What Do Warren Buffett, Aluminum, Bottled Water, and Ernest Hemingway Have In Common?

What do Warren Buffet, aluminum, bottled water and Ernest Hemingway have in common? All 4 can teach us a powerful lesson in how to sharpen our communication skills. Lesson 1: Warren Buffett Prioritize Your Communication Skills   Warren Buffet said that the number one skill that any of us can have is effective communication skills. Why would he pick communication out of all the other skills? I ask you the exact same thing. As it relates to your plans and goals, where do effective communication skills rank on the scale of your priorities in your business? Think about your business presentations. Are you still opening your presentations by telling people what your company is and how great your products and services are? Are you still using Power Point? If so it might be time to take a look at your communication skills and the tools you use to communicate. ...

A New Perspective On Sales Messaging [Infographic]

You may not know this about me, but I have a love of public speaking. While many people shy away from getting in front of a crowd and delivering a message, others are downright afraid of it. Not me. I enjoy speaking so much that I have done it competitively through Toastmasters. My guess is that if you are in sales you at least share my interest in communicating, even if you have not done it competitively. I Like IT. Beyond my interest in public speaking, I have another interest. I enjoy technology. In fact, I was an engineer in corporate America for two decades. While in that role, I made an observation about sales presentations. Some were successful and some failed. I wondered why. Failures sparked questions. I began looking critically at our sales presentations to learn what made them different. Why did some efforts as sales communications fall short? In addition to my critical analysis, I started asking for customer feedback when we failed to close a deal. The results from my analysis combined with their feedback was informative. No, it was astounding! Analysis brought answers. I concluded the presentations used by the sales team failed because they did not effectively address the customers’ questions of how our product would make them more money or how our product would help eliminate their biggest problem. I also observed that our presentations were not clear. They were not concise. They were not engaging nor were they interactive. In fact, the traditional slide deck presentations were overwhelming our customers with too much information. Too many details and too much data about the technology was presented while not giving them the real information they were longing to hear. We changed our perspective. So I developed a system to help communicate the sales message in a way that would connect with the customers’ needs, and give the customers an opportunity to be involved in learning how our product would help them increase revenue and/or eliminate their biggest problem. The following infographic highlights some of the ways a traditional presentation, like the ones our team used, can fail, and how a new perspective on sales messaging can help to transform a presentation into an effective tool that brings results. (Click to enlarge the infographic.) Giving customers what they want. The new perspective I gained on how to deliver a successful sales message became abundantly clear. Customers who listened to the presentations did not want many details that would bog them down; they wanted solutions to their problems. They wanted to know how to make more money at the end of the day so their businesses would grow. They wanted sales reps who could make the material simple and easy to understand, and who were equipped with the knowledge to answer their questions. I have seen this system work again and again. Traditional communication methods that rely primarily on overfilled slide decks can cause your listeners’ eyes to glaze and their minds to wander. Those communication styles fall short of telling the audience what they really want to know. Instead, put this new systematic approach into practice. Change your perspective from what you have to tell the customer to what the customer needs to learn. Then, customize the learning to specifically address their issues and objectives. It’s not complicated, and that’s the beauty of it. It’s simplified, interactive, and… it works. ...

The 7 M’s: Marrying Your Wedding Vows And Your Sales Pitch (Infographic)

In one way or another, we are all in sales. Crafting a sales message, when done right, can resemble a great marriage. The parallels run deep. For those of us who are married, remember, your foremost customer in life is your very own spouse. Make him or her happy each and every day by delivering the goods you promised in your vows (a sales pitch by another name, if you think about it). In marriage, just as in sales, we benefit from a daily re-commitment to our values. Marriage involves two becoming one. A salesman’s relationship with his customer, at its best, will be very similar. As salespeople, we must listen to our customers, build trust by focusing on what they need to be successful, and aiding in the decision process that should improve the financial standing of everybody involved (not just ourselves). All of these sales elements (and more) are equally important in maintaining a successful, glowing marriage. This infographic is a quick rundown of the seven biggest lessons I’ve learned from my marriage that I have also applied to my business. They all revolve around the idea that we want must build our relationships to last, both in our personal and professional lives. Click here for my original post on the subject: 7 Reasons Why My Horrible Marriage Led To A Great Business! ...

