President of Speechworks, a selling and communication skills coaching company in Atlanta. He has worked with hundreds of business people helping them learn how to communicate in a way that connects with clients. His new book 15 Minutes Including Q&A: a Plan to Save the World from Lousy Presentations” is available now. He is also the author three previous books including “How to Win a Pitch: The Five Fundamentals That Will Distinguish You from the Competition”, “Selling and Communication Skills for Lawyers” and “Even A Geek Can Speak.” He can be reached at 404-266-0888 or firstname.lastname@example.org
By Joey Asher
Category: Practice, Nerves
The more time I spend helping people become better speakers, the more I realize that the best way to improve is simply to rehearse out loud. Rehearse your new business interview out loud. Rehearse the presentation to the board out loud. Rehearse what you plan to say on a conference call out loud. Rehearse how you’re going to answer a client’s questions out loud.
Out loud rehearsal makes you sound smooth.
I was in a workshop this week with a group of salespeople who had to learn to give their company’s “elevator pitch” quickly and simply. They had received in advance the exact three points that they were going to say. The exercise was simply to deliver the 30-second message.
It seemed like a simple enough task for these experienced sellers. But every time they stood, they stumbled over their words. They had to look down and remember what to say. They would stop and ask to start over.
Finally, I said, “Let me give it a try.”
And I stood and nailed it perfectly the first time. Everyone was impressed.
“But you’re a pro,” one person protested. “You do this all the time.”
“Perhaps,” I said. “But there is not a person in this room that couldn’t do what I just did in the next 20 minutes. And I can prove it to you.”
I then produced my iPhone and opened my “voice memo” app, which is a built-in digital recorder. I then played for them the rehearsals of their elevator pitch I had done in my car that morning.
“I knew that I was going to have to demonstrate this to you,” I said. “And I wanted it to come off smoothly. So I practiced it until I knew I could nail it.”
You Can’t Practice in Your Head
Many people don’t know how to rehearse. I once worked with a consultant who told me that he couldn’t understand why he was a poor presenter. “I practice all the time,” he said.
But when I probed, I found that his “rehearsal” included spending a lot of time creating slides, flipping through those slides, and then going over what he was going to say in his head.
Practicing a speech in your head is like warming up your golf swing in your head. Speaking is a physical act…You need to get your tongue and lips and vocal chords accustomed to forming the actual words to create muscle memory.
You Have to Practice Out Loud
Working with that sales team this week, I showed them how it took me five rehearsals to nail their elevator speech. As I played back those recorded rehearsals everyone could hear how I changed the pitch slightly each time. With each take, I was trying out the best way to say it, making adjustments based on what I heard.
Finally, I gave an assignment. “I’m going to give everyone here 20 minutes. During that time, I want you all to practice this elevator pitch at least 10 times out loud. Then you’re going to come back and we’ll hear how you do.”
They all left the conference room and found their own spaces to practice. When they returned, every one of them nailed it.
Speechworks is a communication and selling skills coaching firm. We teach professionals how to craft and deliver complex messages in a simple, persuasive manner. Since 1986, through workshops and one-on-one instruction, we have helped countless individuals become better presenters and communicators. You can reach us at 404.266.0888, email@example.com or on the web atwww.speechworks.net
Joey Asher President of Speechworks, a selling and communication skills coaching company in Atlanta. He has worked with hundreds of business people helping them learn how to communicate in a way that [...]