 How Lucky Are You?
Many years ago, the great golfer, Gary Player, was being interviewed by a journalist after an outstanding round. “Great round Gary, certainly had your fair share of luck out there today”. After a brief moment of thought and contemplation, Gary replied “Yeah… I did, but you know it seems the more I practice and the harder I work, the luckier I get”. Clearly a tongue in cheek, subtle back hander to the journalist for the mere implication that luck had anything to do with his score and without a brief mention or acknowledgement of the enormous amount of work and the countless hours of practice Gary had put into his craft. Typically, “luck” is thrown around cheaply in describing someone’s outstanding achievement or success in all forms of endeavour with little or no mention of the countless hours on the practice court or years of study to attain that success. The general public only see the tip of the iceberg, the game winning shot or the billion dollar company float. Communication and Public Speaking is no different to sport or other professional endeavours. We all must continue to practice and improve our craft. Through my courses and coaching I see some wonderful transformations, but here’s the kicker, if you don’t continue to work and build on the skills you have learnt, they’ll quickly leave you. We’ve all heard the phrase “Use it or lose it”. This applies to all areas. I strongly encourage our students to join an amazing, global organisation called Toastmasters International. Founded in the 1940’s in the USA, Toastmasters has grown and spread into most countries and cities in the world. With regular meetings, it provides an educational and leadership program for members to develop and build on existing skills. I joined Toastmasters International years ago to improve my technical skills. I had no issue with fear or speaking to groups, but I recognised my skills needed work to help me progress to the level I needed to be at in order to deliver programmes and workshops within the corporate sector at the level which was expected. I see such a diverse demographic at toastmasters. All age groups, from PHD students who have to deliver a thesis, managers and executives from all levels to new international residents with English as their second language and the really cool thing is, I ALWAYS learn something from the other participants, all of them. The American motivational / inspirational speaker, T Harv Ecker said you’re never too old to learn and never too young to teach. This certainly applies! Let’s get back to Gary and “luck”. Luck has been describe as where preparation meets opportunity. My view is winning a lottery is luck however kicking the winning goal, making the buzzer beating basket or building a successful business is so far removed from luck it’s not funny. In most cases it years of practice, hard work and MANY disappointments along the way. The great Les Brown said “It is better to be prepared for an opportunity and not have one than have an opportunity and not be prepared”. Are you prepared or preparing? Why do I need to be able to speak in public you ask? Well, firstly let’s clarify the term “public speaking”. There is a misconception in the broader community that speaking in public is standing on a stage with a microphone and speaking to hundreds of people. Whilst that is indeed an aspect of it, Public Speaking at its core is Communication. It’s all about your ability to adequately and clearly convey your message. Ask a girl out on a date, ask your boss for a pay rise, suggest an idea at a managers meeting, tell people about your business and so on……get the point? What’s the likely hood you’ll get your pay rise if you can’t articulate and justify why you deserve it or you show nerves and can’t manage eye contact? None and nought! So, while you may not be looking to ask for a pay rise or even currently attend managers meetings, it’s inevitable that one day you will. Will you be prepared or will you be unprepared and blind, metaphorically speaking? Imagine this, your manger happens to be sick when an extra ordinary meeting is called with particular relevance to a project your department is working on and as his number 2, you’re called in to brief the other mangers………AHHHH!!!! Oh, if only I had been prepared! why didn’t they give me more notice, I can’t do this etc. etc. Effective public speaking and having adequate public speaking skills is the difference between success and failure and it looks like your “lucky” break has just been flushed and sadly for you, these “lucky “breaks seem to be few and far between. I’ve attended many personal development and educational seminars over the years and in most cases, the speaker or facilitator would always remind us that the real seminar started when we got home. In other words, we had learnt all the skills from listening and via some of the practical sessions but the real stuff was putting it all into practise in our business and lives and the importance of practice! I can show you how to putt but if you don’t practice you’ll never improve and your putting ability will be somewhere between mine and zero! Courses are designed to give you the framework and foundation but constant and continual improvement starts and ends with you. Until next week, good luck and bye for now. My name is Con and I am “The Con Versationalist”
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 Powerful Secrets of Persuasion