NFL Hall of Famer schools Business Pros

Listen, we all know there is no secret to success. However, for some reason success evades most, even those actively pursuing it. I’ll share what I learned from NFL Hall of Famer Aeneas Williams (no relation) as he revealed what enabled him to reach success in the NFL, play at a high level his entire career, then be selected to the NFL Hall of Fame. How can you apply this lesson to your professional career? Growth begins where your comfort zone ends, so remember, get uncomfortable today. Brian Williams – Perspectivity Consulting Dallas, TX 1-800-971-4160 E-mail: [email protected] ...

7 Reasons Why My Horrible Marriage Led To A Great Business!

  Our marriage was just horrible, and we couldn’t stand each other!! When we first moved into our first apartment, just 6 weeks into the marriage, my wife told me in a very mellow, soothing yet confident voice…”Brian, you’re a mistake, this apartment was a mistake, and this whole marriage is a mistake!” Ouch! And then she just sat there, no yelling, crying, or fighting, just laying down the hard cold facts…very peacefully and painfully. Well…If you’re a business owner, entrepreneur or a leader in your company pay close attention, especially if you’re also married. You’re spouse has more impact on your bottom line than you probably realize. They impact your business simply because they impact YOU. This year makes 20 years of marriage to my only wife that I met in college at Texas A&M. Below I’ll share 7 reasons why I feel it has lasted that long, and in certain cases how its impacted my business. At the time she said the painful words above, she was right, I’m telling you I was both horrible and controlling. I didn’t know what to do, the only thing I could tell her was that I was willing to fight for her and that’s all I knew to do. Below outlines what that fight looks like today…with the 7 M’s to a great marriage and/or a great business. Mission – I had to learn how to treat my wife as my first priority.       Meaning, leading her (and my children) by living out Godly principles of grace, truth, and love, not just talking about them. This is a work in progress, but there has been progress and maturity along the way. I thank God for his grace and patience with me…because I need it!  Maturity – I had to learn how to focus on what mattered to her, not just myself. Immature men focus on themselves, like kids do, mature men consider their wives: their perspective, emotions, and interests, which builds trust in an incredible way. Money – I have always been the financial provider for my family and I’m grateful to say I have done very well in that regard, providing for all of their needs and some wants, but there was a season where this was a major challenge, man it was painful to lose so much, but we became so much stronger in the process and now manage the business financials by hiring professionals.  She should not have to worry about money. Mind – I intrigue my wife’s mind by asking questions, and finding out what’s inside. This once lasted for 1.5 hours, in one session of me listening 90% of that time!       Oh man this can take some patience because her mind can be a massive well of emotion and thoughts that simply exceed my cranial capacity.   :- )       Women are probably saying, yeah girl, express yourself, he asked the question. Guys are…well, no longer reading this post at this point saying, “This dude is crazy! Muscles – I must be physically fit and healthy. As Jim Rohn says, treat your body like a temple, not a woodshed. This one isn’t mandatory, but very helpful for both of you. Self-inflicted injury, sickness and disease can also damage a marriage, your business, or both. Man-Up – Either catch the snake in the yard, the possum in the trash, or the bird in the house (we’ve had all 3) without asking her for help. Take her on dates.       Send her sext messages (not pictures) but let her know you’re thinking about her (in that special way) at 2:30 on a Tuesday. Why not?       Buy her flowers for no reason, take her to breakfast since it’s not the typical dinner and it’s different.       Watch a romantic comedy with her once in a while and Man up dude! Motto to Live By…in marriage and business.   I went through a painfully difficult time in my life and during that journey I learned 3 very powerful and valuable lessons. I now live by these 3 principles…daily.     Get Dumb. Get Quiet. Get Help. Get Dumb – Stop acting like you know everything. Get Quiet – Since you don’t know everything, stop talking and trying to fix everything. Get Help – Since you don’t know everything, and have finally gotten quiet, only open your mouth to ask someone for advice. I now surround myself with wise, mature, business men that I have allowed into my personal and professional life and it has reshaped my thinking, my behavior, my family, my business and hopefully my future. I love them and thank God for them. QUESTION:  Which of the 7 resonates most with you? I hope this list has helped someone, because it works, in marriage and business. Having massive support from your spouse can be a game changer in your business.  We are currently in Italy, speaking together at a leadership conference, she’s a tremendous asset to me and the business. I plan to be with her forever because I discovered along the way…that she’s very much worth fighting for! The point:  I changed, my marriage changed, the way I treat people changed… so my business changed as well. Ciao for now. Brian & Tasha Williams run Perspectivity Consulting International, a consulting firm that uses proprietary systems and mobile apps to help companies build a best in class communication and sales presentation culture, they are based in Dallas, TX (USA). ...