This is How You Onboard Your Salespeople

It was announced last month that Learner drivers in the UK can be taken onto a motorway as part of their instruction to pass the test. And about time too. I remember passing my test way back in 1983. I’d never experienced a motorway before, and when I entered one for the first time, it frightened me to death. Since then hundreds of thousands of new drivers have experienced the same dread. Many probably have avoided motorways because of this fear factor and when they do, may well be the…

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The Chair – Spatial Anchoring When Presenting

This week I’ve been running a 3 day workshop here in Tehran for 25 people with lots of activities and exercises sprinkled with the occasional piece of delivery by myself. Now I wanted to anchor various positions on the “stage” to indicate to the group what was going to happen next. Its called spatial anchoring which sounds like some form of physical rehabilitation, but it comes from NLP and allows you to change your audience’s state merely by positioning yourself in certain parts of the room. My chair is a…

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I Almost Fell Into the Trap

The deception that busy business people, like you and I, can easily fall into when we’re up against it. Let me explain. I was asked by a client to deliver a five-day sales and customer service programme in Abu Dhabi and at the last moment was given the objectives and direction for the workshop. My first reaction realising I only had one day to prepare was… “Has anyone got a PowerPoint deck covering the whole five days?” Thankfully I caught myself falling into the trap of borrowing someone else’s PowerPoint…

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