How To Master Your Presentation?

How often have you been called upon to give, or been in a situation where there has been the need for you to get up in front of a group of people, or even, needed to sit down with a couple of people, and give some sort of presentation? Studies show that a large percentage of individuals become nervous, queezy and uneasy when this occurs, often feeling considerably out of their comfort zone.

Unfortunately, this form of oral communications has often been largely either ignored or paid little attention to, and because of that, many presentations and presenters present an atmosphere of discomfort, boredom, and somewhat of a feeling of "why did I bother attending this," amongst attendees. Like most acquired skills, learning to, and actually giving a quality presentation requires dedication, commitment and an understanding of the process and the requirements/ needs.

1. You'll rarely give a consistently quality presentation until, and unless, you thoroughly are prepared. This presentation means determining the goal of the presentation (i.e. what you want the attendees to walk away with), whether or not there is a need for accompanying visuals, doing your research and homework, understanding the group and its dynamics, etc.

2. Once you've formulated your information and materials, practice your presentation, and rehearse. This rehearsal should enhance your comfort zone, and anticipate questions and concerns that might be asked by the attendees.

3. Just like actors rehearsing for a new show, an effective rehearsal is never a one - shot event. The procedure must be repeated until your level of comfort with, and knowledge of, the materials, is nearly second - nature, and automatic.

4. Review your content in detail. Are you providing too little, too much, or just the right amount of information? Is the group that is attending prepared for the information you are giving? Will they welcome, or close their minds to new information, ideas and alternatives?

5. Are you comfortable going in front of a group? Are you so uncomfortable that your nervousness will create an impediment to a quality presentation? Rehearse in front of a mirror, look at your body language, continuously change the inflection and tone quality of your voice, and remember to speak more slowly than you feel you need to (because invariably nervous speakers rush). One's confidence is an essential of a quality performance!

6. Finally, consider your delivery, your performance, and whether or not you are engaging the group in an interactive manner. When one gets the audience more involved, it enhances the bond and thus the attention that the crowd will give you.

There is no one - step, easy procedure for enhancing your presentation skills. However, paying attention and being consistent, and thus using these basic six steps, helps to put you in the best scenario.

How To Develop Better Judgment?

How do you define judgment, and what factors do you consider most indicative and telling? What have you done to develop your wisdom, ability to analyze and interpret, judge situations, individuals, procedures, techniques and ideas? Do you enjoy being the decision maker, or would you prefer to defer that to others, and simply be a follower? Do you prefer to be a leader, trusting that you are more capable of making the best decisions, or do you doubt your own abilities and judgment? Do you judge situations and understand the possible ramifications and alternatives? Do you prefer to be proactive, or are you merely reactive? Do you plan sufficiently so that you can make decisions based on facts and reasoning, or do you wait, often procrastinating, and putting off making a judgment until you have to?

1. Judgment can either be good, bad, or somewhere in between. However, when someone simply waits and procrastinates, that is almost always an indication of far less than stellar judgment. Procrastination is generally an indication of either insecurity or fear. It takes courage, self confidence, and personal motivation to make a decision, but it also requires a commitment to training, learning,
self improvement, and the desire to be the best that you can be, to actually show judgment.

2. Judgment does not mean that you must be the most intellectually gifted, although no doubt a certain level of intellect generally enhances one's judgment. However, often those with the highest IQ, and the most schooling and education, do not exhibit the greatest judgment. Great judgment also requires certain tangible, as well as certain intangible qualities. The tangible assets include learning, experience, focus, desire and motivation, as well as commitment. The intangible characteristics come from one's viable vision, and how that translates to actual goals, as well as the motivation to persist and persevere, and the courage to make well thought out decisions, when others often defer. Judgment is a combination of numerous characteristics, disciplines, beliefs, ideals, etc. However, for a judgment to be pure and positive, it also requires absolute integrity.

