I was going to continue the series regarding scripting and memorizing presentations, however, between the first two articles and all the back-and-forth in the comments sections…it seems as though all points on both sides have been made.

In my opinion, the best comment of all in explaining my thoughts (and which explained my thoughts better than I explained my thoughts) was offered by syndicated columnist and author, Lisa Earle McLeod. If you’re interested, her’s is the final comment before mine, which thanked her for her comment. Click here for article and scroll down through Comments Section.

I leave in just a bit for a program tomorrow in Houston, TX then back for the weekend, then gone all next week; two corporate events and one public event in Minneapolis, MN. I haven’t been good about posting on the road. Going to stretch myself a bit and change that.

When I get back I want to write a post regarding my “formerly” messy desk. After hearing me say I suffer from MDS (Messy Desk Syndrome) while she was interviewing me on her show, my dear friend, speaker, author and performance coach, Dr. Mollie Marti provided me a coaching session on how to overcome this problem which has plagued me for years (it is a weakness well worth overcoming).

So far, so good…and I plan to keep it that way.

Well, heading to Dunkin’ Donuts for my cup of coffee and then off to fly the friendly skies.  

Speak with you again soon. Meanwhile, make it a GRRREAT Day!

WOW – what a firestorm Part One ignited. You’ll recall I suggested that your presentation, whether to a large audience, a small group or a one-on-one sales presentation, should be memorized. Realizing that would bring up certain objections/questions, I alluded to those in the article with the hope I could get to them in due course. But responses were immediate and several left no doubt that the fears I mentioned might be a concern…were indeed a concern.

So, I’m having to “call an audible” here and assure everyone that having your presentation memorized does not mean that you:

1. Will sound like a robot; that people will know it’s memorized. Actually, just the opposite. When you realllly know it to the point it becomes part of you, you’ll be able to totally relax instead of worrying in the back of your mind that you might forget something important. And, it appears to your audience to be as natural as it now is.
2. Cannot interact with audience and/or respond to individual audience situations, questions, challenges. Again, the opposite is true. A (truly) memorized presentation allows you to focus on the audience instead of yourself  because you never have to worry about being thrown “off track.” It allows you flexibility.
3. Are phony. Again, when you realllly know your material you get to come from total authenticity, just as the  musician who has rehearsed for countless hours plays that instrument directly from his or her heart instead of having to consciously consider every note.

Memorizing your presentation does not constrict you; it frees you. There is freedom in knowing your material so well that you can test new material, answer questions, read your audience, have fun, relate, get thrown off by outside circumstances and be able to come right back to where you were. You are able to truly connect because you can now focus 100 percent on them and not on yourself and your presentation.

More than anything though, is (in my opinion), the following huge benefit: 

Because you know the material so well, rather than having to focus on yourself, you can focus on bringing ultimate value to your audience, whether large or small group, or the one person right in front of you who can most benefit from owning your product, service or the valuable ideas you desire to communicate.

 Does this make sense or are the same concerns still present? I truly want to know your thoughts.

Whether one speaks in front of a large audience, a small group or does the great majority of their presentations one-on-one, there are generally three presentation formats with which people are familiar; 1. Word-for-Word Memorized; 2. Following a general outline but mostly extemporaneous; 3. Totally off-the-cuff.

Which is best? I have my definite point of view I’d like to share with you, while answering a few concerns that some might have about this view.

My answer is that, other than in very special and unique circumstances, one’s presentation should absolutely be memorized. Yes, “word-for-word” including every pause and gesture.

“WHAT?” You might ask. “Wouldn’t you sound and look totally stiff and unnatural? Wouldn’t the presentation come across as contrived and phony? Shouldn’t you personalize it to those you’re addressing? Isn’t that an insult to your audience, that it’s not really you but instead you’re just an actor acting out a part?”

In the following segments, I’ll answer those very worthy questions, objections and concerns. Before that, however; I’d like to know what you think…and what you think my answers are going to be to the individual concerns mentioned above.

Okay, I’m going to say something that might sound like bragging, but it isn’t:

I do a really good impression/impersonation of Zig Ziglar.

Audiences see me do this at virtually every live program and they laugh, nod their head, and tell me afterwards how I “sound more like Zig than Zig himself.”

But, I’m not bragging.

The reason I’m able to do this is because – early in my sales career – while attending a Zig Ziglar live event I bought one of his six-cassette tape packages and listened to all of them again and again and again and…well, you get the picture. After a while, I could pretty much recite the entire program and sound like Zig while doing it.

One of his vignettes in particular was the answer to a huge challenge I had been facing during my sales presentations and ended up helping me serve a lot more people and, in the process, make a lot more money.

However, when utilizing Zig’s teaching during my actual sales presentations, I didn’t do my Zig impersonation. I didn’t sound like him, move like him or in any way try and “be” Zig Ziglar.

I utilized his amazing teaching. I even used many of his exact words and phrases. But I didn’t do it as a clone of Zig. I did it as me.

Had I tried to be Zig, I would have failed miserably. Why? Because I’m not Zig. I’m me. I also learned a ton from Tom Hopkins, author of the classic, How to Master the Art of Selling. I pretty much memorized his teachings word for word and utilized them the same way I utilized Zig’s. But I never tried to “be” Tom Hopkins. It wouldn’t have worked. After all, I’m not Tom, I’m just little ol’ me.

In The Go-Giver, John David Mann and I discuss The Fourth Law of Stratospheric Success, which says, “The most valuable gift you have to offer is yourself.”

Hence, the title of this article; Adapt…Don’t Adopt.

In other words, choose those from whom you wish to learn; whether it’s an overall system, a process, a skill set, etc. Then, adapt their teachings, implement their instruction, learn it to the point that it actually becomes a part of you. A part of you, but not actually you.

Adapt…don’t adopt.

My friend, Paul Myers, sales copywriter extraordinaire, offers this excellent piece of communication and persuasion advice, both for the written and spoken word. He says, “The purpose of grammar is to help ensure clarity of communication. If grammar gets in the way of getting your point across, toss the rulebook out the window.”

While that advice might make the skin of an English professor crawl (or, is it, make crawl the skin’ of an English professor?),  Myers’ suggestion is right on the mark. The first goal of the communicator (the positive persuader) is to be relatable to the other person. This establishes rapport. Only then can understanding occur and effective communication and/or persuasion take place.

My friend, Stephanie West Allen once sent me an email and, not wanting to end a sentence with a preposition (perish the thought!) :-) and having the excellent sense of humor she has, began with, “So Bob, to what are you up?”  Can you imagine actually asking someone that question, even though it’s more grammatically correct than, “What are you up to?”

The same rules apply for using really BIG words when easier-to-understand words will be…err, easier for the person to understand. And speaking technical jargon to one of the non-technical persuasion? Naw!

But, this article is really about communication and grammar. And, communicating your point in the easiest to understand and most persuasive way possible trumps correct grammar every time.

Don’t it?