I just got back from a meeting in Tampa. Following the meeting, a group of us went to the hotel bar to continue the conversation.
Guess what happened instead?
Everyone sat “playing with” their iPhones and BlackBerrys! What little conversation there was revolved around the latest apps.
Somehow, with the need to communicate quicker, and more easily, we seem to have lost the art of the conversation.
You know … actually talking to people.
When I think of the time it takes to post a tweet on Twitter, send an e-mail, or to update a Facebook page, I also think about how many people we could have actually spoken to, if we just picked up the phone.
What’s happening in our workplace when colleagues who work next to each other end up texting instead of getting up to chat face to face?
What does that say about interpersonal communications? Is this really a way to build a relationship?
Believe me, I am a proponent of using the latest social networks -- check me out on LinkedIn, Twitter, Facebook and Naymz – but NEVER in lieu of meeting people for coffee, or phoning someone and having a real conversation.
Business particularly is all about the connections you make – and these are much more effective when done face to face.
Reading words on a screen, even with a video and/or audio element added, is and never will be the same as having a real dialogue in person.
Many times there are subtle nuances to communication and body language that “speak” far greater than actual words. How does this non-spoken “conversation” get conveyed online?
In the search to expand our networks, I truly believe that something is being lost.
I would love to hear your thoughts on this.
Showing posts with label communicating. Show all posts
Showing posts with label communicating. Show all posts
Tuesday, November 3, 2009
Friday, October 16, 2009
The Selling Stool: 3 Key Elements to Sales Presentations
Product knowledge and selling skills are only two legs of the stool when it comes to successful sales presentations.
The third key is the ability to communicate your ideas effectively, and at the same time read the messages that your audience (buyer) is sending in response.
In other words, you need to master the art of walking and chewing gum at the same time!
The most effective salespeople pay attention to the signals that are being sent – theirs and others.
These winning sales professionals don’t go onto autopilot with their prepared pitch.
So, what are some things to watch for?
Positive cues from the person or people to whom you are presenting:
•Direct eye contact
•Open body language
•Forward lean
•Upward turn on the corners of their mouth
Here are some negative signals to watch carefully for:
•Tension in the eyebrows
•Closed off posture
•Limited eye contact
•Pursed lips
You can’t assume that people are hostile to your ideas just because they have their arms crossed. After all, they may just be cold.
However, if their arms are crossed, look for other signals as well that might indicate hostility, disagreement or closed thinking.
Typically, in a selling situation, the “buyer” says so much without even saying a word.
The question is, are you so busy talking, that you aren’t listening to what is -- and isn’t -- being said?
It may seem trite, but there is a reason we have two ears!
The third key is the ability to communicate your ideas effectively, and at the same time read the messages that your audience (buyer) is sending in response.
In other words, you need to master the art of walking and chewing gum at the same time!
The most effective salespeople pay attention to the signals that are being sent – theirs and others.
These winning sales professionals don’t go onto autopilot with their prepared pitch.
So, what are some things to watch for?
Positive cues from the person or people to whom you are presenting:
•Direct eye contact
•Open body language
•Forward lean
•Upward turn on the corners of their mouth
Here are some negative signals to watch carefully for:
•Tension in the eyebrows
•Closed off posture
•Limited eye contact
•Pursed lips
You can’t assume that people are hostile to your ideas just because they have their arms crossed. After all, they may just be cold.
However, if their arms are crossed, look for other signals as well that might indicate hostility, disagreement or closed thinking.
Typically, in a selling situation, the “buyer” says so much without even saying a word.
The question is, are you so busy talking, that you aren’t listening to what is -- and isn’t -- being said?
It may seem trite, but there is a reason we have two ears!
Monday, October 5, 2009
Bottom-Line Speaking for Presentation Skills Success
Give people conclusions they can walk out the door with, not a lot of details.
This is what Jack Welch used to say, when he headed up General Electric.
This is also what I say when I coach people about presentation skills.
You can’t be too specific when sharing information.
