|
If for any reason you missed our last newsletter, number 92 published electronically 3 September 2008, you can read it by going to www.congruence.co.za/news. Past articles can be found here. To email us please do not hit the reply button as there may be a delay in us responding. Rather mailto:director@congruence.co.za If this has been forwarded to you, you may subscribe for your own monthly copy by clicking on the link on the top menu bar. Simple unsubscribe steps appear at the footer. I hope you won't! Dear ... 1. Relationship Selling seminar When we settled in for an economic downturn this year, I wonder how many expected the events of the last three weeks on world markets? And it seems to be getting more volatile by the week. If the US economy is in trouble, you may ask why has the rand plumeted against the US dollar? It's quite simple, really. When credit starts drying up in major markets like the US, less capital is available to invest and to purchase goods & services in markets such as ours, and the rand comes under pressure. The current investors, being short on confidence, start pulling their money out of our market. Ironically, our banks are not exposed to the current problems to the same degree as in the developed countries, but expect the ripples to affect us significantly, and soon. It is heartening to know however, that out of the top 134 economies surveyed (it was reptorted this Monday) ours is the 15th safest banking system on the planet. When I launched this seminar in June this year, I knew it was really needed, and the turnouts we have been getting and the feedback have confirmed this. I just did not realize how much our sales people were going to need it. And need it they will, especially now. Here, then are the last Relationship Selling Seminars for 2008. Each delegate receives a copy of my new book (more about the book later), and a finger buffet (or breakfast for the morning event). It's just R679 per person - and that includes VAT.
For online bookings, please visit www.pauldutoit.net or phone us share call on 0860 503 191. You may also be in touch if you would like to book this talk in-house I had the pleasure of MC'ing the PSASA Downturn-Exploiting Strategies full day seminar on Tuesday 7 October in Midrand. It was a first class affair with huge value. Keynotes included addresses by Richard Mulvey, Prof Mervyn King, Clem Sunter and Billy Selekane. There were 6 breakaway sessions. Being MC, I got to enjoy all the keynotes and 2 of the breakouts. Personally, I was blown away. I've seen more speakers than most, and can tell you that our South African speakers really are of the highest standard. 2. The Authentic Presenter's Journey I have been asked, on more than one occasion why I wrote "Even You Can Present with Confidence". Well, I've coached presentation skills long enough to understand that if more people know what they need to do in order to be able to speak easily and with self assurance to an audience, then so many more of us would be doing it, and doing it well. And frankly, I'd far rather listen to a person giving a good account of themselves to an audience than making a hash of things, wouldn't you? *** feature article - an excerpt from "Even You Can PRESENT WITH CONFIDENCE" *** Confidence is gained by having positive experiences, because positive experiences provide hard evidence that you can in fact do what you’d felt you couldn’t do. When your belief system changes your outcomes change. But you can’t gain these positive experiences without putting yourself out there. This means you need to pluck up your courage, make that vital decision and grab presenting opportunities that come your way. Once you have a good grasp of the basic techniques of presentation, start rehearsing with small groups, practising on one or two friends if you like – people who you know are on your side. But do it! When friends or colleagues respond positively, your confidence will grow. Ask for feedback, what worked and what didn’t work for them. If they are critical, remember that they are criticising your technique, not you as a person. Then try again. The more you keep at it the more you’ll improve and the easier it will seem. When you feel ready, grab those presenting opportunities at work. As confidence grows, you can challenge yourself to get better – try new things! Watch other presenters critically, identifying the things you liked and things you didn’t – what was convincing and whether or not you trust this person enough to buy from them. As your skills build and your confidence increases, so will your self-belief. When you stand up to deliver a presentation with no doubt about your ability to be compelling, your audience will feel the same. In some, this happens quickly, in others it takes a little longer. But through patience, practice and perseverance you will get it right. It is important to understand that one’s initial botched attempts are completely normal and nothing to be ashamed of. It doesn’t mean you are a failure; it just means you still have to hone your skills. Many of today’s best speakers progressed slowly at first, but through perseverance and experience achieved increasing degrees of competence. The tragedy is that so many give up without giving themselves a sporting chance. It's very important to understand that you are allowed to be you - in fact this is the best person you can possibly be - at all times. This is the first and most vital truth you need to accept. You are allowed to be yourself when presenting. In my experience, the speakers who affect me most strongly