There has never been a truly productive individual who did not develop a methodology to enhance his abilities and judgment. It all begins with both knowing, as well as liking ones self. Judgment comes from someone being comfortable with his abilities, confident in his beliefs, and willing to openly examine any and all alternatives that might make him better.

The Basics of Effective Telemarketing

Why are some telemarketers so much more effective than others? What do they do differently, and how do they do it? Some people who telemarket are extensively trained, while others receive very little training. Even those who are trained may or may not be effective, depending on how well trained they are, and whether they follow some basic telemarketing techniques. Certain individuals also possess a more "telemarketing friendly" personality. Factors such as friendliness, tone of voice, clarity, listening skills, patience, and the ability to persevere are essential skills for the effective telemarketer. Effectiveness requires the "never give up" mindset, and an understanding that every "no" brings you closer to a "yes." Telemarketing is truly a numbers game, and each caller develops a closing ratio, which is how many calls he needs to make to close a sale.

Have you ever gotten a telemarketing call when you thought that telemarketer was good, professional and skilled, while the usual telemarketer shows little or none of that skill and ability? Having developed telemarketing programs for several companies and several products and/ or services, I have developed a keen sense of what is and what is not effective. The following are some of the basics of telemarketing that should be followed if one wants to optimize results:

(1) Extensively train telemarketers. Provide the telemarketer with all tools necessary to do his job! Telemarketers need to be constantly encouraged.

(2) Provide telemarketers with well designed, well worded, well thought out scripts.

(3) Prepare a telemarketer to answer any and all objections.

(4) Teach/ learn the telemarketer how to effectively use the "Five Steps" approach to answering objections that I have written about in a previous article, and extensively give seminars about.

(5) Anticipate the objections and questions most likely to get. Provide scripts for each objection.

(6) Teach/ learn a telemarketer how to use "May I make a suggestion?"

(7) Play act and role play prior to the first call being made. Repeat this role playing on a regular basis. Don't let any calls be made until a telemarketing professional listens to the new telemarketer, and is satisfied.

(8) Provide a mirror to put in front of each phone station, to demonstrate the importance of smiling.

(9) Make sure the telemarketer knows whatever technical knowledge is necessary to be familiar and comfortable explain the product/ service.

(10) Teach/ learn how to close a sale.

(11) Teach/ learn the concept of "ztl" (zip the lip).

Telemarketing does not have to be difficult or unpleasant if a telemarketer is properly prepared and trained. A skilled telemarketer often finds telemarketing fun and exciting. Since telemarketers are generally paid based on their results, it is in their best interest to be the best they can be. For a company using telemarketing, there is little point if the telemarketers do not optimize results. Therefore, it is a "win-win" situation for telemarketers to be as skilled and professional as possible. Following these simple guidelines is an effective and productive first step.

What Is Your MARKETING Plan?

One of the underlying self - truths is that regardless of what one does or what his occupation/ goals might be, each of us must be both able and willing to sell each and everyday. Although many seem to shy away (or even fear or resent) from the idea of selling/ sales, everything we do involves some degree of selling. We either sell a product, service or ourselves, and therefore our personal success and achieving our goals, is directly related to how well we do this activity. Truly successful selling must depend on a quality, efficient and effective plan, and thus, it is incumbent on each of us, to examine, consider, enhance and develop the right MARKETING plan to best serve our needs and objectives.

1. Begin by considering how to best manage your personal program! Do you have needs to meet, or objectives to aim for? How do you develop, examine and set the metrics that are most essential to you? Do you check to see if you meet them? Do you over - rely on one type of marketing, or do you balance your plan to use the best proportion of each media that might best serve your needs? How do you identify and measure success?

2. Can you adequately articulate your aims? Being your most effective means you must assign some degree of personal achievement.

3. Forget relying on too much rhetoric or empty platitudes. Success will only be approachable when your personal perspective prioritizes results, and the best way to achieve them.

