Mandel Communications Blog
In the business world, people and events seem to move faster than the speed of light. You've barely completed one task, when five more appear needing your attention. And, they were all due yesterday! Given that you can't stop the earth from spinning, or time itself, here are a few things you can do to keep your communications efficient and relationship-positive amidst the chaos.
Do your slides make you seem outdated? I can’t remember the last time I gave a presentation using the old 4:3 aspect ratio. When your slides are in the 16:9 aspect ratio, your audience is likely to perceive higher production values and a more modern presentation, which all reflects back positively on you—the presenter. Here's why the 16:9 ratio is just plain better.
Speaking to a big audience can be intimidating. Often, bright lights are shining in your eyes, the stage is huge and elevated above your audience, and the stakes may be very high. The pressure is on! At last month’s Cisco Live event, we provided coaching around the unique challenges of speaking to large audiences. Here are a few of the tips we shared for tackling these challenges.
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.
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