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If you have nothing to say – say nothing

“Verbal expression is the mirror of the mind. Clear thoughts become clear statements, whereas ambiguous ideas transform into vacant ramblings.  The trouble is that, in many cases, we lack very lucid thoughts. The world is complicated, and it takes a great deal of mental effort to understand even one facet of the whole. Until you experience an epiphany, it’s better to heed Mark Twain: “If you have nothing to say,…

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BDMs. Target Love, Hope (Hate) Fear

“I only know about four things when I create an ad – love, hope, hate and fear”.  This is a quote by Bob Goodman from the book, The New Prince by American political commentator and author, Dick Morris What’s the point in sharing this quotation with you? Simply this. When you are prospecting for business keep in mind the emotions of love, hope and fear (omit hate). These three emotions…

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Trump v Clinton – body language & speech analysis

What type of leaders are Donald Trump and Hillary Clinton – based on their spoken messages, style, look and body language? Is there anything they need to do to win over voters? When voters make judgements on whom to vote for, they ask themselves questions such as: ‘Do I like the candidate?, Do I trust the candidate?, Can I emotionally identify with the candidate?, Does the candidate have integrity?, Does…

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Is the knowledge you espouse – your own?

“After receiving the Nobel Prize in Physics in 1918, Max Planck went on tour across Germany. Wherever he was invited, he delivered the same lecture on new quantum mechanics. Over time, his chauffeur grew to know it by heart. “It has to be boring giving the same speech each time, Professor Planck. How about I do it for you in Munich? You can sit in the front row and wear…

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Is an ‘Action Bias’ costing you?

“In a penalty situation in soccer, the ball takes less than o.3 seconds from the player who kicked the ball to the goal. There is not enough time for the goalkeeper to watch the ball’s trajectory.  He(she) must make a decision before the ball is kicked. Soccer players who take penalty kicks shoot one third of the time at the middle of the goal, one third of the time at…

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End your meeting – as well as you start it

In a workshop I conducted for the CEO Institute a year or two ago, one of the CEOs commented that he had been in the audience where a conference speaker started his presentation very well,  grabbing the attention of everyone, but then trailed off – in effect abusing the attention of the audience.

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Nail executive, chance encounters

Picture this.  You’re walking out of your office and you spy one of your organisation’s senior executives standing in the office lobby area. This person is someone whom you’ve been trying to talk with for the past two months, without success.  How you would make a positive impression with this person?

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BDMs: Put your ‘ego in the box’

Picture this.  Imagine you could were standing with your face a couple of centimetres from the largest rock in Australia, which is called Uluru. You look up and are awe struck for several moments by how huge and enormous the rock is. Take a few moments to imagine that. Now come back to the present, and consider this. Compared to the size of your ego, Uluru is tiny. If the…

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