Skill, or vital necessity?

Skill, or vital necessity?

Written By Jeffrey Gitomer

KING OF SALES, The author of seventeen best-selling books including The Sales Bible, The Little Red Book of Selling, and The Little Gold Book of Yes! Attitude. His live coaching program, Sales Mastery, is available at

Skill, or vital necessity?
Skill, or vital necessity?

“Business owners, executives, managers, and salespeople fail to realize how much of their success is dependent on the way they speak. Poor speaking habits can destroy credibility,” says Ty Boyd, founder of the Excellence in Speaking Institute (Charlotte, North Carolina).

“Most people don’t realize how weak their presentation skills really are – and how easy it is to reverse the process if they just focus on themselves and their message.” Great advice from a master.

How many of you will take the challenge to raise your skills? Need a push? Below are some of the best methods of putting fire in your throat without being perceived as a dragon.

Here are 9.5 success tactics of how to get ready, get great at performing, and get your way:
1. Get a grip. Shake hands so firmly that the other person notices. A solid handshake sets a confident aura around you from the first moment of contact.

2. Set the mood.
It’s your responsibility as a great communicator to create an atmosphere where information can flow comfortably and naturally.

3. Pace your delivery. Get a feel for time and timing. Regulate and balance your timing between the needs and desires of your audience. One of the biggest mistakes people make is going too quickly or talking too fast. Even though you’re giving your presentation for the 1,000th time, the audience is hearing it for the first time.

4. Tag team for evaluation purposes. Have a co-worker or boss go with you once a week, and make them listen. Create a review form (see page 54 and 55) and have it filled out immediately after your performance. Talk about what you could do to improve. Write down your strengths and your weaknesses.

5. Record your telephone conversations.
Use them as a self-monitor of your ability to present a clear and confident message. Play them back, if you dare. If you can’t stand your voice, change your pitch.

6. Read and record a chapter from any of my books onto a cd.
Play it in your car. You’ll learn about sales and about how you present. Would you be compelled to listen to you? If not, record another one with style and emotion.

7. Videotape your opening five minutes.
Invite a friend or co-worker to review the tape with you. Watch the video and rate your performance. Have a sickness bag (or two) from an airline nearby because when you see yourself, you’ll puke – or deny it’s you. Repeat the process once a week for two months.

8. Be your own video critic once a week.
Watch your own tape at home. Work to eliminate the two worst habits, and at the same time, work to enhance your two best strengths.

9. Be prepared. Know your message cold.
Rehearse your words before you perform them. Get comfortable with your process and your story.

9.5. Be yourself. Don’t put on an act.
Your personality will shine if you believe in what you are saying. Being genuine will win the confidence of the audience.

c2007 All Rights Reserved – Don’t even think about reproducing this document without written
permission from Jeffrey H. Gitomer and Buy Gitomer . 704/333-1112