Shark Bait

Shark Tank - Photo by ABC.com

We love the ideas, stories and behaviors we see on Shark Tank.

Unless you’ve listened to this interview with Barbara Corcoran, however, you might underestimate how important the behavior category is.

What they don’t show you on TV is how long contestants wait before beginning their pitch. As Barbara tells us, they’re not allowed to speak until an investor speaks to them. So, they walk out the door, excited to pitch. Then they stand there in silence for five minutes.

Five minutes!

Why wait so long? Largely to analyze their behavior.

Here is how Barbara explains it:

           “…what I see is I see somebody who’s terrible under pressure or someone who’s great under pressure, and what a great test that is. Do you know before they even open their mouth, I know who I’m out on. I just sort of come up with a reason why I can say on camera, “I’m out because…” Okay? But the truth is I know when I’m out right away because the guy takes his hand out of his pocket, then he’s shifting, he’s no longer making eye contact. His eyes are going crossed, he’s sweating the bullets, his knees are juggling. I mean this is a guy I’m going to give my money to. Is he going to make it to the finish line? I don’t think so.”

Any further questions?

Content is important, but as always it’s behavior that reigns.

Create Your Communications Experience

The essence of communicating is creating an experience. Here’s the problem: It’s unconscious. We don’t think about the experience that we create. Most of us don’t even know we create one. That’s why Apple’s new ads about experience (like this one) caught our eyes. Here’s an excerpt (that we adapted … Continue reading

Parenting Tip: Grid Your Kids

“I hope you won’t be offended. I’ve been practicing the Decker Grid™ on my 2 ½ year old son…Holy smokes. What a great parenting tip!” The Decker Grid™ keeps your message listener-focused with an action and a benefit. You will reach your listeners if you can successfully answer the question, “What’s in it … Continue reading

Change your habit in 21 days

We’re over a week in to February — perilous territory for we New Year’s resolution-setters. How are your goals for the new year holding up? When we make promises to do something differently, start something new, or stick with a plan, what we’re really attempting is behavior change. It takes 21 … Continue reading

These aren’t soft skills

Soft skills have a bad rep – they’re a nice-to-have, not a need-to-have. Things like time management, team work, problem solving, ability to take criticism, and of course, communications. Training for them is the first to get slashed from the budget, to get pushed back in the calendar, and if you … Continue reading

Video Blog: Harris Poll Top 10 Best Company Reps

The Harris Interactive Poll came out on Monday measuring how Americans view some of the world’s largest companies. The poll revealed companies’ reputations based on six categories, suggesting that a firm’s brand identity is closely tied to how they come across with their communication. HuffingtonPost.com did a Top 10 Most Disliked … Continue reading

Video Blog: 1×1 Feedback for Mayor Gavin Newsom

Thank you for all the response on my last video blog! I’m happy to keep them coming, so here we go with a second quick video where I’ll talk about communication in the news. Remember, I also want to give you feedback! Video tape yourself at a meeting or giving … Continue reading

Video Blog: Carrie Prejean on the Today Show

Here’s my first attempt at a video blog! This is hopefully one of many quick videos where I’ll give feedback for communication in the news. I also want to give you feedback! Send me a video of you giving a presentation, doing Q&A, or rehearsing a speech (less than 10 … Continue reading