The Big Bad Word

Are You Guilty? The Unconscious Goof that Can Hurt Your Credibility
by Patricia Fripp, CSP, CPAE

Fifteen times in a thirteen-minute period. That's how often Steve Forbes, President and CEO of Forbes Inc. and Editor-in-Chief of Forbes magazine, did it during an otherwise brilliant presentation at the National Speakers Association convention in New York, August 2008.

President Obama did it twice while he was on The Tonight Show talking to Jay Leno.
My high-level corporate clients do it—including Presidents, Chief Financial Officers, and Sales Vice Presidents of America's greatest companies.

Celebrity speakers, best-selling authors, and top consultants do it before I work with them.
Each time they do, I reach over and give their hands a quick slap. When they ask, "How can I kick the habit? Nobody ever told me I did it so much." I tell them, "You must give your spouse and subordinates permission to tell you when it happens. First, notice when you do it. Second, recognize the negative impact. Third, replace this blunder with something more appropriate."

You may not have noticed this verbal affliction yet, but once you do, you'll have fun spotting examples everywhere. Some of your friends and associates are guilty. The blight has invaded television in the news and commercials, newspapers, magazines, and the Internet. It crosses all professions and levels of education. Recently, I counted dozens of examples at a four-day meeting with some of the most brilliant and successful professional speakers and consultants in the U.S. Even you may be doing it!

What is this Crime against Credibility?

It's a single, suddenly-popular buzzword that makes me feel like fingernails screeching on a blackboard every time I hear it. It's "stuff."

Even communication experts are guilty. I maintain that professional speakers, coaches, and consultants are paid for their lifetime knowledge, innovative ideas, leading-edge strategies, and, most important of all, their eloquence in putting their ideas across to their audiences. Yet, I overhear these communicators saying to each other, "The group loved my stuff" or "I gave them my best stuff."

At a dramatic time in our nation's history when precise and powerful communication is most needed, employees and sales teams, many who have English as a second or third language, are hearing this vague, imprecise language from their corporate leaders. Sales professionals in my sales presentation skills training are talking about their products and high-ticket technology in the same non-specific, low-value way.

Even worse than "stuff" is "and stuff." Some individuals don't seem to know that a period at the end of a sentence is a great way to stop. I've heard:
"This will decrease absenteeism and stuff..." and "We had a great conversation and stuff..."

In Shakespeare's time, "stuff" meant woven cloth—"such stuff as dreams are made on." It has come to mean "miscellaneous" and even acquired the negative connotation of junk, debris, or rubbish. Surely you don't want to clutter your speaking, leadership messages, and sales presentations with rubbish?

The worst thing about "stuff" is that it is not specific! As my associate David Palmer, PhD has programmed me to think, "Specificity builds credibility."

Each time one of my speaking clients says "stuff," I ask what exactly they mean to say. Some are amazed at how often they use the word, even people with graduate degrees. Yet, their education isn't obvious in their language because of that one useless and irritating word.

If you're asking yourself what difference it could make, I'll tell you. A huge one! You are hired because what you say sounds like it is worth paying for. Language that is fuzzy, clumsy, and unclear destroys your credibility and your claim to professionalism. You might as well be delivering your message in Valley-Girl speak, grinding your toe in the rug and murmuring, "Whatever—"

Your audience of one or a thousand deserves clear, forceful, and specific language. Toss out all that meaningless "stuff" and show them what a leader you are.


Patricia Fripp © 2009, www.fripp.com, pfripp@ix.netcom.com (415) 753-6556
Executive Speech Coach, Sales Presentation Skills Trainer, Award-Winning Keynote Speaker.
Patricia Fripp is an executive speech coach, sales presentation skills expert, and Hall of Fame keynote speaker.


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800-634-3035 — Phone: 415-753-6556 Fax: 415-753-0914
Email: PFripp@Fripp.com http://www.fripp.com/

© 1995 - 2009 Patricia Fripp, CSP, CPAE - A Speaker For All Reasons - All Rights Reserved.
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Wonderful advice from Patricia Fripp.

George Torok
Speech Coaching for Executives



Executive Speech Coach, Business presentation tips from George Torok, the Speech Coach for Executives.

