Page 53 - How To Sell Yourself

52 How to Sell Yourself
conversational, “living room” voice, not your “professional,” “au-
thoritative,” “mature,” or “leadership” voice.
Get rid of the artificial person you think you’re supposed to be. Become the person you really are. This is about being yourself.
The real you.
When in doubt, speak even more quietly. You need only enough volume to be heard. Emphasis and energy should be added by using pitch and rate changes rather than by adding volume. Pitch and rate are the storytellers’ tools.
Once up on a tiii me.
Try saying these sentences without any expression:
• She’s a remarkable person.
• It was a delightful movie.
• He’s a dynamite speaker.
• You believe that liar?
• It was an overwhelming experience.
• He’s never done an honest day’s work in his life.
• Just who does she think she is?
Open up
Get the brows up. Gesture—illustrate with a hand—on the emphasis words. Make it meaningful by making it important. The pitch and rate should follow.
Say those sentences again. It makes a huge difference, doesn’t it? When you put it all together, it makes communication nothing less than a performing art. Not acting, mind you, but presenting yourself in a dynamic, interesting, attention-grabbing way.
When the mind, face, body, and voice are working together for the benefit of the audience, the end result is almost always likability, and likability wins.
It works. One of my clients brought me to her staff annually. When the training was over for the department heads, she invited the receptionists, secretaries, and all the people who were early phone contacts for callers or visitors. I would work with them for half an hour on the face and voice relationship and had them do