Monthly Archives: May 2014

Why Platinum is stronger than Gold

Remember the Golden Rule we were all taught in gradeschool?  "Do unto others as you would have them do unto you".  This rule implies the assumption that other people would like to be treated the same way you would like to be treated…When we really think about this notion, it appears rather self-oriented and assuming. 
Have you ever heard of the Platinum Rule?  The Platinum Rule states: "treat others the way they want to be treated".  It sounds over-simplified, but isn’t it the very goal of our desire to treat others kindly and with respect?  The Platinum Rule accommodates the feelings of others and opens us up to an exploration of what do they want and  how am I able to give it to them?  It is a productive form of thinking that advances our relationships positively.  When we are able to internalize this doctrine, we see the world in a new light.  We view our relationships through a different lens.
Personal relationships will surely benefit from Platinum Rule thinking, however it is not about becoming submissive in any way, in fact it is an empowering notion.  It’s about expanding our thinking and creating the conditions for positive reciprocity within a relationship. 
This applies equally to relationships at work. The Platinum Rule will transform your professional relationships to create a stronger, healthier framework for dealing with workplace challenges. Conflicts arise in any workplace environment.  We can become more equipped to deal with them proactively by simply applying the Platinum Rule thinking to the situation.  The conflict can be addressed respectfully while strengthening the relationship rather than deteriorating it.  It also opens the door for the mutual exchange of thoughts and respect which in turn boosts morale.

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What does FM Radio have to do with Presentation Skills Training?

Have you ever listened to a great FM radio station?  One that played your favorite songs over and over again?   Did you notice that it’s hard to change the dial when you’ve gotten used to a favorite station?  Right, but "What does an FM radio station have to do with Presentation Skills Training?" you might be asking.  Well if you think about it, every time you present an idea, product or service to an audience they’re tuned into their own FM station.  The call numbers for their station go by the old standard WIIFM or "What’s in it for me?"  In other words, your audience is listening to your presentation to learn how your product will make their life better, so you really need to focus on their WIIFM.

How can you leverage your knowledge of WIIFM in your next presentation?  This is the key question that you should ask yourself before, during and after every presentation you give.  By focusing on key benefits to your audience you can you connect the dots between their needs and the advantages they seek.  There are three key areas to consider as you look for benefits to share when you are giving a presentation:  time, money and quality.  A good presentation skills training session assists you in exploring all three categories of benefits. 

Let’s look at time.  When you give your next presentation, make sure you focus on how your product will save the audience time, make them time, or increase their efficiency.  Time is an asset to most people and if you can skew your presentation to focus on the convenience, efficiency or productivity angle it will typically appeal more strongly to an audience. 

Now let’s consider money.  Most people find money to be a great benefit whether it’s saving money, making money, or increasing profits. When you are giving a presentation about your product or service, make sure that you highlight how your audience benefits from a monetary perspective.  Why?  Because it’s an important response to their questions "What’s in it for me?".  Now that you’ve considered time and money, make sure to include remarks on quality in your presentation. 

How does quality, or quality of life, form a benefit?  Well most of us like to enjoy a good standard of life whether its at home or at work, via improved satisfaction or improved morale.  For others, they measure benefits via the quality of the actual produce itself.  When you are giving a presentation about your product focus on how your widget ranks over other widgets through higher quality production, distribution and after-sales service. 

To learn more about how to find presentation skills training that will boost your understanding of WIIFM and its importance in selling your product please visit our website at or at   We also have free resources that you can download and study at your leisure.  We deliver onsite presentation skills training and executive coaching in presentation skills.  Please contact us at 1-800-501-1245 or at for more information.

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Exhibiting the 3 C’s of Sales

The key C’s of sales

Understanding how Connection, Curiosity and Confidence apply to your interactions with clients can improve your performance in remarkable ways. 

Establishing an initial Connection with a potential client or customer is essential.  That initial connection sets the tone for your relationship and as with first impressions, is critical that it is a positive connection.  Connecting with a client can take shape in many different ways, but it serves to establish trust from which you can build a relationship.  Finding common ground is a connection that is polite yet effective.  A compliment, a shared interest or goal, a genuine willingness to serve the client all forge a positive connection.

Once this connection has been established, exhibiting a sincere Curiosity determines the integrity of the relationship.  Discovering the client’s goals through asking questions will strengthen their trust in you, as a Sales Professional.  Allow the customer to describe their situation by asking open-ended questions; this puts the customer in charge of the conversation and allows them to feel heard and understood, building on the trust you have already established.

Attending the client with Confidence throughout this process will solidify your relationship and lay the foundation for future business with them.  Operating with confidence lets the client know that you understand their goals and you are knowledgeable about how to meet them.  Confidence is an admirable characteristic and one that leads the customer to believe that you are trustworthy and fair. 

Putting these key components into action with clients will boost your integrity as well as your sales.

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Boost Your Body Language With Presentation Training

Body Language is an important messenger to your audience when giving a presentation.  Ever wondered what your body says?  Make your message matter by considering three key elements of body language before your next presentation:  stance, gestures and confidence. 

Stance refers to your overall posture and alignment.  How’s yours?  Are you standing tall and erect or are you slouching over?  Presentation training experts advise that you stand tall and ensure your shoulders are back so that you convey calm, professional poise.

Gestures can add or detract from your overall presentation.  Have you ever seen someone who keeps their hands clenched tight at their sides?  The message they give shows fear and discomfort.  A better approach is to allow your hands to move in alignment with your words.  Next time you find yourself giving a presentation, use your gesture zone by keeping your hands above your waist but below your chin. 

Confidence is the third and possibly most important element of body language when giving a presentation.  Your overall confidence telegraphs to your audience in each and every presentation.  What can you do to show confidence?  Smile, make eye contact, and speak up!  Next time you present let the audience know that they can believe in you and your message.

To learn more about body language and its place in presentation skills training call us at 1-800-501-1245 or visit: or

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