Whether we’re presenting a proposal to a single prospect or giving a keynote speech to a large group of industry leaders, our work as sales professionals requires us to speak in public from time to time. It’s one thing to be persuasive on paper, and it’s another thing to be a persuasive communicator in person. When your prospects are deciding whether or not to make a major purchase, their assessment of you as a sales professional plays a big part in their decision-making process. In other words, if you give a lousy presentation, it doesn’t matter how good your project looks on paper – your prospect will not have the confidence he or she needs to feel comfortable moving forward.
Public speaking comes naturally to some people. Unfortunately, not everyone is born with this innate ability. The good news is that this skill can be greatly improved through practice, and there are many resources available that can help you perfect it. One of my favorite books on the subject is Scott Berkun’s Confessions of a Public Speaker. Berkun is a seasoned public speaker, and this entertaining book explores public speaking techniques through stories of Berkun’s failures and successes. If you’re interested in improving your public speaking abilities, I highly recommend picking up a copy of this book.
Here’s a summary from Amazon Books:
“In this hilarious and highly practical book, author and professional speaker Scott Berkun reveals the techniques behind what great communicators do and shows how anyone can learn to use them well. For managers and teachers – and anyone else who talks and expects someone to listen – Confessions of a Public Speaker provides an insider's perspective on how to effectively present ideas to anyone. It's a unique, entertaining, and instructional romp through the embarrassments and triumphs Scott has experienced over 15 years of speaking to crowds of all sizes.
“With lively lessons and surprising confessions, you'll get new insights into the art of persuasion – as well as teaching, learning, and performance – directly from a master of the trade.
“Highlights include:
- Berkun's hard-won and simple philosophy, culled from years of lectures, teaching courses, and hours of appearances on NPR, MSNBC, and CNBC
- Practical advice, including how to work a tough room, the science of not boring people, how to survive the attack of the butterflies, and what to do when things go wrong
- The inside scoop on who earns $30,000 for a one-hour lecture and why
- The worst -- and funniest -- disaster stories you've ever heard (plus countermoves you can use)
“Filled with humorous and illuminating stories of thrilling performances and real-life disasters, Confessions of a Public Speaker is inspirational, devastatingly honest, and a blast to read.”
