You Can Change the World
“Everyone thinks to change the world. But nobody thinks to change themselves!”— Leo Tolstoy “We can change the world, rearrange the world. It’s dying to get better!”— Graham Nash,Chicago Examine Your Habits… of Thought, of Word, of Deed because all meaningful change starts right at the center of the individual. The magic is not out […]
A Stronger Message
“A crazy person Says one thing, Does another and Believes something else. (Especially in Politics… but that’s another matter…) Sanity (and ethics) are usually described as the alignment of Thought, Word and Deed.” —J. R. StJohn Should text and graphics align with, support, and underscore each other? What about delivery? Should it really be […]
40 Years of Fusion Experience
As we reflect on our 40 years in business, we want to express our gratitude for the opportunity to serve you over the years. We would love to hear how your Fusion experience impacted your life, whether it was last week or 40 years ago. It’s your turn to share your story!
Results
Most people speaking in corporate roles are: “Presenting to get through it.” “Presenting to get it over with!” “Presenting to Not Fail!” “Presenting to Check a Box in a Matrix! Few people are “Presenting for Results!®” —J.R. St. John (1952 – 2018), Chairman and Founder, The Fusion Group Define “Results!” Everyone who “stands to speak” […]
Finding Truth
“Once a person is caught by belief in a doctrine, one loses all one’s freedom. When one becomes dogmatic, that person believes his or her doctrine is the only truth and that all other doctrines are heresy. Disputes and conflicts all arise from narrow views. They can extend endlessly, wasting precious time, even lead to […]
Rise!
It’s a Communication Wasteland. So Much Noise! And a long stretch between communication moments that move you — that speak to body, mind, and soul. So, how does a rational person conduct themselves? Input: Choose carefully what you allow in. (No Garbage In.) Remember that it’s not all terrible. Hidden amid all the strip malls, […]
Presenting for Results!®
Most People speaking in corporate roles are “Presenting to get through it.” “Presenting to get it over with!” “Presenting to Not Fail!” “Presenting to Check a Box in a Matrix!” Few people are Presenting for Results!® — J. R. St. John (1952 – 2018), Chairman and Founder, The Fusion Group Define “Results!” Everyone who […]
Going Stupid!
“How many times will you repeat your morning routine? Your drive to Work? Your walk into a conference room? Your meetings, reports, e-mails… Is it any wonder that sometimes you “Go a Little Stupid” … and simply float away?” —J. R. StJohn It can’t have escaped your attention that sometimes “People go Stupid.” They seem […]
Dry Cleaners, Shower Curtains & Existential Moments
I got to the dry cleaner late the other day near closing time, and as I walked to the door with that sinking feeling, he showed up at the front door to the store with my really important shirt in his hand. “Saw you coming,” he said, “thought you might need this tomorrow.” Wow! I have come […]
What’s NOT Being Said
A young woman came to me for counsel. She talked briefly and then sat silently in the chair. I said nothing but watched the reactions she displayed. Slowly she made eye contact with me. “You understand, don’t you?” I nodded. She began to talk more. The lesson here is… Listen for what’s NOT being said… […]
What a Story!
“A diamond is forever!” — De Beers Corporation I was sitting in an agency conference room in the late 70’s, enjoying lunch and the view of Central Park as my clients discussed their work for De Beers. In the course of the discussion, it became clear the “Diamond Engagement Ring as a Symbol of Undying […]
Fusion: the Heart of a Star!
Stars and Corporations are both energized by the same force: Fusion. Our “Sun,” a “Star;” is a “Hydrogen Fusion Engine.” Fusion Formula: Take two atoms of hydrogen, agitate rapidly under titanic gravitational stress, then apply cosmic heat. Caution: Do not over-stimulate or the mixture may explode and engulf the entire solar system; but be sure […]
Incremental Improvement
“You can always be a little bit better.” — Drew Brees Former Quarterback, New Orleans Saints Everyone’s nervous about public speaking, at first. It’s not your stock-in-trade. So, it’s not unusual that you find it odd to stand up to speak. There’s that moment when you are introduced — making you feel a little […]
Lost in Confusion
“Never invest in an idea that can’t be explained with a crayon.” —Peter Lynch Legendary American Investment Professional (1944 — ) “Be Sincere. Be Brief! Be seated!” —John Hancock American Founding Father (1737—1793) Why such awful, numerous, incomprehensible presentations? There may be a misconception operating out there: “That things can actually be totally and completely […]
The Wisdom of Fusion
1. Sales Riddle: “I can’t work with you until I know that you know what I know.” We think it’s more important to “get” your customers’ issues, marketplace and challenges first rather than trying to push a product, service or feature. “Pull or Counselor” Selling is all about allowing customers to disclose needs (perhaps fears) […]
Wasteland or Garden?