4. Never underestimate the need to develop quality knowledge. How will you ever be able to convincingly and effectively sell yourself or anything you care about, until and unless, you know what you're doing?

5. Effective marketing does not mean simply spending on everything or aimlessly, Rather it us important to have and maintain an economic perspective, so you spend within your means, neither over - spending monies you can't afford or being falsely prudent by under - funding this promotion.

6. Tell your story in a manner that intrigues, involves and entices others. Never do anything in a haphazard or unplanned manner, but demand of yourself that you always utilize the best, highest quality techniques that are possible.

7. Instill confidence in both yourself as well as others you want to influence, by fully explaining your ideas, while consistently and entirely committing to absolute and unwavering integrity.

8. Effectiveness means addressing and fullfilling needs. Don't try to be all things to all people, but rather know your personal priorities and niche.

9. Generate leads on an ongoing, regular and consistent basis! Greatness is contingent upon your continuous striving to maximize good will. This can only be done when you keep an open mind and gather valuable information.

Your personal success and satisfaction depends on developing a MARKETING plan that best works for you! Don't deny that you sell, but rather do so more impactfully!

9 Basic Steps to More Effective Selling

Everything we do in life involves a large degree of sales, selling, or at the very least, understanding the process and techniques. We all either sell a service, a product, or ourselves nearly each and every day, so wouldn't it make sense to use techniques that gave us our best chance to succeed. Selling, like nearly every other activity, involves a process that includes a step - by - step, organized system of learning, understanding and using the techniques that will provide the results most of us seem to desire. Using these 9 basic steps provide the needed basis and structure to move you along your desired path to your personal goals.

1. It all begins with speaking less, and learning more. We need to understand that we achieve far more when we listen to needs, goals, and desires of others. Successful selling nearly always requires an interchange with a large degree of back and forth communication.

2. Don't respond too quickly, or over - respond. It is generally wise to resist the natural urge to interrupt another, or correct him, or immediately respond. One recommended exercise is rather than immediately respond, sit back, relax, and carefully consider your words. Understand that it often makes sense to clarify what is meant and to begin by saying, "I can perfectly understand how you feel, but," rather than behaving in an adversarial manner.

3. One's mindset must include the realization that objections and/ or concerns are to be considered positive and helpful signs, rather than a cause for concern or trepidations. Clarify precisely what the concerns are before responding to them!

4. Be prepared! Selling is a process and a technique, and it must be practiced, rehearsed and perfected. Your response must not appear to be tentative or by rote, but rather must seem seamless, calm, and informative. Don't dodge an issue - address it to the satisfaction of another!

5. Steps five through nine are what I refer to as the five steps to answering any objection. This begins with patience and a commitment to the process every time! Don't rush, but proceed forward. The first of these five steps is to restate what you believe to be the concern, but doing so in the form of a question, in order to be certain that you are addressing the actual concern. After asking the question, wait for a response that answers your question. Next, it is essential to empathize (put yourself in another's place) rather than merely being sympathetic (feeling sorry). People usually appreciate someone who is willing to see things through their eyes. This must be clarified by responding directly and in sufficient detail to fully address whatever the concern might be. Unless this is then followed by then recreating the need and then finally, by actually closing by saying something such as, "Doesn't that make sense?," little of consequence is ever achieved or accomplished.

However, unless you have the patience and self - confidence to wait until the other party answers, you have not properly utilized this essential technique. On the other hand, when it is used properly and seamlessly, it generally makes all the difference in achieving your desired results. It's always up to you!

