BLArticle®
The personal touch of a blog; the informative touch of an article.
As Others See Us
You can learn a lot from an artist. I should know; I happen to be married to one. For instance, have you ever watched an artist look at his or her own piece of art? Part of the evaluation of that piece of art takes place by just looking hard at it, or walking by it....
Let Them See You Sweat!
Sweat. Just the thought of it bothers some people. At my health club, the place is littered with towels – made available just to capture your sweat. Most of us want to challenge ourselves when we work out, so we try to consistently wipe away our own sweat so we won’t...
A Presenter’s Best Friend
When it comes to standing up in front of a room and speaking, there are certain things that can be extremely useful to any speaker, but one poor aid seems to get very little love. People are so confused by this particular piece of furniture that 99% of them can’t even...
The Real Story Behind Breaks
When you conduct training programs that require you to speak for long stretches of time, you have to sustain interest in your program. It doesn’t matter how strong your information may be. Without sustained interest, it’s of little value. There are many ways to...
Fantastic Presentations – Take Four!
When it comes to selling, they say we are all salesmen. I firmly agree. In the world we live in, we need to move people to action. In order to do that, we need to communicate effectively. Guess what? It is essential that we all learn how to communicate effectively in...
When You Are At A Loss for Words, Try These Four
Sometimes I think we spend too much time working on objection handling techniques. It frustrates me a bit because, quite frankly, I’d rather spend my time helping those I'm working with avoid objections rather than obsess over battling them. It’s amazing what happens...
The Ultimate Nemesis: “It Costs Too Much”
It’s human nature to look at any solution, particularly a premium-priced solution, and balk at its cost. At first glance, who wants to buy a premium-priced product when there’s another one – that costs far less - sitting right next to it? You don’t have to go any...
Whoever Finishes First… Wins!
One of my guilty pleasures is leaving the office and having lunches with others. It can be a lunch with a friend or a client; I enjoy good food and good conversation. The other day, I had lunch with someone who was both a friend and a client. I noticed something...
The Function of Dysfunction
I respect anyone who meticulously prepares to do the very best he, or she, can, no matter what the task. I certainly expect that same preparation from my doctor, my lawyer, my accountant, and the many other people I count on. I also expect that same level of...
Double-Check Your Checklist
It seems like such a simple matter. You’ve been scheduled to deliver a short presentation, perhaps a keynote. As with every presentation you deliver, a lot is riding on this one. In your mind, you’ve prepared in every way imaginable. Your checklist looks something...
The Power of One
No matter how talented one may appear, every presenter typically has a few habits he or she is trying to break. I’m referring to the habits that just don’t seem to want to go away, such as body rocking, pen twisting, lectern clutching, or the dreaded “umm and ah”...
You Just Can’t Hug A Porcupine
One of the unique challenges of delivering workshops is working effectively with the various personalities that populate your audiences. In most workshops and in some presentations, it’s not unusual for there to be a lot of contact between speakers and their...
It’s Online Training Knocking
I want to be emphatic when I say this: I have never been a fan of online training. This form of training has been knocking at my door for years, and I’ve done a magnificent job of hiding under my sheets - hoping the knocking would stop! I have been bred to present...
Imaginary Friends
It’s pretty difficult to live our lives without having to deal with high-pressure situations. Perhaps it’s a critical interview, an important presentation, or a key sales call. You showed up with a lot on your mind - usually too much on your mind. You tried chanting...
Follow The Leader
This past weekend, we were all treated to some amazing golf as the United States won the Ryder Cup. The Ryder Cup is a golf tournament played every two years, and it pits the best golfers from the United States against the best golfers from Europe in a series of...
The Sum Of It All
There’s something special about having a dog in the house. I grew up in a family with dogs, and we raised our kids with dogs. Sadly, our sweet dog Zoey passed away about eight months ago, and the house just hasn’t felt the same since. So, we’ve decided to begin the...
Why Sales Training So Often Fails
Part Four The failure to properly sales train our sales forces can be attributed to a handful of different factors. In this final entry of this BLArticle® miniseries, I’ll finish telling you what has created this problem, and exactly what can be done about it. We...
Why Sales Training So Often Fails
Part Three The failure to properly sales train our sales forces can be attributed to a handful of different factors. In this four part BLArticle® miniseries, I’ll not only tell what has created this problem, I’ll show exactly what can be done about it. We desperately...
Why Sales Training So Often Fails
Part Two The failure to properly train our sales forces can be attributed to a handful of different factors. In part II of this BLArticle® miniseries, I’ll continue with my explanation of what has created this problem. I’ll also show exactly what can be done about it....
Why Sales Training So Often Fails
Part 1 The failure to properly train our sales forces can be attributed to a handful of different factors. In Part I of the miniseries, we’ll be looking at one of the most important issues that can affect sales training: Problem #1: Confusing “Product” With “Process”...
“Rob is an expert not only in the art of influence,
but also in human nature.”
~Ken Blanchard,
coauthor of The One Minute Manager® and Trust Works!