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Category: Best Practices

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Best Practices Growth Human Resources Management Personal Development Women In Business

How to Engage Listeners With the Surprising Pause

Power Speaking Skills: Strategies to Engage Listeners With the “Surprising” Pause:

In this video, Maria demonstrates how to engage your business listeners with the power of the Surprising Pause and make your delivery truly compelling.

The Successful Speaker, Inc. video series provides speaking strategies that will help you enhance your credibility and leadership presence during meetings, sales presentations, conversations with senior management, networking events, and even by phone.

The video series addresses every aspect of successful speaking, including how to sound authoritative, speak with credibility, master active listening, and engage your listeners. The videos also provide speaking strategies rooted in theatrical performance, providing tips on how to build belief and captivate your business listeners.

The Successful Speaker, Inc. videos will help you get more YES’s whenever you speak for business. Learn how to enhance your credibility and speak with passion, persuasion, and pizzazz.

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Best Practices Marketing Skills Women In Business

How Strategic Pauses Will Engage Your Listeners

Power Speaking Skills: Strategies to Improve Pacing with the Power of the Pause:

Maria Guida, president of Successful Speaker, Inc. helps you speak with the poise, passion, and persuasive power of a Broadway actor. In this video, Maria tells you how to use the Power of the Pause when you speak. (This is Part 3 in the series called, “Engage Your Listeners by Allowing You Ideas to Land”).

The Successful Speaker, Inc. video series provides speaking strategies that will help you enhance your leadership presence when you give business presentations, speak with senior management, make sales calls, network, and more. The video series addresses every aspect of successful speaking, including how to sound authoritative, speak with credibility, master active listening, and engage your listeners. The videos also provide speaking strategies rooted in theatrical performance, because actors know how to move audiences. The result: you will become a more authoritative and successful speaker!

The Successful Speaker, Inc. videos will help you project star quality and get more YES’s in the workplace and on the speaking platform. Learn how to enhance your credibility: speak with stage presence, confidence, authority, and authenticity. Discover ways to engage your listeners: use vocal dynamics with impact, to make your communication sing. You will learn how acting improvisation can help you develop the ability to think quickly on your feet. You will also discover how to rehearse strategically with techniques that focus the mind and help you appear completely spontaneous.

There are many other videos about communication, public speaking and presentation skills hosted by Maria Guida and Successful Speaker, Inc. All of these videos are available free of charge on YouTube at Youtube.com/SuccessfulSpeaker

and also at www.successfulspeakerinc.com/blog.
And if you’d like to learn more about how to speak successfully for business, log onto our website and join our mailing list, to download additional, free tips for successful speaking. Visit www.successfulspeakerinc.com.

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Best Practices Human Resources Management Marketing Personal Development Women In Business

Looking Confident – Even When You’re Not

Over the last several posts, I’ve been sharing strategies on delivering a great performance in front of the camera – and by extension, when in front of a live audience even without a camera. If you haven’t seen them yet, here’s the link to my series of video shorts, “Capturing Your Confidence on Camera.”

This time, I want to share a couple of other great resources for delivering a confident, compelling, engaging performance, as both demonstrated and explained in two of my favorite TED Talks.

The first is more likely to appeal to the part of your brain that likes to read inspiring self-help psychology related books that explain why you do what you do and how to control your own destiny.

It’s your friendly neighborhood Harvard psychologist, Dr. Amy Cuddy, in her TED talk, “Your Body Language Shapes Who You Are.”

This video had two big take-aways. First are the very-real effects that your posture has on your hormonal balance, which subsequently can influence your psyche and sense of self-efficacy and confidence. If you knew that taking two minutes to yourself to hold a certain pose before giving a presentation or speaking on camera could change the quality of your delivery, you’d do it, wouldn’t you?

Second, her story of needing to project confidence at a time when she didn’t feel it, suffering from what some might call “the imposter syndrome,” (long before she was “THE” Amy Cuddy,) is something everyone can relate to. The way she managed to perform despite that fear, until she had beaten it, is inspiring..

It’s also humbling. After realizing everything she was up against – including severe cognitive damage from a car accident – you have to admit: if she can overcome that, there’s no reason you shouldn’t be able to overcome your fears too, and learn to speak with true confidence.

In contrast, the second video will appeal to the other side of your brain. The part that doesn’t want to have think too hard. Actually, it kind of reminds me of a Seinfeld episode. Why? Because it’s a whole talk about nothing.

