- Oct 9, 2014 - 6:21:42 PM
As the salesman entered the boardroom, he
knew this meeting had huge implications for him. This prospect would be
the largest client in his company’s history and the revenue from this
one client would exceed what they were currently earning from his entire
portfolio. Winning this account would place him in a new income
He opened his
presentation like this, “I don’t know much about accounting, that’s
John’s field of expertise, I am not well versed in engineering, that’s
Steve’s area.......” and he went on to cite each decision maker’s
He said, “I am
here to learn.” In an instant you could feel the energy in the room
shift as all resistance dissolved. He was no longer the typical salesman
there to push his own agenda. He was simply a student of their business...
How to ask for a raise during seemingly tough economic times
- Oct 2, 2014 - 11:57:49 PM
people feel some anxiety about asking for a raise during the best of
times, let alone when it seems things are not so great economically.
However, if you feel you deserve more money, be direct and make an
appointment to speak to your boss about a salary increase. Good
employees are the key to keeping the company afloat during tough times.
down and rehearse what you want to say. This will help you to be
succinct. You don’t want to ramble. Knowing what you want to say will
increase your confidence.
Include all the areas in which you are an asset to the company...
Talking Tips for Educators
- Sep 25, 2014 - 5:52:45 PM
Here are five talking tips for some of the most influential people in our society, teachers.
Your voice is your most important tool; use it to engage your students.
If you are monotone, it may convey that you are not enthusiastic about
your topic, so you will never be able to get them excited.
confuse volume for pitch. Female teachers should be conscious of their
pitch. You need volume to be heard, but a high pitched voice can be very
irritating. Volume comes from air supported by your diaphragm. A high
pitch sounds like you are pushing sound through the top of your head,
try imagining you are pushing your voice through your chest for a more
practice your best diction and enunciation with your students. You will
be easier to understand, especially if you have a foreign accent...
- Sep 11, 2014 - 5:03:35 PM
Our subconscious mind
is a much stronger communicator than our conscious mind. Have you ever
experienced trying with earnest to communicate a message to get what you
want, only to receive the exact result you were praying you wouldn’t
get? Studies in varying disciplines including, science, the metaphysical
and even spiritual all agree that we don’t necessarily get what we want
or hope for, but we get what we subconsciously expect.
our experiences are simply a reflection of our belief systems and what
we allow to permeate our minds. A simple example, someone who has been
repeatedly rejected after interviewing for several different jobs can
easily begin to believe no one wants to hire them. What then happens as
they continue to go on job interviews? They may get super excited about
the opportunity, they may practice giving all the right answers...
Secrets to Sounding Polished
- Sep 5, 2014 - 11:17:00 AM
Many people want to
sound more polished when they speak, but sometimes it is difficult for
an individual to know exactly what they need to do to achieve the sound
that they admire in others.
of the things I am able to do for my clients is to pinpoint exactly why
they may not sound they would like. I find that there are a few common
habits that deteriorate the way we sound. My clients find that by
implementing a few simple changes their speech not only becomes cleaner
and clearer, it improves the overall sound of their voice. You will find
that if you dissect the speech of those you enjoy listening to they
probably naturally implement the following linguistic sounds...
Sometimes the best form of communication is silence
- Aug 1, 2014 - 2:08:23 PM
In a recent
session with a one-on-one client, we were talking about her compulsion
to correct and straighten people out. She is a brilliant woman who is
analytical by nature, reads a lot and thinks fast. She shared how
annoyed she sometime gets when people make statements that are contrary
to known facts, mispronounce or misuse words. So, she felt that her duty
was to stop people and let them know the error in their statement. I
could totally identify with her, because at one time I too suffered from
the same impulses. I felt to rectify another’s errors was a wonderful
service to offer.
eyes were opened many years ago after reading Dale Carnegie’s How to
Win Friends and Influence People. He talks about allowing others to save
face. He encourages us to stop and think before we offer our brilliance...
Professionalism is about being appropriate
- Jul 10, 2014 - 12:42:25 AM
It is not
uncommon for employers to think-- if they hire people who are friendly
there is no need to invest in customer service training. Erroneously,
some employers believe hiring pleasant staff is all that is needed.
