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.