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Understanding SUCCESS: By The Letters

Although we often hear so much discussion about what it means to be successful, or defining what makes something a success, it remains an area that perhaps will always remain difficult to define, because success means different things to different people! Although we each strive for different things, hold different things near and dear, and are often less than clear, even in our own perspectives, about what this term or concept even means to each of us personally, looking at this word from a mnemonic perspective gives us a clearer idea of essential components that are needed to be considered as a success. Therefore, SUCCESS might be best understood as requiring these components: Seek being of/ or providing true value while maintaining a commitment to highest personal values; Understand what your goals are, and how they align with the needs of others and society, in a truly useful manner; Maintaining a caring attitude and be led by considering the needs and desires of others, as well as knowing what you want; Having a conscience that leads you to consistently prioritize doing the right thing; Being effective, while at the same time proceeding with empathy towards others; Approaching every action and activity with absolute integrity and sincerity; and, Prioritizing service.

1. Do you seek providing value to others, as a component of achieving your success? Then, you must first listen effectively and always consider how your actions might impact the rest of society.

2. Are you willing to take the time and effort necessary to really understand the nuances of your actions and activities? Is your personal plan of action something which will prioritize being useful in that it contributes to a better scenario than before you began?

3. Is your attitude one of a caring individual, or do you only think about yourself? One can win a specific battle and even achieve a modicum of success in certain aspects, but unless he does so in a fair manner, he rarely will truly achieve personal success. What do you really care about?

4. What does your conscience tell you about your behaviors, attitudes and actions? If you examined your actions from an objective perspective, are they something to be pleased and proud of?

5. How effective are you? Are you actions goal - oriented, or is your time management so in need of assistance, that you are often spending more time running in circles than achieving necessary goals and objectives?

6. Are you words and actions in sync, so that you approach life with sincerity and absolute integrity? How much do you really care about your stated objectives?

7. Is everything you do service orientated? When you think about what success means to you, what are your major determinants?

There will never be an easy definition of success. However, we each need to realize that simply doing well financially or merely advancing one's career do not indicate personal success, but merely accomplishment in specific areas. Invariably those that can balance personal and career accomplishments with the aspects listed above, are on the needed course for success!

Whose Drum Do You MARCH To?

How often have you heard the expression that one must march to his own drummer? However, in the final and true analysis, very few of us actually do so. Most people opt for being popular or fitting in with the crowd, rather than following their own dreams, heart, feelings, beliefs, and/ or aspirations. In order to perform to the best of our potential, each of us must consistently focus and understand himself (in depth), which includes knowing ourselves well enough to be the best that we can be. Rather than merely proceeding in a haphazard, unplanned way, doesn't it make sense that the best way to do your personal best, is to be absolutely true to your beliefs (the only way to assure that you remain unconflicted). Whose Drum Do You MARCH To?

1. Begin with a high degree of focus on making yourself far mightier, by doing what makes you feel self - satisfied. Goals should concentrate on doing whatever makes you better, and consistently meets (and exceeds) you all - important personal expectations.

2. What do you pay the most attention to? Do you prioritize fitting in with the group (being popular), or is your attitude that you must please yourself before you can do anything truly productive and/ or constructive? Have you taken the time, and made a genuine effort, to enhance your aptitude to highest level of your abilities?

3. Is your eye on what happened in the past, or on maintaining the highest degree of personal relevance and reliability? Do you understand fully, and absolutely believe in your rationale, and does that make you stronger and better? Is your approach merely pie - in - the - sky, or do you make sure that what you claim you want to achieve (and believe in) is both rational and reasonable?

4. How cooperative is your actual behavior to accomplishing your stated goals and aspirations? Focus on being and creating a better, more compelling you! Are you actually the individual you claim to be?

5. Far too often, we either over - rely on either our emotional component, or on the other hand, on our rational one! Only when we proceed consistently with a concentrated, focused head/ heart balance, will we consistently know we've done (or truly attempted to) our personal best. How do you regularly proceed? Do you try to cover up the real you (hiding) or do you accept who you are, and take absolute possession of being true to yourself (and feeling comfortable doing so)?

No one can walk in someone else's shoes and merely focus on being a copycat, rather than being true to your personal priorities, and remain satisfied for any extended period. Whose Drum Do You MARCH To?