Would You Rather Jump Out of an Airplane Than Speak?

Did you know for some people the fear of speaking is so intense, they would rather jump out of an airplane than get up in front of a group of people to speak? May sound crazy but it’s true. Many people have some fear of speaking, even the rich and famous. It’s a well known fact that Barbra Streisand rarely sings to large audiences because of her fear. For some people the fear of speaking is so strong that, although they would like to speak, they back away from speaking opportunities.

I can remember when I was being trained as a workshop leader, the night before the training class I would lay awake anxious that I would make a fool of myself in front of the group. There were times I would say to myself, “This is not a good idea.” However, my desire to be a speaker was stronger than the fear and as I learned techniques, and practiced, my speaking skills greatly improved and the fear diminished.

There’s nothing wrong about being a little nervous before you speak. A little bit of adrenalin is good because it keeps you alert, focused, and energized as you speak. However, if you find your heart beating rapidly from nervousness and your hands sweaty, there are ways to calm your nerves.

Here are six tips to help you overcome the fear of speaking.

1. Do Your Homework. You can reduce your anxiety by thoroughly researching the topic, planning what you want to say, and rehearsing your speech several times over.
   
   
2. Write Out the Speech before You Rehearse. Write your speech in sufficient detail so that fear doesn’t slow you down. If that means writing out the entire speech, then write out the entire speech. As time goes on, try reducing the amount of support you give yourself, until you’re just using basic notes and can be conversational. Remember, the audience came to see you speak, not see you buried in your notes.
   
   
3. Prepare and Practice. Nothing is more important to your success than preparation. It will eliminate 80-90% of your nervousness if you’re well prepared. Make sure to rehearse the ideas in your presentation at least four times through. Also, practice it in the mirror. You want to see yourself speaking. You can also record it on tape, and listen to it as you drive.
   
   
4. Do a “Tech” Check. Beforehand, create a Checklist of the Logistics, Meeting Space, Materials, and Equipment Needs. Then arrive early enough to check out the equipment, the room temperature, the room layout, and generally get comfortable with your surroundings.
   
   
5. Know Your Audience. Your audience is the reason you’re there. They’re there to learn from you. Take the time to find out all you can about your audience. Who are they? Why are they there? What are their needs, interests, and concerns? Arrive early enough before your presentation, to meet some of the members of the audience. This will help alleviate some of your nervousness by meeting a few and introducing yourself to them. By meeting and chatting with a few of the people beforehand, you can seek those friendly faces out and direct your eye contact to them during your presentation.
   
   
6. Visualize Yourself Being Successful. Whenever you find yourself thinking about the event, create a scenario to which you return, again and again, seeing yourself succeeding brilliantly. Make it as specific as possible. You are the expert. There have been times before I speak, when I have thought to myself, “Will I do a good job?” ”Will they like me?” ”Will I make a difference?” If you’ve had similar thoughts, always remember you are the expert. No matter how nervous you feel, you still know more than your audience does. They’re there to learn from you. Reprogram those negative thoughts and create positive affirmations. Write it out and say it to yourself, “I will do a good job, “No matter what I may think, they will see me as the expert,” “They will like me.”
   

© 2009. All Rights Reserved. Reproduction in whole or in part without permission from Rochelle Togo-Figa, Professional Sales Coach, is prohibited.

If you would like to use this article on your website, or for your own ezine, not a problem; however, there’s one thing you MUST include: Rochelle Togo-Figa, The Sales Breakthrough Expert, is the creator of the Sales Breakthrough System™, a proven step-by-step sales process that will help you close more sales, sign on more clients and make more money with ease and velocity. To sign up for her free sales articles and teleclasses on closing more sales, visit www.SalesBreakthroughs.com.

Is Your Authenticity Shining Through?

Imagine you’re sitting across from the prospect, you’ve just presented your services and you’re unsure what to do next. You end up leaving the meeting not knowing what the next steps are. Sadly, you realize you spent more time during the meeting in your head wondering what to say than learning what’s important to the prospect. You leave discouraged and believe you don’t have what it takes to sell. If this has ever happened to you, you’re not alone.

Many people believe there’s a certain way they have to sell if they’re going to be successful. They’re stopped before they even get started because they believe they’re lacking a special style.

The truth is, we’ve been selling ourselves since we were very young. When you were in school and making new friends, you were selling yourself. When you were looking for a job, you were selling yourself. What helped you make new friends and get that job was your authentic style. It’s the same in business. What helps you close sales are the innate qualities you already have.

None of us was born to sell. Successful people learn sales skills and techniques that help close the sale. Most importantly, successful people work at creating the relationship with the client right from the start by being authentic.

The key to authentic selling is to sell from your heart. When you sell from your heart, you’re not following a canned script. Nor are you trying to copy anyone else’s style. You’re being genuinely interested in the other person by asking the right questions and listening keenly to what’s being said.

Have you ever noticed how much more you enjoy a conversation when you feel heard and listened to? Well, that’s what you’re doing when you’re authentically selling. You’re allowing the prospect to do most of the talking. When you follow these steps you’re creating a long-lasting relationship that leads to getting the business. You’re showing you want to learn as much as you can about him or her to see how you can help.

Most people buy based on the K-L-T Factor. They first want to get to know you, they need to like you, and then trust you. Once you establish the K-L-T Factor with prospects, they’re ready to listen to what you have to say. The business relationship begins when you relax and allow your authenticity to shine through.

I remember early in my career how inauthentic I was with people. I was more concerned about how I was doing than learning about the prospect. I covered up my insecurities well. To everyone I looked as if I had everything handled. The truth is, I didn’t—far from it.

The turning point came when I became seriously ill. My life came to a screeching halt. It was then I slowed down and took an honest look at myself. For the first time in my life, I let my guard down and became real. Instead of listening to myself, I started listening to others. Rather than pushing and forcing things to happen, I began to listen to people with a genuine interest in them.

I let go of being pushy and aggressive. And within a short time I noticed a lot more business started coming to me easily. The sense of urgency and intensity I used to display disappeared and I started having fun.

Start to look for yourself to see where in your life or your business you’re pushing too hard and trying to force things to happen. Write down the areas where you've been inauthentic and covering it up. How is this impacting your life and your business? What are you committed to changing? Once you begin to make these changes and apply them in your business and life, you’ll feel more confident and relaxed because you’re being authentic.

All you need is to be genuine. Clients will be attracted to you when you become more interested then interesting. You’re allowing your authenticity to shine through!

© 2009. All Rights Reserved. Reproduction in whole or in part without permission from Rochelle Togo-Figa, Professional Sales Coach, is prohibited.

If you would like to use this article on your website, or for your own ezine, not a problem; however, there’s one thing you MUST include: Rochelle Togo-Figa, The Sales Breakthrough Expert, is the creator of the Sales Breakthrough System™, a proven step-by-step sales process that will help you close more sales, sign on more clients and make more money with ease and velocity. To sign up for her free sales articles and teleclasses on closing more sales, visit www.SalesBreakthroughs.com.