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Category: Persuasion

Busy is the New Stupid

Let me get the footnote of attribution out of the way. I “borrowed” that line, with permission, from my great friend and business school classmate, Phil Bonanno. And now back to our regularly scheduled program… My colleagues and I talk all the time about how listening, awareness and respect are critical building blocks of persuasion. […]

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Why We All Say, “I Never Said That!”

This post was written by Dan Cooney, Director of Business Development at The Latimer Group. We all see things differently. Thanks, Captain Obvious! Yes, it’s a truism, but why is this one so important to you as a communicator? You have to understand the perception gap — the difference between what you said and what […]

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The Psychological Challenge of Brevity

We had a great conversation with clients recently, in one of our Persuasive Communication Skills Workshops. And the topic of this conversation was typical. We were discussing with participants the need for getting to the point in the 21st century business world. And several of the participants were politely but firmly pushing back, concerned that I was coaching […]

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5 Solutions to Classic Communication Problems

If your communication problem is time, then brevity is your friend. Make sure to shorten your message significantly. Reduce your information to a list of “three things,” so that your message is easier to remember. If your communication problem is attention span, then a “hook” is your friend. Work hard to connect with your audience […]

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3 Keys to Stronger Audience Retention

Your audience will only remember a small percentage of what you say. Some studies suggest it will be less than 20%. Fact. Other studies suggest that the average adult attention span is now about 8 seconds. Bummer. So what do you do about it? Focus on all three aspects of the audience experience: Make sure […]

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The Metrics Of Persuasion: Two Key Variables In A Presentation

Originally posted with the Forbes Coaches Council, April 2019 Maybe this has happened to you: You walk into a conference room fully confident that you’ve prepared well and put together a crisp, persuasive presentation that will instantly wow your audience. The proposal you’ve developed is clearly the right choice, and you know the numbers that support your […]

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5 Keys to Building Support Around Your Idea

We spend a lot of time here coaching people on how to get the outcomes they want. And in some cases, the outcome is a sale of a product or a service. But in many cases, the outcome is the “sale” of an idea or a plan. The vast majority of persuasion that happens in the […]

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True Persuasion Comes from Being More than a Messenger

So often in preparing to communicate, we make a fundamental mistake: we enter a messenger mindset. Rather than establishing a clear goal and aiming to persuade our audience, we set out to inform, to update, to share. On this path, we end our inquiry with a period: here’s what I need to say, full stop. But […]

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4 Questions to Ask for Effective Problem Solving

In so many organizations, we see discussions around problem solving go wrong. To be an effective problem solving organization, there has to be a framework of questions that will lead towards full alignment on the issue. Once we have that alignment, then we can have a serious conversation around legitimate solutions. In a world where everyone […]

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