SwP: Staying Present (Even when you are not presenting)

SwP: Staying Present (Even when you are not presenting)

Recently my wife and I were looking at old videos of our kids when they were little. One of the clips we watched that triggered some teary-eyed nostalgia was of our six-year-old daughter, Leah, in a school play. There she was on stage with her classmates “acting”...
SwP: Four Things to do When Trouble Hits

SwP: Four Things to do When Trouble Hits

The first sign of trouble was an engine noise I’d never heard before. Second, was the flashing low oil pressure warning signal. And third, when I’d reached home at a cautious crawl, was the oil patch on my driveway. My wife, Amy, and I had gone for a couple’s oil...
SwP: Calming my Inner Critic

SwP: Calming my Inner Critic

I have noticed a direct correlation between my desire to make a good impression and my inability to relax and be myself. Pablo Neruda, one of my favorite poets, eloquently describes this phenomenon in the verse below from his poem, “We are Many” When everything seems...
SwP: From Small Talk to Big Talk

SwP: From Small Talk to Big Talk

Albert Camus wrote that we tell small lies to each other during social interactions to help us navigate the exchange smoothly. The question “How was your trip here?” can be answered with “Fine.” Or “Good.” The well-known “dance” moves on. The actuality of that “fine”...
SwP: The Upside of Downtime

SwP: The Upside of Downtime

Presence, I like to say, is in the eye of the beholder. It does, however, begin with me. It begins with my feelings about myself and the world around me, my physical carriage, my facial expressions, and my breathing rate, but from there my presence is defined by you....
SwP: Resilience

SwP: Resilience

When the deals are closing and your sales pipeline is full of promise, self-belief and confidence can be readily accessible resources as you sit with a new prospect, or log on to the conference call with an existing client. But what about those dry spells where...
Selling with Presence: An Authentic You

Selling with Presence: An Authentic You

As a sales professional, identifying and becoming explicit and deliberate about how you want to be perceived will help guide your actions. It will help you decide how you want to dress, behave, and interact with others, and it will inform your decision making about...
Selling with Presence: Do Some Warmups

Selling with Presence: Do Some Warmups

As lunch time approached I realized I had been staring at a blank document for forty-five minutes, as I tried to write this blog. Nothing was coming to me. I had been sitting at my desk since 7:45am. I know all you corporate athletes out there are rolling your eyes...

Here’s To Looking At You…

Appropriate eye contact can enhance credibility, convey emotional availability, and help you connect with your buyer audience. Western cultures all have pretty similar norms and expectations about appropriate use of eye contact. Eye contact is considered a fundamental...