Transcripts

Gary Hankins, author of the book, The Power Of The Pitch says people decide if they like you based on three things.

Number one, how you look, facial expression, eye contact, how you stand, how you sit, all these nonverbal gestures. You need to smile smiling says I like you.

Number two is how you sound.

And this is where it's crucial that you be upbeat, enthusiastic, passionate about what it is that you're speaking. Sometimes they may have given their presentations so many times that they now have lost the excitement and enthusiasm for it. You've got to be passionate, if you're not then the person or people that are listening to you are not going to get excited about the message.

And number three is the message.

The mistake that most people make is that they first talk about themselves. The prospect or the client doesn't really care about you. They care about one person or one organization that's themselves. So we first need to talk about them, essentially we're getting at what is their pain. Everybody has some pain that they need resolved. Think of yourself as the doctor, you're there to resolve the pain.

For transcripts visit our website somethingyoushouldknow.net I'm Mike Carruthers and that's Something You Should Know.