Archive for: May, 2023

60 Second Presentations – What’s the Point?

May 30 2023 Published by admin under Uncategorized

So here you are. Sat at your regular breakfast network meeting. Full of bacon and egg and looking forward to getting to know some new people. But the Chairman rises and you know what is about to happen. Your stomach begins to churn. Your fingers start to fidget as that weekly terror of 60 second presentations is about to start. This week we will have to say who we are, what we do and what our USP is all in 60 seconds. Not only that but we have to remain calm. Speak clearly and if we go over the time get gonged out as if we’re on some cheap talent contest. Every week it is the same….60 seconds of purgatory.

OK, I’ve probably earned plenty of endorsements to my literary license there. But a question I want to ask is what is good about 60 seconds? What is the point? What is achieved? Questions I will try and answer.

I have been an active networker for the best part of 10 years. I suppose I started a couple of years after two of the main networking organisations BRX and BNI were formed in 1999. When I first heard that I would have 60 seconds to present myself to the group I thought that was ok. At least I would be able to let everyone know I was there and what I did. I was also lucky in that I had attended several training sessions on presentation skills so felt quite confident. I said my bit at the appropriate time and got precisely no response. I suppose it wasn’t surprising since no one knew me. But hang on. Isn’t networking supposed to be about getting to know people? Why didn’t my newly met confederates of trade and industry clamour to my side? Was I not a potential new resource? Were they not interested in how they could give to me so I might give back to them? I had washed.

It was because they didn’t know me and it wouldn’t have mattered what or how I’d said in the 60 seconds the response would have been the same. So why do groups still demand the round of 60 seconds, or in some organisations 45 seconds? Initially I think the idea may have been partly one of organisation. Some people will waffle for hours about nothing and need to be restricted so a flat level of 60 seconds is a good average. In a group of 30 people that will only take 30 minutes. Fair enough but would that time not have been better spent just chatting and getting to know each other? Better to chat to a few people and get to know them more than chat to many and get to know them little. To chat, or to converse, implies a relaxed state where people exchange information in a pleasing and friendly manner. It helps people get to know each other which is, after all, what networking is about. Chatting and conversing is a natural skill that we all develop in our own way. Standing and doing presentations, whether for 60 seconds or longer, is not. This I speak from personal experience. As I mentioned earlier I have received training in presentation skills and won a public speaking competition, but to include in 60 seconds what you need to convey is not, in my opinion, an efficient use of this time. To say something that is attention grabbing and interesting every week is not, for me, easy despite how passionate and keen I am on the topic of me. A subject I know intimately.

So what do I consider is wrong about these 60 second sessions?

One of the first is that despite the training available they are still so poorly done. No matter how often you tell people to specify who or what they are looking for there will still be those who try to cram in their life’s history and end up saying ” looking for anyone…..”. So 60 seconds of poor presentation can ruin an otherwise excellent sale.

One of the maxims often used in networking is that it “takes but a moment to make a first impression”. This I agree with. Why then do so many people ruin it with ill prepared 60 second presentations? If you introduce yourself poorly to the group are people going to be attracted to meeting you further? Possibly not. If you do not project confidence in those 60 seconds how can you impress confidence on others that your product or service is good? Some might argue that these 60 seconds are just window displays to the real stuff. Yes they are but how many shops will you look at twice if the window displays are dowdy and not professionally slick like the competition’s might be?

If all networkers were to be as philanthropic as some people would like then the 60 second presentation might become more of an irrelevance. That is, if people were more interested in giving or finding out what they could do to help others. But they’re not and a big part of people’s reason to go to such an event is to see what business they can gain. The 60 second presentation can ruin this because many will hear what a person does, assumes they won’t need what they have, and not make contact. Forgetting that it is who they know not what they know that matters. Assumptions and prejudgements of this nature can make may people miss thousands of otherwise golden opportunities.

Another argument in favour of the 60 second spiel refers to the elevator pitch. The idea is you have got into an elevator (or lift as we in the UK would say) and you are face to face with billionaire Bill Gates and you are going to spend a few seconds alone in his company. What could you say in that time to get him interested in you? I’d probably come out with something like “aren’t you that computer guy”? However, following what I’d learned in some networking groups I have tried to develop a slick retort when asked what I do. The response has often been a look of concern resulting in avoidance when the best reply would have been simply to say what my role or title was. I have come to the conclusion that slick elevator pitches can often seem arrogant and clever. This again can put people off.

