Duct Tape Selling: Think Like a Marketer-Sell Like a Superstar by Jantsch John

Author:Jantsch, John [Jantsch, John]
Language: eng
Format: epub, mobi
Publisher: Penguin Group US
Published: 2014-05-14T22:00:00+00:00

Become a More Effective Speaker

Of course it’s not enough simply to get to a podium. The goal is to communicate in a way that educates and inspires. While public speaking and presenting in a selling environment have some things in common, there are many things that effective speakers need to learn in order to create the greatest impact and establish their authority.

Many people struggle with speaking in front of an audience. The only real cure for this is to get up and do it, realize that no one suffers permanently from nerves, and then get up and do it again.

There are three bits of advice that I would give to anyone desiring to become a more effective and authoritative speaker. For me, this means getting your point across in a way that inspires listeners to do what you want them to do.

Share the love: One of the most important elements an effective speaker brings to an audience is passion. This can be passion for helping people get something valuable from hearing the advice presented or passion for the subject itself. You can’t fake passion, but when you have it, your message often comes through clearly regardless of the polish of your speaking style.

If you’re naturally passionate about your subject or the purpose of your speech, don’t hold back—let people be attracted to that passion. If, however, your position requires you to present information that may be useful, but doesn’t exactly capture your imagination, then your job is to inject something you are passionate about. Let’s say you are talking about network security, but what you really love is World of Warcraft, music, or baseball. I believe you will become a much more compelling speaker when you find a way to weave topics you are passionate about into your presentations.

Become a TEDhead: The TED (Technology, Entertainment, Design) conference, as many of you know, is a worldwide phenomenon that pulls in speakers with “ideas worth spreading.” TED is one of the best resources you can use to become a better speaker.

TED speakers are chosen because they are fascinating and because they have passion for a big idea. The format challenges them to present that idea within eighteen minutes; most use very little in the way of slides or media. Every TED talk is recorded and then housed on the speaker’s site. The most popular ones get millions of views.

Make the TED site your classroom and you will have access to a tremendous collection of speakers who will inspire you and teach you how to be better speaker. Watch everything they do. (I recommend starting with Daniel Pink’s talk on the science of motivation.)

Shoot your free throws: Legend has it that Larry Bird, the great NBA star, shot one hundred free throws every day, even after he became a superstar. He also led the league in successful free-throw shooting year after year. He didn’t stop practicing just because he was good.

To be a better speaker, you’ve got to practice. You may choose to

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