WOW – what a firestorm Part One ignited. You’ll recall I suggested that your presentation, whether to a large audience, a small group or a one-on-one sales presentation, should be memorized. Realizing that would bring up certain objections/questions, I alluded to those in the article with the hope I could get to them in due…
Whether one speaks in front of a large audience, a small group or does the great majority of their presentations one-on-one, there are generally three presentation formats with which people are familiar; 1. Word-for-Word Memorized; 2. Following a general outline but mostly extemporaneous; 3. Totally off-the-cuff. Which is best? I have my definite point of…
Okay, I’m going to say something that might sound like bragging, but it isn’t: I do a really good impression/impersonation of Zig Ziglar. Audiences see me do this at virtually every live program and they laugh, nod their head, and tell me afterwards how I “sound more like Zig than Zig himself.” But, I’m not…
My friend, Paul Myers, sales copywriter extraordinaire, offers this excellent piece of communication and persuasion advice, both for the written and spoken word. He says, “The purpose of grammar is to help ensure clarity of communication. If grammar gets in the way of getting your point across, toss the rulebook out the window.” While that advice…
About 25 years ago I was a news anchor for a small ABC affiliate in Oklahoma. While there, a cute young high school senior named Stacy used to come to the station, saying she wanted to be a broadcaster. While attempting to land an internship, she made herself available to help in whatever way she…
When attempting to set an appointment with a new prospect, here’s an excellent phrase to employ at the beginning of the invite: “…you ‘may or may not’ be interested.” Why is this so effective? Because, said with confidence and emotional posture, you have just positioned yourself to your prospect as being both honest and non-pressure (both…
This series has been based upon a saying written by my Dad nearly 60 years ago: “To have a body does not make one a man (or woman). To have a child does not make one a parent.” The premise is that we judge people based on what we see, and our decision regarding their life…
In Part One we looked at a saying my Dad wrote and kept taped to the wall in his office. I remember seeing it whenever I’d go to work with him. It read: “To have a body does not make one a man (or woman). To have a child does not make one a parent.”…
We all intuitively know that people aren’t always – or even usually – what they seem to be. Or, at least, not all that they seem to be. Still, as we go about living our lives, awareness of this knowledge is typically not at the forefront of our minds. Thus, when we come across a difficult…
Was on the phone with my friend Judy, who told me she was enjoying a cup of coffee. Nothing unusual there, except that she said it was a “huge” cup of coffee. “Why so huge” I asked. “Because” she explained, “My doctor allows me only one cup of coffee per day.” 🙂 Being that is…
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