Presentations

“Listening Your Way Out of the Sea of Sameness”

Part of increasing your MQ – Memorability Quotient is sharpening the skills that we sometimes take for granted.

For instance, Listening.

Listening is more than hearing. Importantly, Listening can determine the success or failure of business.

Tom Peters recently did a video about the subject. View it here.

Listening is the ability to receive, attend to, interpret, and respond to verbal messages and other cues, like body language, in ways that are appropriate to the purpose. If the message is entertaining, our purpose is to enjoy, so we listen and respond in a relaxed manner. If the message is intended to persuade us, our purpose is judgment, so we listen and respond critically.

It is estimated that people screen out or misunderstand the intended meaning or purpose of a message in over 70 percent of communications, making listening the biggest contributing factor to miscommunication.

It stands to reason that people who are expert Listeners are more memorable.

This workshop covers listening in two distinct ways:

Listening with your ears:  each participant will receive their own Personal Listening Assessment. Administered online, and facilitated completely by shorespeak, this profile becomes not only the working document for the training session, but also the participant’s road-map to improve their listening skills.

Learn more about Personal Listening Assessments.

Listening with technology:  great managers, wholesalers, relationship specialists, sales generalists, bankers, mortgage lenders all have one trait in common – they know that being a student of the business is a critical and memorable characteristic. The problem is there is too much information to consume and not enough time to consume it.

We’ll show you how to set up a Personal Listening Outpost to stay current with:

• Clients
• Prospects
• Competitors
• Strategic Partners
• VIP contacts

All elements of this session are highly interactive and have been designed with the adult learner in mind – your team will not have time to get bored in this session.

Great for groups of 6 to 60.

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“Sales 3.0: After the Great Meltdown”

2008 irrevocably changed the sales landscape, especially for financial services professionals.

The events that have unfolded have led us to a new era.

AGM. After the Great Meltdown

As a result of recent events how must business change?

What are the requisite skills needed to thrive in this new era?

What role can social/new media play in the AGM world?

In Sales 3.0: After the Great Meltdown audiences will discover:

• The five New Realities
• How ‘Listening’ using social/new media will elevate their business and their MQ
• Ways in which Web 2.0 can make them better students of the business, deepen relationships, uncover new clients, and more.

This 60-75 minute presentation will be customized to your firm and your team.

Watch this six minute preview – then call to learn more about increasing your sales team’s MQ.

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“You Don’t Need Compliance Approval To Listen”

More than simply a tool to communicate the flavor of the last sandwich consumed at lunch, social media has reached a tipping point. Yet most audiences do not understand the correct way to use the technology to build their business.

The tools (we call them channels), most of which are free, can be implemented quickly and have a meaningful impact:

• deepening trust while building the client relationship.
• developing unique and faster ways to prospect for new clients.
• simplifying the dizzying array of information that we need to consume to stay informed.

And even in the highly regulated FINRA world, this presentation shows you how to use these channels to your business advantage without running afoul of your firms’ compliance regulations.

Audiences gain new and actionable insights into social media that they can immediately apply once they return to their offices.

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“Recession Proof Your Business & Build Your MQ”

The events of the past 18 months have led us to a New Reality.

The current environment has redefined the rules of Sales and Marketing.

Clients and prospects are demanding more.

What they require today from your team transcends the skills sales professionals have generally been trained on. The traditional training, centered on core sales skills and product knowledge, is not enough.

Today, more than ever, Sales and Marketing teams need to make absolutely certain they are Memorable.

This signature topic is designed to increase productivity, sales and profitability by allowing your sales team to understand and examine their MQ-Memorability Quotient®.

During our session audiences begin to uncover the impact of the business challenges we have been facing and to put them in the proper perspective. As they begin to see through to solutions ahead, they discover that the ability to increase MQ is one effective and powerful antidote for today’s challenges.