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January 2005 |
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Want to Bond with the
Mega-Rich?
Watch for "Conversational Icebergs". |
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We’re often
asked for advice on how to network effectively with top
executives, board chairs, and other extremely powerful
business leaders. One key is to watch for “conversational
icebergs.”
When
schmoozing, many people, including top business leaders, will
hint at something they are passionate about. It may be a
casual mention of a fishing trip. It might be a suggestion of
a favorite book. It might be a little comment on a type of
motorcycle. Those little mentions are “conversational
icebergs”. |
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Dull Presentation Story Contest Winners: Dull and
Duller. But in a Funny way. |
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We had several fun entries in our dull
presentation story contest. But two stood
out from the rest.
The first comes from
Daniel Foth, Director of Transportation at
Jordon, Jones & Goulding.
I was at an industry meeting where the CEO of the trade
organization (Harry), known far and wide for his
long-winded, short on information, and
unbelievably dull speeches was speaking in his
usual monotone voice.
It was rumored that Harry was taking speaking
lessons to improve his delivery, although it was
clear that there were still many lessons to be
learned. Harry was about halfway (we hoped) through his
speech and apparently decided to pause for
effect. He stopped his speech and seemed to
close his eyes. A few seconds of silence
occurred and the CEO of a major corporation
sitting next to me said, in my ear, “Good Grief,
Harry has finally gotten so boring, that he has
put himself to sleep!”
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CEO
Aren't the Only Ones That Want Brevity. They're Just the
Only Ones That
Will Say So. |
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“When you’re
presenting to our CEO, be sure to keep it tight. He has a
very short attention span.”
We hear
people say that about their companies’ CEO’s all the time.
But the fact is that everyone prefers short presentations. It’s just that CEO’s are
the most willing to be vocal in their opposition to long
dull presentations.
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Want to Win a New Business Competition? Attack the
Prospect's Biggest Worry. |
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If you
want to win a new business competition, determine what
worries the prospect the most and propose a way to make that
worry go away. If your proposal is persuasive, there’s a good
chance you’ll win the business.
We worked
recently with a major architecture firm that was selected as
one of three finalists to pitch for a major design project.
The architects knew that the prospect’s biggest concern was
that neighborhood opposition might keep the project from
ever being built. |
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Want
to Nail Your Next Big Presentation? Let Our Coaches Help
You Be a Star! |
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When Henry
Ford introduced the Model T, the joke was that you could have
your car any color you wanted “Just so long as you want
black.” Unfortunately, most public speaking training is the
same.
Most
public speaking training takes place in workshops. But
Speechworks is changing that model with Communication
Situation Coaching. |
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