Most decision makers don’t have a lot of time to wade through data. They are paying others to get the data, and just want to be told your recommendation or their call to action.
Often, the tendency when speaking is to get bogged down in the technicalities, which most people don’t understand (or even care about!).
You will be perceived as a leader if you keep a presentation at the 100,000-foot level – then be able to answer questions that go beneath that.
Answer these three questions:
What?
So what?
Now what?
Truly effective speakers always keep their focus on the last two.
This is what Jack Welch used to say, when he headed up General Electric.
This is also what I say when I coach people about presentation skills.
You can’t be too specific when sharing information.
Most decision makers don’t have a lot of time to wade through data. They are paying others to get the data, and just want to be told your recommendation or their call to action.
Often, the tendency when speaking is to get bogged down in the technicalities, which most people don’t understand (or even care about!).
You will be perceived as a leader if you keep a presentation at the 100,000-foot level – then be able to answer questions that go beneath that.
Answer these three questions:
What?
So what?
Now what?
Truly effective speakers always keep their focus on the last two.
Tuesday, September 29, 2009
E-mail: A Critical Communication Tool if Used Correctly
Over the weekend, I had some repairs that had to be done at home. I pulled out the trusty toolbox, and as I moved from project to project, I had to think about which tool would be most effective.
Midway through my project, I had an epiphany: How similar is what I’m doing at home to what happens at work – picking the right tool for the right activity?
Let’s say I have feedback to give a colleague or direct report. Should I see him or her, if possible; or is it OK to e-mail the person? If I have data to report, should I call the person, put it in writing, or send a quick e-mail?
If I want to thank someone for something he or she did to help me -- a much more personal type of communication – do I send a handwritten note or an e-mail?
Just because we have incredible communication tools – like e-mail – doesn’t mean we always should use them … or possibly abuse them.
E-mail shouldn’t be used for sending long messages, discussing confidential information, or distributing negative news, or sending complicated policy changes.
E-mail also shouldn’t be used in lieu of having face-to-face time.
Even if you do choose the right tool, you need to use it properly. Over the weekend, my husband was slicing potatoes using a mandolin -- a great kitchen tool.
Unfortunately, he didn’t anchor it properly, and ended up slicing his finger. Not good for a dentist!
The same is true with e-mail. It is so easy to use, that we frequently throw caution to the wind when using it.
Be sure to pay attention to both the tone and accuracy of all e-mail messages. You don’t want to appear to be abrupt or sloppy.
The cost of e-mail mistakes, abuse, and misuse, can be great.
So, just think of e-mail as one tool in your communication toolbox, and use it carefully and selectively.
Midway through my project, I had an epiphany: How similar is what I’m doing at home to what happens at work – picking the right tool for the right activity?
Let’s say I have feedback to give a colleague or direct report. Should I see him or her, if possible; or is it OK to e-mail the person? If I have data to report, should I call the person, put it in writing, or send a quick e-mail?
If I want to thank someone for something he or she did to help me -- a much more personal type of communication – do I send a handwritten note or an e-mail?
Just because we have incredible communication tools – like e-mail – doesn’t mean we always should use them … or possibly abuse them.
E-mail shouldn’t be used for sending long messages, discussing confidential information, or distributing negative news, or sending complicated policy changes.
E-mail also shouldn’t be used in lieu of having face-to-face time.
Even if you do choose the right tool, you need to use it properly. Over the weekend, my husband was slicing potatoes using a mandolin -- a great kitchen tool.
Unfortunately, he didn’t anchor it properly, and ended up slicing his finger. Not good for a dentist!
The same is true with e-mail. It is so easy to use, that we frequently throw caution to the wind when using it.
Be sure to pay attention to both the tone and accuracy of all e-mail messages. You don’t want to appear to be abrupt or sloppy.
The cost of e-mail mistakes, abuse, and misuse, can be great.
So, just think of e-mail as one tool in your communication toolbox, and use it carefully and selectively.