“Every man builds his world in his own image. He has the power to choose, but no power to escape the necessity of choice.” —Ayn Rand (1905-1982), Russian-American Novelist, Screenwriter & Philosopher It’s a Communication Wasteland. So. Much. Noise. And a long stretch between communication moments that move you — that speak to body, […]
Plan Wrap-up, Bridge to Managing Your Sales Practice and Building Relationships
The Sales & Counselor SellingSM Series “You’ve got to keep stretching your skills and abilities to meet tomorrow’s requirements!” —Jennifer R. StJohn In the Sales & Counselor Selling series we’ve covered the basics of the Probe, Present, Plan® process. Your Counselor SellingSM journey started with Probing — getting to the core of what your prospect […]
Red or Black?
The Sales & Counselor SellingSM Series A British Officer manned an individual post in Africa. A fellow officer came to join him from London. They meet for dinner, the guest in his road khakis and the officer in dinner jacket and starched white shirt.
Think & Do!
The Sales & Counselor SellingSM Series “I can see that there’s a lot going on here, General, but does it make any sense?” – Dr. Stephen Falken “War Games” What happened? Is this the ultimate outcome of the 60’s rebellion? Following the rules — well that’s a little old fashioned… More like discarding them entirely! Much […]
Small Thing? Big Thing!
The Sales & Counselor SellingSM Series “Sometimes a small thing can become a big thing…” — Jennifer R. StJohn Deep in the throes of a series of finals presentations, we — on the receiving side — had a complex matrix of decision items to consider and we were tuned up pretty seriously, looking for the […]
One Discipline
The Sales & Counselor SellingSM Series “Once you start thinking this way, it’s really hard to switch it off.” — Fusion Participant What if there was a discipline, simple really, that would direct our communication practice? It has three parts; 1. Establish an Objective 2. Analyze the Audience 3. Organize your Remarks Call it a […]
Do Your Homework!
The Sales & Counselor SellingSM Series “Rommel, you magnificent bastard, I read your book!” * – General George S. Patton, U.S. Army Spoken by George C. Scott, playing the general, in the movie “Patton”
Tabula Rasa
The Sales & Counselor SellingSM Series Tabula Rasa (Latin: “scraped tablet” or “clean slate”) Tabula Rasa is a Latin phrase often translated as “blank slate” in English and originates from the Roman “Tabula:” a smooth piece of slate covered with bees wax; used for notes — which was blanked by heating the wax and then […]
Engaged Receptivity
The Sales & Counselor SellingSM Series “So, I’m sitting in this little room in the old 493 Union Hall, and I’m just playing away, and there’s this old guy standing there. He’s listening to me, probably as long as he could take it, and he said, ‘Hey kid, do you know what’s the most important […]
Be Still
The Sales & Counselor SellingSM Series “Being still, and not doing anything are two very different things.” – Mr. Han – played by Jackie Chan The Karate Kid, 2010
Shut Up and Sell
The Sales & Counselor SellingSM Series “You can tell whether a man is clever by his answers. You can tell whether a man is wise by his questions.” — Naguib Mahfouz Egyptian Author & Nobel Laureate (1911-2006)
Structured Listening
The Sales & Counselor SellingSM Series “Listen! Or your tongue will make you deaf.” — Cherokee Proverb It’s a random world! It seems there’s a flood of randomness in the universe just now, with things, feeds, channels, e-mails, tweets, Instagrams, messages, texts, documents and calls coming at you from all sides on all subjects. And […]
Ask Permission!
The Sales & Counselor SellingSM Series “Personally, I’m always ready to learn, although I’m not always ready to be taught.” —Sir Winston Churchill Before you probe, before you present, before you plan… “Excuse me. Is it OK with you if I mess around in your brain for a spell?” “Would it be alright for me to […]
Shedding Light on Laughter
“Keep me away from the wisdom which does not cry, the philosophy which does not laugh, and the greatness which does not bow before children.” — Khalil Gibran “There are two kinds of light — the glow that illuminates, and the glare that obscures.” — James Thurber Laughter is the greatest indicator of upset resolved, occlusion […]
Keep the Craft!
“Body, Mind, Spirit. Craft, Science, Art. There’s a little of each in writing, speaking, performing. Take care that technology doesn’t submerge the craft or the art in your communication!” — J. R. StJohn Welcome to “Rapid World!” Tech has forever changed everything! Type no longer has to be “Set” for a publication. It’s a touch away. You can […]
Invisible Made Visible
“Culture is the ‘invisible infrastructure’ that shapes people’s approach to work, family and community.” —The Fusion Group If Culture is an “invisible infrastructure,” does it have physical manifestations? How do we know it exists? And what is it about culture that makes a difference?
“It’s Not About You; It’s About Them!”
