Motivational Quote: Inspiring

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“A good teacher can teach you the subject, but a great teacher can inspire and teach you lessons and skills that can be carried through your life.” – Matt Ward, VP Ward Heating Products

What motivates your employees

A friend  Jim Estill http://www.jimestill.com/, recently mentioned this video in his blog. After viewing it I felt compelled to share it with you. Not only for the content on how to motivate your employees, but because of the communication forum that is used.

Excellent communicators keep in mind that there are 3 types of learners,  auditory(hearing), visual(seeing) and kinestetic(doing). And this video helps both auditory and visual learners grasp the material.

Enjoy

How to Call an Audible during your Presentation

from Dave Paradi @ http://www.thinkoutsidetheslide.com Dave, the author of “The Visual Slide Revolution, is a master at teaching people how to make their PowerPoint presentations more interesting…and effective.

Call an audible during your presentation  

On Sunday I was watching the AFC Championship game between the Indianapolis Colts and the New York Jets. Even if you are not a football fan, stick with me on this one. I like watching top performers in their fields and in this case I got to watch Peyton Manning, one of the best quarterbacks in football. He is this year’s Most Valuable Player in the NFL.

One thing he does better than any other quarterback is change the play at the line of scrimmage based on what he sees the defence doing. Often, he will line up, call some signals and see how the defence reacts. Then he steps back, decides what changes he wants to make, and runs the play. In football, changing the play at the line of scrimmage is known as calling an audible, meaning the play is changed using an audible signal, not with gestures.

Now this only works because his team has prepared in advance for what he will do. They know the different plays he may end up calling and are prepared for the many possibilities. They adjust based on what the opponent is doing.

So how does this relate to presenting?

The lesson for presenters is to be prepared to call an audible during your next presentation based on the reaction of the audience. Start with your prepared presentation, but if the audience is not reacting the way you expect them to, be prepared to step back and change what you are doing. How can you do this? Here are three ways to call an audible during a presentation.

First, you can anticipate this happening and plan for this in advance by designing a non-linear presentation. Design in modules and ask the audience to direct the sequence of the presentation.

Second, when you realize the audience is not reacting the way they should, press the “B” key on your keyboard to blank the screen. Ask a question of the audience to start a discussion. By engaging them, you will discover what they are thinking and be able to adjust as necessary.

To view Dave’s third (and my favorite tip) along with the rest of the article click here: http://pptideas.blogspot.com/2010/01/call-audible-during-your-presentation.html

 

The Dark Sucker Theory – Part 2

In my previous post, I talked about a little known theory that can change the way you look at things.

This theory is called:

The Dark Sucker Theory

Here is the rest of the theory:

Dark has mass. When it goes into a Dark Sucker, friction from the mass generates hear. Thus it is not wise to touch an operating Dark Sucker. Candles present a special problem as the mass must travel into a solid wick instead of through clear glass. This generates a great amount of heat and is therefore even less smart to touch an operating candle.

Also, dark is heavier than light.

If you were to slowly swim deeper and deeper, you would notice it getting darker and darker. When you get real deep you would be in total darkness. This is because the heavier dark sinks to the bottom of a lake and the lighter light floats at the top. This is why it is called light.

Finally, we must prove that dark is faster than light. If you were to stand in a lighted room in front of a closed, dark closet and slowly opened the closet door, you would see the light slowly enter the closet. But since dark is so fast, you would not be able to see the dark leave the closet.

Next time you see an electric bulb, remember that it is a Dark Sucker!

The reason that I use this tool is to condition my audience’s mind to accept a different way of looking at things. When I do this I find that I am more successful teaching sales, marketing and leadership concepts that may different than the myths that they grew up with. (ie. That you need to be aggressive and pushy in order to be successful at Sales.)

The Truth about Leadership

When I first started teaching at a local Community College, I attended a conference for rookie instructors.

Dave Stewart the Director of the Continuing Education department said something to us that made a major impact on me as a teacher / trainer / speaker, when he said,

“Your job as a teacher is to help your students learn. Period! The rest is just details.”

I have never forgotten that truth that he shared with me that day.

And when you get to thinking about how to lead others, especially sales reps.

Remember your job as a leader is to help your employees succeed. Period! The rest is just details. 

Because I believe that when you pay someone to do a job, you rent their hands.

When you give them interesting work you may engage their heads.

But it is only when you connect with them personally and they know that you are on their side and you are there to help them succeed, that is when they will throw their heart in their work.

And that is when the magic happens.

And that’s when they will perform, beyond your expectations.

 

The Secret of how I became “The Sales Dating Guy”

I recently explained why I am called The Sales Dating guy in an answer to the following question on LinkedIN:

Business analogies. Do you use them?

Here is my answer:

Analogies are a great way to make complex material more digestible for your audience.

For instance, I use the analogy that Selling is like Dating and Customer Service is like Marriage in my Sales Training programs.

Using this analogy not only adds a lot of humour to the program, but it hooks the new sales concepts that I am teaching to something they already know (dating).

This increases retention of the knowledge which paves the way for a powerful (and fun) learning experience.

I would encourage you to continue to use analogies that make sense in your situation and with your audience in order to increase retention and help your audience “get” what you are communicating to them.

That explains why I use the analogy, but it doesn’t explain how I got the name “The Sales Dating Guy”.

That story includes a road trip and an enlighted experience with a powerful woman from Australia (who is not my wife) …. which I will save for a future blog.

If you want to find our more about how Sales Dating can help you and your organization increase sales, email me @ richard@richardelmes.com or phone me @ 519-820-6207.