I recently spoke to a business acquaintance who has been having trouble getting his proposals accepted. “I know my facts inside out and my presentation material is first class but I don’t seem to be getting them over the line” he confided in me. Sadly, not an uncommon problem. We can share valuable information with our work colleagues, friends or clients which we really believe will make a difference and have a ton of facts to support it but the proof of the pudding is in the eating….did we convince and persuade the audience to adopt out ideas or proposal and ultimately, take action? Your ability to persuade and influence people, i.e. to get them to understand, accept and ultimately act on your ideas, is the difference between success and failure. People who speak persuasively have greater personal power. They get more done and achieve their goals faster. So what are the Powerful Secrets of Persuasion? People deal with people they know, like and trust. Trust underpins everything! You must develop trust, be it from your reputation or past dealings. One of the most powerful tools in building trust and rapport is eye contact. I’m sure you have had conversations with people and they just can’t look at you straight. You’re naturally suspicious and you don’t trust them. Now eye contact doesn’t mean stare at them and burn a hole in their forehead! It means make and retain genuine eye contact particularly when you’re making a point. Put yourself in their shoes. Show a genuine interest in in the other person’s needs. How does your product, service or proposal serve the best interests of the other parties? The quickest way to lose your power is to go on about you and your product or service. Ask questions and people will open up about what they need. Talk to people about what they need and you’ll have their attention. There has to be a WIIFM (What’s In It For Me) for your audience or the person you’re speaking to. First impressions are lasting impressions. What we see is just as important as what we hear. Like it or not, people will judge you at first glance and thanks to millions of years of evolution, you have less than 30 seconds to make a good impression! Your body language, behaviour, character and dress all have a lasting impact on your ability to persuade. An early mentor of mine once told me “always dress better than your best dressed customer”. Make sure you dress appropriately. Look confident, be confident. How can you possibly expect anyone to accept your ideas or buy your product if your behaviour does not match that belief? People feed off others confidence and certainty. All your behaviours must demonstrate a level of confidence and certainty which creates trust and comfort in the other people and a belief that what you’re saying is right and in their best interest. Demonstrate authority. People listen to experts. Fact! By demonstrating authority, you’ll get the “yes” quicker and more often. How do you become an expert you ask? Knowledge…… knowledge is power. Being an expert doesn’t mean you have to know everything about your product, service or proposal, it just means you know more than your audience and how it will benefit THEM. Control your emotions. Stay calm and keep your emotions in check at all times. People turn to those in control of their emotions, especially in times of conflict, pressure or stress. Would you adopt an idea or proposal of someone who has become either angry or agitated? The answer is obviously NO. You need to maintain your demeanour at all times, even if the other party does not. Your ability to stay calm and not reactive demonstrates your confidence. Scarcity What you’re suggesting or offering can’t be available anytime and at the same price. Why? Because if it were, there is no reason for the audience to act now or for the consumer to buy that product now. They could take their good old time and think about it. You need to create some urgency. This is not relevant to just products. It could be your idea at work to improve productivity or implement a new strategy. The scarcity or the urgency you need to convey is that the time is right now, the conditions and all other factors demand action be taken now. Genuine scarcity is one of the most powerful tools of persuasion. Walk Away This is more applicable in a sales environment. Neediness is one of the most unattractive qualities and as dogs can “smell” fear so can your consumer “smell” your neediness. One of my mentors once told me “That which you need will control you.” So imagine going to a sales appointment and all you’re thinking about is “God, I need the commission on this sale”. Not a good place to be and trust me, the other person can sense it. The ability to get up and walk away if you feel your client isn’t interested or is being difficult is ultra-powerful. How many times have you seen it where the party which may have been difficult in the negotiations all of a sudden changes their tune, “hang on, where are you going? “ For example, “ Well John, what I’m hearing is that you’re not committed to the program at this time so there is not much point continuing this meeting” When you get up to walk away, I assure you, John will become very interested all of a sudden! Of course this only works when you honestly believe your customer can benefit from your product or service. And finally, Fear As people can smell neediness, they can sense fear. Fear demonstrates a lack of confidence and belief in what you’re saying and creates a barrier to persuasion. As I have written earlier, if you don’t believe in what you’re saying, how can you expect others to? If Fear is one of your biggest challenges in your ability to persuade, stay tuned. I’m