Like political maneuvering, the use of showmanship is worth little without the other attributes we discuss here. Good showmen who have negligible talent have made successes in business, but it is a precarious method to use exclusively. The ones who have made it have usually had at least the ability to surround themselves with excellent men.
Most aspects of showmanship are somewhat difficult to learn through books and especially after one has reached maturity. A person's upbringing and schooling affect his abilities in this area more than anything else. There are, however, some hints that can be followed to soften any rough edges and to make a generally better presentation. We will examine three areas of showmanship:
- Techniques of communication
- Poise and manners
- Salesmanship
1. Techniques of communication
I am going to give you what I regard as one of the really great rules of public speaking. It is a simple rule. It is easily applied. It fits every kind of speech and every occasion. It is not too much to say that if you will use it, you will have a deserved and lasting platform popularity. So now, here is this great rule: When you are about half through your talk - SIT DOWN. Percy H. Whiting
The longer I live, the more I have come to value the gift of eloquence. - George F. Hoar
This is not to say that tension does not play a useful role sometimes. It may serve a purpose in keeping a person on his toes. A man getting up to speak before a crowd may feel a great deal of tension and as a result of this deliver a better speech. Winston Churchill acknowledged that before every speech he felt nervous, ill at ease, and incapable of the job. This physical state undoubtedly accounted in part for his memorable delivery. - John D. Garwood
One of the best textile executives is known for his orderly conduct of business; the efficient, speedy way in which he dispatches his work. For any meeting in which he is to take part, he writes out questions he wishes to bring up. He outlines points he thinks worthwhile or subjects which should be discussed. When the time comes, he has that list at hand. At the meeting he strikes through each point or question after it has been completed. He uses his writing to make sure that nothing escapes him. When the meeting is over, his notes are scratched through and he knows that all points have been covered. - Richard P. Calhoon
A good speech should be a creative achievement, not a mere poppycock summary of what everyone else is saying... a good speech must have tone: the order and consistency of texture found in a work of art. Nothing in a speech is more important for success or failure than appropriate tone-what we writers call "felicity of phrasing." - Daniel Lynch
Of all the skills he needs, today's manager possesses least those of reading, writing, speaking and figuring… Improvement is not a matter of learning faster reading or public speaking. Managers have to learn to know language, to understand what words are and what they mean. - Peter F. Drucker
By the golden law of silence one man can command a regiment. Never answer a quick retort. The loss of a moment's temper will undo the up-buildings of months... In a dispute, consult the inner self, and never argue a point, but wait. The solution comes after a brief moment of silence. - Alwyn Thurber
The truth is that good preparation is eighty percent of good speech-making. If you are organized, know your subject, and are enthusiastic about it, you will find the rest taking care of itself. Before you are aware of it, you will be addressing your audience with the same ease and decisive ness as you would a staff meeting. - William C. Rolle, Jr.
2. Poise and Manners
Poise plays an important part in your ability to sell yourself. It comes from a perfect balance of confidence in what you are doing based on solid knowledge of the subject and-if not humbleness-graciousness.
Even when you are unsure of your subject, poise will give others the impression of knowledge. Learn to stand firmly; use your hands sparingly. When you talk to someone-and this is extremely important-look him straight in the eye. Study the other person as you speak and listen attentively when he answers. Don't interrupt him.
One of the easiest ways to help you gain poise is to dress well - that is, in keeping with the situation and with the people around you. In some rare business situations and if you are the type of person that needs to stand out, a contrast in clothing may be the right thing. But unless you are in one of the most artistic fields, unconventional clothing will hinder your progress. This is one area in which nearly all companies demand a certain degree of conformity. The important aspect in relation to poise is that you feel comfortable in your clothes. If you feel that you look sharp, your confidence will be immeasurably improved.
3. Salesmanship
Ideas to Remember
- Good showmanship, if not used exclusive of all other techniques, will aid your climb immeasurably.
- Be natural in your speech and writing.
- The first secret of effective speaking and writing is careful preparation.
- Take night courses in speech and writing if you have a serious problem.
- Be brief, clear, courteous, correct and complete.
- Learn to use a thesaurus, dictionary and grammar book.
- When you talk to someone, look him in the eye.
- Develop a balance between confidence and graciousness.
- Be polite.
- Develop a sense of proportion.
- Learn positive suggestion.
- Conviction, assurance and enthusiasm are the right selling approaches.
- Find unusual but appropriate methods of presentation.
