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June 2005 |
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Selling Lesson
from Bob Woodward; "Five Foot Rule" Brought Down Nixon. |
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Bob
Woodward’s
story of how he developed the relationship with “Deep Throat” is
a wonderful case study in how to develop valuable
relationships.
Would-be
business developers should note Bob Woodward’s deft
application of the “five foot rule,” to begin his famous
relationship with the background source that helped break
Watergate.
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When Answering Questions, Don't Start the Answer with "That's a
great question." |
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One of our coaches was at a nice restaurant
recently and when the first person at the table
gave his order, the waiter said, “Very nice
choice.” In fact, the waiter said, “very nice” or
“good choice” to everyone at the table . . .
except our coach!
“I ordered the fish,” the coach said. “He just
nodded and walked away. I felt a little
offended. He didn’t tell me I made a nice
choice. The rest of the meal, I wondered if I
had ordered poorly.”
Similarly,
it's not a good idea
to say “That’s a great question” when someone
asks a question during a presentation.
Once you say “great question" once, you’re put
into the position of having to say “great
question” to everyone who asks a question.
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Speaking Advice From Lee Iacocca; Brilliance Alone Won't Bring
Success. |
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“You can have brilliant ideas, but if you can't get them
across, your ideas won't get you anywhere.”
Those are the words of Lee Iacocca, the famed automobile
executive who saved Chrysler. |
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Want to Connect with the Company Board? Address
Precisely What They've Asked For. |
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We worked
recently with the human resources director of a large
high-tech company as he prepared for an important 10-minute
presentation to his company’s board of directors.
Our coach
asked, “What does the board want to hear from you?”
“Well,” he
said. “They’ve actually asked for a very narrow discussion
of a diversity issue. But I thought I’d take this
opportunity to give a more complete overview of everything
we’re doing in the area.” |
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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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