writing an EBook focusing only on Fear and useful tips and tools to help control it. Fear is definitely an issue for many people and as such we deal extensively with it in all my courses. Well, I’m pleased to report my acquaintance had a better result in his last presentation. Being armed with the above tools gave him a sense of belief in his own ability, and that in itself is a huge win but actually implementing these strategies has made a difference to his results. Go forward in confidence to your next speech or presentation using these “Powerful Secrets of Persuasion” and expect greater success. I look forward to your comments, feedback and any questions you may have to help you become not only a better conversationalist but a better speaker and communicator because as I say, the quality of your communication will ultimately determine the level of success. Until next week, my name is Con and I am “The Con Versationalist”  Allow me to introduce……
You would think an introduction of a speaker or presenter would be pretty easy. Mention their name, a bit about what they do, what you think, a couple of wise cracks to embarrass them, a few gratuitous laughs and job done. WRONG!! Work colleagues and friends are famous for this type of introduction. They think they are being funny and getting the audience ready for you but what they are really doing is minimizing your credibility as the speaker or presenter and making themselves look like knuckleheads. The importance of the introduction cannot be minimised. It is crucial and indeed does have a massive impact in preparing the audience for what they are about to hear. As a speaker, I would ensure I have prepared my own intro and spoken to the MC to ensure they are clear that they are to read what is provided and NO ad-libbing. As an MC, I would contact the speaker and ask them to provide their own introduction or the key points they want you to include. So what makes a great introduction? 1 The Speakers Name
2 Topic
3 Importance
4 Credibility
An introduction should be brief and well planned. Don’t try to present too many facts in the short time. Writing a good introduction is only half the job. The other half includes a relaxed professional delivery that creates a friendly link between the speaker and the audience. An introduction should take only 1-2 minutes. What should NOT be part of an introduction? These should be avoided at all costs.
“Our next speaker is (Speakers name) and their speech topic is (Speech Title)
Remember this is about preparing the audience for the presentation. If you’re presenting multiple speakers a professional introduction will also include recognition of the previous speaker. A few well-chosen remarks keeping it brief would be appropriate then moving on to your introduction. Don’t under estimate your importance as the introducer and the role your introduction plays in preparing the audience and setting the scene for a successful presentation. As always we look forward to your comments and feedback. Until next week, my name is Con and I am The Con Versationalist  Do You Have a Job Interview Coming Up?
A job interview can be very intimidating for many people. Nerves, anxiety and fear can become all-consuming as the hour approaches. Here are a few tips to help you nail it. Breath Before you go in, take a few big deep breaths. You see when you’re stressed, your body produces Cortisol. Cortisol reduces you IQ by up to as much as 50% within 5 minutes. If you don’t believe me, just think back to a decision you made when you were stressed. I’m sure when you looked back on it with the advantage of hindsight, it probably wasn’t one of your best decisions. Breathing deeply will calm you and reduce and reduce your Cortisol levels. Look Confident, Be Confident. We often talk about the importance of first impressions. Having and demonstrating confidence provides a great first impression. Body Language is a crucial component of the first impression. How do you hold yourself? How is your posture, eye contact and hand shake? You need to make sure you stand straight with your shoulders back. Posture matters. Your eye contact should be engaging, along with a natural smile. Finally, the handshake. One of the most off putting things is the “limp, wet fish” handshake. The idea isn’t to cut off the circulation in the persons hand but a good firm, 2 pump handshake indicates confidence. Overall, your Body Language needs to convey your confidence in not only yourself but in your ability for the role. Your Body language message needs to be “I am confident and I am the person for the job” Um, Err, Ah I recently did some private coaching for a gentleman of an ethnic back ground who has an upcoming interview. We conducted a mock interview and recorded it for later review. He was astounded to see that every response was preceded with a long Ahhh. His responses were also littered Um’s and Er’s. Over use of these can create disinterest and a disconnect. One of the best strategies to help limit or remove these is to pause. Pausing allows you some think time but also provides an opportunity for others to process what you have already said. Next time you feel an Um, Err or Ah coming on, stop and pause. I guarantee you, the silence isn’t awkward, it’s golden. Structured Response Your resume will have all your skills and previous work experience but what I’m looking for as an interviewer is situations when the applicant actually utilized the particular skill or talent i.e. Leadership. One of the most practical structured response methods is the PREP method.