Does the 60 second pitch ever work? Of course it does but it does have more than its fair share of space to put people off. Many people will no doubt say that they have gained thousands of pounds worth of referrals from their groups where they do 60 second presentations. I don’t doubt that but would then ask if they got the referrals because of their 60 seconds or was it because the people have then got to know and like you over a period of time? Something they may have done a lot quicker by just having a couple of good conversations.

One argument in favour of these presentations that I support is that it breaks down the barrier of introduction. English people used to be famous for their reticence of speaking to strangers unless they had been introduced. Some people might argue that by knowing what the other person does or needs is something they can then talk about. But what’s wrong in asking someone for that information? I have often heard people worry about what can they use for conversation openers. I believe it was that networking coach Andy Lopata who recommended that “Do you come here often” can be a good one. I agree and would add that “what line of business are you in” might be another.

Now I know in largish groups 60 seconds is a good way of managing the meeting. However, I have often sat in a group of 30 and when these 60 second presentations have started, realised that I was concentrating so intently on who was talking that I had forgotten about who the person was who had spoken a few minutes ago. By the end of the session could only remember properly who the last 5 speakers were and what they did.

This reinforces my argument in favour of smaller groups which you will also find I have posted on here as an article. Smaller groups allow more time for conversations. I now run a weekly breakfast meeting as part of the Business Referral Exchange (BRX) organisation. Every week we individually discuss who we are, what we do and what we are looking for. As a result there is often much more gained from the meeting than business referrals. A greater synergy developed between people. Friendships and alliances are forged and deepened much more than if we had just heard 60 seconds. A wider range of input is made available because more is learned. The source of a problem gets examined and worked on and a real solution offered instead of a quick possibility.

So what is good about these 60 seconds? At best it lets people know you’re there.

What is the point? To let people know you’re there.

What is achieved? You let others know you are there.

Is that worth wasting half an hour of the meeting time?

Will I still go to other meetings where I just have 60 seconds? Yes, but don’t be surprised if I start doing it a bit differently.

Comments are off for this post

Virtual Presentations That Work

May 29 2023 Published by admin under Uncategorized

Executives of Fortune 100 companies are directing their organizations to conduct more meetings using electronic conferencing software (e.g., Adobe Acrobat Connect Pro, WebEx). Technical communicators are concerned that the limitations of the medium will severely diminish the effectiveness of their presentations. They want to prepare themselves to develop and conduct electronic meetings that are compelling, interactive, and motivational.

I believe that it is not the medium that creates compelling communication; it is the communication strategies used. Electronic meetings have several inherent drawbacks (e.g., lack of visual feedback, more difficult social interaction), but there are also strengths (e.g., the ability to collaborate over great distances unbounded by time). Flexibility and creativity enable technical communicators to duplicate all of the benefits of a physical meeting in a virtual meeting.

To follow are a wealth of ideas that are useful in organizing virtual meetings.

Gain Attention

Begin your virtual meeting with a well-thought-out introduction. Introduce yourself and, if time permits, invite participants to introduce themselves. Ask them to share background information, including professional and personal interests and hobbies. Post your picture and, if possible, pictures of participants. Use innovative methods for gathering and sharing participant background information (e.g., matching unique experiences with the appropriate participant).

Establish Relevance

Poll participants to determine their background and interest in the subject. Use a wide variety of media. These may include animations, background information, current events, cartoons, articles, thought-provoking questions, quotes, and stories.

Present Information

Incorporate the same types of multimedia presentation that you would in a face-to-face presentation. Use different types of media such as text, graphics, animations, video and multimedia presentations, illustrations, diagrams, schematics, models, audio presentations, and concrete objects. Consistently refer to the meeting schedule that you presented at the beginning of the presentation and provide content summaries throughout the session. Present information in short chunks and in a logical flow while varying the pace and format every five to six minutes.

