by Steve Adubato, PhD
I was conducting a seminar last week with a group of financial advisors who were trying to increase their sales and build relationships with existing clients. The seminar participants were doing mock presentations in which they were talking about new products and services to perspective clients.
by Steve Adubato, PhD
When we communicate, we often confuse quantity with quality. We obsess over “how much” we cover in a meeting or “how many points” we review in a conversation or sales presentation. We obsess over having as much information as possible in our PowerPoint presentations because we confuse “data dumps” with truly effective, engaging and relevant communication.
by Steve Adubato, PhD
One of the easiest ways to lose someone’s interest or turn them off in a business situation is to make it clear that you are not listening. Being a great oral communicator is critical to business success. However, the expression “talk is cheap” speaks volumes. Further, have you ever heard someone say; “That’s a lot of rhetoric?” Obviously, these are not compliments. It is a lot easier to talk than it is to truly listen.
by Steve Adubato, PhD
One of the most important and powerful aspects of public speaking is acknowledging that there are times when anxiety, nerves or circumstances get the best of you. You can be the most confident and persuasive communicator, but can still get thrown off. You can have a bad day or you can give a performance that just goes to the core of how you see yourself and create concern about how others view you.
by Steve Adubato, PhD
“Why don’t you just stop being so argumentative…?” “If I could only get that raise I’ve wanted for so long, everything would be great.” “Why does my boss have to be so demanding? If he were more understanding, then maybe I’d like this job.”
by Steve Adubato, PhD
Consider the case of Joe, who takes his team into a sales meeting with a very specific goal. Like most of us in business, they were looking to close the deal, or at least identify what deal was possible in these challenging and uncertain economic times.
by Steve Adubato, PhD
Consider the following scenario and ask yourself why some people in business are so reluctant to simply apologize and take responsibility when things go wrong.