Sourcing naturally friendly people for your front line is very
important; however this is only the first step in ensuring your
customers have a great experience.
cannot tell you how many times during my workshops I have witnessed
“polite people” give their best effort, only to demonstrate their honest
ignorance of what is acceptable and unacceptable. Training helps to
create self awareness, which is an important key in delivering
Making the Most of Your Training Dollars
- Jun 26, 2014 - 2:09:06 PM
If you are an
employer spending money to equip your team with the skills necessary to
compete in an ever evolving marketplace, be sure to make the most of
your training dollars to get the highest ROI (return on investment)
possible. Here are some things you can incorporate.
Frame the training, so everyone understands the context of the new
information. How does the task or new behavior affect the organization,
the client and the person performing? Too often employees are
disconnected. Without proper understanding of ‘the why’ they are less
likely to implement or their performance may be rote. Rote behavior
creates problems when a circumstance or condition differs slightly.
Create a stronger presence in the boardroom
- Jun 20, 2014 - 12:30:34 PM
Oh the boardroom, it
can be a daunting place. We gather around the table and there always
seems to be one or two people who dominate the meeting; then there are
those one or two who you forget were there. If you want to be seen as a
leader, you can’t afford to get lost in the boardroom. Here are some
things you can do when you go to your next meeting that will help you to
create strong presence.
Firstly, remember everything
communicates, so your body language is important. Research has shown
that people with strong presence actually take up more space in the
room. They stand taller and use their body to let you know they are
present. Visualize what you do with your body when you don’t want to be
seen. We tend to hunch our shoulders, tuck our heads and look down
hoping no one will notice us...
Building Your Brand
- Jun 12, 2014 - 8:36:58 PM
How do you communicate your
personal brand so that others get it? There is a lot of talk about
branding yourself. What does it mean? Your brand is your unique selling
proposition. In other words, it is a culmination of your values, skill
set, talents and abilities that are easily identifiable and make you
stand out from everyone else.
work with people who struggle to differentiate themselves in the
workplace. Being good at what you do is not enough. The ability to
communicate what you bring to the table on a consistent basis is what
will distinguish you from the pack.
Here are five things you can do to help you to solidify your branding in the eyes of your coworkers, seniors and clients:
Use Your Body Language to Become More Powerful
- Oct 24, 2013 - 12:41:17 PM
have discovered that what you do with your body can actually configure
your brain. For example studies have shown that when we smile we
actually feel happier. Even if you force the smile by holding a pencil
between your teeth, this can affect your hormones and increase feelings
Research has found that powerful people use similar
non-verbal behavior. They stand taller, push their chests out, plant
their feet firmly and take up more space. Think of when an athlete wins a
race, they spread their arms and hold them high. It is an expression of
Now contemplate the opposite, what do you do with your
body when you are feeling insubstantial or have relinquished your
command to someone else?
- Oct 17, 2013 - 1:22:14 PM
criticism, call it what you may. If you want to grow, learn or get a
better understanding of how you are perceived by others you have to
place value on feedback.
Without feedback we would live in a
vacuum. This stunts growth, improvement and innovation. The same way
feedback is what causes organizations to improve their processes,
products and services; it can help us as individuals to improve our
However, sometimes it is difficult
to accept a critique. Studies have shown that negative commentary is
significantly more impactful than praise.
Communicating with Difficult Customers
- Oct 10, 2013 - 4:16:18 PM
Every business is
susceptible to situations where an error on the company’s side may be
the catalyst for an unhappy customer or client. Sometimes simply being
in business will subject you to personality types that are difficult to
Keep in mind that the objective is to preserve the
professional relationship even if you are unable to give a ranting
customer exactly what they want. Your approach can help to bring the
desired outcome if you apply savvy and finesse.
Here are five common mistakes when dealing with difficult customers.
