Tag Archives: sales

Your Job as a Communicator is Changing

Years ago, before the age of the internet, when you got sick, you went to the doctor, she told you what was wrong, and what to do about it. The doctor had all (or most of) the information, so her job was to distribute that information to you so you could decide how to proceed.

Now, think about the way that pharmaceutical companies advertise. They go straight to the consumer, with commercials targeted at specific illnesses or conditions: “Do you suffer from ____? If so, talk to your doctor about _____…” They essentially create patients and create demand by giving EVERYONE information to which only doctors were once privy. The consumer takes the information to the doctor, saying, “I think I may have _____,” and then the doctor sorts through it and pares it down to what’s most critical (and accurate).


This changes the communication role of the doctor. When the communicator has the most information, his job is to distribute that information. But when EVERYONE has that information (perhaps even some MISinformation), the role of the communicator becomes about interpretation, analysis, etc.

The broad dissemination of information has impacted every industry on the planet. When no one has information, information is power. However, when everyone has information, interpretation becomes power. The ability to correct misinformation becomes power.

The communicator who will thrive and have competitive advantage in today’s business world will be the one who’s able to react to likely questions, anticipate objections, and scrutinize the information at hand, and boil it down to its essence, and its truth.

At The Latimer Group, our individual Coaching services are highly customized and designed to help you achieve your specific goals. Typical engagements focus on developing skill sets in Leadership Communications, Public Speaking, and Executive-Level Business Presentations. To learn more, e-mail us at info@TheLatimerGroup.com
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Good “Pre-Persuasion” Makes Everything Else Easier

Do you find it easy to persuade people? That’s a broad question, with an answer that is likely to be some version of, “Sometimes.” Whether someone is easily persuaded depends on a lot. The size of the ask, the environment and situation you’re in, the kind of person you’re trying to persuade, and other variables… Continue Reading

How to Gain Mindshare in 2017

It’s hard to get people to pay attention any more. A lot of people believe that attention spans are shrinking. But regardless whether they are or not, here is an undeniable fact: there is exponentially more competition for mindshare and attention than ever before. So the net effect is the same — because there is… Continue Reading

A Simple Tip for More Powerful Storytelling

This is a simple idea, but a very powerful one. We’ve all heard it before, yet so many of us continue to ignore it’s value. Whenever possible, tell your story with pictures and not words. Pictures create images in the mind, and for most of us the mind retains the things it sees much longer… Continue Reading

Listening Strengthens Your Message

  Good, active listening leads to all sorts of good outcomes. Active listening means you are engaged, not distracted, and doing your best to pay attention. Active listening means you are trying to understand the other person, and what matters to them. Active listening means you are aware, or trying to be aware, of perspectives… Continue Reading

The Secret to Finding Your Executive Voice

We recently finished an intensive workshop with one of our top clients. The topic was Executive Communication Skills, and the goal was to coach a small group of about 10 rising executive stars in the art of persuasive, executive-level communication skills. We covered a lot of ground over the two days, but one topic worth… Continue Reading

Are You Changing and Growing with Your Customers?

Did you learn some new things last week? Do you look at the world the same way you did six months ago? Do your business strategy and business goals change over time? In other words, if my knowledge of you and your business is based on where things were for you six months ago, would… Continue Reading

3 (First) Steps to Delivering a More Memorable Message

Do you want to be an effective communicator? Be more memorable? Do you want people to follow your lead, support your idea, or buy your product or service? Of course you do. When I say “be memorable,” I’m not suggesting that you do something outrageous so that they remember that crazy person who did “x.”… Continue Reading

Why You Should Make Time to Prepare for Meetings

One of the most frequent questions or objections we hear in our workshops, usually delivered right about the time we are teaching our Latimer Group Model for Persuasion, is this… “I don’t have the time to do the things you are telling me to do. I know I need to, but I just don’t have… Continue Reading

Secrets of the Smart and Savvy Negotiator

I was recently speaking to a client, a person I have been coaching for about six months. This coaching assignment has been focused on the subtle aspects of persuasion. He is relatively new in his organization, and has wanted to work on how to better influence his colleagues, without coming on too strong. Many of… Continue Reading

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The Latimer Group, LLC
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Wallingford, CT 06492
Phone: 203.265.4344
Email: info@thelatimergroup.com