Maximize Your One-to-One Communication

October 4, 2011 at 1:44 pm | Posted in Uncategorized | Leave a comment
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My guest blogger Diane Diresta is a speaking strategist, professional speaker and consultant and I think that her insights here are incredibly important and relevant to salespeople in EVERY industry.

Here’s what Diane has to say about one-to-one communication (because after all, isn’t that how we sell!)

One-on-one conversations happen more frequently than any other kind of communication. One of the biggest mistakes people make when speaking one-to-one, is not treating it as a presentation.  While people prepare extensively for group presentations, when it comes to one-to-one, they wing it. Even the most casual conversation benefits from preparation.

Speaking to an individual is different from the group experience. Whether you’re training someone, selling, coaching, or asking for a raise, here are some tips for speaking one-to-one.

Eliminate distractions. Choose a comfortable setting-perhaps your office or a conference room with good lighting. Block off distracting window views and minimize interruptions. Clear the table of clutter.

Sit next to the person at eye level. Sit side by side rather than across a desk from each other. This has psychological and physical effects. It creates a feeling of being on the same side and allows both people to look at materials from the same perspective.

Maintain good eye contact but don’t stare. In a group, you make eye contact with everyone. With individuals, you don’t want to lock eyes. Break eye contact from time to time. A good guide is to look at the person 70% of the time.

Use visual aids. Props, pictures, and objects can serve as effective visual aids. Visuals are important learning tools, and you shouldn’t overlook them in a one-to-one situation. Be sure your visuals are appropriate to the situation. A few carefully placed props and occasional use of a table easel can enhance your presentation.

Clarify but don’t repeat questions. In a large group, you repeat the question so that everyone can hear it. But in one-to-one settings, the same technique would be silly. You may ask for clarification: “Are you saying that you need more practice?” Or you may restate the question in your answer: “The procedure for this project is…”

Maintain a comfortable physical distance. Don’t invade the other person’s space. When sitting side by side, don’t lean in or take over the person’s materials. Ask permission to demonstrate with or alter their materials.

Pause. The brain needs a few seconds to process information. Don’t overload the learner with too much data. Pause between thoughts to let the information sink in.

Use smaller gestures. Show enthusiasm and get involved with the learner. Allow yourself to be natural and expressive. But contain your gestures, because the physical space is smaller in one-to-one situations. Wide, sweeping movements will seem out of place.

Prepare and organize. It’s easy to lose track of time when you’re working with only one person. Whether you train one person or a hundred, the preparation is the same. Without adequate preparation, you’ll seem disorganized and unprofessional. Prepare an outline and establish time frames.

Watch for nonverbal cues. In a group, different personalities react in diverse ways. Someone in the group will often say what others are thinking. In a one-to-one situation, however, the person may feel reluctant to tell you that he or she needs a break or doesn’t understand. Watch for body language and continually check back: “You look like you disagree.” “Are you ready for a break?” “Is this something you can use on the job?”

Whether you’re speaking to one person or a thousand, communication happens one- to- one.  It’s all public speaking.


How to Make Certain They’re Not Sleeping Through Your Sales Meeting

October 28, 2008 at 8:51 pm | Posted in Marketing, sales, Sales Training, small business, Uncategorized | 2 Comments
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Who hasn’t sat through a tediously boring sales meeting that seemed to go nowhere and drag on forever? Unfortunately, these office pow-wows not only waste time and drain the energy out of employees, they are also unproductive.


However, meetings are necessary for the development of a sales team and can lead to positive results. They serve as an important way for your organization to collectively learn, share thoughts, and establish cooperation. But, these positive outcomes can only come from meetings that are optimized for success.


Here are the steps you need to take to make certain that the sales team won’t sleep through your next meeting:


Set an Agenda

Too many meetings are conducted without a defined purpose or agenda. Ultimately, the purpose of a meeting is to disseminate key information that will help your sales staff to sell. It’s not supposed to be a lengthy lecture. Determine what the goals of your meeting are ahead of time and stay focused on them. Give your sales staff a copy of the agenda before the meeting so that they know what to expect.


Set a Timeline

Now that you have the goals and an agenda, set a realistic timeline for your meeting that recognizes that time is money. Keep in mind that shorter, regularly scheduled sales meetings are far more effective than having them lengthy and infrequent. Aim for one meeting every week, or at least once a month, and keep the length from 30 minutes to no more than two hours.


Remember consistency is the name of the game in meeting planning. Set a regular start time and day, as well as a maximum length of time for the meeting. And, be aware that your attendees will be more alert in the morning than after lunch when you might as well hand them a blanket and a pillow so that they can take a post-meal snooze.


Keep It Relevant

Once you have an agenda for the meeting, limit the discussion to only the designated topics. Start with a positive story to engage them and reinforce your message. Avoid negative comments, and keep the conversation focused on group concerns, not individual problems. Further, save discussion about administrative issues for emails or other get-togethers.


Keep It Fun

Salespeople should look forward to meetings because they are both informative and enjoyable. It’s not enough to simply gather your team around a conference table and spew updates and figures at them. Rather, meetings should be used to connect, motivate, and appreciate. Provide refreshments, tell a joke, or invite a guest speaker, along with delivering your message.

Make It Interactive

Involve everyone in the meeting. Let individuals share sales tips, review mistakes and successes, and present product demonstrations. Encouraging dialogue will help everyone close more sales and ultimately be more successful.


A productive sales meeting requires planning, setting expectations, and having the right tools in place. With the right mix of these components, you’ll create less boredom and more enthusiasm, and will ultimately uncover the collaboration and productivity that sales meetings are supposed to provide.










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