“A meeting is an event where minutes are taken and hours wasted.”
Those are the wise words of James Tiberius Kirk, Captain of the Starship Enterprise, and hero of “Star Trek,” which, to my mind, is some of the best sci-fi out there. Captain Kirk had apparently endured many boring presentations by Federation colleagues.
Leo Tolstoy began his masterpiece “Anna Karenina” with the sentence “All happy families are alike; each unhappy family is unhappy in its own way.”
Here’s my twist on that great opening line: “All lousy webinars are alike; each good webinar is good by following a few principles.”
One of our coaches was at a nice restaurant recently and when the first person at the table gave his order, the waiter said, “Very nice choice.” In fact, the waiter said, “very nice” or “good choice” to everyone at the table…except our coach!
“I ordered the fish,” the coach said. “He just nodded and walked away. I felt a little offended. He didn’t tell me I made a nice choice. The rest of the meal, I wondered if I had ordered poorly.”
Too often, when a potential client calls and asks for a sales presentation, the potential vendor is so pumped for the opportunity that they get off the telephone as quickly as possible.
But before you hang up, there is one question that you can ask that can dramatically increase your ability to win the business.
Mark Twain said, “No word was ever as effective as the rightly timed pause.”
In fact, the pause may be one of the most useful tools in the communicator’s tool kit. Pausing helps you gather your thoughts, adds drama, and shows confidence, all at once.
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Since 1986, Speechworks has been coaching America’s top businesspeople to communicate in a way that connects with listeners, sells ideas, and inspires confidence. Let our coaches help you develop a communication style that inspires confidence.