Monthly Archives: May 2014

Finding your Purpose

Do you know what your life Purpose is?  If you have difficulty answering this question, you’re not alone…most people can’t readily produce an answer.  It’s almost as if we are acting in a play written by somebody else.  However, it’s never too late to contemplate this question and seek a path to clarity.  Purpose is a big word with broad meaning… but let’s put some parameters around it and clarify that it is not neccessarily a quantifiable term.  Our purpose can be our journey, or rather a way in which we live our lives.  It’s not a destination or an unattainable goal; for that would feel defeating for most people.  Consciously reflecting on our purpose means discovering where our passion lies and how the two intersect in our lives.  Perhaps they don’t intersect, but the contemplative mind may long for that intersection and you may find yourself one step closer to living your passion with each "what if" thought… Then perhaps you will find yourself moving beyond "what if" and signing up for that class you’ve always dreamed of taking and the journey begins… The deliberation with which you seek and step will generate passion which in turns fuels your purpose… Knowing your life purpose will serve you in many ways, but living your life purpose is fulfilling.  Finding a way to blend work and passion is the goal of so many people.  We often find ourselves in jobs that reflect our experience, our skill set or accumulated knowledge.  They often do not reflect our passion.  Knowing your passions will reflect your purpose and aligning them with your work will give you great satisfaction in life.  It may involve taking risks and perhaps starting your own business, but living your purpose fully is the ultimate reward. 

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R.E.S.P.E.C.T. part 3

Our expolration of the acryonm R.E.S.P.E.C.T. now brings us to the final three elements and how they relate to successful Negotiations…

E. Esteem – Esteem is the state of one’s self-worth.  It can range from high to low for different people and while we may be aware of our own state, do we really consider others’ self esteem when we are faced in a negotiation of any kind.  Low self-esteem will produce fear and uncertainty which are sure to detract from a postive and progressive negotiating relationship.  Conversely, high self-esteem sets the stage for vibrant and uplifting interactions, so bear in mind the state of esteem in both parties.  Taking the time to notice your impact on others is critical for a win-win negotiation…Is your self-esteem helping or hindering the process?

C. Courage – Courage in this context means the ability to move through discomfort and uncertainty on behalf of positive outcome. The negotiation relationship is filled with emotions and pressures.  You may ask what the connection is between feelings and courage…simply put, you would not need courage if you didn’t feel fear or apprehension in any given situation.  Courage is then the ability to face uncomfortable feelings and proceed in a positive direction.  The expression of Courage will serve you both personally and professionally when dealing with other parties who are not as in touch with their emotions and will utilize unfair and beligerant tactics to control the situation.  The practice of developing Courage may take time, attention and practice, but it will serve you in immeasurable ways.

T. Truth-Telling – This concept is closely linked with Courage; Truth-Telling can be defined as the avoidance of lying, deception, mis-representation and non-disclosure.  Mistrust is byproduct of these harmful traits in any relationship.  Mistrust in a negotiation will inevitably turn it into a contest of wariness creating a certain win-lose outcome.

Approaching any negotiating relationship with R.E.S.P.E.C.T. will always serve the situation as best as is possible.  There are many intricate factors that play out in a negotiation, and the other party may be coming from an angle acute to yours, but using mutuality, proactivity and R.E.S.P.E.C.T. with integrity will always feel the best and generate the most positive outcome possible.

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R.E.S.P.E.C.T. in Negotiations, part 2

As we continue our series on the fundamentals of Negotiating Success, we will highlight the acronym R.E.S.P.E.C.T.  Please refer to our previous entry on R. for Responsiveness and E. for Empathy.

Let’s continue with S. for Service… What do you think of when you hear the term good Customer Service?  Positive interaction, attentiveness, authenticity?  These qualities are essential in the Negotiation Process as well and will yeild an agreeable outcome in the long run.  Negotiations thrive when the following qualities are present: respectfulness, honor, truthfulness, caring, and positive attitude.  All are factors of Service within the context of Negotiating Succcessfully.

P. for Perspectives.  What is a perspective?  It can be defined as a point of view, belief or opinion.  In Negotations, perspective is a key factor and both parties possess likely different ones.  Perspectives can either enhance the negotiation process or hinder it…when one’s perspective becomes their only way of viewing something, then it can bring the interactions to a halt.  The thoughts and feelings one associates with their Perspective will either serve the situation positively or hinder it completely.  The idea is to become aware that each of us in charge of how we view life and its circumstances.  And that also includes the points of view we adopt during a negotiation.  It is helpful to notice when our perspectives are moving the process forward or setting up roadblocks to progress.

It takes willingness to look for effective perspectives.  It also takes skill to invite them out so that both parties can peacefully select those perspectives best serving the end goal of mutual gain.

Our next entry will address E.C.T., so stay tuned!

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Negotiating with R.E.S.P.E.C.T.

Interested in how to make every negotiation a win-win?  Despite our ingrained acceptance that somebody always has to lose in a competition, we can shift our mental paradigm to accept that in every negotiating relationship, a win-win outcome is possible.  Mutuality based negotiations are take into account not only what you get out of the negotiation, but what the other party gets
as well.  The principle of reciprocity states that when we serve others, they are more likely to be inclined to return that service.  This can be a powerful angle from which to view your next negotiation.  By embracing the principles of Mutuality, Proactivity and R.E.S.P.E.C.T., one can transform the way they approach negotiating with others both personally and professionally. 

Let’s look more closely at R.E.S.P.E.C.T.  This empowering acronym will provide insight into the way in which we engage with others and may have you rethinking your approach.

R. stand for Responsiveness.  This falls into the communication realm and is a critical piece of the negotiation puzzle.  Within an exchange of ideas, information or concessions, being responsive to not only the process but the actual pieces of information being exchanged is essential to a positive outcome. 

E. stands for Empathy.  The ability and willingness to understand and relate to the feelings of another.  In any negotiation, both parties bring worries, goals, personal needs and pressures to the table.  The ability to relate to the other party on an emotional level will increase the chances that you will arrive at an outcome that is agreeable to both of you. 

For more on this powerful acronym, stay tuned.

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The Present Manager

There are many qualities a great manager possesses…leadership ability, focus, determination, interpersonal skills.  However, a quality that is equally essential yet less spoken of is "presence".  One can say that effective managing can only happen when one is fully present in the moment.  Of course there are many variables to every moment and if you are managing a large number of people within a large organization, any given moment can feel full of chaos.  However, the practice of "presence" in a leadership role can have an overall positive effect on your entire organization.  Managing from a place of presence allows for deeper clarity and resolve.  Engaging your staff from this place also reaps benefits in the form of trust, understanding and mutual respect.  It also makes room for growth for when you view each moment as its own moment, then the possibilities and opportunities seem infinite.  The staff you are leading and the projects you are managing are always changing and staying present as a manager is about dancing in the moment knowing that each opportunity is a new one. This is a vibrant knowledge and it creates adaptability, resilience and awareness; qualities that separate great leaders from exceptional leaders. 

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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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