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HARDISON’S TIPS – NOVEMBER 8, 2021 – Stop Looking For Your White Knight Sales Rep!

HARDISON’S TIPS – NOVEMBER 8, 2021 – Stop Looking For Your White Knight Sales Rep! It’s getting to that time of year, where we all look at the numbers and determine if it’s going to be a good year or a bad year.  We huddle in the boardroom and look at revenue and profit and come to a conclusion. Good year … and we’re all high-fiving at the table. Bad year … and the finger pointing begins. Here’s where you begin to get nervous if you’re a sales rep.  Typically, the direction of most fingers point your way.  “Sales just didn’t deliver for us this year.”  And when asked to dig further, the easy answer is always – “We just don’t have a very strong…

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CHAMPION STRATEGIES – PUBLIC SPEAKING WORKSHOP – NOVEMBER 8, 2021-1

CHAMPION STRATEGIES – PUBLIC SPEAKING WORKSHOP – NOVEMBER 8, 2021-1 Freedom of Speech and the Press “Congress shall make no law . . .  abridging the freedom of speech, or of the press.” What does this mean today? Generally speaking, it means that the government may not jail, fine, or impose civil liability on people or organizations based on what they say or write, except in exceptional circumstances. Although the First Amendment says “Congress,” the Supreme Court has held that speakers are protected against all government agencies and officials: federal, state, and local, and legislative, executive, or judicial. The First Amendment does not protect speakers, however, against private individuals or organizations, such as private employers, private colleges, or private landowners. The First Amendment restrains only…

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CHAMPION STRATEGIES – PUBLIC SPEAKING WORKSHOP – November 7, 2021

CHAMPION STRATEGIES – PUBLIC SPEAKING WORKSHOP – November 7, 2021 How to maintain a healthy brain The good news is that certain cognitive skills do not decline drastically with age: your vocabulary and language ability are likely to remain relatively intact (aside from more ‘tip of the tongue’ moments probably related to our slowed processing speed). Likewise, your visuospatial skills will probably survive well with ageing. These enable you to know where you are in relation to other things in our environment – handy when you are driving! Increasing wisdom and experience can also offset a number of the age-related deficits – leading to better decision-making. What’s more, you don’t have to passively accept any ageing-related changes. Until fairly recently, it was considered that once…

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CHAMPION STRATEGIES – PUBLIC SPEAKING WORKSHOP – NOVEMBER 6, 2021

CHAMPION STRATEGIES – PUBLIC SPEAKING WORKSHOP – NOVEMBER 6, 2021 Ways to Make a Good First Impression Over Zoom A Good Business Presentation Starts Strong If there’s one thing 2020 has taught us, it’s just how important effective communication is to the health and sustainability of a business. Every good business presentation starts with great communication. Until this year, a lot of businesses dabbled in online and digital communication, mostly in the form of emails and texts. Face-to-face communication was there—if we wanted it. A world-wide health pandemic changed all that. That’s when video conferencing tools like Zoom, Skype, and Google Hangouts really took off. For people sent home to work remotely, using these apps became a way of life. In fact, it’s estimated that…

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HARDISON’S TIPS – NOVEMBER 5, 2021 – Why You Should Ditch Your Traditional Elevator Pitch (PT.2)

HARDISON’S TIPS – NOVEMBER 5, 2021 –  Why You Should Ditch Your Traditional Elevator Pitch (PT.2) How an Alternative Approach Can Take You Up, Up, Up! So if the typical elevator pitch is so flawed, doesn’t it make sense to turn it upside down? I think so. Here’s how to do that: Focus on the other person. Notice in the above that the words “you” and “your” appear. In a response that probably takes no more than 15 seconds, you can shift the dialogue to one that includes and respects the other person by showing interest, empathy and a desire to get to know them better. It also doesn’t assume that your solution is a fit for them. By wanting to have a deeper conversation, you…

