The “Selling Yourself” Handbook 181
scriptive words and the strong action words. The open face and
the gesture are the two techniques that make the most profound
difference in a speaker’s acceptance and enjoyment by an audi-
ence.
Be open, giving, warm, friendly, and loving
All the other suggestions are wrapped up into this one. When
you love your audience, the audience loves you back. That’s when
communication is at its purest and most perfect. The audience
concentrates exclusively on the message it’s getting. Again, remem-
ber the baby. It doesn’t understand your words, but your love sends
the signals that are perfect and the message is complete.
Speak in a quiet, conversational voice
This really takes work and concentration until it becomes a
habit. A loud voice is a turn-off. It’s only successful with young
people and their music. Otherwise, loud is offensive. Soft is sooth-
ing, comforting, and satisfying.
Pause
Trust your audience. They’ll wait for you if your pause is ef-
fective. It will even heighten their understanding of your message.
Don’t move your mouth until your mind is in high gear. The pause
gives you a chance to think clearly so that what you say will be the
best message you can deliver at that moment.
Think silently
Nothing is more frustrating...uh...than the...uh...person
who...uh...never gets to the...uh...end.
Stay calm and reasonable
Nothing is more embarrassing than being in the presence of
two people who are screaming at each other. Neither wins your
support or your sympathy. The one who appears to be reason-
able, sensible, trying to be reassuring usually wins. Let it be you.