It’s a talk about what academics might call “meta-strategies”… but we won’t call it that, because that sort of sucks all the fun out of it, which shouldn’t be allowed to happen after a perfectly good Seinfeld nod.

In “How to sound smart in your TEDx Talk,” Will Stephen steals the show at TEDxNewYork. He paces the stage and talks as if giving a real talk on some specific topic, all the while really just pointing out all the of his own little gestures, mannerisms, and vocal modulations as he does them, explaining why they make his talk engaging… or at least why they would if his talk actually had a more specific point.

It’s six minutes you’ll need to watch twice. The first time you’ll follow along with each point nodding, smiling, and thinking “oh my gosh, that’s so true!” Then at the end, you’ll realize, “oh my gosh, that IS true… wait a minute, I need to look at that again…”

As he uses each little gesture, and explains its value and its likely effect on you right at that moment, take note. The strategies are so simple, but each one engages, endears, and compels. His talk is entertaining and semi-facetious, but every one of his points is relevant, and easily applicable in any presentation preparation and delivery.

Ultimately, just remember that in any situation, you have control over much more than you realize, including how confident you feel, and how confident you look. Strike your pose. Emulate the characteristics you wish you had (i.e. “fake it ‘til you make it”.) Consider the little gestures and vocal cues that connect with the audience in different ways, and deliver them like you mean it.

Once you put it all together, the confidence will flow outward, and when you see how the audience responds to it, you’ll feed off that response and the confidence will become genuine. And there’s no better feeling than that!

Categories
Best Practices Growth Management Personal Development

Self-Confirm the Customer’s Choice to do Business with You

Just imagine zooming all over the world in a private jet. Jordan Zabel, the Director of Sales for Jet Linx, a private jet company that offers their services to corporate and private members, could make that a reality for you.

As you can also imagine, Zabel deals with high-end customers who expect high-end customer service everywhere they go, because anyone that can afford that kind of service has very discriminating taste … and often along with it, sky-high expectations.

But Zabel knows how to do his job well. He knows that he needs to deliver the highest possible level of customer service. Further, once the sale is made, he knows what it will take to keep those customers in their seats, which is to maintain that same level of stellar service he demonstrated through the sales process, while maybe even increasing the altitude a bit.

As you probably expect, high-priced service usually is accompanied by an outstanding customer experience. Just think of the level of customer care that exquisite hotels like the Four Seasons provide. So what is the challenge for people like Jordan Zabel who deal with these high-end clients?

Zabel explains, “Too many times a company’s marketing propaganda just doesn’t match the customers’ experiences after the sale. It’s all just hype. Hot air. At Jet Linx, I always want my customers to know their decision to do business with us was a good one, anytime they think of us.”

To put it another way, Zabel wants to deliver the promises and meet the expectations that were initially promised in the marketing materials he handed his prospects-turned-customers. After the sale, he wants his customers to keep telling themselves that they made the right decision to choose him and Jet Linx in the first place.

As the customer goes through this process of self-confirmation, ask yourself, “What am I doing before, during and after the sale that continuously reinforces the customer’s initial choice to do business with me?”

If you have good sales skills, sure, that can get some people to come through the door. But what about getting those customers to re-enter that door, again and again? What happens after the customer’s buying decision is made is what really counts. That’s the key to continual success and a steady cash flow. You can help to guarantee that success by delivering consistent, amazing customer service after the sale.

Customer experience design speaker and trainer Joey Coleman talks about a concept he calls The First 100 Days. What happens during the first 100 days after the sale can confirm that the customer made a good decision to work with you. We want our customers, at any time, to always be self-confirming their initial buying decision. When they do, it will lead to the next sale, and the next. It will build a stronger relationship. It can potentially lead to customer loyalty and maybe, if we are lucky, even evangelism, where your customers share their positive experiences about you with their family, friends and colleagues. That’s the power of delivering a level of customer service that self-confirms a customer’s choice to do business with you!

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Best Practices Management Marketing Personal Development Women In Business

Navigating the On-Camera Interview

You’ve been invited to be interviewed on camera for TV, a video podcast or other virtual event. Does the voice inside your head say:

A: “Woohoo, this is a great chance to get some major publicity, I can’t wait!”

B: “I think I’m going to throw up.”

Most people get nervous when being interviewed, and even more people get nervous at the idea of being on camera. Put the two together and you have a combo that makes the fight-or-flight reflex kick into overdrive.