Power Presentation Tips 21

Power Presentations Tips 21:

Ask rhetorical questions


Ask rhetorical questions during your presentation to better engage your audience. This technique is simple yet powerful. It works well in two circumstances - when delivering detailed information and when you want to persuade your listeners.

Rhetorical questions work on a few levels for you.

1. Asking a question grabs the attention of your audience. We are programmed to respond to questions. Even if we don't answer out loud our brain starts working on the answer.

2. Your listeners might already be thinking that question. If you ask and then answer the question that they have in their minds then two things work in your favor. Your presentation will feel more like a conversation to your listeners instead of a lecture. Plus, they will feel that you understand them because you know and answer their questions.

3. Posing a rhetorical question before you give important information builds anticipation for the information. Thus the information feels more welcome and appears more valuable to your listeners.

4. Asking a question makes your voice more interesting because you will naturally inflect your voice while asking the question. Contrast this with the typical monotone (boring) delivery of most statements.

5. Asking a rhetorical question is also a secret weapon for when you forget what comes next. Pose the question out loud to help get your brain back on track. The audience will think you did it for them. They don't need to know that you got lost.
For example: What comes next?

Some more examples:
What are the benefits of this service?
What is the schedule for implementation?
What have other customers said about this program?
How will we protect you from the risk?
Why is this important to our success?

Sprinkle rhetorical questions throughout your presentation to recapture your listeners' attention, sound more interesting and make it feel like a conversation.

George Torok
PS: tell me how this tip helps you.

PPS: Thanks for your comments and feedback.



Executive Speech Coach, Business presentation tips from George Torok, the Speech Coach for Executives.

Presentation Tips

Presentation Tips


Drink Water

Before you give a speech, deliver a sales presentation or make phone calls - drink one to two glasses of water. It lubricates your vocal chords, helps your voice and gives you needed fluids that you lose while speaking. Lukewarm water is best. Cool water is OK. Ice water is not good for your vocal chords. Avoid dairy products because they create phlegm in your throat.


Move away from the lectern

When you address an audience move away from the lectern (often called the podium). Let them see you as more than just a talking head. You will be both more powerful and more connected to your audience. If you must see your notes then stand beside the lectern - and don’t lean on it. Stand strong.


Emphasize your name

While introducing yourself to one person or a group, emphasize your name, so they hear it, feel the respect you have for your name and remember it. State, “My name is (short pause) George (short pause) Torok (smile).” Say it loud enough to be heard. Most importantly - say it much slower than you normally do and smile. Make your name memorable

If your name is unusual, difficult to remember or pronounce, say it extra slow and repeat it, ‘Torok’. Help them remember it by adding, it sounds like ‘tore – rock.’ You might add, It means ‘Turk’ in Hungarian. Or you can call me ‘nickname’. If you can have fun with your name people will like you. If you make them laugh with you, they will remember you.


Stand and wait for everyone’s attention

Giving your 30-second presentation at a networking meeting? Stand, stop playing with your chair and wait till you have everyone’s attention before you speak. It might take a second or two. Then when you speak it makes your information seem more valuable - and they will hear you.


Use action verbs

Telling people what you do? Use action verbs and words that paint pictures of results. Avoid nouns ending in ‘tion’. Don’t say, “We are in the telecommunication business.” Instead try, ‘We install and maintain phone systems for small and medium sized business.” We specialize in designing customerfriendly systems for busy offices with unique needs.’ Use the word ‘specialize’ - it means you are special.




Executive Speech Coach, Business presentation tips from George Torok, the Speech Coach for Executives.

Power Presentations tip 20: Stage Presence

Power Presentations Tip 20:

Stage Presence


What is it?
Stage presence is that invisible quality that attracts the rapt attention of your audience. A presenter with strong stage presence receives higher credibility and more respect from the listeners.


Who has it?
Stage presence is hard to define but you recognize it when you see it. You might recognize performers, actors and public speakers who seem to have it. Anthony Hopkins demonstrated it in Silence of the Lambs. Stage actors seem to develop it more than TV and movie actors. David Copperfield has it on TV and especially in his live performances. Madonna flaunts it in her shows.


