Before confronting someone you want to persuade to take a different view of the world whether it’s your parents, or a key customer or supplier: take a deep breath. Most people have fallen into the speed trap when wanting to influence someone else and jumped in too quickly without really preparing their message.
Read MoreNot long after publishing the last Blog, Flatlining: Senior managers does your presentation have a heartbeat? my phone rang. Jo Madden, HR Manager from one of our best customers was on the line. “In presentations, another way to look at adding emotion to logic, is to adding right-brain thinking to left-brain thinking”, said Jo. That was another interesting perspective on Flatlining...
Read MoreSenior managers often ask us to review critical presentations. These presentations may be critical because of who they are being presented to: directors, head office, best customers or important prospects. Or presentations may be critical because of what is being presented: winning the sales is budget-critical or convincing the audience is career-critical...
Read MoreAn envelope arrives, a letter inviting you to a two-day strategy session for your department. What’s your reaction? Based on our experience, you will probably ...
Read MoreDuring one session with a client, on a flip chart we summarized the pressures acting on their buyer:
Given these three pressures— more results, less time and more problems— our client must ...
Read MoreWhen consulting, clients often ask when should I negotiate with my best customers?
To answer this question we ...
Who are the customers you can’t afford to lose? Often they are those customers who ...
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