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Canada Life's National Accounts team hired Eric Bergman to provide added value to a series of conferences with some of the life insurer's best customers — insurance specialists and top investment advisors from across the country.

During the one-day conferences held in Victoria, BC, Niagara Falls, ON, and Hull, QC, Bergman spoke for the morning on the value and importance of communicating effectively in what he calls the "medium of face-to-face communication." During the afternoon, Canada Life team members delivered presentations on insurance strategies that focus on high-end retirement savings and investment programs for senior executives, corporate directors and successful entrepreneurs.

Although the insights Bergman provides during his half-day presentation skills program are designed to help those who deliver presentations to groups, these insights are just as important to one-on-one conversations that salespeople have with clients and prospects.

"I structure my short programs for conferences around communicating more effectively to groups," Bergman explains, "but the information I provide is just as important to communicating one-on-one. For salespeople, and especially salespeople like these who make large sales, such insights are invaluable. All things being equal, the more effectively you communicate, the more you'll sell."

The topics Bergman covered included: applying the principles of face-to-face communication to the challenge of communicating with groups and one-on-one; developing content that is precisely focused on the needs of the audience; answering questions effectively; and using visuals (from computer-generated graphics to sales presentation handouts) as an aid, not a crutch.

"Eric's presentations were extremely well received by our customers everywhere he spoke," says Sanjeev Khosla, Canada Life's Senior Business Development Consultant, who organized the conferences across the country. "The feedback we received was excellent. They told us they will use the information they gained to communicate even more effectively in the future."

Copyright © Eric Bergman 2005 All Rights Reserved