Partners in Performance Blog

Presentation Coaching: Tips for Self Coaching

When I train and coach presenters, I often observe an automatic self-talk after the presentation has been delivered. I hear, “That was awful, I screwed up…I should have done….” The focus of attention is immediately on mistakes and what didn’t work from their perspective. It’s next to impossible to build confidence from this mental position. Harsh, self judgement sets us up for more of the same in the future.

One of my objectives in coaching presenters is to help them break this pattern of ‘beating ones self … Read More

Presentation Nerves: Avoid The Apology Mistake

In a recent UPFRONT Persuasion workshop, we were exploring how to overcome presentation nerves. One of the participants mentioned that her worst fear was going blank. It’s not fun when you’re staring out at your audience for what feels like an eternity and you have no idea where you are in your presentation or what you’re supposed to say next.

A fellow participant had been a competitive singer in her younger days and she commented on how points were lost when the … Read More

Selling Cycle is NOT One, Two, Skip a Few

When I am driving to a destination, unless I am in site-seeing mode, I plan my route and look for the fastest way to get there. That’s true for many people. But when it comes to selling, it’s astonishing how this simple concept isn’t tackled with the same fervor and consistency.

A client recently told me that the sales cycle for their business is a “long process and it just takes time.” I hear this a lot. In fact, it’s … Read More

Favourite Client Stories: How Jim’s Success Almost Got in His Way

Jim Bentley (name changed) is a well respected, seasoned sales professional with solid expertise in the financial services industry. He has long standing clients, with whom he enjoys excellent relationships. He is one of the top sales producers for his company. In spite of his sales success, he almost missed out on solidifying one of his best client relationships.

Jim participated in the Intentional Selling™ program as part of a company wide initiative. Part of the training process includes identifying limiting assumptions that might unconsciously block sales success. … Read More