Archive for: May, 2023

Virtual Savvy Presenter: Finding Your Sweet Spot

May 30 2023 Published by admin under Uncategorized

Are your virtual presentations matching your audience? Here’s a 12-point checklist that makes virtual presenting a breeze.

If you are marketing and selling to a remote audience, your comfort, confidence and use of technology makes a world of difference.

I talk with clients from all different industries, across the United States and around the world. I still find many senior level leaders reluctant to embrace all the technology options available to them.

Truly, it doesn’t make a lot of sense. If you have experience that your organization and new hires could benefit from, why wouldn’t you find every possible way to share it?

At the same time, there are a lot of new hires, relatively new employees who are extremely tech savvy. They embrace virtual solutions often to the elimination of non-technical ones.

The best solution? Find that special sweet spot in the middle. Use this 12-point checklist to determine how to best use remote technology to get your message across. This checklist is extremely popular in my presentation skills trainings.

1. Match. Is your technology matching audience familiarity?
A great practice is to start with what your audience is familiar using. Then, introduce the new medium. With a calm attitude and a steady hand, help them experience the value of a new way of communicating.

2. Ease. Is your technology easy to use?
Rather than relying on a ‘Sure, I use it all the time’ response, test out ease with someone who has never used it before.

3. Orient. Are you providing extra information for first-time users?
If you’re already using your virtual solution, you may have forgotten how confusing and overwhelming this can be on the first time. Take a step backwards to recall what helps a first-time user.

4. At-A Glance. Is your information for first-time users easy to understand at a glance?
A picture or infographic helps people orient instantly. Provide this to your audience in advance of your virtual presentation.

5. Model. Are you providing introductions to each tool before you use them?
If your audience is unfamiliar with emoticons, chat or another feature, introduce these before you ask them to participate. Model how the tool works so everyone is starting on equal footing.

6. Mix. Are you using a blend of virtual tools in one event?
Some presenters lean towards one tool exclusively. This creates a boring and monotone event. Are you guilty of this?

7. Expand. Are you relying on certain tools because these are the ones you are most familiar with?
Why are you relying on certain tools? Explore your reasons and expand your usage.

8. Visual. Are you expanding your visual vocabulary to improve your slides?
Do your slides look like they survived from the ’80′s? If you’re not sure…ask a presentation coach to review your slides. The more current, fresh and visual your slides, the faster your audience will relate to your message.

9. Balance. Are you relying on technical features to explain a technical solution?
If you’re selling complex software or highly technical solutions…look for a balance. Emphasis low-tech explanations to make the topic more approachable.

10. Discuss. Are you ready to ‘ditch the deck’ in favor of on the spot discussion?
You are not chained to your slides. Jump on the opportunity to have a conversation that forwards true connection with virtual participants.

11. Show. Are you prepared to sketch a simple solution at the whiteboard-whether dry erase, or virtual?
Visuals are even more important in remote meetings. Sketching on the spot unlocks tremendous creativity and opens doors for collaborating. Hint: get help with whiteboard presenting so you can seize this opportunity.

12. Engage. Are you engaging your virtual audience with questions, interaction and real time conversation?
Plan, prepare and deliver highly interactive virtual sessions. Think of virtual collaborations as opportunities to discuss, problem-solve and trouble shoot together.

If your organization has invested in new technology…but not in interactive virtual skills, you have a huge opportunity. Take this time to get targeted presentation skills training so you and your global partners communicate effectively in our virtual world.

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Cutting-Edge Presentation Strategy

May 29 2023 Published by admin under Uncategorized

How many times did your Boss ask you to prepare a presentation? How many times did your management request you to change the presentation format to something inspiring? How many times did you ask yourself what is the problem with the current theme and why everybody asks me to present something new? If you did face all these questions at any point of time in your career, this article tells you the reason why everybody wants something new every time from you!

Presentations mostly happen in corporate culture. For example, if you want to tell your Boss how you accomplished a critical task within a short period, in corporate culture, you need to create a presentation and share your views or thoughts. Well, everybody does it. What is the catch! What makes your presentation different from others? How do make your audience remember what you told them even after a few days and think about your presentation?