How do you develop your stage presence?
I think that it is best not to pursue it directly. Instead build your stage presence as a byproduct of other elements. I also believe that there is not one formula for stage presence. Depending on the individual and circumstances you can achieve stage presence with a different set of elements than someone else.


What are the elements of stage presence?
Probably the most important element is that you appear to be in control - of yourself, your presentation and the room. The perception of being in control is made of up other elements: warm smile, purposeful and fluid movement and good posture. Notice that these are visual cues to your audience. Look like you are in control and your audience will believe that you are in control.

Your voice can contribute to your stage presence. You should be easy to be heard and understand. A slower speaking pace usually strengthens your stage presence. Silence in the form of well placed pauses builds presence. A conversational tone helps.

Thought-provoking words indicate your comfort with the topic and aids the perception of being in control.

Noticing the people and things in the room and using them to your advantage further builds your stage presence.


Stage Presence. The next time you see it make note of the techniques that contribute to it.


George Torok
PS: Tell me how this tip helps you.

PPS: Thanks for your comments and feedback.




Feedback

"I appreciate the simplicity and usefulness of these categories. It's a persuasive to informative continuum going from why to what to how. It makes it clearer what the primary objective of a particular speech needs to be without excluding the importance the informative element in a persuasive speech or vice versa."

Steve Kultala
Communication Training Consultants "Getting results every time you speak!"
www.powerfulpresenter.com


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Secrets of Power Presentations by Peter Urs Bender

Executive Speech Coach, Business presentation tips from George Torok, the Speech Coach for Executives.

From stuttering to speaker’s podium

Here's an inspirational story about an individual overcoming a severe stuttering challenge.

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From stuttering to speaker’s podium

Reported in The Oakville Beaver

Author Charles Marcus of Oakville stuttered so much growing up, he could barely utter a few words — sometimes not speaking at all for long periods.

Today he is a motivational speaker and will stand up before the Shaarei-Beth El Congregation of Oakville to speak about — what else? — overcoming life’s obstacles.

Marcus will make his appearance at 2 p. m. on Sunday, April 19.

The Oakville resident grew up in Manchester, England. He was shy and self-conscious.
Now, as a bestselling author on success, Marcus is a motivational speaker and seminar leader who has travelled across Canada, the U. S., even Europe and Asia. Australia is next on his agenda.

Marcus has more than realized his dream — pondered in long periods of silence — of not only speaking fluently, but doing so in public.

Read the rest of this article at the Oakville Beaver.

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Visit the website for Charles Marcus

Charles Marcus is speaking at the Stimulate Your Business Summit

Executive Speech Coach, Business presentation tips from George Torok, the Speech Coach for Executives.

Power Presentation Tips 19: Answer Three Questions

Power Presentation Tips 19

Answer three questions

Most presentations are intended to asnswer at least one of three questions.

Why?
What?
How?

Why
This is the most difficult type of presentation and the most important type for leadership and sales.
The purpose of the presentation is to make a change. The change might mean a new direction for the company, a new method or a new supplier.
As the presenter you need to address the "why" questions in the minds of your listeners.
Those questions might include:
Why should I care?
Why should I change?
Why should I trust you?
Your listeners might not see the need or want the change. They might not believe there is a problem. You need to be dramatic to catch their attention and convince them that they have a problem. The way to do this is with visual and emotional props and language.

What
Your audience knows they have a problem or need and you are offering a solution. A report is another type of "what" presentation.
The questions might be:
What choices do we have?
What are the features and benefits?
What happened?
This could be as simple as a waiter presenting a menu to diners.The people know they want to eat but have yet to decide on their selection. The waiter describes the choices and might even recommend favorites.
A certain amount of detail is required to differentiate the choices. The words and visuals should be precise, colorful and descriptive.