Incorporate compelling communications strategies that include:
o Storytelling
o Guest-speaker presentations, which can be virtual
o Simulations
o Analogies
o Assignments
o Case studies
o Discovery learning
o Examples and non-examples
o Experiments
o Graphical representations
o Hints and cues
o Ideas
o Mnemonics
o Games
o Physical models to portray relationships

Support your main ideas with graphics whenever possible. Keep the information simple, especially if you are using PowerPoint. Be careful about colors, white space, and fonts; limit your usage of different fonts and colors.

Tell participants what you are going to tell them, tell them, and then tell them what you have told them. This should be easy, since you have a plenty of media to play with. You can set the stage in a multimedia presentation, then present the topic via a whiteboard presentation, and finally review the topic in a discussion using the chat or a polling feature.

Enable participants to download documents instead of passing them out. Be sure to use PDFs, since they display and print more predictably than other document formats. Use the whiteboard as you would a flip chart. Point to, highlight, draw, and notate on the whiteboard. Refer to websites and other resources; use them as valuable sources of information, references, and exercise materials. Present information from another point of view (e.g., customer, competitor, user, and engineer). Anticipate and prepare for participant’s questions. Construct job aids that distill relevant information.

Conducting Demonstrations

Use case studies related to real-life situations. Ask participants to explore controversial issues. Request that participants share their own experiences related to the content.

Show photographs or video presentations of salient portions of demonstrations and use drawing and text tools for highlighting and labeling. Use screen sharing to demonstrate computer applications and drawing tools to label and highlight sections of the screen. Select examples and activities that mirror the setting where participants will apply their new skills.

Facilitating Practice

Incorporate practice to maintain participation and interest. Assign participants to groups and ask them to collaborate on specific assignments. The group size should be no more than four participants. Assign and rotate roles within each group to ensure sharing and cooperation. If applicable, synthesize activities completed outside of the meeting. Encourage lively presentations of no longer than five minutes in length. Encourage participants to use the whiteboard. Use case studies, role-plays, and simulations that mimic real-life activities.

If participants cannot interact with the real systems, provide links to training databases or test sites. Display participants’ screens if you would like them to demonstrate their usage of applications or share information as part of interactive demonstrations or exercises.

Instigating and Managing Discussions

Open discussions with a provoking comment. Plant ideas by asking a leading question on the whiteboard or in a chat window. Conduct structured discussions by including a proposed outline of the discussion. Keep the discussion on course by clarifying the theme of the discussion and the topics that you expect to cover. Closely manage discussions. Use the microphone, whiteboard, chat window, or email as media in the discussion. Give learners “interesting” roles during discussions. Always end discussions by restating the goals of the discussion, summarizing the results, and pointing out how the results relate to the next topic.

Assessing Participant Engagement

Use frequent polling questions to verify understanding, wake-up participants, determine their level of engagement, or determine where participants stand on particular issues. Ask questions that are clear, pertinent, brief, and challenging. Utilize the polling capability to ask true/false or multiple-choice questions and see how many participants selected each choice. You may keep these results to yourself or share them with all participants. Include questions with a degree of difficulty that matches the level of the audience. Avoid feedback that is brief or abrupt. Participants may interpret such feedback as angry. Have groups use materials and assessment instruments located in a shared folder to complete in-basket exercises (e.g., completing customer service transactions in a variety of situations).

Developing and Conducting Exciting and Motivating Activities

Create constructive conflict or “creative abrasion” by:
o Asking leading questions
o Representing other points of view
o Explore the content in a new context (e.g., in George Orwell’s Animal Farm, the author used the metaphor of a farm to illustrate the dangers of unbridled capitalism)

Extract positive outcomes from difficult situations by:
o Directing the question to the group
o Asking the group for solutions or methods to find solutions
o Calling upon specific participants to help out

Build suspense by creating activities (e.g., discussions, games) where the results are not predictable. Also feel free to change the rules while the activities are still in motion. Do so using chats, selective emails, and several shared folders to provide different groups with varying rules and instructions.

Foster participant collaboration by creating group activities. Enable groups to communicate using chat areas or emails. If you are bold, you can have groups set up their own virtual meetings in order to work together. Be sure to assign a leader for each group.

Good luck and enjoy!

