Page 194 - How To Sell Yourself

Appendix 193
Lustberg on...
A checklist before testifying.
Remember your mission:
• Have you learned everything you can about your audience?
• Have you prepared two texts—one detailed, one abbreviated?
• Have you put into your own words any material from other experts?
Remember what’s expected of you:
• Make your points concisely and coherently.
• Be positive.
• Pay attention to protocol.
Remember persuasion:
• Your audience is divided into three groups: for you, against you, and undecided (talk to them).
• Do you know the issue?
• Do you know the other side’s position, arguments?
• Have you rehearsed your presentation?
Is your testimony:
• Simple?
• Well-organized?
• Well-constructed?
• Persuasive?
• Colorful?
• Brief?
• Well-documented?
• Logical?
• Positive?
• Quotable?
Remember basic testimony information:
• Your name, title, and affiliation.
• Your background (to establish credibility).