How
This type of presentation is most likely a training session. It could also be the briefing for a team about to execute a plan.
The questions might be:
How will this work?
How can we do that?
How can I improve results?
By definition lots of detail is required. This could be the most boring type of presentation or the most exciting depending on the combination of the mindset of your listeners and your presentation delivery.
You will have more success with this type of presentation by employing props, printed material and multimedia. Audience interaction is more important. Stimulate all the senses to clairify the details and make them stick.
Depending on the purpose of your presentation one question will tend to dominate the minds of your listeners. Of course, most presentations will include all three of these questions to some degree.

George Torok
Presentation Skills Coach

PS: tell me how this tip helps you.

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Do you speak in code?

Do You Speak in Code?
By Kelley Robertson

A few weeks ago the company responsible for our lawn care sent a quotation for the upcoming season's work. One level of program included the following: Beneficial nematodes in the spring and fall. Beneficial nematodes? What the heck is that? So, I called the company and asked them to tell me about that treatment and found out that it was grub control.

My immediate thought was, "Then why not say that?"

However, it is interesting how often this occurs in the sales process. Too many people use terminology, jargon, or phrases that mean absolutely nothing to their prospect or customer. In some cases, people will ask for clarification but why put them in this position?

Industry jargon or terminology should only be used when dealing with someone who understands and is familiar with it. And in most cases, it should be avoided altogether. The best sales people know how to clearly present their ideas and get their message across in simple terms.

What does this mean for you? During your next sales call or face-to-face meeting, make sure you speak the language of your customer and that you don't speak in code.

Have a productive and profitable week!

Kelley Robertson
59 Seconds to Sales Success
Fearless Selling

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Executive Speech Coach, Business presentation tips from George Torok, the Speech Coach for Executives.

Cliches suck

Cliches Suck

They suck the life out of your presentation. They sap the energy from your words. They sink your message.


If you are using these phrases - stop now.

Raise the bar
Level the playing field
The whole nine yards
Paradigm shift
Think outside the box
Yada, yada, yada
Kill two birds with one stone
Been there done that


Here are three sites with more cliches that you should avoid like the plague.

Cliches from the Garden

Cliche Finder

Cliche Site


Using cliches in your presentation demonstrates lack of original thinking. They bore your audience to tears because they've heard it a million times before.

George Torok
Executive Speech Coach
Presentation Skills Training



Executive Speech Coach, Business presentation tips from George Torok, the Speech Coach for Executives.

Power Presentations Tip 18: The Power of Three

Power Presentations Tip 18:

Harness the Power of Three


Three is the magic number for communicating.

When we hear a list of three things it resonates well in our brain. Like three legs of a stool there is synergistic strength in three of something.

• Bacon, lettuce and tomato
• Friends, Romans, countrymen
• On your mark, get set, go
  

There are three aspects to the number three that you can use in your presentations.

1. Digest information
To help people digest your information dice it into three groups. When you tell your listeners that there are three points they will not feel intimidated. And they can immediately create three "files" in their brain to store your information.

For example:
When you are explaining features of a product, group it into three categories.When you are outlining a plan or process, break it into three phases.When supporting a decision, give three reasons.

2. Remember information
To help people remember your key points give them three.
The easiest number to remember is one. That is why we tend to remember either the first or last name of a person we just met. The next easiest is three things. If you are introduced to a person with three names you will tend to remember the full three names better than just first and last name. It's hard to forget James Earl Jones.

3. Remember information better
To help people remember your key message, state it at least three times during your presentation.

The first time listeners hear your message it might be new and strange. By the third time they hear your message it starts to feel familiar. We remember best that which seems familiar. You can see this in action when you try to remember a name. You will probably repeat it to yourself a few times to burn it into your brain.

In giving presentations this is referred to as "the three tells". First you tell them what you are going to tell them. Then you tell them. Then you tell them what you told them.
Harness the power of three in your presentation. You'll present more like the Three Musketeers instead of the Three Stooges.

George Torok

PS: Tell me how this tip helps you.
PPS: Thanks for your comments and feedback.

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Feedback
"I thought this was an excellent group of tips! As a teacher of public speaking, I've seen how students need 3 or 4 particular bits of information on how to get started so that they will look and feel confident AND be effective. Your tips on 'Open with Pizzazzz' hit the mark!"

Professor Evangeline Mourelatos, The American College of Greece, Deree College

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