Partners in Performance Blog

Gaining Client Perspective – From the Eyeballs of the Client

Client-PerspectiveUsing ‘Perceptual Positions’ is a powerful way to mentally shift into your client’s shoes and gain that powerful client perspective. But here’s what I recently learned when I actually physically experienced the world from my client’s perspective. It was astonishing!

A new prospect phoned me to let me know she was interested in purchasing my video training on ‘13 Expert Tips for Creating Truly Persuasive Presentations’. She expressed frustration because the information page lacked clarity about what she was actually buying and in what format. Yikes! I was very grateful for the … Read More

Email Persuasion Tip #4: Less Is More

Persuasive-emailsWhen it comes to emails that get opened by your clients and get immediate responses, less is more. The less your email looks like a “wall of words,” the more persuasive and effective it will be. Email persuasion requires attention to both email structure (see last week’s post) and formatting. An eye friendly format is key.

Too much information, especially when it’s all bunched together in long run-on sentences with no paragraph spacing, will probably not get read. It certainly won’t get an immediate response.

Why? It’s logical. It will take time … Read More

Your Email Is (NOT) Important to Us!

E-Mail AttachmentWhen an email starts with “Your email is important to us,” you can be sure it’s been generated by an automatic responder system. In other words, it hasn’t been written specifically to you by some attentive person who’s actually read your email. It’s a lie.

And yet how many of us write personal emails to clients and people we do business with – i.e. real people – and sound just as phony, just as impersonal? Worse, we write emails to clients that address our own needs and interests with little attention … Read More

Use Stories in Presentations to Persuade

Stories-in-presentationsIf there’s one thing I’ve learned in my years teaching and coaching better presentations and sales, it’s this: Stories persuade. Using stories in presentations capture the audience’s attention. Stories engage our emotions. They make us want to take action. They make us want to buy: stories sell.

I’ve seen it time and again. My clients in the financial services industry love their numbers and understandably so. But the most successful presenters move beyond facts and figures which aren’t as memorable as narrative They bring … Read More

Sales Presentations Coming? Use Your Voice to Hold Attention

Power of PauseWhat do you do to prepare for your business or sales presentations? Are you like so many people who work hard on preparing the content and slides for their presentation but pay little attention to how they will deliver their message?

It’s one thing knowing WHAT you want to say but it’s entirely different knowing HOW to communicate your message so that you’re compelling and persuasive during sales presentations. Your content can be filled with great information but if your delivery is weak or distracting, it’s hard to really hear … Read More

Performance Anxiety is Nasty

Do you get the shakes and quakes, stomach flips and painful mental images of crashing and burning during your business presentations? If so, you’re in good company. Performance anxiety and stage fright are as common for actors, musicians, athletes and comedians as it is for business professionals.

In an UPFRONT Persuasion Through Presentation skills workshop this week, a senior executive confided that he never knew when stage fright would rear its ugly head. He even named this pesky intruder his “gremlin.”

Performance anxiety can … Read More

Presentation Nerves? Whisper Sweet Nothings To Yourself

If you’re not mentally or emotionally ready to present, it’s impossible to show up with confidence and be persuasive. That can result in many undesired consequences.

Presentation nerves show up in different ways. Some are obvious. A shaky voice and trembling hands are clear indicators that the presenter is nervous. Nerves also show up in more subtle ways with distracting behaviours such as:

Racing through your content Using filler words like ‘ums’ Skittish eye contact Swaying hips Dancing feet Playing with a marker or pen … Read More

Sales Call to Action: Stupid Mistakes Smart People Make

Are you converting enough of your sales as fast as you’d like? If not, maybe it’s time to examine what you’re doing with your sales closing strategy and specifically your Call to Action.

Many factors are out of our control when it comes to how long it takes to close business. For example, we have to work with our clients to meet their specific timing requirements. And certainly internal changes in the client organization can cause delays.

But there … Read More