sales

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 […]

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 […]

We talk about this theme often here at The Latimer Group. But as with any important theme, it merits multiple mentions. When we are communicating in the workplace, we need to make sure we have the correct mindset. And that mindset is this… be more than a messenger. We need to be thinking about doing […]

Details matter in business, and in some industries, the details are everything. But the amount of detail we discuss in meetings and presentations, and the way in which we communicate it, is a daily source of frustration in most companies. Ask yourself this question: “What percentage of meetings that you sit in take your time […]

Recently I had an outstanding customer service experience in my small town in Connecticut. My wife and I decided that a 100+ year old walnut tree needed to come down. It was now a risk to our house in a storm, and we decided it needed to go. So we called a company we have […]

Today’s post was written by Kelly Slater, co-owner of Slater’s Garage Ads & Audio. This afternoon I made a sales presentation to a client remotely, using a screen-sharing app. Of course, it involved a multiple-slide PowerPoint presentation (because the common thinking is that customers NEED to see your offer, idea, strategy, etc. in a multi-page […]

We spend an incredible amount of time speaking with our clients about capturing attention right up front when we speak. In a hyper-speed, over-scheduled, attention-starved world, it is critical that we have the skills to capture our audience’s attention right away. Otherwise, they will never engage, they won’t be listening, and they won’t absorb anything […]

We’ve reached a tipping point, I believe, in the use of mobile devices. These tools have had a wildly successful positive impact on our efficiency and ability to communicate. But too much of any good thing can eventually become a bad thing, and that is where we are with mobile devices. And we’re hearing it […]

So many people are always thinking about “what’s next” or “what’s new.” Everyone likes to think about how to get bigger, better, stronger, especially from a business perspective. Where will the growth come from? How do I reach new potential customers or clients? I was at a party on Saturday night, and the event was […]

If we look at our communication as if it were a meal that our audience will consume, we’ll of course want to prepare a communication “meal” they will enjoy. A meal that will satisfy their hunger for simple, valuable communication. And in order to do that, there are 5 ingredients that must be included in […]