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  • - Public speaking secret number four.

  • You want to get clear

  • about the outcome.

  • Say it with me.

  • Get clear

  • about the outcome.

  • I am shocked

  • how many times I see speakers,

  • they go on stage

  • without a clear purpose.

  • I don't know why they're there

  • and I'm not even sure they know

  • why they're there.

  • What's the outcome that you want?

  • Why are you taking up the time?

  • Because as a speaker you

  • have to think about this.

  • You don't want to waste people's time.

  • - [Desmond] No.

  • I don't want to waste people's time.

  • You don't want to waste people's time.

  • So when you have a hundred people

  • in the audience,

  • that's a hundred people's time.

  • So it's not just,

  • you speaking for one minute.

  • So let's say you're speaking

  • for one minute,

  • a hundred people,

  • that's a hundred minutes

  • of people's lives.

  • So then you wouldn't half ass it.

  • That's the way I see it.

  • Right.

  • You take responsibility

  • and say you wanna be good.

  • So what's the outcome

  • that you want to create?

  • So are you there to sell?

  • Are you there

  • to actually get a sale to close some kind of deal?

  • Are you there to sell?

  • Well don't lose sight of that.

  • You're not there to get applause.

  • You're not there

  • to show the world how smart you are.

  • You're there to get a sale,

  • to get a contract to get an agreement.

  • Right?

  • Then you sell.

  • Are you there to entertain?

  • If you're there to entertain

  • then just entertain,

  • have a good time.

  • Make sure the people have a good time.

  • You have a good time.

  • Right?

  • Are you there to inform?

  • Maybe it's in a corporate setting

  • that you want to inform your prospect

  • or your client

  • about certain things

  • or certain issues

  • or a trend is coming up.

  • By the end of the presentation

  • do they understand

  • what that thing is

  • and what do they need to do?

  • Right?

  • Or there's some kind of steps you need to take.

  • So are you there to inform?

  • Or are you there to motivate

  • and inspire?

  • Meaning that

  • how do you want them to feel

  • after your presentation?

  • Do they feel inspired

  • and can't wait to take action?

  • Kind of like Tony Robbins.

  • Or do they feel

  • well...

  • kind of same?

  • That, it's cool.

  • It's interesting story

  • but it just doesn't do anything for me.

  • Right?

  • So what is the outcome that you want?

  • Does this make sense?

  • Get clear about your outcome

  • And also means,

  • another way you look at it is,

  • in order to get clear

  • about your outcome

  • doing your homework ahead of time.

  • Who are you speaking to?

  • Do you know who you're speaking to?

  • Who is in the audience?

  • Are you speaking

  • to a group of...

  • entrepreneurs?

  • Are you speaking

  • to a group of just friends?

  • Right?

  • Are you speaking

  • to a group of kids?

  • You need to know like

  • who is your audience

  • and again,

  • what's the outcome you want to create?

  • Very, very critical.

  • Sometimes like I see speakers

  • where.

  • I've seen this before,

  • this is like the worst.

  • Let's say there are

  • a number of speakers.

  • The first speaker present.

  • He told some kind of jokes.

  • Second speaker came up.

  • - [Male In Blue Suit] He told the same joke?

  • - Same joke.

  • - [Male In Blue Suit] Oh man that's so bad.

  • - That is the worst

  • and then the second speaker wonder

  • how come nobody laughed?

  • It usually works

  • but how come nobody laughed?

  • Because of that.

  • Now if you're smart

  • you should be kind of paying attention

  • to the first speaker,

  • just whoever is speaking

  • before you,

  • what is going on

  • and you know.

  • Like okay

  • maybe then you can still change

  • and not use that joke

  • and use something else.

  • Right?

  • Can you sell

  • and inspire at the same time?

  • Okay some will sell before.

  • You will not be able

  • to sell without inspiring them.

  • In fact when it comes to closing

  • you are inspiring your audience

  • to take a new action.

  • So you will not be very effective at selling

  • from stage if you're not inspiring others.

  • Right?

  • So a little bit of both.

  • A little bit of both

  • and when you're presenting,

  • depends on the time you get,

  • less is more.

  • Less is more.

  • So if you've got a eight minute,

  • 10 minute time frame.

  • Right?

  • So make sure you

  • don't try to cram

  • too much in.

  • If you've only got like 10 minutes

  • just focus on 1 point.

  • If you've got like 30 minutes

  • maybe 2-3 points.

  • Don't try to jam like 30 points

  • or 10 points in like

  • a 30 minute time-frame.

  • Less is more.

  • Right?

  • It's not just

  • say hey,

  • you say this,

  • you say this,

  • you say this

  • and then the audience

  • gets overwhelmed.

  • - [Male In Blue Suit] Yes.

  • - Guess what?

  • When they're overwhelmed

  • they don't take action,

  • they are confused

  • and they tune out.

  • - [Male In Blue Suit] Yep.

  • - So just give them enough

  • but not too too much.

  • The reason you want

  • to give them too much.

  • Again it's focusing on what?

  • Yourself.

  • Because you want to sound intelligent,

  • you want to sound like

  • you know what you're talking about,

  • you want to sound like

  • you've done your homework.

  • So let me overwhelm you.

  • A perfect example.

  • Think back,

  • the professor you had

  • when you were in college.

  • He doesn't give a fuck.

  • Right?

  • He was just--

  • - [Male In Blue Suit] He was just

  • spouting out numbers.

  • - Just overwhelm you.

  • He doesn't care if you understand,

  • he doesn't care.

  • He just wants to

  • get through all that stuff.

  • - [Male In Blue Suit] Yep.

  • - Go through all that chapter

  • because that's what he's supposed to do.

  • But that's not a good teacher.

  • A good teacher would be like

  • hey slow down I wanna make sure

  • that you get what I'm talking about.

  • That's the difference right?

  • Remember that college professor?

  • Yeah.

  • That's a perfect example.

  • Try to cram too much in one session.

  • In one speech.

  • - [Male In Blue Suit] So Harvey was asking

  • what's the difference

  • between selling 1:1

  • versus selling one to many

  • or selling on stage?

  • I think that's a very advanced topic

  • to go into.

  • - It's such an advanced.

  • I'll give you a short answer okay?

  • It's first of all

  • it's a completely different skill.

  • Selling 1:1 you're

  • doing only maybe 20.

  • You're doing 20% of the talking.

  • Your prospect on the phone

  • or 1:1 is doing 80%.

  • You're asking questions

  • to lead them to a sale.

  • On stage you don't have that luxury

  • because you cannot get feedback

  • from the people one on one.

  • Thank you.

  • From one on one like this.

  • You just can't.

  • So completely different skill set.

  • It's like you ask me

  • about riding a bike

  • versus running a marathon.

  • Like they're like,

  • both kind of get you somewhere

  • but they're two completely different skill set.

  • Same thing with copyrighting.

  • Copyrighting,

  • closing,

  • selling from stage,

  • totally different skill sets.

  • All communication

  • but they're all very very different.

  • Very different.

- Public speaking secret number four.

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新人演講者犯的第一大錯誤 (The #1 Mistake New Speakers Make)

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    林宜悉 發佈於 2021 年 01 月 14 日
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