Aside from checking to make sure there’s no spinach between your teeth, you need to have a strategy to get the result you want. Check out this quick video for some proactive measures you can take in advance to direct the interview where YOU want it to go.

On the one hand, there are all of the delivery details I’ve discussed in other videos in this series like body language, voice, and how to calm your nerves when on camera.

But for interviews, it’s all about having a game plan.

Creating Your Interview Game Plan

First, who is conducting the interview, and what is their agenda? Do they showcase leaders whose story will serve as an inspiration for others? Or are they more likely to try to shoot holes in your theory?

There’s a huge difference between being a guest on a weekday morning television talk show and an evening television news program. The daytime interviews tend to be friendly and just want an interesting story that their listeners will enjoy. Evening news programs are more interested in getting “the scoop.” They enjoy conflict and putting people on the spot, particularly if you espouse a principle that their following tends to disagree with economically or politically.

Knowing what their intention is in advance can help you determine your own goal.

• Do you want people to pull out their smartphones and order your product or sign a petition right then and there?
• Do you want to educate more people about a growing problem – and solutions?
• Do you need to debunk some myths?

Depending on your desired outcome, you will decide in advance what stories to tell, what evidence to share, and how explicitly or implicitly you want to invite others to act.

If the interviewer is more likely to play a little hardball and ask a few tough questions, prepare your answers in advance. At this point in your career, you know what objections and challenges people tend to raise, so be prepared with how you want to respond.

Most importantly, remember that an interview is a conversation.
• DON’T just go on a monologue of statistics.

• DO take a conversational approach

• DO engage the interviewer by using his or her name once in a while, and

• DO give short, clear answers to allow the interviewer to volley back and forth with you without having to cut you off to get a word in edgewise.

Of course, that’s only half the battle.

It’s Not (Just) What You Say…

Once you have a sense of what information you want to share, you need to practice how you say it. I strongly recommend writing down a few questions – tough ones and lob balls – and practice answering them, but video record yourself while you do it!

The recording serves several purposes. First it lets you see how you look when you’re answering it. Are you squirming or poised? Do you smile at appropriate times, laugh nervously, or never even crack a smile?

Second, it lets you see how you sound when answering the questions. When you listen to the recording, you’ll realize when you’re rambling, when you’ve left out an important detail, or when you’ve given a great, laser-focused answer. Do you say “Actually” in every sentence (what I call the educated person’s “um”), stutter your way through an answer when you aren’t sure what to say, or mumble so quietly that you have to turn the volume all the way up on your ear buds to even hear what you’re saying?

Ideally, you should record your practice several times until you have figured out what information you want to include or leave out, and can answer the easy AND the hard questions smoothly and confidently.

When you are a good conversationalist with engaging examples and confident delivery, that’s when the wider audience will give you points for acing the interview and taking home the win.

Categories
Best Practices Entrepreneurship Investing Management Personal Development

The Most Powerful Skill You Need to Succeed in the C-Suite

Demetri Argyropoulos Avant Global CEO and Founder

Whether you’re CEO of a multi-billion-dollar brand, or a start-up working towards Series A, there is one thing every executive has in common; you want to get to the next level and expand your customer base. Unfortunately, for most companies, it can be extremely challenging to keep up with change.

At the speed of light, corporate cultures are transforming and innovative technologies call for new leadership skills.

The upside is, regardless of how fast the world moves around you there’s one thing that will always stay the same, the most important skill you need to master to prosper in business.

Visionary entrepreneur Demetri Argyropoulos is well-known from New York to Silicon Valley as the king of connections.

His investment firm, Avant Global, has generated over $10 billion in revenue for clients and created strategic relationships for the world’s wealthiest, including Bill and Melinda Gates, Lady Gaga and Bill Clinton.

 

Argyropoulos was an early investor in Twitter, RedBull and DocuSign, and his Venture Capital fund, AG Venture Capital & Investments, has seeded over 50 diverse start-ups.

 

Argyropoulos credits his success to one invaluable skill…Networking.

 

C-Suite TV Correspondent Nicole Sawyer caught up with Demetri to talk about the most powerful skill you need to master to succeed in the C-Suite, and the biggest mistakes executives make when trying to build a strategic relationship.