– Jennifer R. StJohn, Speaker, Consultant, Businesswoman Founder of The Fusion Group (1952 – 2018) So much discourse these days is about what people think; and what they think we should be thinking. Seemingly everyone with access to a microphone wastes no time in getting right to it. Telling us how things ought to be – […]
Taken for “Granite”
“Never take anything for granted!” —Benjamin Disraeli Victorian Era British Prime Minister 1804 — 1881 Granite Definition: Igneous (volcanic) rock with a crystalline structure. From the Latin Granum, in reference to the coarse-grained structure. When cut, sculpted, or finished, the surface is long lasting and withstands decades, even centuries of weathering and punishment. Working in […]
What We Believe and Why
1. We believe a human being to be a composite of mind, body and spirit — so our work is not limited to physical skills; but instead connects with the whole being — and the whole company — enhancing skills, enlarging ideas and elevating intentions. 2. We believe that ethics (and integrity) are the missing […]
A Hard, Sharp Edge
“Pull out your tape, hang the hook over a sharp edge and look out son, you’ve just created a universe!” — Anonymous Master Carpenter Leadership is distinguished by standard setting. One individual simply says, “This will be so!” And everyone buys in. Or they don’t and there’s a discussion, an argument perhaps. Maybe a fist is thrown, but eventually […]
About “Improvisation”
Start here with this idea: We often make the mistake of thinking that “improvisation” is just that – totally spontaneous! Look beneath the surface and you find that the speaker, singer, musician or performer doing the improvisation has had long practice with the subject matter, the style, the instrument or the theatrical discipline. They didn’t really […]
One Core Story…
Who can argue that each individual is possessed of a unique voice, expressing a special communication style? Who can argue that this divine expression is a personal and un-duplicatable gift, which should not be tampered or tainted? Yet when an individual goes to work for an organization, their voice becomes one of many; comprising a […]
Pitch a Conversation
“I went to a presentation once and a conversation broke out!” — With apologies to Professional Hockey Something goes haywire in the mind when you’re invited to “Pitch…” The normal intelligence which drives your business behavior short circuits and you fall back to the basic question: “What am I going to say?” There, on a […]
Why Are You Here…
Seems like we’ve all been to that meeting where much was discussed and very little got accomplished. We may be able to offer some encouragement. Most of us get in trouble in meetings and presentations because we are all trained to view communication as a “one-way” thing (where we say what’s on our mind); or […]
Audience Analysis
“Would you send your car payment to the florist?” Jennifer StJohn speaks about audience analysis.
In Memory of Jennifer St John
Founder & Chairman of The Fusion Group Jennifer was a storyteller. The following is a story from her book, Ten Zen – “Learning is Letting Go.” The words she wrote and the stories she told were powerful in driving a concept or idea home. She leveraged the art of storytelling to help people think deeper […]
Candor (by Degrees)
Candor – definition can•dor (kæn dər) Noun: the state, quality or capability of being open, frank and honest. from Middle English, Old French and Latin, from Candēre, to shine. Ever known someone who just can’t stop telling the truth (as they see it?). Usually, someone takes pity on the organization, and shows this dweeb the […]
All Talk
“More than words is all you have to do to make it real. Then you wouldn’t have to say that you love me. ‘Cause I’d already know.” More Than Words — Extreme Despite the omnipresence of cute little screens and the preeminence of video, the go-to method of corporate presentation is still all talk, all […]
The Tie Break
“Well we all have a face that we hide away forever. And we take them out and show ourselves when everyone has gone. Some are satin some are steel. Some are silk and some are leather. They’re the faces of the stranger but we love to try them on.” “The Stranger” – Billy Joel American […]
An Engraved Invitation
“Opportunity does not knock; it presents itself when you beat down the door.” — Kyle Chandler Waiting for an engraved invitation? A signing bonus? A big fat salary and lots of perks? Someone to meet you at the door to hold your coat and your hand? An elder confidante who commiserates at how competitive and frustrating it is to […]
It’s a Conversation
“I’m having a conversation with my audience, and we’ll both be dead by the time we’re done.” – Bruce Frederick Joseph Springsteen “The Boss” American Songwriter, Performer, Rock & Roll Star (September 23, 1949 – ) Speeches are a bit more declarative. Plays more dominated by the script. Presentations more work and outcome focused. But […]
Incremental Improvement
“You can always be a little bit better.” — Drew Brees Former Quarterback, New Orleans Saints Everyone’s nervous about public speaking, at first… It’s not your stock-in-trade. So, it’s not unusual that you find it odd to stand up to speak. There’s that moment when you are introduced — making you feel a little bit […]
In the Wilderness
“The universe is not composed of atoms, but of stories.” — Muriel Rukeyser There’s a customer in the wilderness, “seeking the grail” — someone doing great work. He hears a story, about a company doing great work. He sees an ad which tells the same story about such a company, doing great work. He reads […]
Archie, Harold & Sam
Archie Bunker was the lead character from the 70’s sitcom, All in the Family. In lengthy discussions with his wife, Edith, he frequently resorted to the epithet, “Get to the Point, Edith!” Wouldn’t it be heaven to have a red flashing light “Get to the Point!” with a switch by every seat in the conference […]
It’s Just Draperies
“When you look good, you feel good Johnny! And you look marvelous!” — Billy Crystal as “Fernando” “When you look good, you feel good. Confidence with what you’re wearing is very important. If you feel good, you will always perform your best without worrying about anything.” — Maria Sharapova
The Feeling in the Room
One moment our bodies are healthy and vibrant and the next… well not so much. I found myself in one of those “not so much” moments, where I experienced life more through my senses and a little less through my intellect. What I noticed is how the room changed when various people entered or departed… […]
Rite of Passage
“When the light finds you kid, Glow!” —Director’s charge to a young actress Can a Career turn on a single moment in the spotlight? A single presentation? Is it that simple? Well, yes. And five year’s preparation…
Seeing the Big Picture
“To see the big picture, sometimes you must rise above the puzzle!” – Anonymous In our experience, some clients acquire a training seminar and go home happy. But others, a few, go “All In!” and acquire, install, operate, manage and evolve an entire complex winning system.
