Selling

10Jul

For More Influence, Try Grounded Cognition

What does your brain do when you hear the word 'pepper'? What about 'grasp'? Or 'hat'? All these words fire up not just your language circuits, but different senses through other relevant brain circuitry. 'Pepper' activates your taste circuits. 'Grasp', your motor movement circuits. 'Hat' - visual circuits. Whatever you see as a hat from past experience fires up the 'seeing' part of your brain. To influence more effectively, we can improve our chances of motivating our audiences by using language that's: Concrete Specific We'll come back to examples of these in a moment. By being concrete and specific, we build a richer, more powerful experience for...

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28May

Communication Challenge: Talking Too Much When Trying to Convince

Talking too much when trying to convince or persuade others. Does this communication style sound like you? Talking too much when trying to convince! In my experience there are common reasons for talking too much, especially when trying to convince or persuade others. Here are 8 - see if you recognise yourself in one or more: You don't trust in the merit of your ideas (my last post on this is here) and are trying to convince yourself - even more than your listeners. You may think that if you just keep talking, something will click and work out. How many sales or...

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29Apr

Communication Challenge: Not Fully Trusting Your Own Ideas

Do you ever diminish yourself or your abilities? A real communication challenge comes from not fully trusting your own ideas. There are many ways we can short-change ourselves when we communicate our ideas - whether that's to one person or a big audience. Today I'm talking about a common issue, with more to come in future posts. Not trusting our ideas fully enough. This one's particularly for you if you're in the business of creating change, influencing or persuading others. Not trusting in the power of our ideas to make a difference in the world is often the biggest internal block we have to...

By Body Language, business meetings, contents, Delivery, Mindset, Persuasion, Public Speaking and Presentation Skills Blog, Selling, , , , 1 CommentRead more...
14Feb

Powerfully Persuasive Word According to Research

Today I'd like to give you a powerfully persuasive word which can help when your goal is to influence somebody. We all know that words influence us. There's plenty of research showing that our minds are easily 'primed' to move in a negative or positive direction. Even briefly seeing words about power - or lack of it -  make a measurable difference in our minds and emotions. Words can be powerfully persuasive - even when they seem innocuous or gentle. So we can use this to our advantage. Here’s one to try when wanting to persuade someone, particularly if they’re resistant to our...

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13Jun

Are Stories in Presentations Always Persuasive?

Using stories in presentations In today's video, I briefly discuss using stories in presentations to be more persuasive. The idea of using a story to help get your audience across the 'persuasion and influence' line is very common. Whether we're aiming to change people's mood, change their mind or get them to take real action. And when I talk about a story, I don't mean a cosy, fluffy tale, like someone reading to us in primary school or before we go to sleep! I simply mean using what I call 'humanity' to balance out facts, data, statistics. Most great presentations have a...

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09May

To Be More Persuasive, Think About Power

Persuasion is a crucial part of our everyday communication, whether at work or socially. And have you ever considered that to be more persuasive, you need to think about power dynamics? How does feeling powerful play out, both for speaker and audience? To Persuade, Think about Power To uncover more about this, let's look at persuasion and power and how these interact with another key factor in our communication style: warmth and competence.  Psychologists consider warmth and competence to be universal principles. In social perception terms, they're key ways we evaluate people, particularly when we first meet them. So how does considering power alongside...

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28Mar

Presentation Content Mistakes: Too Much Information

One of the most common presentation content mistakes I see is to give too much information. Depending on your perspective you might also call it too much value! It's very easy - even for experienced speakers - to equate information with value. And we can do this in every day interactions and meetings too – this sometimes urgent need we have, to show or share what we know. When we'd be better to step back and shut up! To allow space for the information to breathe and be absorbed...and maybe to let other people's voices be heard instead of ours. A presentation...

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07Mar

5 Ways To Ask Questions That Your Audience Responds To

Do you give presentations, and worry about how to ask questions that your audience responds to? Have you ever sweated through silence, while a lot of faces stared blankly at you? It's probably happened at some point - it certainly has to me! Here are 5 ways to ask questions that your audience responds to: The opening of your talk I often encourage my clients to ask a question in their opening few sentences – because it is a good engagement technique. Some people nowadays say that it's cliched, but it's a cliche for a reason. So long as it's a relevant...

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11Jan

Persuading Through Data And Stories – What We Can Learn From Nonprofits

Persuading Through Data And Stories Updated 2019 When your goal is to persuade your audience about an idea or argument, how much do you use stories? And by story, I just mean a human example - nothing long or elaborate needed. You've probably heard about storytelling in presentations, and there are many different resources to help you use them effectively. Persuading Through Data and Stories But in my work with clients I still often see reluctance to go beyond the data - and don't get me wrong: facts, logic, data, they're all crucial. But...numbers don't engage your audience unless they understand where the numbers come...

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03Oct

Two Great Ways to Open your Talk, Especially if you’re Nervous

Make your Audience Think to Focus and Engage Them The opening of your presentation is often the part where you're most nervous or self-conscious. You're faced with pairs of eyes looking at you, the audience feels like it's one big stare, and you're not enjoying the sudden attention. What can you do to take some of the unwanted focus off yourself, and create an engaging, effective start to your speech? Here are two ways which really work: Make a statement Ask a question Keep reading, because I probably haven't convinced you that these ideas are all that startling or great just  yet! I'll explain why they...

By Audience Managements, contents, Mindset, Overcoming Nerves, Public Speaking and Presentation Skills Blog, Selling, Structure, , , , , 2 CommentsRead more...