Page 72 - How To Sell Yourself

Selling with the Right Signals 71
...or looking away.
percentage of acting is reacting. The same is true of communication. Much of being a good communica- tor is being a good listener. You’re sending signals even when you’re not speaking.
Think about the many head- table people you’ve watched in your lifetime who seem to ignore the keynote speaker.
Think about all the panel mem- bers you’ve seen who haven’t both- ered to look at the panelist who’s speaking and give the appearance they’re just bored with the whole thing.
We’ve all watched the vice president and Speaker of the House seemingly wishing they were some- where else during the State of the Union address.
When you’re not speaking, you’re still “on”
My point is that when you’re not speaking, you have to stay alert and look interested because the audi- ence may be looking at you. In fact, if you aren’t responding, you’ll probably be distracting the audi- ence. Your reactions must be genu- ine and appropriate, just like the smile and the gesture.
The only way to sit is to look in- terested with good posture and an open face.
Sitting in the audience at dinner meetings, I’m amazed at how many head-table people, often celebrities or business or political leaders will look at their watches, sip coffee, stare straight ahead, or even talk to each other while someone else is presenting.
The audience is being distracted and attention is literally be- ing stolen from the person they should be listening to.