The solution lies in the way you present. Everybody uses the same tools and techniques. However, they differ in the way they tell their audience how important is the point they are dealing with. Whatever you present, the ultimate aim is to drive your audience toward your viewpoint and make them agree to your designed solution. If your presentation is engaging and can turn your audience opinion in your favor, remember you are WINNING them. Finally, what should be there in your presentation that hooks the audience and listen to whatever you tell them attentively?

The solution is STORIES. Yes, you are reading it right! It is the age-old strategy but it still works even in today’s corporate culture. Remember, everybody like stories. That is the easiest way one can explain the complex topics in a lucid way and the target audience can also easily remember the details of the presentation without straining his/her grey cells.

Present your ideas in a story format. Spice your text matter with some cartoon graphics. Draw the cartoon on the central theme of your story so that the viewer will get an idea of the story in one glance. Present both the text and the cartoon side-by-side so that the reader can easily understand what you are trying to tell them. Relate your stories to the real-time events so that viewers can easily relate themselves with your presentation.

In summary, if you want to win your audience, then, learn how to relax yourself and make your audience also relax in the corporate boardroom during the time of your presentation. Tell them something that can ease their minds and lace them up with excitement. If at least one of your audience comes to you and recite your presentation story when you meet him/her after a few weeks, then remember, YOUR MISSION IS ACCOMPLISHED.

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How To Be Present In Your Life

May 28 2023 Published by admin under Uncategorized

Staying present in life seems harder than it is. It is not about controlling yourself or always reminding yourself to stay present. In fact, it is the release of all of that that makes it possible. When we release ourselves, we can be present. When we let go of our ideas of control over ourselves, we enable ourselves to just be. And when we do this, there is nothing in the way of us just being us. It is the worry, the trying, the controlling, the constant anxiety attached to how we are that keeps us from being us. If we were not concerned about tomorrow, wouldn’t today feel easier? If we were not thinking of what we did wrong or should have done differently, then we would be free to be in the moment. It is the release of all that is holding us down in so many ways that enables us to be present.

Being present is simply just being. We lose so much of our lives by not relaxing into life and just being. When we let go of the control of ourselves, let go of how we think we must be, what we should be doing, and how we are doing it, that is when we are able to interact with in a present state. Being present is also being present with your thoughts and emotions, your feelings and ideas. Often, we distract ourselves from what we are really feeling or thinking; we are not truly aware of ourselves. There is a tendency to let our mind wander and only partially pay attention to ourselves and the present. We tend to not pay attention to or acknowledge how we feel as well. Being present is not ignoring yourself, but tuning into oneself. It is in this process of acknowledgement that one becomes present.

When we distract ourselves and don’t pay attention to what we are thinking or feeling, we become even more distant, not only from our life, but also from ourselves. We can listen to ourselves; we can be present with how we are, and in doing so, we can also release it and then just be. We can let it go, move on, and be present not only with ourselves, but with the moment. The biggest thing that keeps us from being present is our lack of awareness and acknowledgement of ourselves. Because we are often not present with our thoughts or emotions, we end up in an emotional and mental state that is not based in reality. When we ignore parts of ourselves, we are also unable to really be present in our own lives. Just by taking a moment to acknowledge what we are feeling and thinking, why our thoughts and feelings are there, we can let them go and feel present again.

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Logical Transitions to Presentation Styles – 4 Key Components

May 27 2023 Published by admin under Uncategorized

When presenting to your audience there are four key components to keep in mind, today we will go over those key components in an attempt to show how important the logical flow of a presentation is for a potential audience’s enjoyment, participation, and understanding.

Introduction >> Situation >> Solution >> Benefits

Let us start with the basics, the introduction. In order for any presentation to start there should be an interesting and appropriate introduction. The introduction gives a brief overview of what will be discussed during the presentation; it usually highlights the “major points” and touches on the different supporting details involved throughout the presentation. An introduction allows everyone to start from the same place regarding the information being provided, for instance some of your audience may be aware of the information, others may know it all, and some may have no clue. An introduction allows everyone to start at the same place, and outlines the presentation for the audience at the same time.

