When you are giving a speech you tend to think of what you want to say rather than what the audiance wants and needs to hear. When writing and giving a speech imagine you are sitting in the audiance. Answer the question the audiance is asking, "What is in this for me?" If you have read my book Easy Speaking or attended one of my presentation skills workshops you know the fundemental principal in speaking is the connect to the audiance.
Recently I was reading the monthly newsletter from sales trainer Chuck Reaves. He shared that that when president Obama gave his sales presentation to win the bid for the Olympic Bid he missed this fundamental principle of sales. Obama focused on him self as a speaker. In fact Chuck shared that, "Obama used the first person pronouns "I" and "me" 26 times in his presentation." In fact, at one point he said that the reason the IOC should send thousands of people to Chicago for the Summer Olympics was so that "my daughters and I could walk from our home in Chicago to the games".
Unfortunately, Mrs. Obama used more first person pronouns than the President (44 times in 41 sentences). This resulted in confirming an erroneous message: "I'm the reason you should buy". They should have thought of the audiance the IOC and considered what the vaule of the Chicago venue would be for them.
Chuck also shared the following sales presentation recomendations.
• Tried to sell as an individual. We've all been guilty of this one. Sales is a team effort. (See the section below on selling professional services.) Not only should we engage others in our organization to help us sell, our customers would appreciate knowing the depth of our organization. Having experts in our company engage experts in the client's organization helps to solidify our value to the customer.
• Did not sell to the "M" in WIIFM. "What's in it for me?" is a customer question, not a salesperson's question. Focus on answering the question from the prospect's point of view and "what's in it for you (the salesperson)" will take care of itself.
May be believing his own press. After a series of successful sales calls, we tend to let down our guard. We think we have it all figured out. We stop doing pre-call planning, we "wing it" in front of the customers and we fail to review and critique every call. Let's remember that we are never perfect at sales. Slumps happen.
Tuesday, October 20, 2009
How to Always Look Young Fashion Musts for Fall.
1. The Little Black Jacket: this season the little black jacket is being hailed as, "The answer to every fashion question." My favorite is cropped and fitted just under the bust or boy cut in black leather or black denim. This is look made for us. The little black Jacket can dress you up and make you look youthful if you pair it with a little dress or jeans and a high quality little white t-shirt! Tuxedo, biker, military, or lady-like... velvet, wool, or embellished... so many to choose from! Make sure it fits. You have to be very careful with denim the “washed” or faded look or biker look is difficult to pull off when you are an over 40 woman, but if the jacket fits you and you pair it with crisp well pressed clothing you can look really cute. Do not pair denim with denim. It looks great on a teenager but it can make us look like we are trying to hard to get the "under twelve" discount at the movies. Wear your cute black fitted jacket with your jeans and flash your AARP card with a big ole’smile on your face.
2. Pants: Jeans are taking a back seat this season to cotton or leather trousers, I don’t know many women over 40 who can do leather pants, but we can look great in black denim. Ankles are this season's bare-skin. Great for us as they ankles don’t wrinkle! If your comfortable with your ankles roll loose-fit jeans above your ankle and give yourself some length with nice heals.
3. Skirts: Classic cuts and lines in vivid, can't-look-away colors dominate the skirt collections of this season. If A-lines and pencil cuts aren't for you, don't fret! Super short, super full skirts are just as noteworthy for fall. Love those full skirts. One of my sisters looks adorable in a short super full skirt. She is over 60 and a size sixteen!
4. Tops: While jackets were a focus in the top-department, what goes under them is just as important! Ruffles are big big big. However, we must be very careful in how we choose them. We can look hip in deep jewel tone purple and like a little churchwoman in pastel pink. Don’t pull out your old ruffled blouses from the back of the closet. The ruffles this season are bigger often asymmetrical and the colors are bolder. In addition, when you wear the new ruffles make sure you pair them with something hip not dowdy. Mix the formally formal ruffles with jeans, corduroys, and an above the knee skirt or casual boy cut jacket. Boundaries of matching formal to formal are aging and are out out out this season. Mix and match the style and dressiness of your tops with your other pieces: a white t-shirt with a velvet blazer and patent heels goes just as well as a silk, puff-sleeve blouse with jeans. Rebels rejoice.
5. Dresses: perhaps the most understated piece of the current wardrobe, sheath dresses and draped frocks are the two most sought-after styles: think 50's style silhouette... and then pair it with high heels! I wish I could wear them.
