A key tenet of sales is to make it easy for your prospective customers to buy from you. Making the process too convoluted, it’s believed, increases the likelihood that the buyer will become confused or frustrated and ultimately opt out of the buying process. The same...
Read More
You chose to be a consultant so you could help people overcome obstacles and achieve their objectives, and that’s a worthy and lofty goal. But, if you’re like many consultants (dare I say most consultants), you struggle to consistently acquire high-quality, high-paying clients. So, what do...
Read More
Your heart pounds. You breathe faster and harder. You begin to sweat. Your blood pressure increases. Your face gets flush. Your mind seems like it's going a mile a minute and can't stop. You forget what you're going to say. Do any of these happen...
Read More
Warren Buffett, Bill Gates, and Richard Branson each point to public speaking as the most valuable business skill for building a career. Going even further, Buffett, the billionaire investor and chairman of Berkshire Hathaway Inc., whose every investment is analyzed and scrutinized, has stated that...
Read More
When you’re developing a presentation, there’s no doubt that you give thought to the words you will use to convey your message. But how often do you consider when you’ll pause during your talks? My guess is seldom, if ever. Hopefully, that will change after...
Read More
Whether you’re presenting in meetings, in court, in sales situations, or on stage, it takes your audience just a few seconds to assess your level of confidence. How would they rate yours? It's important they rate it high. To help accomplish this, let’s look at...
Read More
How many times have you delivered a presentation and known that people were not engaged? Demoralizing, isn’t it? Well, there are numerous elements you could add, delete, or change to make your presentations more compelling. To get you started, here are three techniques that will...
Read More
It was obvious that Anthony was frustrated. He leaned forward in his chair and said, "Peter, I know my job. I know the numbers. I know what we need to do to reach our goals. Why does it seem like no one understands what I'm...
Read More
(This article originally appeared in the Providence Business Journal, June 19, 2020.) When we first turned to videoconferencing in the early days of the stay-at-home orders brought on by the pandemic, most of us figured it would be short term. We did not take the format,...
Read More
You have a tremendous product/service that addresses a current or upcoming problem. You are the person/team to build the company that provides the solution. However, if you cannot convincingly convey this information, the odds are that you are not going to get others to help/fund...
Read More