Ethan Rotman

Archive for the ‘Increased sales’ Category

Know What You Are Trying To Say

In Attracting New Clients, Business Networking Groups, Confidence/Nervousness, Credibility, Delivery, Increased sales, Public Speaking on October 26, 2010 at 8:25 pm

Speaking Tip #1

This speaking tip is so basic, that people sometimes laugh when I say it:

Be clear on what you are trying to say and what you want your audience to know when you are done.

It sounds so basic, but a common mistake is not being clear on what we are really trying to say. Think about it – if the speaker does not have a clear idea of what they are trying to say, how is the audience supposed to figure it out?

We feel rushed or, worse yet, we believe that since we are just “speaking for a few minutes at a staff meeting” or “having a quick word with the boss (or spouse, kids etc)” that we don’t need to prepare.

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Speaking without knowing your point can be likened to driving without a destination (except it lacks the romance of the free-wheeling spirit heading down the road). You veer right, then turn left, go straight for a bit, you double back, take a side road that leads you no where. You end up talking about all kinds of things that really are not pertinent to the message you are trying to deliver, the audience tries to follow you but ends up lost and takes a “mental vacation”.

The next time you are going to speak, whether it is in front of a group or one-on-one, ask yourself this question:

“What is the one thing I want them to know when I am done speaking?”

When you can answer this question – organize your thoughts and then you are ready to begin.

Being clear in your own mind on your objective will go a long ways in helping you present your thoughts in a clear and concise manner that will be effective.

Treat every conversation with care and respect. Before you speak, put yourself in the driver’s seat and say, “where do I want this to go”?

 

 

© 2010 iSpeakEASY – This speaking tip is one in a series provided to you by iSpeakEASY: We Help People Profit From Their Words.

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Training Is A Neccessity During Tough Economic Times, Not A Luxury

In Attracting New Clients, Confidence/Nervousness, Credibility, Delivery, Fund raising, Increased sales, Organization, Public Speaking on August 7, 2010 at 11:45 am

"Gary is a promising young man"

“Gary is a promising young man. He has good looks, personality, and he is likable. Our company has a good product but his numbers just aren’t where we need them to be” The CEO told me over the phone. “He is our worst performing sales rep and if he doesn’t bring his numbers up, we are going to cut him loose. We really don’t want to do that”.  

A week later, I met Gary and the CEO over lunch. Gary was everything he was made out to be. It was hard to pinpoint why Gary was having trouble until I heard him talk about the product.  

Gary and I spent 3 sessions together determining his message, finding visual aids and improving his delivery techniques. He learned how to create a presentation that was meaningful to the audience; he learned to have a conversation that made the other person want to know more.  

Other sales reps in the company noticed the change in Gary. His confidence was stronger, he was quieter, he smiled more, but mostly, they watched his sales figures grow. Over the next several months, every other sales rep requested to work with me. The CEO was beaming as his sales were through the roof. Gary, his once bottom performer, was now his second highest performer with a sales increase of 600%. (yes, those are real numbers). He was giving a good chase to the number one performer and competition among the sales team was friendly, but very fierce. New incentives were offered and everyone was working on improving their presentations.  

This company has a good product: literally a no-brainer to qualified customers: It provides a higher level of service at a lower cost. The solution was to help sales reps speak a language the customers could understand. They knew their product, believed it was good, but needed help conveying this in a manner the clients could understand.  

Times are tough: we are all expected to do more with less. Sweat, determination, and hard work help, but new skills and tools will get you much farther. Finding new ways to present information, re-working your presentations and improving the visual aids you use will allow you to literally do more with less. Non-profits can raise more money in less time. For-profits can sell more and close more deals with less effort.  

iSpeakEASY can help your company grow. Our custom workshops help you present your story in a manner that makes the client understand why they want (or even need) what you are offering.  

Call us at 415 342-7106 or email us at ethan@iSpeakEASY.net to discuss how we can help your company grow.

© 2010 iSpeakEASY. All rights reserved. We help people profit from their words. Call for information on individual coaching or group workshops. Article may be reposted, tweeted or linked. Please request permission to use it in any other fashion.