 

Nicole Sawyer: What is the most powerful skill to have at the C-Suite Level?
Demetri Argyropoulos: The ability to bring value to your clients and your team. Typically, this value is brought forth through introducing and fostering unique relationships. All businesses and CEOs, despite how powerful they may be, depend on access to strategic relationships. These strategic relationships should monetize the company’s ecosystem, strengthen its platform and give a competitive edge over others with sustainable differentiation in the marketplace.

 

Sawyer: What personality traits do successful C-Suite Leaders have in common?
Argyropoulos: The most important trait we all have in common is the ability to know what the market wants before it actually happens. This comes from an innate understanding of one’s customers or clients. From there, you must be able to make decisions quickly, execute that vision, while staying one step ahead of the rest. All great CEOs are forecasters and firefighters.

 

Sawyer: When it comes to managing your own career, how do you prepare yourself to reach the next level?
Argyropoulos: I always have my ultimate end goal in mind. If you understand your end-game, you are able to manifest that into a reality. I always measure progress against this end goal and quantify it along the way with revenue, timelines and objectives.

 

Sawyer: How do you know who the right connections are for different types businesses?
Argyropoulos: The key here is to understand the objective at hand – what are you trying to accomplish? What is the client trying to achieve? Once you understand that objective, you need to dig deeper to understand the context. This is done through research and by understanding the current behavior at hand to figure out the next important introduction to make. And always remember, relationships only work if there’s equal or greater value on both sides.

 

Sawyer: You’ve worked with anyone from Bill Clinton to T-Boone Pickens, what is the secret to get their attention and maintain a business relationships with well-known people who are in high demand?
Argyropoulos: When you bring value to a relationship, even if it’s the busiest CEO on the planet, he or she will still make time for you. However, following-up is key, especially for those who are extremely busy. Most people don’t follow-up, which in business, can lead to distrust. You have to always do what you say you are going to do. It’s that simple.

 

Demetri Argyropoulos, Avant Global Founder with client T-Boone Pickens, Chairman and CEO of Hedge Fund BP Capital.

 

Sawyer: Where do business leaders fail when trying to create a relationship?
Argyropoulos: Oftentimes, their approach may be too aggressive and their message may not be clear enough.

 

Every successful relationship and every failed relationship is a consequence of one thing: how well, or poorly, you communicate. Clear communication is important to set from the beginning.

 

Put yourself in the other person’s shoes and ask the question, “Why do I want to work with this person?” Again the answer comes down to the value you can bring. Deliver value and these problems go away.

 

Sawyer: What are some of the biggest mistakes people make when following up?
Argyropoulos: They’re not entirely truthful. Be impeccable with your word. Just do what you say you’re actually going to do. This is so important when building trust in an influential relationship and so few actually do it.

 

Sawyer: What’s your advice for dealing with people you don’t like? Difficult people ?
Argyropoulos: Try not to. Seriously. I have a no a-hole rule. I’ve fired billionaire clients before because it just wasn’t worth it. At the end of the day, a billionaire is not better than someone starting out, and vice versa. You have to always respect others and the unique qualities and differences we all have.

 

Sawyer: If your personality is more of an introvert and networking doesn’t come natural to you? How can an individual make connections if they really don’t like talking to people?
Argyropoulos: For starters, that’s where companies like ours, Avant Global, come in handy. Sometimes we partner with, or get hired by executives who are not very social so we help to manage new relationships and introduce them to the businesses they need to get in front of. Let’s be clear, we’re not a social firm! But for those who are more introverted, we simply want them to be the best at what they excel at and we’ll do the rest. We can’t all be great at everything.

 

Sawyer: What’s one example of a major acquisition Avant Global made that transformed its valuation and what can business leaders learn from this example?
Argyropoulos: In the case of Owl Biomedical, we took its technology that had been developed and in existence for ten years and formed a new company with this technology in mind and capitalized on it. We sold it to a multi-billion dollar medical device company in Germany called Miltenyi.

 

From this example, business leaders can learn that if you know how to assemble the pieces of a company/deal: IP, human capital, and usually a combination of both, you then have all the key pieces … it becomes about execution and creating value to the market.

 

Sawyer: Your investment portfolio includes more than 50 diverse startups. What sectors are you watching to find value now?
Argyropoulos: We want someone who is ahead of the curve in terms of where the market is heading- who is that next big game changer? Right now we like the sectors of machine learning, data science and big data for startups. We’re also always looking for disruptive investments in high-growth companies in tech, energy, real estate and consumer products.