Monday, September 14, 2009
Accountability: 5 Keys to Manage Success
Last week, I presented a program in Arizona called “Accountability: 5 Keys to Manage Success (Yours & Others).”
The audience was leadership and management professionals from a luxury, private country club.
This is a different audience than the corporate types who I typically work with. That being said, the issues are always the same.
There are people who need an attitude adjustment (one of the topics covered).
There are organizations that don’t do regular performance appraisals/discussions, which creates a disconnect with employees -- and often less than stellar results.
Behaviors impact all relationships, and your reputation.
So often, it is the smallest behavior gaffes that create problems within a team, company, or with customers.
And, in this current climate of financial uncertainty, the willingness to demonstrate courage is more critical than ever.
Finally, the willingness to put things into perspective may change how you look at life and work.
If you have thoughts on any of these five “keys” for managing your success and others – let me know.
The audience was leadership and management professionals from a luxury, private country club.
This is a different audience than the corporate types who I typically work with. That being said, the issues are always the same.
There are people who need an attitude adjustment (one of the topics covered).
There are organizations that don’t do regular performance appraisals/discussions, which creates a disconnect with employees -- and often less than stellar results.
Behaviors impact all relationships, and your reputation.
So often, it is the smallest behavior gaffes that create problems within a team, company, or with customers.
And, in this current climate of financial uncertainty, the willingness to demonstrate courage is more critical than ever.
Finally, the willingness to put things into perspective may change how you look at life and work.
If you have thoughts on any of these five “keys” for managing your success and others – let me know.
Thursday, August 27, 2009
Are All Presentations Created Equal?
I just facilitated a customized presentation skills program for regional sales managers of a very large medical device company.
Their objectives were to understand the differences and similarities between these types of presentations:
management vs. leadership
formal vs. informal
informative vs. persuasive
face to face vs. phone, web, etc.
The irony -- although they are different, the bottom line is the same.
All types of presentations have two things in common:
1) A message to structure and develop to achieve a result
2) Delivery that engages the audience members and accomplishes the goal
Is it possible to give presentations that are a combination of management and leadership, informative and persuasive?
Yes.
It comes down to what you want that audience walking away knowing, doing and feeling.
Should you prepare less because it’s informal?
Not really.
It’s always respectful to your audience (be it one or many) to be clear about your objectives and to deliver the message with clarity and enthusiasm.
In future blogs, I’ll get more specific about the differences and similarities between management and leadership presentations, and ways to be effective while presenting.
If you want to bring this custom “Speaking to Lead” program to your team, let us know!
Their objectives were to understand the differences and similarities between these types of presentations:
management vs. leadership
formal vs. informal
informative vs. persuasive
face to face vs. phone, web, etc.
The irony -- although they are different, the bottom line is the same.
All types of presentations have two things in common:
1) A message to structure and develop to achieve a result
2) Delivery that engages the audience members and accomplishes the goal
Is it possible to give presentations that are a combination of management and leadership, informative and persuasive?
Yes.
It comes down to what you want that audience walking away knowing, doing and feeling.
Should you prepare less because it’s informal?
Not really.
It’s always respectful to your audience (be it one or many) to be clear about your objectives and to deliver the message with clarity and enthusiasm.
In future blogs, I’ll get more specific about the differences and similarities between management and leadership presentations, and ways to be effective while presenting.
If you want to bring this custom “Speaking to Lead” program to your team, let us know!
Tuesday, August 18, 2009
Visual Aids 101: Help, Not Hinder Your Next Presentation
Are you suffering from “death by PowerPoint?”
Many people in corporate America are.
You know the symptoms … yawning participants during your slide shows or distant looks from half of the audience who are staring at your screen like zombies.
Let’s be real. Personally, I've never heard, “Oh good – another slide!” I’m sure you would agree.
So, where is the problem?
I believe that most presenters create their slides and think they have a presentation.
Wrong!
What they should be doing is writing the presentation, and then determining where a slide would add value, impact and interest.