The under Sell
“Hi. I’m the new guy.” — Rex Tillerson Former United States Secretary of State “Hope this finds you well!” “We need a signature on that Partnership Agreement ASAP!” “Our fervent wish: that you’re enjoying the season!” (Falsely personal phrases excerpted from current e-mail sales language…) It’s hard enough to keep track of all the business correspondence. […]
This Call is Being Recorded
“Let thy speech be better than silence or be silent!” —Dionysius of Halicarnassus Greek historian, rhetorician BC 60 — BC 7 (Flourished during the reign of Caesar Augustus) If you knew that the entirety of your phone conversations were to be recorded, wouldn’t you conduct yourself differently?
ART or Craft? There is a difference!
“Don’t insult my intelligence with your cookie cutter, paint-by-the-numbers approach to the Noble Art of Writing! How dare you reduce my art to mere process?!” —Anonymous Critic From time to time, someone (usually a frustrated member of the Marketing Team) takes umbrage at the fancied “Simplicity” of Fusion’s “Ready, Set, Go!®” discipline. They huff and puff […]
Fragments, Triggers & Practice
(and Presentations) “I’ve missed more than 9,000 shots in my career. I’ve lost almost 300 games. 26 times, I’ve been trusted to take the game winning shot… and missed. I’ve failed over and over and over again in my life and that is why I succeed.”
Ancora Imparo
“And still I am learning!” – Michelangelo “Learning on the job is essential to judging!” – John Paul Stevens, Associate Justice United States Supreme Court (1920- 2019) “The New” is upon us!
An “Art” to Beginning
In the beginning, there was a bad joke. And no one remembers what came after… There’s an awkward, dark moment before a presentation begins – whether in person or virtual… Disaster lurks there. The audience is wondering how to spend the next forty minutes… Not everyone in that vast audience or Zoom call is silent […]
The Blues, Pattern Recognition and Fusion’s “Ready, Set, Go!®”
“You can get anything you want, at Alice’s Restaurant. You can get anything you want, at Alice’s Restaurant. Walk right in, it’s around the back. Just a half mile from the railroad tracks. You can get anything you want, at Alice’s Restaurant.” – Arlo Guthrie American Songwriter and Singer (1947 – )
Endless, Cheerful, Repeated Coaching
“Man, you gotta have your head in the game every second of every play. You doze for a second, and the other guys are all over you and that’s the down, the quarter and the whole game. Too many games, and your career is done!” —NFC Playoff Team Member If a football team went a week […]
The Wisdom of Fusion
The Sales & Counselor Selling Series 1. Sales Riddle: “I can’t work with you until I know that you know what I know.” We think it’s more important to “get” your customers’ issues, marketplace and challenges first rather than trying to push a product, service or feature. “Pull or Counselor” Selling is all about allowing […]
Plan Wrap-up, Bridge to Managing Your Sales Practice and Building Relationships
The Sales & Counselor Selling Series “You’ve got to keep stretching your skills and abilities to meet tomorrow’s requirements!” —Jennifer R. StJohn In the Sales & Counselor Selling series we’ve covered basics of the Probe, Present, Plan® process. Your Counselor SellingSM journey started with Probing — getting to the core of what your prospect or […]
Afraid to Ask?
Ask for the “No!” The Sales & Counselor Selling Series “Thirty years, and still people are afraid to ask for the order!” —Jennifer R. StJohn
Think & Do!
