This January CAPS event recap has been provided as a guest blog by Deri Latimer.
On January 18th, the meeting room was buzzing with energy with an audience of 40+ attendees. That’s the largest event we have experienced to date at a CAPS Manitoba monthly event!
Janice Goldsborough (of Janice Goldsborough Consulting and U of W’s Human Resource program) was our emcee, and she opened the meeting with humour, grace and enthusiasm.
Our first speaker was Jeff Skinner from The Actor’s Training Centre. Jeff’s presentation was titled “Your Voice – Keeping Your Presentation Honest AND Interesting.”
Anyone walking into the room during Jeff’s engaging presentation would have heard the most interesting sounds coming from some equally interesting-looking faces… Ha Ha, Lion/Lemon, Tongue Push, Lip Flap, Face Massage, Glissando, Articulators…whew, it was a wonderful review of some simple ways to prepare and look after our voices.
Jeff also introduced us to Neuro-Linguistic Programming (NLP) and the technique called “Know Nothing State” which is a simple and powerful way to ensure you are present, focused and calm when you go on stage to present each and every time.
Next up was Joseph Ranseth of Vine Multimedia, our Showcase Speaker. Joseph led us through a most inspiring talk about his journey to integrate his spiritual side with secular pursuits. Joseph shared with us that he received this advice first-hand from none other than Stephen Covey himself!
Ordained as a minister early in his life, Joseph spent many years finding his voice, his authentic message – bringing together interests in caring about people while also pursuing profit. Joseph said that we each need three things to move from engineering transactions to engineering transformation:
- a big idea
- a clear message
- evangelists to spread the word
I think Joseph found quite a few evangelists for his authentic message among us!
The final speaker was Marc Hache who shared his wisdom on The Selling Process and Cold Calling. Marc reminded us of the importance of having a “process” for selling and cold calling, including a check sheet that includes all of the information you need on the company you are contacting.
Marc’s recommendations included:
- Start at the top with the CEO
- Have a script prepared ahead of time
- Remember that you are selling a 20 minute appointment, not a product or service
Marc’s formula for success is what he calls a CPR Statement — Claim: increase revenue, decrease risk, decrease, costs; Proof: references; Request: request the 20 minute appointment.
Marc’s structured sales process includes:
1) Establish Rapport
2) Establish Credibility
3) Determine Needs
4) Propose Solution
5) Overcome Objections
It was a full morning, and we all left with a ton of notes, and a brain full of new ideas to get us off on the right foot in 2014!
Next up is our full-day Saturday, February 15th Experience 3-D presentation by CAPS Canada President, Bob Parker. Hope you can join us! Tickets are on sale now on Eventbrite. You will NOT want to miss this!
This Meeting Recap was written by:
CAPS Manitoba 2013 Professional Member
National Board Member Liaison