Mandel Communications Blog
Everyone has had to deal with questions that are difficult, asked in an angry voice, or just plain hostile. And, when you're caught off guard by such questions, it's easy to be thrown into a panicky state and not answer well, jeopardizing your credibility. Here's how to avoid losing your cool under pressure.
By asking better questions, your sales team can engage in stimulating and productive customer conversations. A recent book demonstrated how a lesson from the elementary classroom applies to Fortune 1000 sales executives.
While customer-driven dialogue should be the goal of every sales meeting, make no mistake: there are key “moments of presentation” during these conversations that can determine your success or failure. The best sales people know when they need to shift gears and jump into presentation mode, and they do it well because it's a skill they've practiced.
Search the internet for pipeline mortality and you’ll only get a handful of hits and not one of them will have anything to do with the sales process. But my colleague David Mears, Mandel’s Chief Sales Officer, loves to use this term. The meaning is fairly obvious – it describes the potential deals put into the sales pipeline that never close, either lost to competitors or inaction. And David believes that many sales leaders are willing to accept pipeline mortality rates that are needlessly high and costly.
It's not uncommon to talk too fast and speed through a presentation. Too often, people fill potential pauses with filler words such as, “like” or “ya know” or “um” or “ah”. But, the effect on your audience can be devastating. Instead, learn how to use pauses effectively to enhance your audience's understanding of your message and their esteem of you as the messenger.
I recently had a conversation with a former client that reminded me of how small changes in how you communicate can effect big results. Something as simple as mastering how to pause can influence how you're perceived by others and what you're able to achieve. Here's what she told me.
Employee-contributed innovation happens at every level of your organization. Are the best ideas being heard within your organization?
The two-part blog series on How to Communicate with Executives was so well-received, I wanted to write a third and final bonus post. Not to mention, Fortune 500 executives have shared so many invaluable tips with me with over the years, that it's difficult for me not to want to share them all. So, this week I'll conclude the series by focusing on (1) the use of slides when presenting to executives and (2) how to manage push back when interacting with executives.
This week, in Part II of this series, I'm going to focus on how to present yourself to executives in order to earn their respect and confidence. How do you communicate non-verbally? What's your body language saying? Or your vocal tone and volume? Here's what executives believe executive presence should look like.
In Part I of this two-part series, Steve Mandel shares two common concerns Fortune 500 executives have voiced again and again about how people communicate with them. Their concerns directly correlate to steps you can take to become a more skilled, confident, and highly competent executive communicator.
- Influencing Others Through Story; A Valuable Lesson from Game of Thrones
- Because Executive Briefings & Meetings Don't Run Themselves
- Is Your Learning at Risk of Becoming Too Convenient?
- Want Your Presentation to Be Memorable? Follow the Rule of Three
- Are Extroverts Really Better at Building Rapport Than Introverts?
- Conference Room Bullies and How to Present to Them
- Is Poor Collaboration Putting Your Digital Transformation at Risk?
- The Little-Known Secret to More Productive Meetings
- 4 Steps to Being a Better Active Listener
- Are You Your Best Self While Presenting?