When transforming your house into a dream home, talk to three architects. When getting heart surgery to transform the quality of your life, talk to three surgeons. And to transform your sales presentations, talk to three consultants. I have three… Read More »Sales Training: The Five Don’ts of Sales Presenting
I occasionally hear from clients that they don’t want to change their style as presenters. The implication is that any behaviors I recommend that are outside their range of normal will be artificial and ineffective. They just want to be… Read More »Presentation Coaching: Presenting Outside the Comfort Zone
Last week, in New Jersey, Denver, and New York City I ran into the exact same problem in three different industries–a consulting firm, a pharmaceutical company, and a hedge fund. The problem was this: People were having trouble beginning their presentations so that… Read More »Scientific and technical presentations
I attended the World Health Care Congress in Washington and saw some remarkable presentations. Here is a brief synopsis from my notes. 33% of health care costs in the USA are cardio-vascular; 20% cancer; 11% diabetes; and 10% obesity. Does this mean that if… Read More »Effective Presentation Skills: Health Care Presentations
Let’s think of the mind of an audience as having two basic types of material–old impressions and memories of events actually experienced, and imaginative rearrangements of parts of these actual experiences which never really existed. For instance, remembering how your uncle looked when he… Read More »Presentation skills as personal development
One of my consulting firm clients came to me with a problem that surprised me. Although they hire the most accomplished students from the most competitive colleges and B-schools, the firm is concerned about their unwillingness to speak up at… Read More »Speaking Anxiety: The Conference Room Comment