The Sales & Counselor Selling Series “I can see that there’s a lot going on here, General, but does it make any sense?” – Dr. Stephen Falken “War Games” What happened? Is this the ultimate outcome of the 60’s rebellion? Following the rules — well that’s a little old fashioned… More like discarding them entirely! Much […]
Beren & the Elders
The Sales & Counselor Selling Series Beren, among many young braves, was called to speak to the Tribal Council about a difficult issue. There would be no decision until all of the Council Elders agreed upon a course of action. Planning to set the discussion on a course to a successful end, Beren resolved to speak […]
“The Beginning of Wisdom is the Definition of Terms”
—Socrates Greek Philosopher who wrote nothing down but was immortalized in Plato’s dialogues (470-399 BCE) What if there was a discipline, simple really, that would direct our communication practice? Love. One little word. One big question. Whether it’s loving your work, your spouse, that ‘67 Mustang convertible, or even the environment – everyone defines it […]
Engaged Receptivity
The Sales & Counselor Selling Series “So, I’m sitting in this little room in the old 493 Union Hall, and I’m just playing away, and there’s this old guy standing there. He’s listening to me, probably as long as he could take it, and he said, ‘Hey kid, do you know what’s the most important […]
“Attention must be paid.” *
The Sales & Counselor Selling Series *Title Excerpted from “Death of a Salesman” by Arthur Miller American Playwright (October 17, 1915 – February 10, 2005) “Pay Attention!” You hear it from Childhood. “Look at me when I talk to you!” The phrases don’t do the concept justice. Attention is a little bit like money. It […]
Be Still
The Sales & Counselor Selling Series “Being still, and not doing anything are two very different things.” – Mr. Han – played by Jackie Chan The Karate Kid, 2010 “I never learned a damn thing while I was talking!” – J.E. Morrow American Social Commentator (1920-1996) “The native state of a rational mind is a […]
Shut Up and Sell
The Sales & Counselor Selling Series “You can tell whether a man is clever by his answers. You can tell whether a man is wise by his questions.” —Naguib Mahfouz Egyptian Author & Nobel Laureate 1911-2006 It’s a battle, or maybe just a disagreement among friends. But there are those who just have to get […]
The Whole of It!
The Sales & Counselor Selling Series “So, when you are listening to somebody, completely, attentively, then you are listening not only to the words, but also to the feeling of what is being conveyed, to the whole of it, not part of it.” —Jiddu Krishnamurti
Interchange
The Sales & Counselor Selling Series “We know how important it is to listen!” — Ad campaign for Sperry Corporation “Everybody is talking at me. I don’t hear a word they’re saying…” — Theme song to “Midnight Cowboy” Lyrics by Harry Nilsson American Singer-Songwriter (1941 – 1994) Ignites – an information service to the financial industry […]
Management v. Leadership
(in a crisis) Well, we admit it. We’re Americans. And that old picture of Washington Crossing the Delaware has a warm place in our heart. Also it points out the dual nature of being the Boss. You have to Manage the crossing. But once you’re across and out of the boat, you have to Lead […]
Listen Your Way to a SaleSM
The Sales & Counselor Selling Series “Companies don’t do business; people do.” – C. Andrew Lehman American Sales Professional (1962 – ) Ever feel like a sales person was only thinking of their commission and not about how they could serve you? He probably talked non-stop about this month’s hot product and you were so […]
Structured Listening
The Sales & Counselor Selling Series “Listen! Or your tongue will make you deaf.” — Cherokee Proverb It’s a random world! It seems there’s a flood of randomness in the universe just now, with things, feeds, channels, e-mails, tweets, Instagrams, messages, texts, documents and calls coming at you from all sides on all subjects. And […]
Withstanding the Silence
The Sales & Counselor Selling Series “The challenge isn’t knowing what to say, or sell, but to “withstand the silence” that comes when you ask a thoughtful question.” – Jennifer R. StJohn Speaker, Consultant, Executive Counselor Founder of The Fusion Group (1952 – 2018) The Problem: Passive Listening It’s the way we do it without thinking […]
Able to Listen
The Sales & Counselor Selling Series Editor’s note: During the following months we’ll cover all aspects of Counselor Selling℠. This week, we begin our discussion with the Probing process… which starts with listening. When you’re able to listen and understand, both you and your client reap greater benefits. Our hope is that by using this […]
What is Counselor SellingSM?
The Sales & Counselor Selling Series “Listen. Serve. Repeat.” —Jennifer StJohn Editor’s Note: If you’re not a salesperson you may be wondering if the ‘Sales & Counselor Selling Series’ applies to you. We suggest Yes! As the series unfolds, consider ways you can apply the concepts to how you conduct your business meetings, your […]
Ask Permission!
The Sales & Counselor Selling Series “Personally, I’m always ready to learn, although I’m not always ready to be taught.” —Sir Winston Churchill Before you probe, before you present, before you plan… “Excuse me. Is it OK with you if I mess around in your brain for a spell?” “Would it be alright for me to […]
Creating Empty & Full
The Sales & Counselor Selling Series “You must empty a box before you can fill it.” —Irish Proverb Creating Emptiness: The Counselor’s Art It’s not about having something to say, but about having something to accomplish. You looked over that investment with great care, visited the firm, interviewed the management, sampled the product, evaluated […]
Sales and Ethics
The Sales & Counselor Selling Series The word “Sales” can certainly conjure up a myriad of negative images and experiences. Pushy. Aggressive. Someone getting you to buy something you don’t want. Yet “Sales” in its true form, happens every day. For example, we’re selling when we ask the kids to clean their room. We’re selling when we ask […]
The Sales & Counselor SellingSM Series
“Counselor Selling is all about allowing customers to disclose needs and building a relationship to meet those needs. It’s the ultimate ‘Fusion’ of service with selling.” — Jennifer StJohn Executive Counselor Founder of The Fusion Group Welcome to the Sales & Counselor Selling Series. During this year, The Fusion Group will be sharing key Cornerstones […]
How Do You Know It’s Good?
