Carmine Gallo, a noted dexpert and writer on communication tips and tricks, has written an extremely relevant and practical book on communication. Key lessons:
Three types of speakers
* C Speakers: Do No Harm
* B Speakers: Make People Care
* A Speakers: Change the way they see the world
Passion
- Figure out what you're truly passionate about
- It's usually not about the widget, but the great things the widget will do for your customers
Inspiration
- Paint a picture of a world made better by your product, service, company, or cause
o Kathy Sierra's corollary: Paint a picture of how your users can use your p/s/c/c to make their world better
- Sell the benefit (a picture of a world that does not yet exist...but could)
o "The Internet is changing the we way we live, work, play, and learn."
o "Do you want to sell sugar water your whole life, or do you want to save the world."
o "We create a sense of community--a third place between work and home."
Preparation
- Great communicators prepare and rehearse. Steve Jobs rehearses for days.
Know your audience
Three key questions
- What does the audience need to know?
- Why should they care?
- What action do I want them to take
Start strong
- Grab their attention IMMEDIATELY
- "Salespeople, our Wal-Mart deal is going to make this the best year in company history."
Start strong and end strong
- People always remember how you start and how you end
Clarity
- Cut through the jargon in your language
Make your message easy to follow
- Tell stories
- Use examples, facts, figures, analogies, and metaphors
- Flag key points ("If you're going to remember anything from this presentation, remember this."
Brevity
- At most, 15-18 minutes
- Use short words
- Use short paragraphs
- Cut ruthlessly
Dynamic Delivery
- Vary tone
- Vary speed
- Pause for impact
- Punch key words
Command Presence
- Convey authority, confidence, and control (e.g. Larry Ellison's body language)
- Good posture
- Eye contact
- Open posture
- Hand gestures
- Dress the part
o Dress well: "Leaders dress a little better than everybody else."
o Dress appropriately for the culture--e.g. Steve Jobs and his turtleneck
Reinvention
- Bring up something new--show that you are learning
- e.g. Madonna!
BUSINESS LEADERS IN ACTION
Jack Welch: Cutting Out Corporate Lingo,
Best communication asset: Simplicity,
Tip: Eliminate jargon.
Steve Jobs: Real-Life Dramatist,
Best communication asset: Charisma,
Tip: Create and articulate a bold vision.
Meg Whitman: Feedback Welcomer,
Best communication asset: Penchant for listening,
Tip: Seek feedback.
John Chambers: Winning Through Rehearsals,
Best communication asset: Preparedness,
Tip: Review and rehearse your presentation.
Michelle Peluso: Reaching Out to Workers,
Best communication asset: Responsiveness,
Tip: Be there for your employees.
David Neeleman: High-Flying Tales,
Best communication asset: Talent for storytelling,
Tip: Tell tales that inspire.
Suze Orman: Debt Detractor,
Best communication asset: Clarity of expression,
Tip: Break down complex information into easy parts.
Howard Schultz: Percolating Passion,
Best communication asset: Passion,
Tip: Identify and share what you’re passionate about.
Rudy Giuliani: Eye-Contact King,
Best communication asset: Ability to make eye contact,
Tip: Spend 90% of the time looking at your audience.
Klaus Kleinfeld: Getting Fresh,
Best communication asset: Ability to reinvent,
Tip: Stay fresh, remain current.
John Thompson: Relentlessly Upbeat,
Best communication asset: Facileness with optimistic language, Tip: Employ powerful and positive words.
Larry Ellison: Playing the Anti-Geek,
Best communication asset: Looking like a leader,
Tip: Pay attention to what your wardrobe says about you.
Richard Branson: Lavisher of Praise,
Best communication asset: Generosity with praise,
Tip: Lavish appropriate praise on employees, customers, and colleagues.
[From the Great Books Series. Also see The Success Manual - Encyclopedia of Advice, which contains summaries of 100+ Most useful books.]
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