Core Skills

After acquiring product and technical knowledge, every professional, to be more successful, should be trained in 4 core skills:

  • Presentations
  • Business Writing
  • Selling
  • Negotiating

Here’s a brief explanation of why.

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Presentation Skills

All professionals have to present. They have to prepare clear, concise and compelling content and they have to deliver it to different audiences.  Whether they present standing in front of a live audience, virtually on a call or on a videoconference, presenting is always a huge challenge:

  • How do I control my nervousness?
  • How do I make my message more interesting for my audience?
  • What do I include or omit in the content?
  • How do I prepare quality visuals?
  • How do I handle questions, comments and attacks from my audience?

Your professional image is at stake. Your company’s reputation will be evaluated. Winning or losing is on the line.

Business Writing

Professionals today basically write all day. Whether it’s an email to a client, an internal document, a text or a tweet; writing presents its challenges. Our readers have minimal time to read and digest a message. The writer has  a short time to draft the document. It has to be organized, clear, concise and convey the proper tone. Spelling and grammar should be correct.

Business Writing is a must-have core skill and a good training investment.

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Selling

Whether you’re part of a sales force or work in Operations, Finance, Administration, Marketing, IT or any other division, selling and consulting are core and critical skills.

True, the sales force has to be highly trained. They provide the gasoline that keeps the motor running. However all employees have to sell ideas, strategies, improvements. They must learn when and how to pitch and how to listen and probe. Better selling skills lead to targeted solutions that are key for success.

Negotiating

Once again, quite obvious for the sales force. However so often, the sales force lacks a negotiating methodology, They make excessive concessions or show inflexibility. They need to be well trained.

All professionals need these skills. Internal negotiations are critical for efficiency and harmony in an organization. All areas need to negotiate agreements and require skills to do it well. 

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A well-trained team in these core skills will produce  a more motivated staff,  a better professional image and reputation , a more positive work environment and better company results.

Communication in Times of Crisis

When countries are internally stable and economies are growing, most companies achieve their business goals. During these times, their teams are equipped to present products and services that are of interest to their clients. Their clients are more apt to buy because there is less risk, cost-cutting and fear to make a wrong decision. 

However, when a country is facing internal political, social and/or economic strife, when there is threat of recession, most companies and teams are not prepared to do business in these challenging environments. This is when the truly creative, innovative, brash and solid organizations survive and even thrive.

How does a company succeed during challenging times? Their leaders assess the situation honestly and focus on the opportunities. They create innovative strategies that differentiate their services from their competitors. They focus on benefits for their clients. And so importantly, they train their teams to communicate, sell, negotiate and succeed in these times of crises. They teach their key players, not only what to say, but how to say it, how to sell it and how to win. 

Yes, when others, in times of crisis are employing the myopic policies of cutting back, reducing and minimizing due to fear of losing, these innovative companies and leaders are investing intelligently with the sole goal of winning. That’s why you measure the quality of a company and its leadership, not when successful in times of bullish abundance, but when they prosper and succeed in times of crisis.

 

 

 

 

Improve Your Next Major Event

Companies invest large sums of money on sales conventions, company-wide meetings, forums and client showcases. They meticulously attend to every detail – hotels, convention space, banquet selections, cocktail parties, social activities for employees and invited guests. One critical area where companies often fall short is in the preparation of speakers at the event.

We have seen it time and again. An amazing venue, great service, terrific activities and unfortunately, poor presentations:

  • Presentations are often too long
  • Presenters may lack charisma
  • Content is not clear
  • Too often the visuals are weak

There are a number of reasons that why these presentations don't meet expectations.

The good news is that the presentations at your next event can be excellent. In a relatively short time, your speakers can be trained to be more dynamic, their content and stories more compelling and your event, more memorable.

P.S. We can help in English, Spanish and Portuguese!

 

If you would like to discuss this further, please contact me:

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Discursos Políticos e Apresentações de Negócios

Escrevo estas linhas na véspera do primeiro discurso oficial de Barack Obama para o Congresso Americano. O estilo, muitas vezes em detrimento do conteúdo, tem um papel importantíssimo na política. A maneira com que os políticos apresentam suas ideias pode determinar o resultado de uma campanha. Ronald Reagan, Bill Clinton e, agora, Obama impeliram o público à ação com sua eloquência, sagacidade, entusiasmo, segurança e determinação. Eles vendem sua imagem por meio de palavras e gestos no intuito de projetar força e credibilidade.

De modo semelhante, líderes empresariais muitas vezes sobem na empresa impulsionados por sua capacidade de apresentar e vender ideias. Nem sempre os que sobem são os mais inteligentes ou têm a melhor estratégia, mas frequentemente exalam confiança e energia. Sua fala atrai atenção; o público ouve, acredita e reage.

O que quero dizer é simples: a capacidade de fazer apresentações de qualidade é fundamental. Caso se considere um orador deficiente, procure ajuda. Se já é um bom orador, não se acomode! Faça de tudo para ser ótimo. Se acredita ser um ótimo orador, torne-se influente. Se possível, faça um treinamento todo ano.

Conheço altos executivos que recorrem a nossos programas e/ou consultoria particular todo ano. Eles querem se manter afiados; querem melhorar e causar um impacto maior; querem obter sucesso num ambiente corporativo cada vez mais competitivo, exigente e instável.

Verdade seja dita, treinamento anual nem sempre cabe no orçamento. Assim sendo, ofereço algumas dicas que vão melhorar suas apresentações daqui pra frente:

  • Pratique: Preparação é a base da confiança.
  • Faça pausas: O silêncio ajuda a estruturar ideias e melhora a memória.
  • Gesticule e não deixe de fazer contato visual.
  • Acredite nas suas palavras; demonstre confiança na sua mensagem.

Há pouco mais de cinco anos, o então senador Barack Obama fez um discurso que mudou o rumo da sua vida. E você? Como vai transmitir sua próxima mensagem?