84 How to Sell Yourself
Yes, XYZ Corporation did meet the mandatory re-
quirements. Yes, their car had four wheels, an engine, and
a steering wheel, but it didn’t have windshield wipers and
the doors didn’t lock!”
You have more stories to share than you realize. It’s the sur-
est way to deliver a memorable speech.
An audience usually remembers well-told, relevant stories
about people similar to themselves, as long as the stories amplify
the point. Politicians are in love with stories about Lincoln,
Jefferson, and Kennedy. If they’re appropriate and told well, they
work. If they aren’t, they’re corny and they backfire.
Never make a speech again
Talk, converse, chat with a group of people. All spoken com-
munication should be rooted in conversation.
If you need a role model, try Winston Churchill. He can teach
you a lot about true eloquence.
We shall not flag or fail.
We shall go on to the end.
We shall fight in France.
We shall fight on the seas and oceans.
We shall fight with growing confidence and growing
strength in the air.
We shall defend our island whatever the cost may be.
We shall fight on the beaches.
We shall fight in the fields, and on the streets.
We shall fight in the hills.
We shall never surrender.
That’s the way to write a speech.
Clear.
Concise.
Conversational.
And remember: If you don’t have the time or knowledge to do
a decent job, don’t accept the speaking assignment.
If you agree to speak, prepare.
Your audience deserves your best shot.