Talking Tips: Aggressiveness vs. Assertiveness
- May 31, 2013 - 2:25:52 AM
Everyone wants what
they want, that’s human nature. However, the way we go about to getting
what we want makes a world of difference. The difference is in the
energy that we use to propel us to our destination. Aggressiveness is
self-centered. It focuses on getting what we want by any means
necessary. If it requires, hurting or stepping on others, so be it.
Aggressiveness comes from a mindset of scarcity, in order for me to win,
you have to lose.
Aggressive person can be harsh and treat
others with disregard because they are driven by personal success even
if it is at the expense of others. Aggression is fueled by insecurity
not confidence, because an aggressive
Talking Tips - Professional Charisma
- May 15, 2013 - 11:51:42 PM
What many professionals lack is what I call Professional
Charisma. Professional Charisma has two components.
Professional refers to
presenting yourself in a way that conveys you can be taken seriously.
It is a demonstration of competence, work ethic and a decorum that is
Charisma is the element
that makes you personable in a way that moves others to want to work
Amazingly, simply being good at what you do is not
enough to excel in today’s competitive environment. Forbes published
a study by the Carnegie Institute that revealed only 15% of our success
in business is determined by our technical skills. A whopping 85% of
our success is determined by our communication skills, ability to lead
others and our personality.
Becoming a Good Conversationalist
- Apr 8, 2013 - 12:17:36 AM
If you absolutely hate
being in situations that require you to ease awkwardness with insincere
chit chat, you are not alone. Online polling company Amplicate recently
found 78% of their participants feel the same way. Some see small talk
as meaningless conversation with people they could care less about and
have little in common. However, in social/business settings small talk
is how we build relationships, make valuable connections and let people
know what we have to offer. Like it or not the better you are at making
good conversation the more doors open up to you. The good news, you can
acquire this skill.
Don't Force Influence
- Mar 28, 2013 - 2:00:28 PM
If you are trying to
influence someone to your way of thinking, you first have to try to
think the way they do. In other words, you need to try to see the world
or situation from their point of view.
It’s easy to insult or
criticize another person’s perspective. Sometimes it even feels good to
articulate our brilliance at another person’s expense.
if you want to win someone over to your point of view on a matter, it is
doubtful you will be successful by insulting them. People naturally
take offense when someone tries to push their point of view down their
throat and tell them they are wrong. As a matter of fact, if someone
feels disrespected, insulted or bullied;
Using Formal vs Informal Speech at Work
- Mar 21, 2013 - 2:30:35 PM
Many languages have two forms; the
standard and then a variation of colloquialism, dialect and slang which
is indigenous to specific regions and groups of people. In the Bahamas,
though we speak English, we have our own dialect and colloquialism that
we as a people recognize as part of our Bahamian culture. Our unique
accent and phrasing is what makes our speech colorful and expressive.
Dialect is an important part of culture; it connects us and creates
a feeling of familiarity.
What we do have to keep in mind is
dialect is defined as
nonstandard spoken language, which
indicates it is not best suited for the workplace. For example if you
go to the beach in a pair of cut off shorts no one would think...
Good intentions is no substitute for proper training
- Dec 30, 2011 - 12:45:19 PM
It is not uncommon for employers to
think that if they hire people who are nice and polite, there is no
need to invest in customer service training. Erroneously, some employers
believe that if they hire pleasant staff, that’s all that’s needed.
Sourcing naturally friendly people for your front line is very important;
however this is only the first step in ensuring your customers have
a great experience.
I can’t tell you how many times during
my workshops I’ve witnessed “polite people” give their best effort
only to demonstrate their honest ignorance of what is acceptable and
unacceptable to say. Training helps to create...
Five ways to improve your power to influence
- Sep 15, 2011 - 2:31:05 PM
If you are in a position that requires
you to get the cooperation of others you will be able to perform more
effectively if you increase your ability to influence others. Here are
Developing rapport is crucial
when you are trying to sway others to be receptive to you and your ideas.
Rapport comes easily when you can find areas of common ground. Once
someone feels that you are more like them they begin to let their guard
down and more open to what you say.
Learning to skillfully phrase questions
can be a powerful tool. Always phrase your question to get the answer
you want. For instance, as a manager instead...