 

Sawyer: What qualities do successful entrepreneurs have that make them stand out from the herd?
Argyropoulos: All successful entrepreneurs are tenacious and never give up. Stay focused on your mission with your goal in mind. Successful entrepreneurs also aren’t afraid to fail because they have the ability to see things others may not. It’s okay to have bumps along the way, but that fresh perspective is what’s going to set you apart.

 

Sawyer: What advice do you have for a startup to break down barriers when approaching a well-known brand about a strategic partnership?
Argyropoulos: It’s a great time to be a startup. We’ve never seen so many large corporations working with startups. I’d advise a startup to think about how its technology could actually benefit the large brand it’s approaching. Many big companies realize that if they don’t change quickly with the times, and evolve, their number may be up. Startups should appeal to the larger brands to evolve with them.

 

Sawyer: You run a very successful VC Fund, what’s the best way for an entrepreneur to network with you if they are seeking funding?
Argyropoulos: Think to yourself “Why would Demetri and the Avant team want to meet with me? How can I bring value to their firm?” If you can clearly answer those questions, you’re already ahead of the curve.

 

Thanks for reading! We’d love to hear from you. Like us on Facebook, Follow on Twitter @NSawyerTV and comment below.

 

Categories
Best Practices Growth Management Skills Women In Business

What does Your Body Language Say?


“A blur of blinks, taps, jiggles, pivots and shifts … the body language of a man wishing urgently to be elsewhere.” – Edward R. Murrow

You may know your content backwards and forwards, inside and out, and be completely confident in your subject, but is your non-verbal communication – i.e. your body language – undermining your authority in spite of your knowledge?

A little while ago, I was working with a client who didn’t realize that he was a “fidgeter.” After a first practice recording, he watched his video, and before offering any feedback, I asked him what he thought about his performance. He paused, and was quiet for a moment before very matter-of-factly declaring: “I’m going to cut off my hands.”

Running his fingers through his hair, folding and unfolding his arms, touching his face, hands in and out of the pockets, scratching his neck, lacing and unlacing his fingers… Not only did it distract the viewer from listening to the message, but more importantly, the “antsy-ness” (as my mother would call it) practically screamed of insecurity and discomfort, and this completely undermined his efforts to establish himself as a confident, competent leader.

What’s most important to realize is that before you even open your mouth to speak, your body has already communicated very specific messages to the audience, and those messages have one of only two possible effects: If aligned with your words, they strengthen your image and reputation; otherwise, they weaken it. That’s it.

The Importance of Alignment

This binary result is because when your words and body language are aligned or congruent, they reinforce each other, which is much more convincing to the audience. But when they are not in alignment – where perhaps your “script” seems confident but the delivery is not, or your words claim that you are caring and want to hear from people but you never smile and your voice is flat – it makes the audience question why, and this casts doubt.

When working with entrepreneurs preparing to pitch in front of investors, I always say, “Before anyone will buy your product or service, they have to buy into you.” Regardless of how well-composed the content of the pitch is, if the delivery isn’t in alignment, this will never happen.

Ultimately, alignment between verbal and non-verbal communication is the foundation of credibility. Lack of alignment destroys that foundation. Let’s look at ways to ensure that you are in alignment, in order to maximize your credibility.
Body Language – Do’s and Don’ts

Just about everyone gets nervous when speaking on camera (or in public without a camera), and in an earlier post I offered some strategies for calming your nerves ( insert hyperlink later). But that nervousness can come across as uncontrolled fidgeting and bad habits like touching your face or waving your arms around without realizing it, or on the flip side, you might come across as stiff, robotic and unfeeling.

In this video on body language, you’ll get a quick checklist with examples of non-verbal cues to watch for when speaking in public or on camera. I use the easy acronym P.E.G.S., which stands for Posture, Eye contact, Gestures and Smile.

Take a look at the examples for each category in the video to see how many of them you’re guilty of doing… then ask yourself how that might influence the success of the video’s overall objective.

In case there’s still a part of you that wants to argue that your position and experience speak for themselves, and your body language shouldn’t make a difference, I leave you with the immortal words of Ralph Waldo Emerson:

“What you do speaks so loud that I cannot hear what you say.”

When the way you deliver meets up with the words you say you are speaking in unison. That is when your intended message is reinforced and your credibility shines through.