6. Colors: Black is back! Black, white, black & white, navy (yes, navy,that has been out of style for several years is back) gray, deep yellows, reds, nudes, and my favorite, purple are the front-runner colors of this season's pallet. You have to be careful with this seasons hot stripes, sequins, hounds tooth, embellishments, studs, and plaid. Plaids and hounds tooth can make you look spinster aunt, Agatha Christie Miss Marple old and the hot looks in stripes, animal prints and sequins can make us look like you are ready to go to Las Vegas and sit on a stool at the end of the row of slot machines with a coin cup and a cigarette. You can pair a hounds tooth skirt with a low next cashmere sweater in bold color and you can look great with the new cute patched pockets on jackets and jeans, or candy-colored-footwear. Take the somber new looks that make you think of afternoon teas and foggy-morning-in-London main pieces and accent them with traffic-stopping, bold, bright accessories.
7. Accessories: Don’t you just love TJ MAX for purses and Marshals for shoes! So in Quilted clutches, gloves. So what if we can’t wear these seasons knew high socks. We may be able to do the leggings. I like me feet to be comfy but if you can do them heels and cut-away booties, metal and metallic detailing, riding boots, patent leather, fringe, and animal print shoes are so so in. The switch-up this season: bare your ankles, not your knees! Sadly, to say, nary a flat was in sight... unless, of course, it is a boot. I will be looking at out for what my favorite oh so comfortable no more sore feet and aching back shoe brand Q form Merrill’s has in a boot this fall.
1. The Little Black Jacket: this season the little black jacket is being hailed as, "The answer to every fashion question." My favorite is cropped and fitted just under the bust or boy cut in black leather or black denim. This is look made for us. The little black Jacket can dress you up and make you look youthful if you pair it with a little dress or jeans and a high quality little white t-shirt! Tuxedo, biker, military, or lady-like... velvet, wool, or embellished... so many to choose from! Make sure it fits. You have to be very careful with denim the “washed” or faded look or biker look is difficult to pull off when you are an over 40 woman, but if the jacket fits you and you pair it with crisp well pressed clothing you can look really cute. Do not pair denim with denim. It looks great on a teenager but it can make us look like we are trying to hard to get the "under twelve" discount at the movies. Wear your cute black fitted jacket with your jeans and flash your AARP card with a big ole’smile on your face.
2. Pants: Jeans are taking a back seat this season to cotton or leather trousers, I don’t know many women over 40 who can do leather pants, but we can look great in black denim. Ankles are this season's bare-skin. Great for us as they ankles don’t wrinkle! If your comfortable with your ankles roll loose-fit jeans above your ankle and give yourself some length with nice heals.
3. Skirts: Classic cuts and lines in vivid, can't-look-away colors dominate the skirt collections of this season. If A-lines and pencil cuts aren't for you, don't fret! Super short, super full skirts are just as noteworthy for fall. Love those full skirts. One of my sisters looks adorable in a short super full skirt. She is over 60 and a size sixteen!
4. Tops: While jackets were a focus in the top-department, what goes under them is just as important! Ruffles are big big big. However, we must be very careful in how we choose them. We can look hip in deep jewel tone purple and like a little churchwoman in pastel pink. Don’t pull out your old ruffled blouses from the back of the closet. The ruffles this season are bigger often asymmetrical and the colors are bolder. In addition, when you wear the new ruffles make sure you pair them with something hip not dowdy. Mix the formally formal ruffles with jeans, corduroys, and an above the knee skirt or casual boy cut jacket. Boundaries of matching formal to formal are aging and are out out out this season. Mix and match the style and dressiness of your tops with your other pieces: a white t-shirt with a velvet blazer and patent heels goes just as well as a silk, puff-sleeve blouse with jeans. Rebels rejoice.
5. Dresses: perhaps the most understated piece of the current wardrobe, sheath dresses and draped frocks are the two most sought-after styles: think 50's style silhouette... and then pair it with high heels! I wish I could wear them.
6. Colors: Black is back! Black, white, black & white, navy (yes, navy,that has been out of style for several years is back) gray, deep yellows, reds, nudes, and my favorite, purple are the front-runner colors of this season's pallet. You have to be careful with this seasons hot stripes, sequins, hounds tooth, embellishments, studs, and plaid. Plaids and hounds tooth can make you look spinster aunt, Agatha Christie Miss Marple old and the hot looks in stripes, animal prints and sequins can make us look like you are ready to go to Las Vegas and sit on a stool at the end of the row of slot machines with a coin cup and a cigarette. You can pair a hounds tooth skirt with a low next cashmere sweater in bold color and you can look great with the new cute patched pockets on jackets and jeans, or candy-colored-footwear. Take the somber new looks that make you think of afternoon teas and foggy-morning-in-London main pieces and accent them with traffic-stopping, bold, bright accessories.
