The Winning Voice

Best in class communication techniques from Michael Kelly

BDMs – ‘If you’re not on fire . . .’

‘If you’re not on fire, you’ll lose to someone who is’.

Red and blue smoke

This quote – which you may have heard – comes from a great book, The Little Red Book of Selling, by Jeffrey Gitomer.

Consider this. How much fire – or in effect energy – you bring to your interactions, meetings and presentations? Energy, that is conveyed through your words, face and body language, voice and feeling tone.

Energy projection reduces the impact of foibles. I’ve seen BDMs who were rambling and unclear of their key messages, but their energy kept my attention.

The opposite of energy is lifelessness.

Recently, I had a phone conversation with a senior executive whose voice ‘depressed’ me with the first words he spoke.

Check out a Speed Review of Gitomer’s book.

Your CALL to action/HOW to apply for this post:

1. Consider how could you put more ‘fire’ into your interactions, meetings and presentations.

2. Search for a music that ‘fires you up’ and download it to your smart phone. Listen to the recording before a BD meeting.

One way I get fired up just before I enter a client or prospective interaction, is to select the song Wake me up’ by Avicii from my smart phone music library, and listen to it through my earbuds. This song infuses my being with instant energy.

p.s. Recently I watched a presentation by senior executive. The presentation reminded me of a fundamental difference between the best and worst presenters. Check out this post entitled Best versus Worst Presenters – Key Difference

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