One of the things I love about facilitating our Make the Executive Connection program is what I learn from the senior executive mentors we bring in to coach and role play with participants.
One of my most memorable experiences was with an Executive Vice President of a well-known Fortune 100 company. He had a wickedly bright intelligence and razor-sharp common sense, wrapped in a folksy, homespun demeanor. And, it made for an unforgettable and transformational two-day learning experience.
Where’s the “fire in your belly”?
A highlight of the workshop took place after one of the students, a veteran account executive, had just finished a role play with the EVP and received this feedback:
"Your message got right to the heart of an important issue. Your recommendation was compelling, relevant, and valuable. What I didn’t hear or see was the fire in your belly…and if you don’t know what I mean by that, I mean your delivery lacked conviction."
I asked him to explain why conviction is something a senior executive looks for, and he had this to say:
"I was first promoted because I was really good at doing things. With each promotion, I found myself doing less and less.” Then he smiled and said, “and in my current role, I do almost nothing at all."
Can you make it happen?
As you can imagine, this got quite a laugh from the trainees — all seasoned sales professionals. Then he got right to the heart of the matter.
"I now have to depend on others to achieve the results I’m accountable for. Worrying about that can keep a fellow up at night. So when someone’s presenting an idea or recommendation to me, I’m not only evaluating the content of his or her message…I’m also evaluating the conviction of the messenger and asking myself: Can this individual make it happen?"
Message + Conviction = Results
I've never heard a better explanation of why senior executives evaluate both the value in the message and the conviction in the messenger when making decisions.
For me, it’s further proof that when the stakes are high, what you say and how you say it can make all the difference.
What does the hit on Netflix called The Queen’s Gambit tell us about how to sell in a virtual setting? Actually, something very important.
Before we break down how this show teaches us the key to virtual selling let’s look at the backstory.
Sales professionals need a mix of soft skills to be successful. While rapport building is often considered the top sales skill, listening is the most critical skill for closing sales, and building long-term client relationships.
Learn 3 crucial tips to closing sales, and why listening is the top sales skill of 2021.
Gratitude. Appreciation. Recognition. It makes you feel good. This week in the US, many will pause for a day or two to give thanks and show appreciation for the things and people we care about most. It’s no secret how appreciation benefits the person getting it—but did you know it benefits the person giving it just as much?
Discover why recognition is such a powerful tool for improving relationships and wellbeing in life—and at work. Learn how to (and how NOT to) express your appreciation to others.
People in communities across the globe are adjusting to communicating while wearing masks. As we’re all experiencing, masks present both verbal and non-verbal communication challenges.Given this, we’ve prepared 5 tips for effective communications while wearing a mask, and compiled several insightful articles from leading publications on additional best practices.
If your 2020 user conference plans were impacted by the pandemic, you’re not alone. And if, like many, you’ve chosen to move forward by converting to a virtual conference, you’ll be relying more than ever on your speakers’ skills. Share these 8 tips with your virtual conference speakers to help them prepare to impress.
It happened fast. One day you were meeting with your colleagues at the office. The next day you and everyone you work with are working in remote isolation from home. Whether you’re new to working remotely or an experienced veteran, we all need to raise our virtual collaboration game to not only make this new reality work, but to make it work really well. Read on to discover seven practical, high impact tactics you can implement right now to ensure the success of your virtual meetings.
Learn how making a few smart, yet simple, changes to your email can improve your odds of quickly getting the response you need.
TED Talks have become a go-to example for how to give an engaging presentation from the big stage. They can be informative, inspiring, and often incredibly entertaining. But is the TED Talk format right for a business presentation delivered in a conference room? Probably not — but the skills used by TED Talk presenters definitely are!
Learn how to identify what goes into a successful TED Talk and how to make those skills work for you in your everyday business presentations.
Learn Mandel’s 3-step model for skillfully responding — not reacting — to tough questions with confidence and ease.
Admittedly, I've struggled to find a reliable way to help people reduce their public speaking anxiety, despite years of trying. I’ve advised people to do just about anything I could think of that might help, e.g., breathing, meditation. While I haven't found the thing that works every time for every person, there is one technique that seems to be more effective than most. Even if you've already found something that works well for you, this technique is worth trying out.
- Leading a Virtual Team Means Doing Things Differently
- Are You Really Listening?
- 4 Listening Tips for Improving Your Virtual Meetings
- The Irresistible Power of Stories in Virtual Selling
- The Top Sales Skill for 2021!
- Top Virtual Communication Mistakes – and How to Overcome Them in 2021!
- Tell a Story. Close a Deal. Even on Zoom.
- Throwback: Why Appreciation Matters in Life and at Work
- Tips for Communicating Effectively While Wearing a Mask
- Five Tips From a Virtual Meeting Producer