I am often asked, “How can I be confident that I’m connecting with my audience?” The answer is, “Make an emotional connection.” Whether you speak at a boardroom table or in a vast auditorium, your goal must be to connect emotionally with your audience. Emotional connection is key to ensuring your message is heard. Here […]
Read More...Bad Slides Distracting Your Audience? How to Make Yours Good
Do your slides support your message? Or do they distract your audience? Presenters cannot overlook the quality and design of their slides. Find out how my friend and fellow presentation skills expert, Darren LaCroix improved his presentations by improving his slides: Defend It Or Die! by Darren LaCroix, CSP When you see a courtroom drama […]
Read More...What Should You Wear When You Are Giving a Speech?
When you have to give a speech or presentation, how do you decide what to wear? Maybe you haven’t considered how your appearance can influence your audience’s response to you? In this short video, I share a few tips, for both men and women, on how to dress in a manner that will support your […]
Read More...Sales Presentations – How to Be Clear ; Concise: Start with Structure
When you know you’ll you have a few minutes to present to a true decision maker, what do you say? Don’t panic. This is a great opportunity. Be prepared and get to the point. Remember, with a senior-level executive you must be clear, concise, credible, and able to articulate your bottom line. Always start with structure. […]
Read More...How to Reduce Frustration & Increase Results in Prospecting
Prospecting can be one of the most frustrating aspects of selling. Leading sales strategist, Jim Pancero shares this four-step process to reduce frustration and increase results when you reach out to prospects. Discover how your personal selling style and philosophy could be dramatically impacting your level of success. You will learn what it takes to gain an advantage. We know you’re good, […]
Read More...The Research on Why Limited Options Can Actually Boost Sales
You’ve probably heard, “A confused mind always says, ‘No.’” Well, it’s true. In my work with sales professionals, I remind them that unnecessary industry jargon can overwhelm prospects. David Hoffeld, author of The Science of Selling would add that too many options can also overwhelm. David was my guest at a recent FrippVT Sales Series web […]
Read More...Why Stories Are An Unparalleled Way to Make Sales
It might be easy to resist a sales pitch, but few can resist a good story. We grow up feeling that a story is a reward. In sales, stories are the best way to clarify the complex, create emotional connection, and persuade. David Hoffeld, author of The Science of Selling, was a guest on my Fripp […]
Read More...Fair, Unfair, Good or Bad? How Do Buyers Know?
Science reveals that buyers make decisions based on strategic, incremental commitments. How can sales professionals sell in a way that inspires these commitments? David Hoffeld, author of The Science of Selling, was recently my guest on FrippVT Sales Series. Enjoy this excerpt from David’s book, explaining a mental shortcut the brain makes when forming judgments and […]
Read More...Make More Sales with the Science of Selling
Single-Option Aversion by David Hoffeld Does the number of product options presented impact whether or not a purchase will be made? This was the question that behavioral scientist Daniel Mochon sought to answer. His research, which was published in the Journal of Consumer Research, determined that the number of product options did heavily influence buying […]
Read More...Want to Be An Effective Speaker? Say No More . . . Pause!
Second, a pause provides dramatic interest for your audience. Of course, if you’re really nervous you have your own drama taking place, whether your audience knows it or not. But, a moment unspoken provides the silent drumroll to announce your next important point.
Third, a pause helps your audience to follow you better—they become better listeners. And, as they become more attentive, you relax and so do they. Your audience does not want to be nervous on your behalf.
I recently delivered a workshop at the American Payroll Association’s Annual Congress (May 2011) titled, “Effective Business Communications: On Paper, Online, and On Your Feet.” While at the conference, I also enjoyed a presentation called “Advanced Career-Building Speaking Skills”conducted by professional presentation skills trainer and speech coach, Patricia Fripp. Fripp’s delivery and timing served as an excellent model. She made exceptional use of the pause. As an energetic presenter it helped to slow her down, and the audience could absorb what she was saying. In effect, it’s a “listening cue,” providing you, the audience, a signal to take note of what’s about to be said.
To demonstrate the power of the pause, Fripp asked one of the audience members to come forward. Within five minutes, the volunteer had added pauses between the three major points and just before the conclusion of the persuasive argument she was preparing for senior management. The presentation did something else to improve her delivery: Fripp counseled her to make eye contact with a different member of the audience—near, middle, and far—to accompany each of the pauses. The results were dramatic.
According to Fripp, “Few sales presentations have enough pauses. Good music and good communication both contain changes of pace, pauses, and full rests. This is when listeners think about important points you’ve just made. If you rush on at full speed to crowd in as much information as possible, chances are you’ve left your prospects back at the station. Give them enough time to ask a question or even time to think over what has been said. Pauses allow pondering and understanding.”
To help prepare for your public speaking opportunity, you can write a narrative to help you rehearse. It helps to identify the places in your presentation where a pause will come naturally, just as you might accent a word or phrase for other additional emphasis.
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