Page 152 - How To Sell Yourself

Selling Yourself When Testifying 151
No one will ever know how many people guilty of heinous crimes have been set free because the jury liked them. Conversely, I’ll bet a lot of innocent people have been convicted because the jury thought they looked like criminals. But most juries, like most audiences, are not easily deceived. They believe what they hear if what they see makes it believable.
The open face, the genuine and appropriate gesture, and the warm, friendly voice are the weapons most likely to help you win a jury to your side. If you need a villain, let it be the opposing attorney.
Now that cameras have invaded courtrooms in most high- profile trials, we’re getting plenty of chances to see winners and losers up close and personal.
When you’re on the stand, take a short pause before answer- ing even the simplest question, and answer in a full sentence.
• “What is your name?” (Pause) “My name is....”
• “What is your address?”
(Pause) “I live at....”
• “How long have you lived there?”
(Pause) “I’ve been there since....”
Now the adversarial attorney has been put on notice. This witness will not be intimidated. This witness will not be tricked into blurting out answers. This witness knows what he’s doing.
Self-control
Appearing as a witness in a trial is obviously a stressful situa- tion. So, before you testify, use proper breathing techniques for relaxation and control. If you look nervous and apprehensive, it might easily be mistaken for dishonesty. Think about people that you’ve seen moistening their lips and shifting their eyes back and forth. They look intimidated and often seem to be groping for a way out or a dishonest answer.
Stick to the essentials
Three rules to follow during your testimony—answering only the question that has been asked.