Pitch to win: picture the competition

Pitch to win: picture the competition

You must pitch for some business. Where do you start? Most managers answer this question correctly: with the customer and what they want. However most managers get the answer to the next question wrong: What should you do next?

What is the correct answer?

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What's your strategy for 2017?

What's your strategy for 2017?

We ended 2016 with a real wake-up call for everybody in a leadership, executive or management role – the status quo of business was disrupted.

Over the holiday break I would take a book down to the beach to read which inevitably attracted conversation from other beach goers, firstly on me being the only person reading a book with everybody else on some device.

I liked the book because it challenged some of my concepts around leadership and self-motivation and that is always a sign of a great book.

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How to win your pitch? Pitch with Cialdini.

How to win your pitch? Pitch with Cialdini.

How do you make sure that your pitch is effective? Make your presentations relevant to your customers. Robert Cialdini, persuasion guru has been researching persuasion since 1970. In his 2016 book Pre-suasion, he explains when to use his six universal principles of influence. But how should you apply these during your pitch?

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A delegate's view of keynote: Negotiate or Perish

A delegate's view of keynote: Negotiate or Perish

Guest blog by Graham Godbee
www.learndevelop.com.au

I recently attended a business conference in Sydney and was fortunate to attend the session: Negotiate or Perish by Stephen Kozicki. As an experienced practitioner in executive management development programs, I found the session highly motivating and am keen to use some of his practical examples in my business negotiations.

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How can you persuade a customer you can't afford to lose (Part 2)

How can you persuade a customer you can't afford to lose (Part 2)

So, you need to persuade a customer you can't afford to lose? Where do you start? If we ask persuasion expert Robert Cialdini how to persuade your customer to act, he would suggest a few ways. Two are scarcity and consistency.

Scarcity is the best known technique, Consistency is not well understood and under-used.

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How can you persuade a customer you can't afford to lose? (Part 1)

How can you persuade a customer you can't afford to lose? (Part 1)

Donald Trump would probably say: Just tell em!

In the real world it's often not appropriate to just tell em! So, we need to have more sophisticated tools available.

At the end of 2016, Persuasion guru Robert Cialdini published his latest book Pre-suasion. To condense his 300 page book into two sentences he says:

  1. What do you do before you persuade customers can have a major (hidden) influence on their decisions.
  2. We and our customers assume that what we are focusing on is especially important.

So, what's so important about Pre-suasion?

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Persuade with Data - Sculpt your Excel Charts

Persuade with Data - Sculpt your Excel Charts

It is not just the volume but the complexity of data being collected that makes it difficult for us to analyse and interpret in a clear and simple way. As we are bombarded with data, most people still reach for excel to create charts to explain this data. After all, it's easy. Select our table of data, find the command for insert chart, chose one of the types of chart and then choose one of the options for that specific chart. That's easily done.

But as Samuel Johnson may have written over 200 years ago: charts created without effort are read without insight. 

So, with a  little time and effort how can we create charts to be read with insight and pleasure? 

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Sort out your data

Sort out your data

With a tsunami of data it is easy to create large tables of data. However, with such large amounts of data, it is difficult to see what the message is. When presenting these tables, some people leave them in the default order. So, if it was a list of sales by country or sales by product then these would be listed alphabetically. Unfortunately, insights rarely occur alphabetically. So, if you sort alphabetically then you are burying your insights and making it hard for your audience to find the insights.

Find out how to make your insights clearer.

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How can you become a successful negotiator? (Part 1 - Types of negotiation)

How can you become a successful negotiator?      (Part 1 - Types of negotiation)

To be a successful negotiator you need to understand that a negotiation can only take place when everyone involved thinks they will get some benefit from the transaction. Both sides want to be in on the deal and all will influence the outcome.

To be successful you must:

  • Analyse the negotiation and choose the best approach
  • Be well prepared
  • Pay careful attention to detail
  • Be creative

In essence - be a TOP negotiator.

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Merry Christmas - to all negotiators!

Merry Christmas - to all negotiators!

I have previously resisted sending out a Christmas blog because I believed that the Queen or a world leader waited all year to send out their Christmas message, and I shouldn't create another one. However, it has been a busy year, Brexit, Trump, Turnbull and too many other things to mention. A couple of things happened this week that changed my mind.

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What is in your negotiation tool kit?

What is in your negotiation tool kit?

Managers in today's complex business environment require negotiation skills for business success. They need to develop a tool kit of negotiation strategies and understand how these influence and are influenced by their surroundings. Being successful in leading groups and shaping group decision making is vital, both internally and with key customers and suppliers.

In your tool kit you need tools to manage:

  • Relationships
  • Substantive Issues
  • Value
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What can Trump and Brexit teach us about persuasion (Part 1)

What can Trump and Brexit teach us about persuasion (Part 1)

As the world reels at the second big shock in 2016, Donald Trump elected as President of the USA, after the UK voted for Brexit. What can we learn about persuasion? So many polls, so many authorities got both events wrong.

We might be tempted to believe as Richard Thaler, Professor of Behavioural Science & Economics said after Trump won, ”This is …a defeat for science and expertise.” No, this is not a defeat for logic. Logic could never win; this is a win for emotion.

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