Do you speak in code?

Do You Speak in Code?
By Kelley Robertson

A few weeks ago the company responsible for our lawn care sent a quotation for the upcoming season's work. One level of program included the following: Beneficial nematodes in the spring and fall. Beneficial nematodes? What the heck is that? So, I called the company and asked them to tell me about that treatment and found out that it was grub control.

My immediate thought was, "Then why not say that?"

However, it is interesting how often this occurs in the sales process. Too many people use terminology, jargon, or phrases that mean absolutely nothing to their prospect or customer. In some cases, people will ask for clarification but why put them in this position?

Industry jargon or terminology should only be used when dealing with someone who understands and is familiar with it. And in most cases, it should be avoided altogether. The best sales people know how to clearly present their ideas and get their message across in simple terms.

What does this mean for you? During your next sales call or face-to-face meeting, make sure you speak the language of your customer and that you don't speak in code.

Have a productive and profitable week!

Kelley Robertson
59 Seconds to Sales Success
Fearless Selling

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Executive Speech Coach, Business presentation tips from George Torok, the Speech Coach for Executives.


Cliches suck

Cliches Suck

They suck the life out of your presentation. They sap the energy from your words. They sink your message.

If you are using these phrases - stop now.

Raise the bar
Level the playing field
The whole nine yards
Paradigm shift
Think outside the box
Yada, yada, yada
Kill two birds with one stone
Been there done that

Here are three sites with more cliches that you should avoid like the plague.

Cliches from the Garden

Cliche Finder

Cliche Site

Using cliches in your presentation demonstrates lack of original thinking. They bore your audience to tears because they've heard it a million times before.

George Torok
Executive Speech Coach
Presentation Skills Training

Executive Speech Coach, Business presentation tips from George Torok, the Speech Coach for Executives.


Power Presentations Tip 18: The Power of Three

Power Presentations Tip 18:

Harness the Power of Three

Three is the magic number for communicating.

When we hear a list of three things it resonates well in our brain. Like three legs of a stool there is synergistic strength in three of something.

  • Bacon, lettuce and tomato
  • Friends, Romans, countrymen
  • On your mark, get set, go

There are three aspects to the number three that you can use in your presentations.

1. Digest information
To help people digest your information dice it into three groups. When you tell your listeners that there are three points they will not feel intimidated. And they can immediately create three "files" in their brain to store your information.

For example:
When you are explaining features of a product, group it into three categories.When you are outlining a plan or process, break it into three phases.When supporting a decision, give three reasons.

2. Remember information
To help people remember your key points give them three.
The easiest number to remember is one. That is why we tend to remember either the first or last name of a person we just met. The next easiest is three things. If you are introduced to a person with three names you will tend to remember the full three names better than just first and last name. It's hard to forget James Earl Jones.

3. Remember information better
To help people remember your key message, state it at least three times during your presentation.

The first time listeners hear your message it might be new and strange. By the third time they hear your message it starts to feel familiar. We remember best that which seems familiar. You can see this in action when you try to remember a name. You will probably repeat it to yourself a few times to burn it into your brain.

In giving presentations this is referred to as "the three tells". First you tell them what you are going to tell them. Then you tell them. Then you tell them what you told them.
Harness the power of three in your presentation. You'll present more like the Three Musketeers instead of the Three Stooges.

George Torok

PS: Tell me how this tip helps you.
PPS: Thanks for your comments and feedback.

"I thought this was an excellent group of tips! As a teacher of public speaking, I've seen how students need 3 or 4 particular bits of information on how to get started so that they will look and feel confident AND be effective. Your tips on 'Open with Pizzazzz' hit the mark!"

Professor Evangeline Mourelatos, The American College of Greece, Deree College


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Executive Speech Coach, Business presentation tips from George Torok, the Speech Coach for Executives.