Comments are off for this post

Presentation Skills Courses – Top 10 Basic Improv Rules

May 28 2023 Published by admin under Uncategorized

Whether you are charged with the task of delivering a presentation at work, school, or for social purposes, there are a few factors to keep in mind.

The best presentation skills courses will teach you the following rules for improvisation, which is extremely important when speaking to the public.

1. Learn to think on your feet. This is one of the most important speaking and presentation skills to work on in general, whether you are improvising your speech or reading from prepared notes.

2. Establish rapport with your audience. You can draw in your audience by giving them facts that may relate to them personally, starting your presentation with a personal anecdote, or using humor. In presentation skills courses, students learn more about how to maintain this important line of contact and rapport.

3. Anticipate tough questions. Your biggest tool during improvisational presentations is the research that you conducted in advance. When you are researching an issue, be sure not to focus only on your own viewpoint, but read all you can about the opposing side as well.

4. Work on your timing. A good presentation will involve speaking skill combined with the right timing and delivery to inspire confidence in the audience.

5. Stand up straight to deliver your message with confidence. Imagine a string holding you up from the top of your head to the ceiling. This is taught in presentation skills courses to help speakers stand up straight, improving posture as well as vocal tone.

6. Maintain a positive attitude. Even when it seems like your views are under fire, if you stay positive, your point will come across much more palatably to your audience. Techniques to stay positive are taught in many courses in public speaking.

7. Listen to and accept other viewpoints. Show your audience that you are willing to take their views on board, and they will be more likely to listen to you in return.

8. Go in to the presentation with a clear goal in mind. Don’t forget what your main aim is with your presentation. All of your statements, visual aids, and supporting facts should help support this main message.

9. Use your body language to support your message. As shown in presentation skills courses, a well-place gesture or movement can help bring your audience in closer to you.

10. Maintain a sense of immediacy. If your audience feels that your message is relevant to their lives now, it will help them stay interested.

These methods and more are covered in many presentation skills courses. By learning more about how to improvise in the real world, you can make your communication more effective not only in the workplace, but also in your day to day life.

Comments are off for this post

Debt Consolidation Vs Debt Negotiation – What’s Financially Best For You?

May 28 2023 Published by admin under Uncategorized

Debt consolidation and debt settlement are two options that are used when you are facing the problem of unsecured debts. When your monthly bills are getting difficult for you to handle, then it is a wise option to select any one of these methods.

Consolidation: This is purely a legal method and runs under the full support and the supervision of the financial institutions. When you go to debt Consolidation Company, they offer you lower monthly payments with low rates of interest as well. Debt consolidation companies have already talked with the creditors in this regard. This payment is for sure less than the actual amount. So, it is suggestible for you to save your money and opt for this method to bring the reduction in the amount that you actually have to pay. Another great advantage of debt consolidation method is that credit card companies will stop harassing you and you will not bear the situation of embarrassing phone calls.

The disadvantage of debt consolidation is that in this way you will be losing all your credit cards. Apart from this, you have to submit your monthly payment on regular basis, no matter, what financial problem you are facing at that time. Apart from that, you also have to submit an additional amount of administration fee each month. Debt consolidation methods are good only if you have high interest rate of higher amount of credit card bills

Debt negotiation: debt negotiation is also known as debt settlement. This is mostly offered to those individuals who are unable to manage the debt consolidation programs. If you are not able to make monthly payment in debt consolidation program, then your next step is debt settlement. One of the greatest advantages of debt settlement program is that you will stop making payments to your lenders. Debt Settlement Company takes monthly payments from you and keeps it in the account or allows you to keep the money in your own account. With the help of debt negotiation, person is able to get almost half of the amount waved off easily.

Draw back of debt settlement is that your credit scoring will be negatively affected.

Now you must have got the clear idea about the program which you should select in order to get the best benefit in minimum time.

Comments are off for this post

Effective PowerPoint Presentations

May 27 2023 Published by admin under Uncategorized

It is interesting to note how advancement in technology has influenced our lives. While most things have become easier for us, it has become all the more appealing and exciting. Almost all aspects of life have been touched by the change. Business is something that has got a new dimension because of it. While computers have long replaced the traditional books, even talks and meetings have been revolutionized. Digital stuff has taken over in a very predominant way.

