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WIIFY: Tell Them Why They Should Listen To YOU!

It’s a little disconcerting, but true: A prospective buyer doesn’t care about you until he or she understands how you can be of help addressing his or her needs, challenges, opportunities or problems.I learned this lesson (again) recently when meeting a new prospect....

SwP: Give Yourself Permission

Some people are seemingly born with great presence; the rest of us have to work at it. Our tendency is to write ourselves off in comparison to these people, believing that such charismatic and comfortably outgoing people are born that way. Lucky them to have such...
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: Creating Psychological Safety During the Team Presentation

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...