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CHAMPION STRATEGIES – PUBLIC SPEAKING WORKSHOP – NOVEMBER 5, 2021 – (PT.2)

CHAMPION STRATEGIES – PUBLIC SPEAKING WORKSHOP – NOVEMBER 5, 2021 – (PT.2) To Overcome Your Fear of Public Speaking, Stop Thinking About Yourself Studies have shown that an increase in generosity leads to a decrease in amygdala activity. Showing kindness and generosity to others has been shown to activate the vagus nerve, which has the power to calm the fight-or-flight response. When we are kind to others, we feel calmer and less stressed. The same principle applies in public speaking. When we approach speaking with a spirit of generosity, we counteract the sensation of being under attack and start to feel less nervous. Admittedly, this is hard to do. As a speech coach, I often find that my clients who are the most generous in…

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HARDISON’S TIPS – NOVEMBER 4, 2021 – Why You Should Ditch Your Traditional Elevator Pitch (PT.1)

HARDISON’S TIPS – NOVEMBER 4, 2021 –  Why You Should Ditch Your Traditional Elevator Pitch (PT.1) In a recent article, I suggested you ditch your standard sales pitch when meeting with prospects; now I want to explain why you should ditch your elevator pitch, too. Simply put, traditional elevator pitches – once thought to be a must for every business person – do not work and are a waste of time. Here is why the elevator pitch fails more than it succeeds, and how to make those precious few moments of engagement with a new acquaintance more productive: Why Typical Elevator Pitches Will Only Take You Down So if everyone feels compelled to have a standard, ready-to-recite elevator pitch, why are they inherently ineffective? Several reasons: First,…

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CHAMPION STRATEGIES – PUBLIC SPEAKING WORKSHOP – NOVEMBER 4, 2021 – (PT.1)

CHAMPION STRATEGIES – PUBLIC SPEAKING WORKSHOP – NOVEMBER 4, 2021 – (PT.1) To Overcome Your Fear of Public Speaking, Stop Thinking About Yourself Most of us — even those at the top — struggle with public-speaking anxiety. When I ask my clients what makes them nervous, invariably they respond with the same answers: “I don’t like being watched.” “I don’t like the eyes on me.” “I don’t like being in the spotlight.” And it follows that when they get up to speak, nearly all of them initially avoid making eye contact with members of the audience. Therein lies the problem: While avoiding direct eye contact may seem like an effective strategy for coping with speaking anxiety, it actually makes you even more nervous. To understand…

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HARDISON’S TIPS – NOVEMBER 3, 2021 – Peer Pressure is Just What the Doctor Ordered (PT.2)

HARDISON’S TIPS – NOVEMBER 3, 2021 – Peer Pressure is Just What the Doctor Ordered (PT.2) Benchmark Your Activity A surprising number of small businesses do not have a defined sales process nor do they identify key sales performance metrics for their sales reps. Your peer group can help fill in this gap. By exploring how your peers are spending their time and what activities are the most productive, you can develop your own set of key performance metrics. Sharing activity levels and results will enable a rep to find the key activities needed to drive top performance. Share Best Practices Your peer group is an ideal source of best practice data. Learning what works for other reps can be invaluable. If one of your…

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CHAMPION STRATEGIES – PUBLIC SPEAKING WORKSHOP – NOVEMBER 3, 2021 -3

CHAMPION STRATEGIES – PUBLIC SPEAKING WORKSHOP – NOVEMBER 3, 2021 -3 Important Public Speaking Skills for Workplace Success Other Public Speaking Skills The skills mentioned above aren’t the only ones that are important to public speaking. The following skills and tips can make you an even more effective public speaker: Controlling performance anxiety Drafting an evaluation form that attendees are likely to complete Grabbing the attention of the audience with a powerful opening Handing out copies of slides in advance to minimize note-taking demands on the audience Maintaining eye contact with the audience and providing an energetic, animated physical presence Memorizing enough content so that the speech does not come off as a reading of notes Modulating vocal tone to emphasize important points and avoid…

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