Effective PowerPoint Presentations

PowerPoint presentations come as a major outcome of the advent of technology. While these presentations act as a good way to present yourself effectively, they have inevitably become an integral part of all sales and marketing endeavors. While it accentuates the efforts of a sales person in his presentation of his services and products, it is interesting and engaging for the customer too. PowerPoint allows presentation content to be rendered into visual PowerPoint graphic slides and get an effective presentation.

However, not all know how to effectively render the same. It is very important to ensure that your presentations are a visual treat to the viewers. However, the content should be concise and of importance. While explanations can be written as sub-titles or even recorded, it is a pretty technical job to get everything in place.

This difficulty is however sorted out by a good number of websites that provide ready content for almost any kind of presentation you want. Such sites hire the services of the best of presenters who create some of the finest of presentations. A perfect matching of colors and fonts creates the first impression on any viewer. Intelligent use of colors to accentuate your key points is another smart move, only experts can achieve.

Good use of images and figures is another major aspect of presentations. However, such things are hard to find. Websites that offer presentation solutions are a good place to get these powerful presentation accessories. Images and figures in presentations always grab audience attention and thus help you in achieving your aim.

All the presentations need to follow a certain flow in order to be understandable to the audience and be concise and clear. Generally the best way is to go in this way:

- introduction
- Details and execution
- Summation of the entire content

For people who just cannot make the efforts to make a presentation for themselves or wish to get a professional touch to it can take up the services of professional PowerPoint presentation creators. They can add the professional charm to it and ensure that it is effective. There are a god number of such professionals who give out services for those who need it. In such cases, outsourcing your work to someone is the best solution.

Comments are off for this post

Debt Settlement Negotiation – Why to Always Use an Attorney Backed Debt Relief Company

May 27 2023 Published by admin under Uncategorized

If your credit card debt has increased so much that you are not being able to find a way out of your financial troubles then credit card settlement might be right for you. If your debt is reduced by let’s say 40 percent then paying off the rest 60 percent will be easier.

Many people take the help of reputed debt settlement companies to negotiate on their behalf. The settlement company will ask you to sign a limited power of attorney, so that they can negotiate on your behalf. They will also ask you to set aside a settlement fund which can be used to negotiate a substantial reduction in your debts. A professional debt settlement company can get a reduction of up to 60 percent of the total outstanding debt.

Once the creditor has agreed to settle the account, your account will be settled once you have made the rest of the payment. The credit card companies list the account as settled in full instead of the usual paid in full but this is on the creditor’s discretion.

With so many financial dealings taking place, it is prudent for the consumer to hire a settlement company backed by an attorney to do the negotiations on their behalf. In this way the debtor can be assured that all the legal aspects of the deal are being taken care of. In case of a settlement company which do not have an attorney you cannot be totally sure about that.

Especially if you are going for debt settlement or debt consolidation you will find the presence of an attorney is mandatory. A good reputed settlement company can get you a relief of as much as 60 percent on the total outstanding debt.

Comments are off for this post

How to Kill a Presentation Stone Dead in Three Easy Steps

May 26 2023 Published by admin under Uncategorized

All the comments in this post are also applicable to training courses.

John, The Financial Director in a multinational company, was making a presentation of the last quarter’s results to the Management Committee of his company. He knew he had all the information that he needed; he had prepared everything “as usual” and he was sure it would be a great success. Since his presentation was the third one, he had the opportunity to see the first two presentations. Both of them had the traditional company style: dark blue backgrounds; white or yellow letters; lots of written text and an amazing amount of data – all on the “standard financial templates” used by his organization. However, soon after the first presentation started, he noticed that his attention was wandering, his eyes were having difficulty staying open and he actually started nodding off. Perhaps, he thought, it had something to do with the fact that the lights were off, the presenter was speaking slowly in a monotonous voice, the hum from the fan of the projector seemed to quite loud and persistent and that nobody was actually looking at him…

When the presenter finished his presentation and the lights went on, John found himself waking up for the Question and Answer session but he didn’t really participate because he really didn’t remember all that much about the content. As soon as the second presentation started, John found himself going through the same process as during the first presentation with the same results. Eventually, the same thing happened with all the other presentations.