Categories
Best Practices Growth Management Personal Development

CEO pov: 5 Insights for Leading Change

The not-too-distant past rewarded CEOs for stable predictability. But as most of us experience, “Market transparency, labor mobility, global capital flows, and instantaneous communications have blown the comfortable, predictable scenario to smithereens.” (10 Principles of Change Management, Harvard Business Review).
The only thing that’s predictable today is that more change is coming. Whether it’s in the form of a re-org, a change in product, strategy, leadership, or a merger/acquisition, the best leaders know how to effectively manage themselves in order to keep people motivated and engaged, re-build or reshape company culture and set a new course.

Similar to individuals, companies that struggle with these types of changes knock themselves out of the market. We see it all the time.

While many factors contribute to how well a company maneuvers change, success heavily depends on how executives prioritize its people and communication in the process. How open, transparent and frequent executives decide to communicate is a solid predictor of how successful the change will be.

During the last CEO Forum, I had the privilege of asking Steve Singh, CEO of Concur, Jean Thompson, CEO of Seattle’s Chocolates and Stan Pavlovsky, president of Allrecipes.com what was most important to them as they maneuvered change.

For context,
• SAP acquired Concur for $8.3 billion in 2014

• Jean Thompson became the majority owner and CEO of Seattle Chocolates in 2002

• Stan Pavlovsky became the new President of the world’s largest food brand, Allrecipes.com, a year after Meredith Corp. purchased it for $175 million in 2013

Here are my top 5 takeaways from the conversation:

1. Create Success. The role of the leader is to create opportunities for others to be successful.

2. Talk Less. Really listen, get feedback and have empathy. Change is hard for most people.

3. Pause. Take time to celebrate the success the team and company is having.

4. Decide. Don’t’ be afraid to make a decision. You can likely fix the bad ones, but being indecisive is the worst thing you can possibly do.

5. Be Bold. Go create the world you want, and empower those around you to do the same.
I’d love to hear your perspective: What’s your best advice on leading change?

Teri Citterman coaches first-time CEOs, seasoned CEOs and high performers. Her latest book “From the CEO’s Perspective” provides a peek into the thinking of some of today’s top CEOs from companies like Alaska Airlines, JP Morgan Chase and Gravity Payments. She is a regular contributor to Forbes, a sought-after speaker and thought cultivator/founder of “From the CEO’s Perspective” leadership forum.

Categories
Best Practices Growth Skills Women In Business

Build Audience Belief the way Actors Do

To enhance your credibility when speaking for business, you can borrow a technique that actors use to build belief within the listening audience.

Why use an acting technique? The reason is simple: Persuasive and influential business speakers have a lot in common with actors. They all know that the key to successful speaking is to inspire belief in the hearts and minds of the audience.

The most important belief-building technique for actors is the use of what we call Acting Objectives. You can apply this technique to the rehearsal and delivery of your business talks (formal or informal), so that you will speak with the greatest power: power that comes from a complete commitment that is visible on your body and audible in your voice.

When actors are preparing a role, they make careful choices about what actions to take, to help the audience believe that the make believe situation is real. For actors, it’s all about actions; actions speak louder than words. So, actors examine each script and create acting objectives: actions that lie underneath the words – actions to take toward the listeners. This helps actors become motivated to speak the words that the playwright or screenwriter wrote and speak them truthfully, authentically, and conversationally.

In rehearsal and performance, actors pursue their acting objectives as if their lives depended on it. This helps the audience believe that the actor and the character are one and the same: that the actor IS the character.

This process is useful to business speakers for two important reasons:

• When you’re speaking in business, you want your listeners to believe something (believe that you have solution to their problems, for example). The more rigorously you pursue your actions (your acting objectives), the more completely your listeners will believe that you and your message are one and the same: believe that you are your message.

• As a business speaker or presenter, when you make your audience believe, they are likely to overlook minor shortcomings or mistakes you might make. Once you’ve made your listeners believe, you’ve won them over to your side. After that, your audience will forgive you almost anything!

Beats:

In order to make choices about actions (to identify acting objectives), actors divide the script – and you should divide your notes for a business talk — into units. Actors call them BEATS. Each beat is a separate topic, smaller than the overall subject of the message. It is a topic of conversation: what the speaker is talking about: a simple noun or noun phrase.

Here is an example: an excerpt from the “Greed Is Good” speech, delivered by Michael Douglas’s character in the film Wall Street.

