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Business Ideas, Business Presentation Skills Training, Executive Training, Leadership and Communication Tips, Sales Tips, Sales Training, Uncategorized »

Best Sales Tip Ever!
July 27, 2011 – 6:16 pm | Comments Off on Best Sales Tip Ever!

Does everyone want a Bulldog?

I am very excited today, because I have just finished an enormous project. I’ve just shipped (well-emailed) my popular Sales Presentations Training Camp to Ireland. Soon it will become available to the other Certified Instructors in the US and around the World. I really enjoyed plunging into the depths of sales and researching the question,”why do people buy?”.

There is one secret that pops out – people buy for their reasons, not yours. So the key is to ask the #1 question: “What are your top-two priorities for choosing this product/service?” Then, in an interactive discussion, address those top-two priorities. Sounds simple, and it is.

Think about why you bought your last car. Was it because it was sporty? Fast? Great reputation? Big enough for your family of 5? Safety record? Ideal for hauling the boat? These are all very distinctive reasons. As a great salesperson, you need to unlock the buyer’s top-two priorities. My top two priorities in buying my last car were: a car dealership with a service center no more than 20 miles from my home (I live in a rural area), and a car that would be big enough for my 2 dogs and agility gear for competitions. The salesperson that keyed in on my needs received my business.

Does everyone want a Bulldog? Thinking that someone might want your product or service could be that farfetched…until you ask that person the magic question: What are your top-two priorities?

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Business Ideas, Business Presentation Skills Training, Executive Training, presentation skills training, Public Speaking Training, Public Speaking Workshops, Uncategorized »

Presentation Skills Training: How to Unleash Your Voice
July 11, 2011 – 7:09 pm | Comments Off on Presentation Skills Training: How to Unleash Your Voice

I often find that my trainees have their voices in a cage, and they need lots of help to put emotion and energy into the vocal part of their presentations. Here are three tips that will help:

1. Practice going from a low level of energy to a high level. Think of something that you do not like (maybe you don’t like cats), and practice speaking about that topic in a very flat, soft, uninteresting voice. Then think of something that you are wild about (maybe a certain sports car). Speak about it in a very loud, energetic voice with lots of inflection and expression. Now go back to the cats…. then to the sports car…. then back to the cats. What you will be experiencing is a “texture” change in your message.

2. Find a sentence in a magazine, and read it with 5 different emotions: excited, bored, scared, tired, questioning. Those emotions should bring out a great vocal range.

3. Use the elements of voice change to let the audience know that you really care about the topic. Your voice has is like a radio with lots of buttons: you can change the volume, the speed, the pause button, and the frequency (high pitch, low pitch).

Release those vocal qualities. Remember that variety is key. Unleash your voice for a more memorable message.

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Quick…. Best…..
June 1, 2011 – 8:58 pm | Comments Off on Quick…. Best…..


My husband, Scott, and I recently returned from a fabulous vacation in Italy. Every time we return from a trip we play the “best” game: best gelato…. best hotel… best dinner…. best day….etc. The ultimate “best” this year was not a place or a restaurant; it was Lorenzo. Lorenzo was our wonderful B&B owner who was so special that we voted him the “very best” award from our three-week adventure. He personally met us on the streets of Venice to guide us through the maze of tiny walkways to our temporary home. He went way beyond just recommending great places to eat – he personally tested each and every one and kept them on his list only if they met with rave reviews from his customers. Lorenzo walked to the local pastry shop each morning for our breakfast and returned with warm buttery croissants. He brewed a special pot of coffee, too, to appeal to our taste. It was the way he cared about us, cared about everything, and cared about sharing all his local knowledge about Venice.

It was very hard to say good-bye to Lorenzo – he made us feel like family. Venice is one-of-a-kind, and so is Lorenzo. His reviews on Trip Advisor highly recommend his establishment, and each one tries to explain why he is so special.

Just like any business, it’s not just about the product or service, but it’s the exceptional people behind them that create the wonder. We all need to become “Lorenzos” in our own industries. What are you doing today to create that memorable impression?

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Nervousness Advice from Beyonce’
May 19, 2011 – 8:39 pm | Comments Off on Nervousness Advice from Beyonce’

On a recent American Idol show Beyonce, the super mega-star gave the singing contestants advice. Surprisingly she described herself as a somewhat shy person who has to really work at being confident on stage. She explained that what she does is some positive self-talk, “I’m worth it, I deserve to be here, I’m a diva.” This works great for speakers and presenters too. Next time you feel unworthy of being up in front of a group, have a serious talk with yourself – convince yourself that you deserve to be there & that you know more about your topic than anyone else in the room. Beyonce’s advice works!

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SpeakersTrainingCamp® Coming to DC
March 21, 2011 – 8:38 pm | Comments Off on SpeakersTrainingCamp® Coming to DC

I am very excited to announce that the SpeakersTrainingCamp® will be coming to Washington, DC on July 9-10 and September 24-25. People have been asking me for years to do more East Coast sessions. The workshops are hosted by The Protocol School of Washington. I have been training for the School for over 15 years, and they offer world-class training in protocol and etiquette. Everything they do is fabulous, including the location, the attention to detail, and even the snacks are the best! When you attend a workshop all day and work hard – those snacks really help to maintain your energy level. Registrations are already coming in, so you will want to reserve your space right away. The SpeakersTrainingCamp® has been top-rated, hands-on, and famous for results for over 25 years. You will learn to be a fantastic and fearless presenter – and have fun doing it – guaranteed! (Can you tell I’m excited about it??)

For registration and more information, click your desired date:

July 9-10

September 24-25

Hope to see you in DC – for a great workshop, great people, and great snacks!

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