The “Back to Basics” Series “You like it. Your friends like it. Their peer group likes it. The public likes it. Many people buy it. It’s all very subjective. But you want lots of approval and lots of sales.” – Sir Michael Philip “Mick” Jagger English musician, singer-songwriter (1943 – ) Your organization? Your sales […]
How Do You Get to Carnegie Hall?
The “Back to Basics” Series He’s cool! He’s hip! He’s with it! He’s a young man with a trumpet case in one hand while the other snaps out the beat as he sashays down the street. Sporting a beret and shades, he’s the embodiment of jazz. Whoa, he stops – comes face to face with […]
A Stronger Message
The “Back to Basics” Series “A crazy person Says one thing, Does another and Believes something else. (Especially in Politics… but that’s another matter…) Sanity (and ethics) are usually described as the alignment of Thought, Word and Deed.” — Jennifer R. StJohn Should text and graphics align with, support, and underscore each other? What about delivery? Should it […]
Getting a Win!
The “Back to Basics” Series “So whatcha gonna do?” Jim Brown addressing Richard Pryor You’ve got this presentation coming up… How exactly do you propose to turn this assignment into a Win, for yourself, your boss, your colleagues in the department, your company, your client, your community and your kids? Your “Constituents.” Whatcha gonna do? […]
Practice Creates the Master
The “Back to Basics” Series “Practice Creates the Master.” — Don Miguel Ruiz At first, you can’t do it at all. Then you summon up your courage. Take a run at it. Make a mess of it. Later, with a new subject, in a new moment, you sally forth! And, though not winning any awards, […]
Spirit (Purpose) Wrap-Up and Bridge to Mastering the Back to Basics Series
“One piece of the puzzle does not make the whole picture; nor does communicating only on one channel. You need all the pieces for someone to get the full picture.” — Lucy Lanzar In this Back to Basics Series, our focus has been on Body, Mind and Spirit as the underlying principles of communication — with […]
Let Your Aim…
The “Back to Basics” Series All world cultures recognize that we have a responsibility to do more than look out for ourselves. The ability to genuinely engage and perhaps influence another human being is truly a gift – which carries grave responsibility – that of service. Reaching for a lofty or even noble purpose demands […]
Presence
The “Back to Basics” Series “You don’t have to Do anything. Just Be with me.” Deanna Troi Star Trek, Next Generation The Schrodinger Equation suggests that the mere observation of a particle physics experiment is sufficient to influence the outcome. What does Schrodinger have to say for us in the business of communication? Ever been […]
Of Course, it’s Acting
The “Back to Basics” Series General Patton: “If we’re not victorious, let no one come back alive!!” Lt. Col. Codman: “You know something General? Sometimes they can’t tell when you’re acting and when you’re not.”
ONE thing!
The “Back to Basics” Series “Body, Mind and Spirit are ONE thing! When you attempt to remove any part, the gestalt is shattered.” — Chungliang Huang There’s something wrong with that speaker over there… She’s well dressed, and articulate… But she looks twisted somehow… There’s nothing actually wrong with her body. The speaking is clear […]
Signature & Visual Aids Wrap-Up,
Bridge to Spirit (Purpose)
The “Back to Basics” Series “A human being is a composite of Body, Mind and Spirit. So is a presentation.” — Jennifer StJohn In this Back to Basics series, our focus is on Body, Mind and Spirit as the underlying principles of communication — with practical applications. During the past several months, we’ve covered the Mind […]
Low & Common? Lofty & Rare!
The “Back to Basics” Series For want of a Nail, a Shoe was lost. For want of a Shoe, a Horse was lost. For want of a Horse, a Rider was lost. For want of a Rider, a Battle was lost. For want of a Battle, a Kingdom was lost. And all for want of […]
If it Needs to be Read, it’s a “Reading Assignment”
The “Back to Basics” Series “The word is about, there’s something evolving, whatever may come, the world keeps revolving. They say the next big thing is here, that the revolution’s near, but to me it seems quite clear that it’s all just a little bit of history repeating.” “History Repeating” Performed by Dame Shirley Veronica […]
Thirty Hours to Art
The “Back to Basics” Series “He who works with his Hands is a Laborer. He who works with his Hands and his Head is a Craftsman. He who works with Hands, Head and Heart is an Artist!” — St. Francis of Assisi In our experience, a lot of business communication is a little restricted. There […]
Independence Day
“The four cornerstones of character on which the structure of this nation was built are: Initiative, Imagination, Individuality and Independence.” — Edward Vernon Rickenbacker American Pilot, Businessman & Aviator (1890 – 1973) The Fusion Group wishes you and your family a safe, relaxing and happy Independence Day!