John decided that he was going to watch what the audience were doing, and how they were reacting, during his presentation so that he could find ways to improve his communication skills. After his presentation finished, he began an in-depth investigation about what had happened & why…

What John finally discovered was:

1. Using dark, (navy blue, black, dark green, etc.) backgrounds and white/yellow letters.

For some strange reason, since the invention of PowerPoint, many people and organizations have incorrectly adopted dark-coloured, often navy blue, backgrounds and yellow / white letters for text as the corporate presentation style / template without investigating the psychological impact of this choice. This has resulted in lots of money for graphic designers, but produced adverse affects for the clients’ internal & external communications.

Note:

As a hypnotherapist, I use these colour combinations to induce hypnotic trance in large groups of people. Blue & yellow/white, when combined with a low level of light induce a state of relaxation and sleepiness both in the audience & the presenter. One clear way to see the effect of this is to listen to the presenter: often they start speaking reasonably quickly & loudly, however, they soon slow down and start speaking in a low, monotone which increases the “sleepiness” effect in the audience and converts the presentation into a boring and forgettable activity which wastes not only the time of the presenter but also that of the audience.

There are, however, many more reasons for not using these colours, some of which are:

1. It is anti-cultural: How many times do you, your friends or family use dark blue paper & pens with yellow/white ink in your daily work? So why use them when good communication is important? The fact that this style of slide was the default option in PowerPoint (until recently) does NOT mean that it is the best or most appropriate!

2. Visually, the clearer colours bleed into the background which makes the written text much more difficult to read. especially with smaller letter sizes, for both the presenter & the audience.

3. Blue + yellow / white used in this fashion tend to create what is know in N.L.P. as a “Kinesthetic” effect which means that it effects everyone at the subconscious emotional level rather than conscious logical one.

4. Many people do not like this type of slide / presentation but prefer to say nothing rather than say something for fear that their bosses would get angry with them – especially if the organization has spent (Wasted?) a great deal of money on a “Unique Company Template” (which is often similar to that of other companies in the same sector or area!).

5. Frequently, many presenters turn off the lights so that slides are easier to see. However, this means that the presenter is unable to observe the audience’s reaction and adjust his presentation accordingly. Observing & responding to the audience is the KEY TO SUCCESS to making great presentations.

Solution: For both presentations and training courses, use white backgrounds with the organization / product logo in the top, left-hand corner: this capitalized on the primacy /recency effect. Use BLACK for normal text and colours / font attributes (underline, bold, etc) to highlight individual words or phrases. Using a white background means that the presenter can leave the lights on and thereby easily observe the audience.

2. A Masters class in Reading

One thing that many people do not realize is that “People read at their own speed but they listen at the speed of the person speaking”. Some people read slowly, especially of it is NOT in their native language, while others read very quickly. If you put a slide full of written text on the screen, NOBODY will listen to the presenter until they have read, and understood, all that is written on the slide – the presenter who show the slides and immediately starts speaking is wasting both his time and that of the audience.

Solution: The best way to show written text is by using line by line animation, and NOT:

1. “Open show” – the whole slide at one time.

2. Letter by letter! = this is an excessive use of animation and the effect is even worse if accompanied by sound effects!

Also, as a general rule, the minimum size of letters should be 22 point Arial for “body” text and 28 point for titles.

3. Using Financial Templates (F.Ts.).

Definition: F.Ts are a standardized series of PowerPoint templates designed specifically for the organization and the employees are expected (told!) to use them in presentations.

Many organizations use F.Ts as a way to standardize information from various sources (countries, areas, etc) and avoid possible language problems between presenters and audience members, while unaware of the fact that 12% of the audience MAY be able to understand, visualize & extrapolate information from them but 78% of the audience may have a visual preference for understanding data and CANNOT process effectively this type of data. Kinesthetics, the third group who make up about 10% of the population, process information via their emotions and tend to have great difficulty in processing & understanding data presented on F.Ts.

1. F.Ts. Usually contain far too much unnecessary data which frequently leads to “Information Overload” for the audience. For more information read the seminal article on human recall: The Magic Number 7 +/-2 (cited below)

2. F.Ts. Do NOT facilitate communication: in fact they tend to reduce it. As mentioned above, the audience needs to read & understand what is on the screen before listening to the presenter. The presenter needs to decide what is most important; follow the “norms” of the organization or communicate effectively avoiding the possible confusion caused by data overload?