are those who are simply themselves and speak from the heart, as one person sharing what they have to say with other persons, whereas those who are obviously performing do not come across as authentic and leave me with a question mark. Of course, it is easy to be yourself when you’re chatting to your friends. Standing up to present is an entirely different and infinitely more complex set of actions, often with more significant consequences! The irony is that most people instinctively perform the actions necessary to present when involved in informal dialogue with others, but lose it when they find themselves in front of a “formal” audience. Take the office joker, for example: You’re at a social gathering. Harry’s in the mood and the subject is football, which he knows plenty about. Harry launches into an animated description of a match he watched of how a goalkeeper managed to miss a back pass, resulting in an embarrassing faux pax. Everyone roars with laughter. You see, Harry was telling a story of something that actually happened on a subject with which he was familiar. It was true to life, perhaps with a few embellishments, but it worked! The reward was the laugh he received. But put an untrained Harry in front of an audience with a brief to present his company’s product to a potential buyer and it’s as if you have an alien from another planet, someone very different from the confident, joking Harry having a beer with his friends. Why? It’s quite simple really: speaking conversationally with friends is natural and feels familiar; because a presentation is staged it feels unnatural. So instead of being ourselves we try to be what we think we need to be, when being ourselves will usually do just fine, thanks! Most people play themselves very well indeed, but only actors, and good ones at that, succeed in playing other people convincingly. So, either we need to learn to act, or we need to learn to be ourselves in unnatural situations. This encapsulates the art of learning to present. We need to learn to be comfortable being ourselves “on stage”. Paul du Toit, Certified Speaking Professional, Presentation Skills Coach and Author Our next 2-day public "Present with Confidence" programme will be 8-9 December in Sandton. Please mailto:director@congruence.co.za or complete our short enquiry form 3. Even You Can Present with Confidence Official Launch - 1 Dec Montecasino "Paul dazzles both readers and audiences! Those fortunate to read this book will find practical 'how to' guidance, simple to apply steps, a conversational style and will find that this may well be the definitive guide to dazzle audiences of their own!" - Monica Wofford, CSP, author of Contagious Leadership and CEO, Contagious Companies The first few months since publication have been very gratifying, with plenty of interest from professional speakers, toastmasters, and both experienced and beginner presenters, and particularly from managers who head up sales teams. I've had orders of a few dozen books at a time as practical gifts for sales personnel (there's a handsome volume reduction on the products page of our site). I've scheduled the official launch of the book for Monday 1 December 2008 - venue: Montecasino Conference Centre, theatre entrance, Montecasino, Fourways, Sandton. Time: from 18h00. This is a Congruence Gold Subscriber event. By registering for this event here, you automatically become a Congruence Gold Subscriber, and will continue to receive our monthly eNewsletter and occasional marketing notifications. At 18h30 I will deliver a 45 minute talk on the Nine Crimes Presenters Most Often Make. Entrance fee: R150 - includes VAT, and you walk away with your own signed copy of the book - valued at R150 all included (I'm sure you can do the sums here...!). Cash Bar. Cocktail snacks and wine will be provided. This will be another great networking opportunity. If you can't make the launch or live outside of Gauteng, it is now available at Exclusive Books, Estoril Books and other fine book stores. This book will soon be on www.kalahari.net - and can also be ordered directly from us by visiting www.presentwithconfidence.co.za. 4. Congruence Course Schedule - Johannesburg (last public dates for 2008)
To enquire or book please visit www.congruence.co.za or phone us share call on 0860 503 191(RSA). These programmes can also be delivered in-house anywhere in the world. 5. 2001 Thelema Reds Some background. The decision to buy my house ten years ago was influenced by three factors: An office suite, a jetmaster fireplace in the lounge, and a downstairs genuine wine cellar. This allows me the wonderful ongoing opportunity to cellar my reds in ideal conditions. Most of my wine I jealously consume myself, but occasionally I allow Trudi a glass (just kidding, we usually enjoy a glass together...really!), and even more occasionally I make an investment purchase. I have ascertained that Thelema Wine Estate is clean out of their superb 2001 Cabernet Sauvignon and Merlot, and there's not much of it around anymore. I have two cases of each available for sale. Please be in touch 0860 503 191 should you be interested. Both are drinking beautifully right now - the Merlot should easily hold for another year or more, the Cab, according to my estimation, a little longer. Don't delay - this will be gone in the next few days. Paul du Toit is a Certified Speaking Professional specialising in service, sales, shift and in-Spiration. If you'd like Paul to deliver a scintilating talk at your year end function, then please be in touch: www.yearendfunction.co.za. |