When audience members need specific information to study, and to share with others, give them the complicated details in advance, or at the end of the presentation. Then, simplify when presenting.
What are some guidelines?
•Use pictures (personal photographs or high-end, online stock images) whenever possible – as long as they reinforce the message.
•Use charts and graphs to help explain trends, statistics, or any other numbers.
•Limit the bullet points.
•Use the “B” key to blank out the screen. It pulls the attention back to the speaker.
•Start and end with no slide, so you can make the personal connection with the audience.
Slides are tools – and shouldn’t be used as a crutch. Remember, they are visual aids – not presentations.
Your audience will thank you for not having them suffer a tedious “death by PowerPoint.”
Many people in corporate America are.
You know the symptoms … yawning participants during your slide shows or distant looks from half of the audience who are staring at your screen like zombies.
Let’s be real. Personally, I've never heard, “Oh good – another slide!” I’m sure you would agree.
So, where is the problem?
I believe that most presenters create their slides and think they have a presentation.
Wrong!
What they should be doing is writing the presentation, and then determining where a slide would add value, impact and interest.
When audience members need specific information to study, and to share with others, give them the complicated details in advance, or at the end of the presentation. Then, simplify when presenting.
What are some guidelines?
•Use pictures (personal photographs or high-end, online stock images) whenever possible – as long as they reinforce the message.
•Use charts and graphs to help explain trends, statistics, or any other numbers.
•Limit the bullet points.
•Use the “B” key to blank out the screen. It pulls the attention back to the speaker.
•Start and end with no slide, so you can make the personal connection with the audience.
Slides are tools – and shouldn’t be used as a crutch. Remember, they are visual aids – not presentations.
Your audience will thank you for not having them suffer a tedious “death by PowerPoint.”
Monday, March 16, 2009
A Message to President Obama & His Support Team: RE Communicating & Selling Ideas
I’ve been listening to members of the Obama administration present their ideas.
They are smart people. Their ideas are well thought out (even though many of you reading this may not agree with the philosophies and/or solutions that they have crafted).
But, many of these administration members fail to sell their ideas.
Part of the problem is that they need to see themselves as salespeople, and they don’t.
But, they are – they are selling their credibility, experience, ideas, and themselves.
Subsequently, some of them fall flat.
Ideas rarely stand on their own merit.
President Obama knows this, and understands that style doesn’t replace substance ... but it is a critical part of selling the substance.
Passion sells. People connect on an emotional level, not just logical.
Perhaps one of the best communicators ever, Aristotle, talked about the necessity of using pathos (emotional appeals) as well as logic.
Our audiences – Congress included – respond to the emotion, not only in examples used, but also in message delivery.
People ask if I am a motivational speaker. My answer is no.
I am a content speaker who can motivate.
Of course, I love to hear, “You are so motivational.”
Isn’t that what we need from our leaders, and those who support them?
President Obama: With all due respect, some of your team members need speech coaching -- in order for them to get buy-in for their (and your) good ideas.
---------
My blog this week is all about the need for (and benefit of) professionals improving their communication skills.
With that thought in mind … seats at my April 2 open enrollment career development workshop -- BRODY BOOST Camp -- are filling up. To learn more about how BOOST Camp can help your career outlook/job security, and secure your seat today, click here.
They are smart people. Their ideas are well thought out (even though many of you reading this may not agree with the philosophies and/or solutions that they have crafted).
But, many of these administration members fail to sell their ideas.
Part of the problem is that they need to see themselves as salespeople, and they don’t.
But, they are – they are selling their credibility, experience, ideas, and themselves.
Subsequently, some of them fall flat.
Ideas rarely stand on their own merit.
President Obama knows this, and understands that style doesn’t replace substance ... but it is a critical part of selling the substance.
Passion sells. People connect on an emotional level, not just logical.
Perhaps one of the best communicators ever, Aristotle, talked about the necessity of using pathos (emotional appeals) as well as logic.