Magic Carpet Ride
The “Back to Basics” Series “Art is a doorway out of our comfortable mental neighborhood and into someplace totally different… It disrupts our cherished modes of perception, our considerations about color, shape, content and spatial relationships. It takes us where we’ve never been, and to places we cannot actually, physically go. Oh, and it knocks […]
Getting Seen and Getting Remembered
(Surface/Substance) The “Back to Basics” Series “Owning Your Moment in the Light is what Signature is all about.” — Jennifer StJohn There’s so little to see in the public media. So much duplication, repetition. So much descent to the depths of bad taste and “Pop Culture.” Endless dreck — dressed up in different colors. Then, just when […]
The Big Venue
The “Back to Basics” Series “You’ve got to know the territory!” The Music Man Meredith Willson (1902–1984) In a Big Venue, the sheer volume of space becomes a challenge. Stepping up on the riser, out of the dark, into the spotlight, then looking back out into the darkness, you get a humbling sense of your […]
Never in New Clothes
The “Back to Basics” Series “Never compete in new clothes!” —Joan Brown, American Speech Arts Teacher and Distinguished Toastmaster Next time you watch a professional football game, take a close look at the ball. Chances are, it won’t look shiny and new. In fact, it will look old and worn. But don’t let that fool […]
Hitting Your Marks!
The “Back to Basics” Series “Always leave the other guy a place to stand…” —J. E. Morrow American Philosopher and Social Commentator So, where do I stand?” It’s a question asked by every speaker. The answer is twofold: 1. Wherever you choose! (You being The Star and all…) 2. Wherever the light and the technology […]
Hands, Pockets & the Limits of Rules
The “Back to Basics” Series “Hell, there are no rules here, we are trying to accomplish something.” —Thomas Alva Edison American inventor (1847 – 1931) “It is a good idea to obey all the rules when you’re young just so you’ll have the strength to break them when you’re old.” — Mark Twain U.S. humorist, […]
Facing the Fear
The “Back to Basics” Series Public Speaking! Perennial Winner of the “Top Ten Fears” Poll. Short of leaving the country, or filling a prescription, is there a way to Vanquish this Fear?
The Mind Follows Where the Eyes Lead
The “Back to Basics” Series “Be. Here. Now.” —Yogic Admonition and Book Title Baba Ram Dass (Servant of God) Enlightened Yogi & Student of Neem Karoli Baba (Also in this life, dismissed Harvard professor Richard Alpert and Co-discoverer of LSD with Dr. Timothy Leary) (1931 — ) “The Mind follows where the eyes lead.” — […]
“Trading Up” on Received Wisdom
The “Back to Basics” Series “To avoid looking directly at someone, focus on the bridge of their nose. They’ll never know you’re not looking right at them! And, in a full room, never look right at anyone! You’ll just get confused and lose your train of thought. Instead, look at the clock on the back […]
We Call it Signature!
The “Back to Basics” Series “It’s easy! Get the ball through the zone. Avoid the bat! But some guys make it beautiful!” — Rollie Fingers So, this guy throws his leg way up high in the sky. As it comes back down, he transfers the momentum and muscle tension to his core, then the waist […]
Composition Wrap-Up, Bridge to Signature
The “Back to Basics” Series “Going back to the basics strengthens your foundation.” —Anonymous “A human being is a composite of Body, Mind and Spirit. So is a presentation.” — Jennifer StJohn
Imposing Limits
The “Back to Basics” Series “I don’t need time. What I need is a deadline.” Duke Ellington American jazz pianist, Composer Conductor (1899 — 1974) “When will you make an end?” Pope Julius “When it’s finished!” Michaelangelo Excerpted from The Agony and The Ecstasy Ever noticed that writing, drawing, building a presentation, you know, “work” […]
The Circle Game
The “Back to Basics” Series “We’re captive on the carousel of time We can’t return, we can only look Behind from where we came And go ’round and ’round and ’round In the Circle Game.” — “The Circle Game” Joni Mitchell Canadian Singer and Songwriter Grammy Lifetime Achievement Award — 2002 (1943 — ) Think […]
An “Art” to Beginning
The “Back to Basics” Series There’s an awkward, dark moment before a presentation begins… Disaster lurks there. The audience is wondering how to spend the next forty minutes… Not everyone in that vast audience is silent yet… They’re still scattered, still buzzing, shifting, looking around, sizing up the location, their seat, their colleagues, the program. […]
The Number Three
The “Back to Basics” Series “Today’s column is brought to you by the number Three!” — Spoken by Big Bird on “Sesame Street” Children’s Television Workshop It’s odd. And yet, it’s evenly balanced — on three legs. It’s symmetrical, and strangely comforting. It’s ubiquitous and omnipresent. It’s — Three. We’ve been accused of being dogmatic […]
Then What?
