Public speaking tops list of fears

Milton: In order to help my business grow, I know it is very important to network. In some of these groups, I know I will be called on to give a 30 – 60 second commercial about my business. I have a terrible fear of public speaking. How can I overcome this? Norman

 

Norman, you are not alone. According to The Book of Lists, our #2 fear is death. Our #1 fear is public speaking.

Most people can overcome their fear of public speaking (or anything else for that matter) if they start to believe that they are successful and confident in whatever they are afraid of. My first suggestion is to take the time craft your 30-60 second speech so you are comfortable with it. It should be clear, concise and compelling. Focus on the results and value you provide for clients; not on your job title. It’s all about them. Choose your words carefully and practice it often. Having a memorable and dynamic message will make it easier for you to deliver it.

Second, visualization can be helpful. Begin to see yourself in your mind as a poised, calm and professional who enjoys delivering his “elevator speech”. See yourself in your mind as well-dressed, charismatic and genuine as you deliver your message to a room of easy-going, smiling and friendly people. Keep playing these images in your mind for 21 straight days; that’s how long it takes to break a habit.

Finally, begin to watch people who you admire as they deliver their “commercial.” Be aware of their vocal vitality (inflection, pacing, tone of voice) and how they carry themselves. Model success and stay calm!

The Corner Office

Do you know where your salespeople are during working hours?

With the end of the year close in sight, people are starting to consider their “down time” and new goals for 2010. That’s why I decided to organize a free seminar for business owners and executives who want to navigate their business – using the correct sales way. The first question I ask business owners and executives is, “Do you know where your Salespeople are during working hours?”

Many are embarrassed -- and that’s not good business. As a leader in sales, compare yourself to my checklist.

Do you:

• Develop goals & visions for salespeople? Without a written plan for each day, your team can quickly lose time and revenues. Time management skills and measurement tools are essential.
• Determine bonuses & rewards for accomplishments? The recession forced many businesses to cut commissions and perks. As the economy rebounds, consider new incentives to keep your team motivated.
• Utilize weekly report? This is a key communication tool that assesses schedules, prospecting, and “next steps.”
• Build a target list for potential new accounts? -Identify your ideal clients and know where they spend time. Your sales reps should be with them -networking, golfing, and at conferences. Know their Social Media “hangouts” too.
• Visit old accounts that have been lost? The Holidays are a great time to reconnect with former clients and prospects. Invite them for coffee; no hidden agendas.
• Spot travel with your salespeople? Keep an eye on their relationships, strategies and time. Know how they represent your firm.