Our audiences – Congress included – respond to the emotion, not only in examples used, but also in message delivery.
People ask if I am a motivational speaker. My answer is no.
I am a content speaker who can motivate.
Of course, I love to hear, “You are so motivational.”
Isn’t that what we need from our leaders, and those who support them?
President Obama: With all due respect, some of your team members need speech coaching -- in order for them to get buy-in for their (and your) good ideas.
---------
My blog this week is all about the need for (and benefit of) professionals improving their communication skills.
With that thought in mind … seats at my April 2 open enrollment career development workshop -- BRODY BOOST Camp -- are filling up. To learn more about how BOOST Camp can help your career outlook/job security, and secure your seat today, click here.
Monday, January 26, 2009
Social-Networking Sites Should Supplement Interpersonal Communication NOT Supersede It
Earlier this month, a Time magazine reporter asked in an article whether Facebook replaces face time or enhances it.
My vote is the latter.
Social networking sites like Facebook, MySpace, Naymz.com, LinkedIn and even the microblogging site Twitter all should supplement your daily personal and work interactions, but NEVER serve as a substitute for face-to-face encounters.
Sure, it’s a lot easier to log onto your favorite site, type for a few minutes – maybe IM someone or “send a drink request” via Facebook -- than scraping off your car in the dead of winter to fight traffic, or take a train, plane, taxi or bus to meet someone.
But, I ask you to consider … what price do you pay for this comfort?
A friend’s hurt feelings? A confused client? Upset relatives?
Reading words on a screen, even with a video and/or audio element added, is not -- and, never will be -- the same as having a real dialogue in person.
Many times there are subtle nuances to communication and body language that “speak” far greater than actual words. How does this non-spoken “conversation” get conveyed online?
It can’t. But, worse, yet, often the message being sent and even its tone are misunderstood or misconstrued by the recipients.
Before you drop your Internet access, and close your online accounts, I’m not suggesting that you do this -- or even resolve to meet everyone in your network once a week or even monthly.
I am simply reminding everyone of the importance of a phone call and in-person encounter as part of the communication “mix.”
So, the next time you consider sending your former colleague a friend request, sit back, log off, and pick up the phone. Or, schedule a visit the next time you’re in his or her neighborhood.
I guarantee you that the impact you make in reconnecting with this person in such a manner, will far exceed the actual cost of the call or gas in your car.
Nothing speaks volumes more than a real-life hug or handshake.
My vote is the latter.
Social networking sites like Facebook, MySpace, Naymz.com, LinkedIn and even the microblogging site Twitter all should supplement your daily personal and work interactions, but NEVER serve as a substitute for face-to-face encounters.
Sure, it’s a lot easier to log onto your favorite site, type for a few minutes – maybe IM someone or “send a drink request” via Facebook -- than scraping off your car in the dead of winter to fight traffic, or take a train, plane, taxi or bus to meet someone.
But, I ask you to consider … what price do you pay for this comfort?
A friend’s hurt feelings? A confused client? Upset relatives?
Reading words on a screen, even with a video and/or audio element added, is not -- and, never will be -- the same as having a real dialogue in person.
Many times there are subtle nuances to communication and body language that “speak” far greater than actual words. How does this non-spoken “conversation” get conveyed online?
It can’t. But, worse, yet, often the message being sent and even its tone are misunderstood or misconstrued by the recipients.
Before you drop your Internet access, and close your online accounts, I’m not suggesting that you do this -- or even resolve to meet everyone in your network once a week or even monthly.
I am simply reminding everyone of the importance of a phone call and in-person encounter as part of the communication “mix.”
So, the next time you consider sending your former colleague a friend request, sit back, log off, and pick up the phone. Or, schedule a visit the next time you’re in his or her neighborhood.
I guarantee you that the impact you make in reconnecting with this person in such a manner, will far exceed the actual cost of the call or gas in your car.
Nothing speaks volumes more than a real-life hug or handshake.
Subscribe to:
Posts (Atom)
Posts