Next, we must present a situation, a situation allows our audience a chance to participate and a means to utilize the information they are learning. We have effectively let our audience know what our presentation is going to be about, now we need a working example. A working example allows the audience to figure things out as they move through the presentation with you. The situation should be something that both your presentation as well as your audience can relate to. As you move through the presentation your audience should be able to relate the information to the situation in an attempt to “solve” or “help” the situation presented, thus your audience is given a real life example that will help the information be retained.

Now that we have introduced our presentation, created a situation for our audience logically we must now help our audience with a solution to our presented situation. By now, your presentation should have provided something of value to help your audience solve their situation.

Your presentation has now laid out a problem where the information you were introducing would be helpful, you have also used a real life example by providing your selected situation and now you are helping the audience solve the situation via the tips and/or skills offered. Now that you have solved the situation, it is time to point out the benefits of the information you provided, in essence a “recap” of your presentation.

Finally, it is time to recap your presentation, briefly explain the information again as you recap the introduction, go over the situation you presented, highlight how the situation was solved, and present the benefits to the presentation. Why is your way the best? What are the benefits to using your information, skills, or tips to solve the problem(s)? Once your presentation is finished, and you followed a logical yet natural transition in presenting your information you should have effectively conveyed your information.

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8 Presentation Flaws That Steal Your Money

May 27 2023 Published by admin under Uncategorized

Why should you care about your presentation skills? Because poor presentations cost you money. Do you want to close more deals and make more money? Improve your presentation skills!

There are no perfect presentations and no perfect presenters, which means that every presenter could be better – if they want to be.

There are three types of presenters:
1. Bad and don’t know it
2. Bad and don’t care
3. Concerned and taking steps to improve

Effective presentations are the result of good presentation skills in action. Skills are improved by understanding the principles, practicing the techniques and getting constructive feedback from a skilled coach. Champions in any field follow this simple formula.

Have you ever wondered why some presentations are so painful to sit through and others can be delightful? Here are some of the presentation flaws that I’ve witnessed at recent industry conferences. Perhaps you can relate to them.

Presentation Flaws

1. Clumsy start
How many seconds do you have to make a good first impression? The start of your presentation is the first impression. Yet many presenters don’t have a prepared opening line. And there is something ironically wrong when the IT industry presenter has technical problems with his computer at the start of the presentation.

2. Limp close
The next most important impression is the last one because that is how your audience will remember you. You need a prepared and well-rehearsed closing line that reinforces your message.

3. Nervous ticks
It’s perfectly normal to feel nervous while presenting. But if your audience sees it they will question your veracity. Stop the shuffling feet, fretting with your hair and playing with paper or pens.

4. Lack of eye contact
If you won’t look at me, why should I listen or believe you?

5. Annoying slides
“You probably can’t read this.” Yet the presenter showed the PowerPoint slide anyway. Why are so many presenters so inconsiderate when it comes to designing their slides? Your slides either enhance or annoy. Are you clear on the difference? Technology is only valuable if it enhances the human experience.

6. Presenter reading the slides
The presenter reads the slides, word for word as if we are too stupid to read them ourselves. This is just plain rude and insulting. It’s also very boring.

7. Inappropriate language
The words you use convey a lot about you, your values and how you see your audience. “You guys” is a valley girl frame of reference. Even if we shared a beer with you at the networking event last night we expect to be shown more respect during your presentation.

8. Lecturing instead of conversing
When was the last time you bought something from a professor lecturing at you? Conversations sell – lectures don’t. Make your presentations more conversational and you will sell more.

Ponder this
How much did you invest to get the opportunity to deliver your presentation either at an industry conference or directly to your prospects? Why not improve your odds of success? How much are you willing to invest on your presentation skills to improve your success rate?

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Master The 5 Key Principles in Strategic Negotiation

May 23 2023 Published by admin under Uncategorized

1. Position Your Case, Product, Perspective or Service in an Advantageous Way

This is important so that you claim a high value early in the negotiation process. For example, if you are selling your house, you might say that in the past 10 years no one has sold a property in the neighbourhood ( scarcity ) or a new metro station is coming up in the next couple of years. If you are on the buy side of a pre-owned car purchase, you might highlight the scratches or the high mileage. And if you are on the sell side of this purchase, then you might talk about its regular maintenance record with the car distributor.

