Have you ever heard someone make a strong statement and you said to yourself, “Boy, he/she really means that!” How can someine be so convincing just by the way he or she says it? Because it comes from the heart. This is an embarrassing story, but here goes:
Many years ago, I was a participant in a class that focused on advanced presentation skills. It was an intense, 3-day program that required class members to plan and prepare for 5 different types of presentations. On the last day we gave our “Press Conference” style of presentation. The camera was rolling. We were given two questions: The first question I answered was easy. The moderator asked, “What would you say to those who might think that all you do is just for the money?” I loved this question! I cushioned my response, after which I proceeded to dominate the dialogue with my perceived credibility and passion. It felt great.
The next question I was asked dealt with a subject I really didn’t care about, nor did I know much about. No problem. I acted as if I did, and I really turned on the charm and sold the “sizzle”.
Afterwards we reviewed the tapes with a coach. When I watched my response to the first question, I gave it a hearty “fist pump”. I was at my best.
My response to the second question was quite the opposite. I was slick, but not genuine. It was sickening to watch. I will never forget it. Anyone could tell from my eyes, body language, and tone of voice that I was just giving bunch of fluff. I learned a lesson: If I want to be credible and persuasive, I must always talk from the heart.
