It’s a question I’m often asked by clients- “what’s the best way to sell an idea in a sales pitch?”. The honest answer is, obviously, ‘It depends on who’s in the audience’ but in reality you often have to choose an influencing strategy as you start to prepare your pitch. Most people only have one…
It happens a lot doesn’t it? We have a proposal to present to a group of clients, and we know that the assorted senior people from the same firm, don’t agree on how to proceed, but we have our plan and we have to present it. Our success depends on our ability to find favour…
There’s a word for it. It’s called ‘a tell’. It’s when a speaker ‘tells’ the audience about something without saying anything. There are congruent tells, where the subtle message reinforces the real one, like smiling sincerely and saying ‘I’m really happy to be here’; and such congruence makes for a powerful message. Then there’s the…