2. Aim Higher

There is a ZOPA in any negotiation situation. Stretch it and test it to get the best outcome for yourself. Research has indicated that people who push the boundaries within the accepted ZOPA tend to get better results for themselves.

3. Leverage information strategically

Seasoned negotiators ask 2 -3 times more questions than the average negotiators. A cardinal rule is to get information before you give information. Information is power to you – know when to push for more information, when to concede information and when to protect information.

4. Know the other party’s needs – really know them!

There is a difference between a need and a want. A need underlies a want just as an interest underlies a position. For example, a customer might demand a 10% discount ( Position ) Why does he want a 10% discount? He probably wants more profit margin or a lower cost ( Interest ) So if you cannot give away a 10% discount for whatever reason, you can certainly address his interests of better profit margins or a lower cost with other creative options.

5. Have a concession plan

Know the ZOPA of your negotiation and develop a concession strategy for it. A concession plan provides discipline and gives you confidence and control over the negotiation process. Ad hoc responses tend to weaken your negotiation power. Being clear-headed puts you in a strong position you to concede within your ZOPA.

You can improve your negotiation skills by taking negotiation skills training in Singapore or New York. We run negotiation courses and negotiation seminars in these cities every month.

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3 Things Every Sales Negotiator Needs to Know

May 22 2023 Published by admin under Uncategorized

Wouldn’t it be great if the best sales negotiators in the world could drop by our place and sit down with us for awhile to share what they’ve learned? If you knew that they were coming, what questions would you ask them? If we only had a few minutes to talk with a master sales negotiator, what would they want to share with us?

Buyers Need To Move Slower Than Sellers

Our sales negotiations are more often than not a game of back-and-forth: offers are followed by counteroffers which are then themselves countered. One thing that too many of us overlook is that the buyer’s first counter offer is one of the most important events in a sales negotiation.

Before the buyer makes a counteroffer, the buyer has no idea if there is any chance of striking a deal. The more the buyer goes on talking and doesn’t make a counteroffer, the greater the doubt in the seller will be. In fact, he/she may end up lowering their price just to get the buyer to make a counteroffer in the first place.

Learn To Say “Yes” Slooooowly

Sometimes, no matter what side of the table you are on, you’ll be presented with a deal that is perfect just the way it stands. The price is right, the terms are good, and it meets your schedule. You are busy and have lots of other things to do – you want to say “yes” and move on to other things.

However, the master sales negotiators would caution you against doing this. It’s not that there is anything wrong with the deal, it’s just that you are going to leave the other side with a bad feeling about the negotiation. They are forever going to be filled with doubts about the deal (and they may do a poor job of keeping their part of the deal). However, if you say “no” a few times or at least take you time saying “yes”, then they will feel as though they “earned” the final outcome and this will, surprisingly, leave them feeling more satisfied.

Breakdowns – Good For Buyers, Bad For Sellers

Most of the time, the deal that we’re negotiating can be quite complex. In these cases it’s natural for the buyer to request a breakdown of the prices involved. This is an excellent way to get some insight into the seller’s costs.

On the other hand, providing such information is going to allow a buyer to do a better job of negotiating a lower price so sellers should work hard to not have to provide them. This can be impossible if they ask for it at point blank; however, trying to avoid ever getting into that situation is always a good plan.

Final Thoughts

As we’ve said before, the art of good sales negotiating does not rely on one single skill. Rather there are literally 1,000s of small details that if you can get them right, then you’ll turn into a force to be reckoned with during any sales negotiation. The three skills that we’ve discussed here will get you on your way to becoming a sales negotiating pro and will allow you to close better deals and close them quicker.

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Key Facts in Negotiating Investment Property

May 21 2023 Published by admin under Uncategorized

Commercial real estate negotiation is built around logic, opportunity, and reason. In normal circumstances you are dealing with the investors of the market or businesses that need to occupy premises. Both of these groups operate from a position of logic. To make the sale or lease transaction work you need to be a good negotiator given that you are dealing with business people or investors that have very likely done all this before.