Knowing some important details about your prospective employer is a great tip. Not only does this show a genuine interest but could also provide questions which you would like answered. There is really no excuse nowadays. We all have access to Google all at our fingertips. Dress Appropriately One of my early mentors said to me “always dress better than your best dressed customer”. Certainly sage advice. It’s always better to be over dressed than under dressed but that said, your dress should be commensurate for the position you are being interviewed for. Good luck and think positive! Until next week, my name is Con and I am The Con Versationalist  But I’m not in sales….
It’s an interesting conversation when I enquire what people do. The only people who mention sales are the people who literally sell a product or service. What about the rest? Engineers, architects…… But here’s the thing, we are ALL in sales. We may not be directly selling a product or service but we’re selling our ideas, plans and most importantly, selling ourselves! As a team leader or department manager, you’re selling your leadership, idea’s and culture of both yourself and the organizations. You need everyone on board to create a productive and happy environment. I’ve dealt with many other professional disciplines over the years and whilst being highly skilled in their chosen field, some lacked the communication skills to adequately articulate or “sell their ideas and themselves. One of the core components of a speech or sales presentation is the acronym WIIFM, “What’s In It for me”, “Me” being the client, listener or audience. What solution are you providing to a problem or situation? The professionals I mentioned earlier did not clearly articulate what the benefit for the client was or his problem they were solving i.e. “What was in it for him”. It’s a bit like trying to sell a 2 seater sports car the family man who needs a people mover or convincing the girl you just met at the bar what a great husband you would be when she is already married or looking for a friendship. The sports car might be the best performance vehicle on the market at a price never to be repeated but to the guy who has just become the father of sextuplets, it might as well be a submarine! As we are all in sales in one way or another, to better sell ourselves, ideas, requests or products, we need to establish what is the desired outcome or result the other party or parties is looking for or trying to achieve. And how do we do this? Ask better questions and clarify the answers with more questions. At a job interview and performance review, you’re selling you. Can you adequately communicate the features and benefits you bring to the role and organization and why you deserve that pay rise? The WIIFM is a critical component in your sales presentation. Remember, it’s not about you, it never was. It’s about the value you bring to every transaction and interaction in life. Family and loved ones included. I look forward to your feedback and until the next edition, my name is Con and I am “The Con Versationalist.”  Christmas Day is fast approaching…again. It seems to come around a damn site faster as I get older. Some people genuinely look forward to the day whether it be a time to spend with loved ones, time off work or the gifts but for many it’s a period of high anxiety and stress that comes around on special occasions. We magically transform into a different person. We behave different. These are my experiences but given I’m not unique on this planet, there is a fair chance many of you reading this have or currently experience some or all of these traits.
Why Am I Spending Xmas with You? For most of us, we have a high level of hypocrisy. It’s the one day of the year where we spend time with people we don’t normally spend time with the rest of the year. Why is this so? We have these facades of love, joy and goodwill to fellow man on this day but gossip and ignore the other 364 days! It can be a sense of obligation with family. Extended family, your partner’s side of the family and your ex are all tough situations and many feel they just don’t have a choice. As I have gotten older, I’ve become selfish. The question is simple, if I don’t choose to spend time with them during the year, why the hell would I do it on Xmas day!? In some cases I never had a problem with any particular individual but the tension between others created anxiety and stress for me. They didn’t need to say anything….just the look of disdain on their faces told a thousand words. Xmas day is a bit like funerals, I have known people whose lives were consumed with hatred for another over many years, never a nice word said and then they turn up to their funeral. Really! I’m sure it’s either to make themselves feel better or to be seen as doing “the right thing” Why Did I Buy That? “We buy things we don’t need, with money we don’t have to impress people we don’t like.” I am not taking credit for this quote as It’s been said by many. It’s sad, but many people buy gifts for people they don’t really like and often on credit and to add insult to injury, are then paying for it for the other 364 days of the year. If people are judging you on the size or value of your gift, they are not worth buying for, period. Not only do we spend money we don’t have but ridiculously we buy gifts which in all probability will NEVER be used. It’s a certainty they’ll either end up on eBay, re-gifted or worse, in the bin! You wouldn’t throw a $20 note in the bin so why would waste it on crap. Now, I can hear “but it’s the thought that counts”. Yes, it is the thought so think about it. If your budget is $20 and they are on your “I want to, not feel obligated to buy for” list, make it something they will either use or appreciate. For someone who has always been anxious about gift giving and not creative, the gift voucher is a god send and if financially, things aren’t what you would like them to be, don’t underestimate the value of a simple card expressing your feelings and how important the other person is