The Winning Voice

Tag Archive - Open-Middle-Close speaking structure

Power is never given. Power is taken

Power is never given. Power is taken. People who are “ready” give off a different vibe than people who aren’t. Animals can smell fear; maybe that’s it. The minute you become ready is the the minute you stop dreaming. Suddenly it’s no longer about “becoming”. Suddenly it’s about “doing”. You don’t get the dream job because you walk into the editor’s office for the first time and go, “Hi, I…

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Job Interview? Template to nail your first answer

            A few weeks back I was having a coffee with a former 1:1 executive coaching client of mine. This man had recently landed a job at a new corporation. He shared with me that at his job interview for the new position, he had remembered to use an Open -Middle – Close speaking structure (that I had coached him on) to answer the first interview question.…

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My top, three sales ideas/techniques

1. Allow the customer to speak 70% (or more) of the total interaction time. To begin using this technique, at the end of an upcoming sales interaction, rate your listening versus speaking percentage. For example, 40% listening/60% speaking.

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