So let’s set some rules which are fundamental to the negotiations common in the purchase or lease of commercial property. You are the real estate agent and should be the one that is fully in control.

As the agent in the transaction, you need to be taking relevant notes and recording key decisions between the parties. You should expect that disagreements will be frequent. You should also expect that many disagreements can get out of hand and even revert to legal process. If you stay in the industry for a number of years, it is only a matter of time before this occurs to you. In such case the only protection you have is the notes that you took as the negotiations proceeded.

The essential roles for you in property negotiation are as follows.

  1. You need to prepare meticulously for the negotiation. This includes all elements of property detail and the alternatives from both sides of the equation. Landlords, sellers, tenants, and buyers, all look at the transaction from different angles. You should look at these angles before the negotiation commences in case something is raised and confuses or stops progress.
  2. Each party to the transaction will have individual strengths and weaknesses. The prevailing market conditions will also have some influence on this. It pays to do a swot analysis on each of the parties before you proceed into the negotiation.
  3. If you believe compromises are possible, such as in rent, sale price, the length of settlement, incentives, or terms of payment, it is best to structure your own strategy and responses around this before you start. Do not be too eager to bring across an early agreement at a reduced price or alternative terms; be prepared to call their bluff and stand back.
  4. To get things moving ahead, and at the early stages of negotiation, it is best to start with the easiest points of agreement which will not produce a hurdle or obstacle. This can simply be the times of settlement, the suitability of the property, access to the property, or the suitability of improvements therein.
  5. Expect that the other side will have some opinions or points of discussion that they want to win. Small wins are not a problem and a sometimes the pathway to the major agreement.
  6. When major disagreement occurs it pays to encourage further discussion on the element of concern. Many times you can assist the other party to give you the method of resolve or compromise they want.
  7. The use of open questions that encourage discussion will usually keep things moving ahead. Any answers that the other party gives you can be the cause for further open questions that drill down on the negotiation even more. Do not move to closed questions until the time is right.
  8. If the other party wants to have a concession in the negotiation, then try to achieve a compromise which benefits the other party. A good negotiation in investment property is a reflection of agreement and compromise on both sides of the equation. Remember that you are not just negotiating price and rent, but rather the fuller terms and conditions of occupancy and purchase. There are many terms and conditions that you can work with as a compromise to other hurdles and obstacles.
  9. Always give the true facts and if in doubt hold the negotiation until you do know the right answer. Always have proof and evidence of key facts around which the parties to the transaction are making their choices. This proof and evidence should be in writing and provided by third parties such as the land title office, the council search, the environmental report, the engineers report, or people associated to the client such as solicitors and accountants. Never guess or give vague answers.
  10. As a good property negotiator, it pays to keep control your emotions. It is better to walk away from a heated discussion with pride, than to say the wrong thing at the wrong time.
  11. As you connect and communicate, observe the body language and the complete picture of communication coming from the other party. What someone says in negotiation is not always what they mean or want.

So any great negotiation in Commercial Real Estate is a process of compromise and skill. You will do it often so set your own rules and stick to them. 

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Build Better Relationships With Negotiating Training

May 20 2023 Published by admin under Uncategorized

What do better relationships have to do with negotiating training? For anyone who values long-term success over short-term profitability, the two are actually intimately connected. Negotiations are part of business-to-business interactions as well as management-employee relations and also come into play when dealing with government agencies. Without good negotiation skills, it makes it more difficult for your business to experience success in the long run; therefore, good negotiation training is important – and is an excellent investment as well.

In the Age of Greed, which began in 1981 and has nearly destroyed the U.S economy as well as society, it has been fashionable to disdain negotiations except as a way to manipulate a perceived opponent into “giving in” while increasing one’s own power, dominance and wealth at the expense of the other. Good-faith negotiations are the key to long-term survival for businesses, government and individuals alike, however; without negotiation skills and the willingness to use them to the benefit of all concerned, the business community loses trust, respect and ultimately, profits.