“Our company, Teldar Paper, has 33 different vice presidents each earning over $200,000 a year. Now, I have spent the last two months analyzing what all these guys do, and I still can’t figure it out. One thing I do know is that our paper company lost 110 million dollars last year, and I’ll bet that half of that was spent on all the paperwork going back and forth between all the these VP’s. The new law of evolution in corporate America seems to be survival of the UN-fittest. Well, in my book, you either do it right, or you get eliminated.”

In this excerpt, there are two beats. Beat one ends with the phrase “all these VP’s”; it is about waste within the company. The second beat begins with “The new…” and ends with the word “eliminated”; this beat is about the survival of dysfunctional companies in America.

Take a deep dive into the notes you have for a business talk, and divide it into beats, separating the beats with small dividing marks. Consider what each beat is about, and where it begins and ends. Then, in the left hand margin, identify what the beat is about. Express this as a simple noun or noun phrase.

Objectives:

When you know what each beat is about, you are ready to identify an acting objective for each beat (an action that lies underneath the words you speak). This should be a specific, active verb expressing what you wish to do to your listeners as you speak; what you want to make them feel or do.

Choose objectives that are personally appealing and attractive to pursue, so that you’ll be motivated and project energy. There are three ingredients for an effective acting objective, and these are the very same ingredients for an effective speaker objective. Each objective should have the following qualities. It should be

1. A specific, active verb, Directed toward the listener

2. Personal and appropriate to the spoken message and the listener’s situation

3. Truthful (for our purposes, truthful doesn’t mean actual; it means believable)

Pursuing an objective (the simple, active verb) gives you energy and focus as you speak. Studies show that listeners pay the most attention to the actions underneath the words we speak – the vocal tone and demeanor of the speaker. Consider how a person’s tone/demeanor (not words alone) reveal sincerity, evasiveness, or sarcasm, for example.

Process:

Let’s imagine that in one beat of your business talk, you wish to be powerful.
Verb: to be powerful

Problem: the verb “to be” is static. It doesn’t contain active energy.

Better choice: you wish to obtain power

Problem: the verb is too general.
Ask yourself: “What must I wish to DO in order to obtain power?”

Now you can plan specific actions to take towards the audience – in order to obtain power. Possible verbs/objectives:
• I wish to impress the audience

• I wish to instill confidence

• I wish to earn their affection

Is the purpose of your presentation to move the listeners to give you money or provide funding for a project? Here are some objectives that may apply during your presentation:

• I wish to persuade the audience to make a sacrifice

• I wish to direct them on a noble/moral path (for PR purposes!)

• I wish to illustrate the joy that comes from sacrifice to others

• I wish to save them from their misguided ways

If these power verbs seem overly-dramatic to you, know that these objectives are for the purpose of strengthening your delivery and should remain your secrets. Keep your acting objectives private. Have you ever noticed that your secrets hold great power for you — the longer you keep a secret, the more power it holds for you? Have you noticed that when you let a secret out, tell it to someone, it loses some of its power over you? We want our acting objectives to have great power to affect our delivery! So, keep your acting objectives private; this will strengthen your motivation to speak and galvanize the commitment and passion in your voice and your gestures.

Actors write their acting objectives in the margin of the script, right next to the dialogue. In your speaking notes, in the right hand margin next to each beat, write one simple acting objective.

Rehearse By Pursuing Your Acting Objectives:

Actors rehea
rse aloud, rehearse often, and rehearse at performance level energy. Rehearse improvisationally from your notes; do not memorize or speak from rote memory. Internalize your ideas. As you speak the words of the beat,

• Focus on the underlying acting objective

• Keep it at the forefront of your mind

• Pursue the objective as if your life depended on it

Over time, as you rehearse, you should begin to notice that you are communicating your joy in sharing ideas. Always be sure you are communicating: “My message is important for you, so I love being here with you.”

Benefits of Using Objectives:

Pursuing acting objectives holds three powerful benefits for you as a speaker:

Benefit #1: It gives you laser-beam focus and simplifies your process, because it gives you just ONE thing to think about as you speak each beat.

Benefit #2: It galvanizes your energy toward what you are doing with your words. It’s the quickest and most powerful way to project energy, commitment, passion, and poise.

Benefit #3: It’s a completely organic way to make your voice and physical demeanor support your content. It turns your voice, body language, and content into one seamless, unified message.

When you are pitching to clients, making presentations, speaking with senior management, or even delivering an elevator speech, the pursuit of acting objectives will give you maximum power and deliver to your audience maximum impact.