3. F.Ts are generally more effective as PDFs which allow the reader to control the reading process which is not the case in a presentation where the presenter controls it.

Solution: One option being used increasingly by many innovative multinational organizations is for the presenter to take ONLY the key data from each slide and present it graphically and to include a copy of both the modified slide and the original financial template into the support documents which are then distributed at the end of the presentation.

One of the presuppositions of Neuro Linguistic Programming is:

If you always do what you have always done, you will always get what you have always gotten!

So, if you continue to use techniques from the last century, do NOT expect to get better results!

Now is the time to improve your internal & external communication.

What are you waiting for?

Comments are off for this post

Credit Card Bankruptcy Tips – Why Threat of Bankruptcy Helps Debt Settlement Negotiations

May 26 2023 Published by admin under Uncategorized

The term bankruptcy is always a trouble for financial institutions and for the consumers as well if they understand it in real terms. The laws of the state have given a protection to the consumer who fails to pay his debts to his creditor. No one can ask for any recovery if a person is bankrupt. There are some certain criteria for consumer to declare himself bankrupt. This is not easy and simple as many tests are involved in it.

Although bankruptcy eliminates all debts at once but its circumstances are not favorable for consumers. It is an attempt to demolish your financial future and nothing more.

If we think from creditor’s point of view, the most shocking news for the creditor is about the consumer bankruptcy. This is a total loss for financial institution. As credit cards are unsecured debts so there is no mortgage or securities are involved in these kinds of debts. So when a consumer declares himself bankrupt then no option is left for financial institution to recover the outstanding amount. This is a state matter; these are laws which are already decided by the federal governments so no one can challenge the bankruptcy.

The threat of bankruptcy always helps debt settlement negotiations. As this is clear now that bankruptcy is total loss of financial institution so if you use it as a threat, it will definitely make an impact on creditor. While negotiation process, if creditor does not accept your offer you can simply pressurize him using this threat.

When you decide to for negotiations and you go with a debt settlement company for this then there are very simple steps which are involved to negotiate with creditor. The debt relief company will offer creditor a certain amount to eliminate your all outstanding balance. The company will make the creditor realize that the financial condition of the consumer is worst than ever and he can not pay any more. Accept a certain amount or the customer will declare himself bankrupt because he has no option left with him. This will really work and you can forcefully compel your creditor to accept your offer.

Normally it has been seen that these kinds of negotiations end with maximum reduction in the total outstanding amount. Using this you can also get an easy installment plan. One important thing to remember that use it for threat only but do not even think to go for it.

Comments are off for this post

Negotiation Skills – An Offer You Must Refuse, To Make

May 23 2023 Published by admin under Uncategorized

There are situations in a typical business negotiation where a party to a deal must make the opening offer, even though they prefer not to. There are effective negotiation skills to employ when one is forced to make the first offer, and I cover a lot of them in one of my earlier articles entitled: How to Make Effective Opening Offers. In that article I discuss the importance of thinking through the offer before making it, and thereby making the right kind of opening offers, because like most things in life, having a thought-out plan is the surest way to a positive result.

By the same token, there are opening offers you should never make. Ever. But many people make these kinds of offers every day in business and personal negotiations.

These bad opening offers can come in a variety of packages, but most can be grouped into what I call Dummy Offers. There’s two reasons for the name. One, the offers are not genuine, or serious, so they’re like a dummy, or a “fake” body. Second, and more importantly, the Dummy Offers are made by dummies, or people who don’t know any better (but should). And how do I know about Dummy Offers? Because I have been the dummy making them, plenty of times, and believe me, the results usually made me feel like a dummy.

The first Dummy Offer is the “informal offer”. It goes like this: the buyer is looking at the merchandise or property or contract and is talking and talking and casually mentions to the seller what he thinks would be an adequate price to pay for the item or service. Just an informal, off the record, comment. Right?

Wrong. While the buyer thought he was merely whetting the appetite of the seller, to sort of “warm him up” to where he was going to come in at, what he really did was to set a base standard in the mind of the seller, a rock bottom limit to what he would pay and the seller would take. Sellers seem to have this sensor fixed in them so that whatever price they hear, it is the lowest possible amount the sale could possibly settle on. In other words, the price negotiation was heading North from that point, at least in the seller’s mind.

