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If you want to become a more confident communicator … don’t sabotage yourself with this one mistake:  Preparing your thoughts incorrectly. Very few people can just speak of the cuff and sound polished. Most of us have to jot down our thoughts prior to a presentation or meeting. But the mistake comes when we write everything down word for word. Often I work with clients who will hand me paragraphs of what they want to say … down to the correct punctuation marks and capital letters. They think by crafting everything start to finish, they’ll be more prepared. Wrong. Instead all they’ll be is more robotic and less relatable. Here’s why: When we write down what we want to say in full sentences or even paragraphs, we become married to those words. Our brain becomes bogged with having to memorize an entire script and we come across as if we’re reading out loud instead of speaking conversationally. Think of the cadence of a third grader reading a story out loud. Now think about that same kid …

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“Situational Selling”* is a term we use to describe opportunities for inkjet printing that come and go every year. This is another in a series of ideas to help you identify sales opportunities. We’ve given you several ideas for situational selling opportunities. Here are a few more: Automobile dealers target specific times during the year to have special sales. Take Presidents Day, for example. This has somehow become a national holiday for the car business. Then there’s Spring Clearance, Memorial Day, Summer Sales Event, Fall Specials, and on and on. Did you know one in three people who test drive a car, buy a car? This is why car salespeople are so anxious to get you behind the wheel. Keep that in mind as you are formulating your sales pitch. Churches have membership drives that coincide with back-to-school. Families tend to return to the flock at the same time their kids are returning to the classroom. Dealing with the church is not always easy, given the fact that decisions are …

How can you get someone to trust you, to like you, to be on your side and feel like you’re in the trenches together … sometimes without even saying a single word? The answer? Master “Mirroring.” Mirroring is when you mimic someone’s behavior, their tone or their mannerisms. Mirroring is an often innate trick with body language that can help you build a better bond. Imagine you’re sitting across a table from someone having coffee. Now picture this … you lean in, they lean in, you drink your coffee, they drink their coffee, you smile, they smile. What starts to happen? You’re literally in sync together and subconsciously that leads to trust and a better report. We like that person more because we literally see a version of ourselves. In fact, studies show that mirroring behavior actually activates the area in the brain that process rewards and makes you feel good. You’re probably thinking “that doesn’t work!  But it does … consistently. Retail sales people who mirrored verbal and …

“Situational Selling”* is a term we use to describe opportunities for inkjet printing that come and go every year. This is another in a series of ideas to help you identify sales opportunities.   2020 has been an extraordinarily difficult year for non-profits. Even before the pandemic, a change in the tax rules had a dramatic effect on their fundraising efforts. The IRS altered how it treats donations and what it allows to be deducted. The net result has been devastating and their urgent requests for help have been drowned out by stories of COVID-19 and wildfires and politics and…   Suffice it to say these are challenging times.   Ordinarily, the holiday season— the season of giving— is also prime time for fundraising requests. Your mailbox is all the proof you need of this point. In 2020, the phrase “Now, more than ever” is getting a workout as non-profits seek to stay in business.   But, let’s up the ante a bit…   Surely there is a non-profit or two close to your heart? Why not …