Top Six Tips for Speaking to Sell

Recently my dear friend Bryn Johnson shared a wonderful gift with me.  She invited me to observe and share my feedback with a dozen entrepreneurs as they learned to speak to sell from the stage.  I felt myself stretching as I listened to their pitches, reflected on what worked and what didn’t, and considered how to apply lessons learned to my business and my clients.

Here’s a summary of my top six takeaways, with deep thanks to Bryn, David Neagle, Suzanne Evans and all the participants in the More Life Global Tour.

  • A nice way to introduce a guest speaker is to give highlights of her background, say “Get on your feet and welcome FirstName LastName!” and start applauding.  This magic combination seems to raise the energy in the room every time, even after lunch.
  • One of the worst things a speaker can do is to throw out her preparation at the last minute. When speaking to sell, stick to your story and strategy, even when you are scared.
  • As you speak — set up the pain, set up your solution, and make your offer – use stories to paint pictures in the minds of your audience.
  • Wear bright/light clothing against a dark background.  Ask the event organizer in advance for the background color behind the stage.
  • Assign a timekeeper to signal you from the back of the room.  It’s always better to go under-time than over-time.
  • As you craft your signature talk, know the 3-minute version of your story.  Then, in your mind, reframe your offer as a gift to the audience.  Remember, you have experienced your unique set of struggles and life lessons so that your audience can benefit!

Are you comfortable with the 3-minute version of your story?   This is my coaching sweet spot.  If you’re struggling to communicate your voice, brilliance and power, I’d be delighted to support you.

1 Comment

  1. Margelit Hoffman

    Is the 3-minute version instead of the 10–minute or the 1-minute? I love: "set up the pain, set up your solution." It's important to know what you actually solve, to know why people NEED what you do!
    Good takeaways in this one–thanks!