in your life. I’m a big fan of Scott Pape aka The Barefoot Investor. He tells it like it is and is on a mission to improve financial literacy. He has great tips on how to actually make Xmas merry and not a financial burden. How Much Can One Person Eat and Drink?? It’s like it’s the last supper! There will be food tomorrow and this was not the last grape harvest. I’m all about variety and having certain things for special occasions. That’s what makes it special, but Con, you don’t have to eat everything! You can only eat leftovers for so long and its ultimately criminal the amount of food thrown out. I have modified my eating habits and I’m sure many of you can relate to this so enough said. How will you be spending Xmas day? For me, I’ll be spending my day with my beautiful children, their loving partners, my adorable grandson and my gorgeous partner. Lunch will be a simple BBQ and a few prawns as the extravagance. We have agreed there will be no gifts from or for me with the obvious exception being my grandson. It’s simple. This kind of Xmas isn’t for everyone and each to their own, but however you celebrate Xmas Day, I hope, most importantly, you are surrounded by people you love, 365 days a year, it’s full of joy and laughter and you’re not paying for it for 365 days (or more!). I look forward to your feedback and until the next edition, my name is Con and I am “The Con Versationalist.”  For first time readers of my blog, last week I celebrated my 60th birthday and took a moment to reflect on the lessons I had learnt and given the opportunity, would share with my younger self. I received plenty of positive feedback and most readers could relate to what I wrote. However it was interesting to hear my son’s feedback after he read it. “Dad, I loved what you wrote but I felt it was all negative. All good lessons on what not to do but you have done some really good stuff……you should have mentioned some of those.” I thought about that for a while and he was right. My intention was never for it to be a negative article but clearly it could be and was interpereted in that light and he was right, there were some lessons to share with positive outcomes. Having been involved in personal development ecosystem over the last 7 years, one of the strategies coaches use to help build self-esteem and to help clients see themselves in a more positive light is to write a list of achievements, no matter how small. Indeed we have tendency, and I am definitely guilty, of dismissing or diminishing the value of some of my achievements. We only consider or value the “big “ones but ultimately it’s all about perception. Well Jonathon, thanks for the feedback and here are 4 of the main positive ones. Spend quality time with your kids. I often see and hear some parents say, “I do spend time with my kids”. There is a huge difference between physically being there and being present and engaged. Watching TV whilst your kids are playing with toys is NOT spending time and being present, it’s called supervising, just! My greatest and proudest achieving is my kids. I always spent quality time with them and we did things together. As a result, I have an amazing relationship with them. They are married and are building their own lives but we still talk and spend time together regularly (multiple times weekly). They know they can call me anytime and discuss anything, in fact my son is 31 and we still weight train 5 days a week at 6am. You reap what you sow and I am blessed to have reaped a bumper crop. And for those of you using work and a perceived lack of time to spend quality time with your kids, listen to Harry Chapin’s classic “Cats in the Cradle” Look after your body. Obesity is a major issue in society and can be directly and indirectly attributed to diabetes, high cholesterol and heart disease amongst other ailments. Carrying those excess kilos also impact day to day life. Some day’s basic activities can seem like climbing Mt Everest! At my heaviest of 120kg, it took me 15 minutes to put my socks and shoes on. I’d do one foot and have to stop and take half a dozen deep breaths before attempting the second. I’m not a fitness fanatic, don’t intend to compete at the next Olympics and I have inherited my mother’s sweet tooth but I have always kept active and am lucky that I have found a physical activity I love. I have been doing weight training in one form or another for 40 years and I’m proud that I’m often told I don’t look anywhere near my age. Most importantly, I could always run around with the kids when they were younger and now I’m blessed to be able to run after my beautiful grandson. Give it a go Regret in old age is widely spoken about. Regret the things you haven’t done rather than what you have done. If you don’t ask, the answer is always no, if you don’t try things how will you know if you love or hate them…..the clichés are endless but never the less true. The idea of safety in the known is never something I have subscribed to. I took chances on work and business and while I am still working on my fortune, I did discover my true passion is Public Speaking, Coaching and Training and I kept asking the gorgeous girl out and she eventually said yes. We all have something in us we want to do or try. Don’t wait till it’s too late. Travel This is kind of a continuation from “Give it a go” but I feel strongly enough that it needed to be discussed separately. I spent a few years in my teens in the USA (that will be another episode!) and got to understand and love their sports. I always wanted to go back as an adult but found every excuse known to man until I made a stronger case to go than not to go and boy, I had a ball! Traveling gives you a different perspective on life, amazing experiences and in many case makes you really appreciate home. I mean, the people that complain about Adelaide traffic have never been to Melbourne or Sydney, let alone New York or Los Angeles! I look forward to your feedback and until the next edition, my name is Con and I am “The Con Versationalist.”  Well, today I turn the big 60!