7. Accessories: Don’t you just love TJ MAX for purses and Marshals for shoes! So in Quilted clutches, gloves. So what if we can’t wear these seasons knew high socks. We may be able to do the leggings. I like me feet to be comfy but if you can do them heels and cut-away booties, metal and metallic detailing, riding boots, patent leather, fringe, and animal print shoes are so so in. The switch-up this season: bare your ankles, not your knees! Sadly, to say, nary a flat was in sight... unless, of course, it is a boot. I will be looking at out for what my favorite oh so comfortable no more sore feet and aching back shoe brand Q form Merrill’s has in a boot this fall.
Stress Buster Tips. Whether your stressed out looking for a job or finding, dealing with over work or dating. One way to deal with stress is to figure out what you do that makes you happy. Recently I read the book, "Julie & Julia." The narrator is unhappy with her job so to feel more in control of her like she cooks all the recipes in the Julia Child's cook book, "Mastering the Art of French Cooking." What do you love to do? When do you feel in control. Brainstorm everything thing you enjoy doing that has a beginning, middle and end. Do you like fishing walking, reading? Do you like downloading and listening to music? Do you like being out in nature? Make a list and give your self permission to do things that make you happy.
Friday, October 02, 2009
Organizing for holiday gift giving and holiday guests.
I worked with an organizer years ago and I learned that big, easy to read labels on things it helps you and visitors to your home know where things belong.
I use big labels to help my gift purchases organized. have a line of laundry baskets in the attic each labeled with a group. My eldest sisters family has a labeled basket as does my middle sisters family and my girlfriends and guy friends and their family. As I travel or find a good sale and purchase presents throughout the year I put the present in the appropriate basket with the price tag on it and the receipt taped to it. Just before Thanksgiving I go through the baskets and find out who still needs presents and make a list. I take my list with me for the day after Thanksgiving to finish all my purchases.
I am not typically super organized but I love to have the house ready when I have guests. When company comes to my house for the holiday I label all the kitchen drawers and cabinets with their contents. Silverware, Coffee and Tea stuff, Glasses, Plates, Saran wrap, garbage bags, snacks etc. and I do the same for the fridge the pantry, the mop and vacuum closet and the shelves in the guest bath closet. I leave canned drinks stacked in the corner of the kitchen. With everything labeled or in view. That way people can help themselves and I am not answering shouts of “where are the tea bags?” all week. I also have fold out luggage racks like they have in hotels in the guest bedrooms and have over the closet door hooks for bathrobes and towels in the guest bedrooms. I also put a stack of old paper backs buy each bed according to guests tastes and have a coffee maker in the big guest bedroom with a try filled with coffee and tea goodies so guests don’t have to worry about getting dressed or disturbing others to get their first cup of coffee.
I worked with an organizer years ago and I learned that big, easy to read labels on things it helps you and visitors to your home know where things belong.
I use big labels to help my gift purchases organized. have a line of laundry baskets in the attic each labeled with a group. My eldest sisters family has a labeled basket as does my middle sisters family and my girlfriends and guy friends and their family. As I travel or find a good sale and purchase presents throughout the year I put the present in the appropriate basket with the price tag on it and the receipt taped to it. Just before Thanksgiving I go through the baskets and find out who still needs presents and make a list. I take my list with me for the day after Thanksgiving to finish all my purchases.
I am not typically super organized but I love to have the house ready when I have guests. When company comes to my house for the holiday I label all the kitchen drawers and cabinets with their contents. Silverware, Coffee and Tea stuff, Glasses, Plates, Saran wrap, garbage bags, snacks etc. and I do the same for the fridge the pantry, the mop and vacuum closet and the shelves in the guest bath closet. I leave canned drinks stacked in the corner of the kitchen. With everything labeled or in view. That way people can help themselves and I am not answering shouts of “where are the tea bags?” all week. I also have fold out luggage racks like they have in hotels in the guest bedrooms and have over the closet door hooks for bathrobes and towels in the guest bedrooms. I also put a stack of old paper backs buy each bed according to guests tastes and have a coffee maker in the big guest bedroom with a try filled with coffee and tea goodies so guests don’t have to worry about getting dressed or disturbing others to get their first cup of coffee.
Subscribe to:
Posts (Atom)