This is done frequently by buyers and of course they never mean to lock in a bottom price. But that is exactly what happens. The “informal offer” is an “uninformed offer”, and should never be made, unless it is in the planned design of the buyer for other reasons, but that is a different subject altogether.

When you are negotiating, you have to consider everything you say to be something you would write, because sellers don’t forget. If it works to their advantage, they will remember it and they will surely shove it back in your face later on.

Another Dummy Offer, often made in preliminary negotiations, is the “range offer”. Like the informal offer, the range offer sets expectations in the mind of the seller or other party that are hard to break. I’ll share an example:

A buyer is looking for a car to buy and knows a seller intending to sell hers. They buyer contacts the seller and in the course of conversation, the seller asks him what he thinks the car is worth to him. The buyer, thinking that this is part of the normal process of arriving at a price blurts out, “Oh, in the range of 5 to 7 thousand.”

The buyer thinks he just told the seller he might be willing to pay more but hopes to get the car for closer to five thousand dollars. But it’s not what the seller heard. All she heard was: “This car is worth AT LEAST seven thousand dollars to him”.

Like the informal offer, the range offer alerts the seller to a price, and the seller’s expectations are set based on what she hears the buyers say. The “range” offer doesn’t really communicate an idea of how much the item or service will sell for; it communicates a number that is either at the very top, or at the very bottom, and it becomes the starting point for all future negotiations. This principle of Dummy Offers applies both ways. The examples above illustrate misunderstandings by sellers, but in the same way buyers can get the wrong idea when a seller shares her mind too early.

Astute buyers and sellers see that the learning and implementing effective negotiation skills involves knowing when to be silent and when to share one’s intentions with the other party. Doing it properly can bring significant beneficial results, while ignoring it might get you stuck with an offer you can’t refuse… because you already made it.

Comments are off for this post

Business Negotiation For Women

May 22 2023 Published by admin under Uncategorized

Women often find it difficult to negotiate for more pay, better assignments, or an equal workload at home. One of the most important aspects of any negotiation is clearly and carefully identifying the type of person with whom you must negotiate. It is essential to determine who prefers to establish common ground prior to negotiating and who prefers to simply get down to business.

It is important to understand the party with whom you are negotiating so that you can develop the appropriate approach to the discussion. When dealing with a person face-to-face, begin the conversation by complimenting something about that person or commenting on something unrelated to the negotiation topic. Ask the person about his or her children or spouse, mention a picture or knick-knack on his or her desk, or comment on a tie or handbag. Then, note the response. If the person responds enthusiastically to your comment, work on building your rapport. Build a connection over unrelated conversation because this person’s response to you clearly identifies him or her who prefers to establish common ground in communication. Use that tendency to your advantage: Your ability to establish common ground will be directly related to your ability to inspire a positive outcome.

If the person with whom you are negotiating responds to your casual remarks with a perfunctory response, move on from casual conversation and begin the negotiation with very clear, linear, logical points to support your position. A person who is not interested in establishing common ground is much more interested in moving to the heart of the discussion; take the cue and guide the conversation there. Do not waste your time attempting to establish common ground; doing so will not help you reach a positive outcome and can in fact lead to a negative outcome. A person with little interest in establishing common ground will likely view someone who is interested in establishing common ground as flighty or scattered. Focus on the facts of the negotiation; your listener responds to logic.

When negotiating via email, pay careful attention to the wording. If your counterpart begins an email with something like, “It was wonderful meeting you at John’s retirement party. I enjoyed hearing about your ideas for our new marketing campaign,” then you are dealing with someone who wants common ground. If the email fails to include a relationship-builder like this one, you will know to simply move into your focused discussion that creates a clear, logical path for the responder without engaging in any traditional relationship-building communication. For this person, the negotiation is the relationship.

An essential step in any negotiation is identifying whether the person with whom you are negotiating prefers to establish common ground or simply move into the negotiation. Taking a few moments to critically examine the nature of the individual will increase the likelihood of a positive outcome.

Comments are off for this post

Older posts »