I must admit, I don’t feel any different physically than when I hit 50. I have looked after myself. I regularly attend the gym and eat well albeit I do have to battle to control the sweet tooth! Other areas of my life, however aren’t quite where I expected them to be at this ripe old age. As I ponder this milestone, I look back and ask myself why and importantly, what have I learnt over the years. It’s fair to say that I’m not the only person to have or currently be experiencing the same challenges, so in the hope of benefiting others I’d like to share. I have made many errors of judgement with the benefit of hindsight and a good few which can only be described as being of biblical proportions! These are definitely some tips I would share with my younger self. Don’t tolerate a crap relationship. The signs were there very early on with my last relationship. I knew it was going to create major issues but I felt embarrassed to end it. My ego couldn’t admit I had made a mistake. What would my family and friends say? 5 years on and after nearly destroying my relationship with my family, I finally got sick and tired of being sick and tired. If it’s not working then get out!! Get financially educated. I’m still blown away that schools don’t teach financial literacy. If you’re lucky enough to have had it taught at home then good luck. If you weren’t, you need to take it upon yourself. The harsh reality is that the majority of people in retirement will be reliant on social security. Even an elementary knowledge will save you from a fair amount of pain and in my case, a bucket of pain! Don’t buy “stuff” to impress people. I’m not sure who said it first but I have seen many people quote it. “People buy things they don’t need, with money they don’t have, to impress people they don’t like.” It pretty well sums it up. Let’s be really honest, you don’t need 5 televisions or 15 watches. Friends today, gone tomorrow. People will come in and out of your life. Some will stay for a short time others for a long time, rarely will it be a lifetime. I struggled with this for a long time. I had friends in my thirties who I thought I would end up sharing a room with at the retirement village but stuff happens. People change and their priorities change. If you have to fight to keep people in your life, they are not worth being in your life. I read somewhere people come into your life for a reason. It can be for an experience or a lesson. Don’t be sad or angry but embrace the experience and move on. Cars are expensive. Someone once told me, cars are like racehorses. Anyone can buy them but maintaining them is another story. Why didn’t they tell me that 40 years ago! If you haven’t worked it out yet, they are a depreciating asset and sadly I got caught up in the “buying to impress”. I’m not suggesting you should drive a bomb but you should avoiding borrowing to buy a car and remember a $20,000 car does the same job as a $50,000 car. Money IS important. I’ve been on both side of the fence and let me tell you emphatically MONEY IS IMPORTANT. It’s not about stuff you can buy with money it’s the experiences and the choices it affords you. Health care, education and work. I have always drummed it into my kids the value of money and choices YOU get to make in life. I’m convinced the majority of people who say money isn’t important, have never had. Winter will come As sure as the seasons come and go so will challenges appear in life. I was ignorant (often!) that summer and spring (the abundant times) would last forever but I can assure you they don’t! Financial, health and relationship challenges are inevitable. It’s not a case of if but when. Now, some health challenges you can’t prevent or foresee but financial and relationship challenges are really a case of you reap what you sow. Those outcomes are a direct result of your actions or inactions. Don’t ever challenge “worse” When you think you have hit rock bottom and things couldn’t be or get worse, I assure you they can! As a famous comedian once said, “don’t ever challenge worse” And finally, when you do feel you’re at rock bottom, NOBODY is coming to save you. The only person that can save you is you. The great Jim Rohn said “Accepting responsibility for where you are is one of the greatest signs of human maturity” I created my mess, I have the power to change it. I look forward to your feedback and until the next edition, my name is Con and I am “The Con Versationalist.” |
AuthorCon is an accomplished and articulate speaker and presenter with over 25 years of high level sales experience. Archives
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