Posts Tagged ‘michaelangelocaruso.com’

The “Power of Three” helps you remember things

Sunday, November 20th, 2011

Anyone who gives presentations has had the sinking feeling that comes from forgetting what you want to say.

It’s the worst possible scenario because you become flustered, embarrassed, and usually fall apart on the spot.

Worse, your credibility is ruined with the audience, who suddenly feels that you don’t know your stuff.

Rick Perry Michael Angelo Caruso blogRick Perry suffered this problem during a recent debate at Michigan’s Oakland University.  The Governor of Texas confidently stated that, if elected President, he would do away with three areas of government.  He rattled off the first two and then … nothing.

Some politicos say this gaffe could cost him the election!

I’ve given over 2,000 presentations and keynote speeches and have developed a near foolproof way to never forget what to say.  I call it, “The Power of Three” and it works like this.


How to never forget what you’re trying to say

When preparing your speech, presentation or debate, ask yourself, “What three things do I want my audience to know?”

Then, hold out your index finger and assign the first item to that finger.  Psychologists refer to this technique as “association.”  Assign the second and third item to the middle and ring finger of the same hand.  Then run down a quick version of the three points, counting down the three items using your fingers.

Repeat the process all the way up to your presentation.  You can practice the power of three in the car, during television commercials, and even in the shower.

Use my power of three technique and you’re not likely to forget what to say when speaking to an audience.

It’s a shame Rick Perry didn’t consult with me when he visited Michigan, eh?

______________

Get more great tips by ordering Michael’s Present Like a Pro DVD.  It’s a 45-minute video that both shows and tells how you can be much more effective when speaking to groups.  www.MichaelAngeloCaruso.com or 248-224-9667 for more info.

Selling tip: Make small talk big

Monday, February 7th, 2011

This is one of my 52 weekly sales tips, available at www.MichaelAngeloCaruso.com.   You’re welcome!

Tip #10: Make small talk big

You have a finite amount of time to spend with customers during personal visits.  Try not to spend the first ten minutes of a thirty minute meeting on useless topics like weather, parking, last night’s ballgame, and so on.

If the customer mentions the weather, quickly acknowledge her and move on to more productive conversation.

Here are some small-talk topics that probably don’t speed up the sale:

-  Weather
-  Sports
-  Politics
-  Parking
-  How busy you are
-  How busy the customer is

Here’s a short list of things to discuss instead:

-  How impressive your customer and her company is
-  How popular your company is
-  Get the prospect to fill out a credit application
-  Find out more about her passions
-  Ask about her family
-  Get her opinion on an industry trend (stay away from negative trends)

A few seconds of small talk may be useful, but move toward purposeful conversation and your sales will improve.  You can always talk about the ballgame after the customer places an order.

Sincerely,
Michael Angelo Caruso, creator of the Role Model Selling videos

P.S.  I’d love to speak to your sales team.  You can also send them to see me at an upcoming seminar.  My speaking calendar is available at www.MichaelAngeloCaruso.com

Any salesperson can have this edge over the competition

Thursday, November 5th, 2009

I've developed a powerful and effective way to differentiate themselves from their selling competition by becoming published authors in their area of expertise.  (Actually, it helps a salesperson to be a published author of any stripe!) 

It doesn't matter what you sell or what industry you're in.  I've taught people in the heavily regulated financial services industry to author an e-book and still be within guidelines. 

Do this now.  Creating and marketing information products (seminars, webinars, teleseminars, e-books) will improve your closing ratios better than almost anything you've experienced.

Why is this true?  Because right or wrong, people will treat you better when you are perceived as an author. 

For examples of such info products, visit www.MichaelAngeloCaruso.com

Your “dist list” makes everything happen

Saturday, March 21st, 2009

Michael Angelo Caruso Internet marketingEvery company should have an information data base, agreed?

The data base should specifically contain a list of e-mails.

The e-mails should be for active customers, prospects, vendors and other business partners, members of the media, and other people interested in receiving quality information about your industry.  It’s okay if these five market segments are intermingled, but you should have a way to filter, if necessary.

Still with me?
 

Size kind of matters

The quality of the list is important.  Bigger isn’t always better, but you must have plenty of e-mail addresses that are associated with quality prospects.  That’s because you’re going to use the list to send e-mail campaigns, deliver a newsletter, sell products and services, and make other offers.

As you get to know your customer base better, you’ll learn to more accurately predict success.  For example, you’ll learn that, all things being equal, when you send an e-mail to 100 people, that around five people will buy something.  Results will vary, but this why the size of your list is important.

Michael Angelo Caruso FastLearnerAudio4 growing your businessThere are many ways to build a list.  The most obvious method is to simply have people opt-in to your list via your company website.  I discuss how to do this and the finer points of list-building in FastLearnerAudio4 for Growing Your Business.

See how I collect e-mails 24×7 on my website at www.MichaelAngeloCaruso.com and while you’re there, grab the free report.