Persuasion – Perfecting your Pitch

Persuasion – Perfecting your Pitch

For several years now I have been speaking to the budding entrepreneurs competing in the Adelaide University eChallenge. The biggest challenge they face when preparing for their pitches is clarity. Most participants try to cram their 20 page business plan into a 5-7...
Why you NEVER want to read your speech!

Why you NEVER want to read your speech!

I want you to try something for me next time you’re alone. Stand up and hold a book at waist height and read it out loud. Listen to what happens to your voice. When you lower your head your voice gets squashed and vocal variety is reduced. It’s also harder for people...
Authority vs Credibility – Which one will work for you?

Authority vs Credibility – Which one will work for you?

Robert Cialdini in his book Influence – The psychology of persuasion, credits authority as one of the pillars of influence. He cites the 1963  Milgram experiment where volunteers were more likely to be influenced by an individual who they perceived had authority. The...
Ahhhh Charisma!

Ahhhh Charisma!

I know I have said it before many times: ‘People buy from people that they like, know and trust’ and here’s the thing – we all sell! Every time we speak we are saying “Listen to me, believe me, and please, do as I suggest”. Studies show the more charismatic you are,...
Don’t touch, tilt or tamper!

Don’t touch, tilt or tamper!

I was delivering my workshop Staple it to their heads – how to make your training stick in Canberra last month and we were discussing memorable messages. The guys from the police training department shared the ‘Don’t touch tilt or tamper’ motto from the bomb squad....