It is important to understand that negotiations, whether between individuals, businesses or nation-states, is the process by which an agreement or solution is reached that is satisfactory to all parties concerned. In some cultures, the idea of negotiation is central to commerce. In Middle Eastern countries, street vendors become quite offended if a customer does not attempt to “haggle” on the price, as this indicates a lack of genuine interest and that the item being haggled over is not really of worth. In Spain and Latin America, the very word for “business” is negocios. As you can see, the global nature of today’s marketplace is reason enough to focus upon and develop good negotiation skills.

Negotiation skills training is widely available from experienced professionals who have a background in business negotiations. These negotiation courses are specially designed for specific clients whose company and personnel can benefit from negotiation training.

Before contacting a negotiation course provider however, there are several steps you will want to take; the first is an honest assessment of one’s own strengths and weaknesses, as well as those of the company and its employees. This will help the course provider in designing the most effective course of negotiation skills training.

The next step is to determine your company’s short-term needs and goals as well as long-range ones. This is important in determining how you will go into sales and other business will reach agreements with others that are good for all concerned.

Negotiation training can be the key to long-term business success. Good negotiations skills not only help to build trust and respect, they result in a better bottom line. Negotiation training is perhaps the most profitable investment one can make in a business operation.

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Negotiate Smarter by Using Passion to Disarm Your Opponent

May 19 2023 Published by admin under Uncategorized

How do you use passion, and when should you use passion in a negotiation? The following are a few questions I’ve received related to when passion should be used in a negotiation.

1. How can you disarm a negotiation opponent by using passion?

a. In order to use passion to disarm an opponent, you need to understand the mental makeup and the value system of the other negotiator. By understanding his value system, you have insight into which negotiation buttons to push. Then, you have to determine the right time, based on what’s occurring in the negotiation, to push those buttons.

2. How can you determine when to display passion in a negotiation?

a. Sometimes the entry of passion in a negotiation is natural. To the degree that it can be controlled, it can be used to move the negotiation in one direction as opposed to another. As you observe the ‘flow’ of the negotiation, observe the changes in the pace of speaking, the shifting of one’s body position, and the reaction to offers and counter offers. Take note of the shift that occurs in yourself and the other negotiator. If you’ve planned how you’ll inject passion into the negotiation, you’ll be able to detect the appropriate time to do so.

3. Is it true that displays of passion can be used to lead the other negotiator away from your true feelings about your position?

a. It is true that displays of passion can be used to motivate movement from your ‘true’ negotiation position. Passion can be used in this manner, but make sure your passion is perceived to be genuine. If it’s not, it could be viewed as a manipulation tactic. If it’s viewed in that manner, you’ll lose credibility and run the risk of having your negotiation position come under attack. When you use passion to disguise your ‘true’ position, you should display a nonchalant attitude about the outcome of the point being discussed.

4. What risks do you run when allowing passion to become involved in a negotiation?

a. If passion is allowed to flow at will during a negotiation, you run the risk of losing control of the negotiation. In order to control the flow of passion and thus the negotiation, you need to observe certain words that might incite the other negotiator during the negotiation. In some situations, mistaken body gestures can have a pronounced effect on the negotiation. So, understand how your body gestures might be perceived and understand what you’re trying to convey through your nonverbal gestures.

When you negotiate with passion, understand that it can be a double edged sword. Displaying passion when negotiating with the ‘right’ negotiator can gain advantages for your position. Conversely, displaying too much passion in the wrong situation can cause you to lose momentum for your position. If you use passion at the right time, in the right situation, with the right negotiator, you’ll definitely enhance your negotiation position … and everything will be right with the world.

The Negotiation Lessons are …

· Some negotiators feel empowered when negotiating with someone that displays too much passion, and thus they seek to enhance their own position. They do so by using the other negotiators passion as a weapon against that negotiator. Before allowing your passion to enter into a negotiation, assess how it might influence the outcome of the negotiation.

· Passion plays a role in every negotiation. To the degree that it does, every negotiator should plan how and when to inject passion into the negotiation. By doing so a negotiator will be better prepared to take the negotiation in one direction versus another.

· Good negotiators look for opportunities in which passion can be injected into a negotiation. They determine how, when, and to what degree, passion will be used during a negotiation. In essence, they use passion as another tactic or strategy to employ throughout the negotiation.

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