Welcome to Your Achievement Ezine
Issue 257 - April 27, 2006

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Dial in the Tone by Tony Jeary

One of the primary tenets of any successful presentation (a presentation is defined as any time you talk to one or more people) design is the establishment of "tone."

When it comes to presentations, the term tone refers to much more than merely an individual's "tone of voice." The tone of a presentation is really about audience perception. The simple truth is that your success or failure at anything – whether ordering a hamburger in a restaurant or speaking to a 5,000 person assembly – is largely contingent upon how you are received by the person or persons you are speaking to.

Tone then, is really all about the way an audience is affected by (and therefore perceives) the sum of everything you do; from the way you speak, your gestures and the subject matter, to the way you dress.

A presentation's tone is contingent upon the many details, large and small, that collectively contributes to an overall impression: Was the subject matter enjoyable and useful? Was the presenter inviting? Did participants feel welcome? These are all questions of tone, and understanding how tone works and how to set the tone you want (need) is extremely important.

Any time a situation requires audience buy-in or a response of some kind – regardless of whether your audience is one or 1,000 – your best hope for communication lies in your ability to tailor the tone of the presentation to that specific audience. In my book, Inspire Any Audience, I spend a great deal of time going over the ins and outs of setting appropriate tone for a given situation. Different audiences and topics require different tones in order to be successful.

For example, the success of a presentation for a charity fund-raiser to a local high school group hinges on a tone that is most likely different than the one you would establish for a marketing presentation to a group of bank CEOs.

As complicated as some like to make the issue of establishing tone, when it's all said and done, it all comes down to one simple, golden rule:

It is a recognized fact that people dread attending most presentations almost as much as they dread giving them. Why? Because presentations have a reputation for being boring.

Let's face it; for most of us, our entire education has been "administered" to us in one form of a lecture or other. The lecture format for relaying information though now considered outdated by many education and training professionals – has been the tried and true method for generations. The good news is that while few people enjoy being lectured, most everyone enjoys a lively conversation. The trick is in creating a conversational tone with even large groups, a feat that is ideally accomplished within the first two or three minutes of a presentation. In an attempt to make this easier to accomplish for the readers of my book, I have condensed from years of study and experience a listing of the 10 key tips for appearing conversational with even the largest groups. They are:

* Try to talk with not at your audience

* Use conversational language and avoid large, multi-syllable words

* Ask questions immediately and listen to the answers

* Get the audience involved, even if it means having them stand and shake each other's hands

* Place nothing between you and your audience – avoid lecterns, podiums and risers when possible

* Mingle with your audience – if possible, actually walk into the audience

* Use participant names whenever possible and encourage them to use yours

* Smile – it's a natural conversation starter

* Use humor when and where you can

* Use personal anecdotes and stories – they give your audience something to relate to and make the presentation experiential

As simple as these tips may initially seem, they are very powerful. Consistently applied, they are guaranteed to not only improve your presentations, but also increase your confidence and comfort level in front of any room.


Tony Jeary - Mr. Presentation - has conducted hundreds of training events worldwide for a variety of clients including Daimler Chrysler, New York Life and Texaco. Among his personal coaching clients are Peter Lowe and the president of Ford Motor Company. For more information on Tony's newest release Communication Mastery: How to Present Your Best Self Every Time see #4 below or go to http://tonyjeary.yoursuccessstore.com or call 877-929-0439.

 

"Develop an 'attitude of gratitude.' Say thank you to everyone you meet for everything they do for you." Brian Tracy

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2. Your Achievement Quotes

RISK-TAKING

"Finite to fail, but infinite to venture." -- Emily Dickinson

"Be like the turtle. If he didn't stick his neck out, he wouldn't get anywhere at all." -- Harvey Mackay

"Do not go where the path may lead, go instead where there is no path and leave a trail." -- Ralph Waldo Emerson

"When you cannot make up your mind which of two evenly balanced courses of action you should take -- choose the bolder." -- William Joseph Slim
 

SALES/SELLING

"Here's the rock, paper, scissors game of selling:
Relationship is more powerful than price.
Relationship is more powerful than delivery.
Relationship is more powerful than quality.
Relationship is more powerful than service." -- Jeffrey Gitomer

"Treat objections as requests for further information." -- Brian Tracy

"The selling process is a two-part sequence. First, you must educate yourself. Then, you must educate your client." -- Tom Hopkins

"Don't celebrate closing a sale, celebrate opening a relationship." -- Patricia Fripp

 

SAVING/INVESTING

"Investing is simple, but not easy." -- Warren Buffet

"Financial security and independence is like a three-legged stool, resting on savings, insurance and investments." -- Brian Tracy

"A penny saved is a penny earned." -- Benjamin Franklin

"It is better to be a lender than a spender." -- Jim Rohn

 

"Courtesies of a small and trivial character are the ones which strike deepest in the grateful and appreciating heart."  Henry Clay

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"Gratitude is not only the greatest of virtues but the parent of all others."  Marcus Cicero

3. Your Achievement Tips -

Accentuate the Positive by Bob Burg

We all know how important it is to speak to people with the right tone of voice. So often it is that tone which communicates your feelings more than the actual words you use.

Here's a little game I learned from Zig Ziglar in his book, "Secrets of Closing the Sale" which demonstrates how the way you say something can dramatically alter what you mean to say. In this exercise, I want you to accentuate the one word in the sentences below, which appears in CAPS. Just put extra emphasis on that one word as you read out loud. Each sentence is exactly the same, but watch what happens when you place emphasis on the different words. My comments are in parenthesis.

"I" didn't say she stole the money. (Someone else said it)

I DIDN'T say she stole the money. (I flatly deny saying it)

I didn't SAY she stole the money. (I implied it, though)

I didn't say SHE stole the money. (Someone else, not her)

I didn't say she STOLE the money. (Embezzled it possibly, but definitely did not steal it)

I didn't say she stole the MONEY. (May have "lifted" a few other items however)

Aren't the differences interesting? All because you merely accentuated a different word in the exact same sentence!

By noticing our voice inflection and intonation, we can work magic with words, and improve our positive communication skills in dramatic ways. For the next week, practice noticing "how" you say things to people even more than "what" you say to people. And I HOPE you are ecstatic with the results. (Actually, I hope YOU are ecstatic with the results). (Come to think of it, I hope you are ECSTATIC with the results).

Bob Burg


Bob Burg is the author of new release, "Benjamin Franklin's Success Secrets to Conquer Yourself", and his best-selling "Winning Without Intimidation" and "Endless Referrals" CD series. For more information or to order any or all of these programs, go to http://bobburg.jimrohn.com or call 800-929-0434.

"The more you recognize and express gratitude for the things you have, the more things you will have to express gratitude for." Zig Ziglar

4. Bulletproof Communication for the Unexpected...

"Let's be grateful for those who give us happiness; they are the charming gardeners who make our soul bloom."  Marcel Proust

5. More Information

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"Gratitude unlocks the fullness of life. It turns what we have into enough, and more. It turns denial into acceptance, chaos to order, confusion to clarity. It can turn a meal into a feast, a house into a home, a stranger into a friend. Gratitude makes sense of our past, brings peace for today, and creates a vision for tomorrow." Melody Beattie

Make it a Great Week!