Your Management
Your Prospects
Your Attendees
Your Students
Your Family
Anyone else you talk to
Your Clients and Customers
I challenge you to take the time to think back to these gems your mother shared with you and re-evaluate them from a new perspective.
Speaking IS Selling and everything you need to know your mother tried to teach you. Now it is time to rethink those early lessons from a new perspective.
Start thinking about how Speaking IS Selling and watch for all the ideas, concepts, and plans you sell every day to the people around you.
1
You knew it was bad.
Your mother knew it was bad.
Out of your mouth came some
flowery explanation for
whatever you just did.
Eventually your mother gives
you that look, and says:
“Don’t Sugarcoat it”
When you are in front of “them”, do you try to soften your message or Sugarcoat it so it can be easily swallowed?
Sometimes people need to hear the hard message, and they would prefer to get the information straight up, nothing flowery, just the facts. Don’t be afraid, be professional and compassionate.
The same message applies when you are looking for feedback or providing feedback.
I can’t tell you how often I have had a speaker observe my presentations and at the end they are not able to provide any value. Here are some tips that will help you get more value from observing and being observed.
When Observing
Depending on the situation and your familiarity with the speaker you can:
Ask the speaker if they would like feedback
Ask if there is any specific feedback they would like related to overall style
Ask if there is any part of the presentation they would like you to pay particular attention to
Carefully evaluate the presentation style of the speaker
Watch for strategic elements in the presentation, the impact those elements have, and the linkages between sections of the presentation
As much as possible, observe how the audience is responding to the elements of the presentation
Take notes that are detailed enough to interpret after the presentation
After the presentation, ask the speaker if they would like feedback (even though they asked for it before the presentation, they may not want it at the end). Offer feedback in a constructive manner and in relation to what you experienced, NOT what you would have done.
The notes you take from your observation will make it possible for you to provide valid feedback and suggestions for the speaker’s next presentation. As an additional value, your notes can be used as a tool for you to consider future changes to your own presentations.
When Being Observed
The last thing you need is someone who is going to tell you how wonderful you are but not provide any tips to make you AWESOME.
Ask your observer for the type of feedback you are looking for using the following suggestions:
If you have recently made a change, ask for their feedback on that particular segment
Ask for specific feedback on tone, pace, and movement when you are focused on developing your delivery style
If the observer is an experienced speaker you can ask them for feedback on overall strategy and impact
If the observer is inexperienced ask them for feedback on what they hear, see, and feel. The generic approach will provide you a clearer picture of what your audience members experience
Indicate to the observer that you want clear and honest feedback
The more specific you can be in your requests to an observer the more likely you are to receive feedback that you can take action on and incorporate into your next presentation.
In This Book
I am not going to Sugarcoat anything in this book.
I am going to tell it as I see it, as I have experienced it, and as “they” see it.
Take time to contemplate each point and each tip, and be honest with yourself. Even for experienced speakers and salespeople, the reminders of what TO DO and NOT TO DO are a valuable refresher as you work towards your next level of success.
Power Tip
The Best guidance you will
receive will come from those
who will give it to you straight.
You need the honesty.
2
As a teen, peer pressure
was taking control and your
mother had to tell you:
“Be True to Yourself”
Failure to be authentic is the kiss of death to any presentation you make to anybody.
Be True to Yourself
Don’t EMULATE
I have seen so many people fall into the following traps.
You:
Observe a leader in your field
See and hear an amazing presentation that generated incredible results
Identify elements of the presentation that “clicked”
Incorporate those elements into your own presentation
Fail to deliver a powerful presentation and you generate worse results than your original presentation
Have a feeling of failure since those elements worked for them and not for you
The issue is NOT that you are a poor presenter; it is that you were NOT following the single