustworthy team, you need to look at what you are doing that is allowing the team to operate on a lower standard.

Here are some things you can do to help your team be high in the trust and accountability department:

  1. What you tell one is what you tell all.  If the team hears mixed messages they begin to doubt both the message and the messenger.  This starts to create a divide in your team as to how they view each person on the team AND that person’s position with you.
  2. Help people let go of the past.  If you have negative emotions or situations in the group you need to address them immediately and help others to overcome those.  Andy Andrews says, “Forgiveness is a decision not an emotion. One you decide to forge, your emotions will follow your decisions.”
  3. Once emotions/situations have been cleansed as a team, do not let ONE incident or comment about them pass.  If you do you have just allowed all the good work to go down the drain and the wound is now reopened.
  4. Find out from the team if there are other things you are doing that erodes trust.  Many of these I find are happening for logical reasons with no malicious intent.  For example, one executive we worked with constantly went to Paul in his company whenever a new project came up.  Well, resentment built that Paul always got to work on the plum projects.  What the leader failed to tell the group was the Paul’s forte was in seeing and creating a clear flow of project alignment so that more could get done by the team with less time being taken by everyone.  He had actually increased the productivity of the team by over 20% with his methods but that never got shared with the team.

So as a leader, I encourage you to give trust and then help people live up to that trust by executing at a high level.

Learn more about the Outcome Focus® Leadership Development Training by contacting Paul Cummings at 952-921-9421


How can I get information from customers when they feel we are infringing on the way they have always done things? How do I get them to see they need to share for the good of everyone?

Wednesday, December 14th, 2011

The bottom line is that most customers do not like sharing information because they’re not sure how you will use it. So your job is to make them 100% comfortable and confident in how the information will be used as well as why it’s a value for them to share.

The worst way to get information from customers is to start by asking them questions. Most interaction I see people have with customers follows the typical pattern of a flat statement followed by a series of questions. It goes something like this: “We’re looking at a new way to process claims, so I need to ask you some questions. Do you process claims in batches?” Now with each question you ask them, they will answer hesitantly and rarely will they give you the complete information. Why? Because they don’t know how you’re going to use the information and they don’t want to have it come back to bite them.

The first thing you need to do is give them the complete roadmap of what you will be talking about and how it will benefit them.

Once you have given them this roadmap, that will give them the confidence to openly share information. If you ever feel a client isn’t sharing information, it’s telling you that they do not feel comfortable with how the information will be used. So as soon as you sense that, stop the conversation and paraphrase for them why you’re asking the question and how you will be utilizing their answers.

Register to watch the Strategic Presentation Video Series, it’s free…

Developing A Better Understanding Of Each Manager’s Agenda

Monday, December 12th, 2011

When you are conducting a large group meeting and you know there are multiple personal agendas, it is your job to get each agenda to flow into your main area of focus.

So you may say, “Today’s meeting will focus on how we can streamline our departments. In order to do that, we will look at what is working right now, what is not working, and what needs to change. So let’s take a moment to look at some of the concerns and needs each of us might have and see in which of the three categories they fit. Then we’ll try to go through and make sure we address all of the issues.”

Make sure you correlate each manager’s agenda into the main group’s focus for that meeting. Anything that does not fit within the main focus, table for later discussion. This will ensure that your meetings are focused, proactive, and easily understood by all participants.

Register to watch the Strategic Presentation Video Series, it’s free…

Drawing in your audience and make them interactive

Wednesday, December 7th, 2011

The number one way most people like to draw their audience in and become more interactive is by spontaneously asking questions of people in the audience. I don’t recommend doing that for the following reason. In the first eight to ten minutes of your presentation, an audience is trying to find out how what you are saying matters to them. So you should spend that time talking to your audience. If you need to ask a question, ask them one they can answer by simply raising their hands. Demonstrate this at the front of the room by raising your hand as you ask the question.

If, in the middle of your presentation, you want group interaction, make it comfortable for them by doing the following:

1.  Ask them to turn to their partner and do an activity such as answering the question you ask, sharing information, or doing an activity.

2.  Then have them turn to someone else in their group to repeat the exercise. This gives them confidence that they’ve already stated their thoughts or opinions to one person and it’s been received well; they have now shared it with a second person and it’s been received well, so sharing in front of the room won’t be as scary.

3.  Then ask them to pull together as a big group and share some of the answers. Write them down on a flip chart. This promotes high audience involvement because you’ve lowered the risk for the audience to be involved.

You need to be willing to go where the audience needs to go. Don’t be tied to your visuals for your presentation. Instead, be tied to your audience and what you are trying to achieve with that audience.

Register to watch the Strategic Presentation Video Series, it’s free…