Persuasion

There is a theme that comes up in every workshop we teach… we live in a really noisy world. The world is indeed very loud, with a seemingly endless competition for mindshare and attention. And everyone we speak to is drowning in too much information, too many meetings, too much access, too little time. This […]

Does your message stand out? Do you make it easy for your audience to remember what you say? Does your message make an impact on the mind of your listener? You need to care about this, because there is so much competition for the mindshare of every audience. There are so many things that come at each of […]

We spend a lot of time here coaching people on how to communicate in order 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 […]

If you have the power to advocate for the things you believe in… If you can make the compelling case for the idea… If you can influence the decisions and behaviors of others… If you can build consensus and persuade… You have competitive advantage. Period. Full stop. In the 21st century business world — where […]

At the risk of oversimplification, there are two macro “messaging problems” that come up a lot in our work. Problem #1: the speaker knows what they want to achieve, has a general goal in mind, but has not put enough thought into the details of the message and how they will achieve the goal. They […]

At The Latimer Group, we talk and write all the time about the ability to communicate clearly. That is our purpose, our mission, our raison d’etre. To succeed in the 21st century global business environment, you need to be able to communicate with your colleagues, employees, customers, prospects, and shareholders, and you need to be […]

Learning how to become an expert in anything is complex… mastering an athletic skill, inhabiting a character in a play, communicating in a powerful way, or anything else. Expertise, in any endeavor, is not easy to accomplish. Whenever I take a close look at the training and preparation habits of elite performers (something I do […]

Lots of people spend time working on their preparation for their presentations. But for many, we spend considerably less time preparing for what follows the presentation… the Q&A. And in fact, one of the questions we hear most often in our coaching sessions is this: Can you help me sound more confident, when I am […]

Let’s talk about building credibility… real credibility. Not the short term version of credibility that comes from a referral or a common friendship or the personal courtesy of someone giving you a chance. No… let’s talk about the long-term credibility that is built by you, your actions and your performance. Real credibility is created in […]

One of the things I listen closely for in our workshops is a certain kind of vocabulary that we call “weak” or “qualifying” language. And when I hear it, my coaching sensors start ringing loudly. Words or phrases like “sort of,” “kind of,” “pretty much,” or “basically,” can be toxic for the speaker and dramatically […]