The “Back to Basics” Series “A truly good book teaches me better than to read it. I must soon lay it down, and commence living on its hint. What I began by reading, I must finish by acting!” — Henry David Thoreau American Philosopher, Author of Walden “Then what happens?” It’s enough to drive a […]
One Discipline
The “Back to Basics” Series “Once you start thinking this way, it’s really hard to switch it off.” — Fusion Participant What if there was a discipline, simple really, that would direct our communication practice? It has three parts; 1. Establish an Objective 2. Analyze the Audience 3. Organize your Remarks Call it a “Preparation […]
Wait a Bit
“How many things would you not have said, had you simply waited a bit…?” —J. R. StJohn Evidence for the existence of our somewhat less-than-completely-rational tendencies predominate in our daily lives — often in the form of our habit of reacting to provocation rather than to pause, consider and later — respond. One […]
An “Art” to Beginning
In the beginning, there was a bad joke. And no one remembers what came after… There’s an awkward, dark moment before a presentation begins… Disaster lurks there. The audience is wondering how to spend the next forty minutes… Not everyone in that vast audience is silent yet… They’re still scattered, still buzzing, shifting, looking around, […]
A More Inclusive Model
“I was raised to be charming, not sincere…” – The Handsome Prince, Into the Woods It’s not surprising with the decline in ethical behavior around the world of late, that we find ourselves opting for shorter presentations, and longer periods of materials review. We spend less time listening, looking or engaging with a speaker, and […]
Broken Compass
“Look Within. Within is the fountain of good, and it will bubble up if thou wilt ever dig!” – Marcus Aurelius The Indications GM, McKinsey, Volkswagen. All part of the international economic firmament; and each one undergoing painful ethics audits and self-evaluation. GM for installing faulty ignition switches implicated in more than sixteen deaths and […]
By Another Door
“Not everything that counts can be counted, and not everything that can be counted counts.” – William Bruce Cameron “Some answers come not by thinking, but by feeling.” – J. R. StJohn So you’ve come a long way, spent the night in the hotel across the street, put on your serious suit and the killer […]
A Great Excuse! (for a Conversation)
“I went to a Presentation the other day and a Conversation broke out…” (with apologies to Professional Hockey.) Think of a presentation as an “excuse to start a conversation.” As a presenter, you can give people a good excuse — or something else. A Bad Excuse: Transfer …takes the form of a presenter lost […]
Aliens from Babel on Groundhog Day
“There was a tribe which became successful, rich, and so arrogant that they decided to build a tower, tall enough to allow them to walk directly into heaven, without divine intercession. As the work began, and progressed over time; the Almighty became angry and levied a curse on the tribe. The next morning as […]
Blade Runner
Blade Runner (This story is true! Or it ought to be. Then again…) Commissioner: “We are here to determine whether Mr. Pistorius’ handicap constitutes an unfair advantage over conventional able bodied runners.” First Witness: “Yes sir, we believe it does. You see, as a result of his life lived with the assistance of prosthetics, Mr. […]
Learning is also letting go!
While the Editorial Team enjoys a brief summer hiatus, we’re republishing past articles by popular demand… Letting go of Knowledge A Zen master on the road to Edo encountered a man bent nearly double by the size of the bundle of sticks he carried on his back.”Brother,” he said, “perhaps it’s time for you to […]
Seeing the Big Picture
“To see the big picture, sometimes you must rise above the puzzle!” – Anonymous In our experience, some clients acquire a training seminar and go home happy. But others, a few, go “All In!” and acquire, install, operate, manage and evolve an entire complex winning system. Puzzle Piece or Big Picture? Seminar or System? […]
Finding Cornerstones
Editor’s Note: We’re evolving and laying new Cornerstones. Several changes will take effect next week; a new email distributor, expanded recipient list, new format and new masthead. Look for us at the same time next week. If you don’t find us in your inbox, go to http://www.thefusiongroup.com/blogs/ to update your subscription settings. While we’re behind […]
Getting on the Right Side of the Story
“Everything I’m about to tell you is true. Or it ought to be!” -Samuel Clemens “Mark Twain” American author, Humorist and Social Critic (1835 – 1910) It’s one thing to get in front of it and try to write something entertaining. Quite another to get behind it and simply allow the story to tell you! […]
The Circle Game
“We’re captive on the carousel of timeWe can’t return, we can only lookBehind from where we cameAnd go round and ’round and ’roundIn the Circle Game.” -“The Circle Game”Joni MitchellCanadian Singer and SongwriterGrammy Lifetime Achievement Award – 2002(1943 – ) (The photograph is The Rotunda at The Fusion Group’s offices in Weston, FL.A physical demonstration […]
“What Constitutes ‘Intelligence’?”
“The best and most beautiful things in the world cannot be seen or even touched. Instead, they must be felt with the heart.” – Helen Keller Author, Activist, Lecturer (1880 -1968) We live in a period in which the text oriented communicators dominate the cultural conversation about “What constitutes ‘Intelligence’?” At the same time, […]
