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the Voice of Leadership

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Do you ever wonder what makes any speaker-leader effective?

What makes her such that she stands taller and brighter than thousands of other speakers?

And, what makes her such that people do not just applaud her but stand up and shout, “Let’s march!” in response to her words?

When I was just but seven years old, my elder sister older to me by fifteen years, used to dress me up in a hand-me-down suit and necktie and send me off to pay a neighborly visit to our English-speaking’ family across our little house in Pune, India. The very large building across our house was full of Jewish families who had made India their home before the war. She used to tell me to play, spend time with Simon and Moshe, two boys who were just about my age then.

people stand up and respond with a “Let’s march to the sounds and dreams in her voice!”

 

“But Didee, I am scared! They are big. They look and speak so differently,” I would plead.

‘That is okay. They are kind people. They will not bite you!

But DIdee, I don’t speak good English. I am shy!

That’s okay, they will understand your not-so-good English. They might even like it.

But Didee, I went there just last Sunday. Why again?

Well, if you go often, you will pick up their ways faster,” she smiled.

So there I was every now and then popping in the lives of the Cohens across our house. Their home was way bigger than our home. It had a bedroom or two attached to the living room and kitchen. They’d let me in and I’d shyly walk in and plop myself at their dining table feeling lost in an alien land. Mrs. Cohen was kind. Simon, the elder kid was polite but Moshe, the five-year-old was a bit wild. Every now and then he’d walk up close and ‘boo’ me in my face.

After several such no-conversation visits, one day I think I asked for a glass of water. Or, maybe I said thank you very much. I do not remember what I said but Moshe screamed, “He speaks, he speaks, Raju speaks!” Then Simon and Moshe began to hope and dance around me excitedly and Mrs. Cohen smiled happily at me, I felt thrilled and like an idiot at the same time.

That, I believe today, was my very first public speaking experience. Ha!

Post that experience, I went on with my life in India and became an engineer at the age of twenty-three. Then a few years later, I left home and traveled the world doing business, raising kids of my own, and becoming a useful contributor in social and business circles until one day.

One day, at the age of forty-something, I headed a business organization in the Philippines, and at a conference; I had to introduce the chief guest, a presidential candidate in the Philippines at that time. I thought it would be easy. In fact, I thought it would be easy peasy, lemon squeezy but when I stepped up behind the lectern the heebie-jeebies hit me. I could not meet the eyes of the 300 odd people in front of me. I stuttered I blabbered, my mouth went dry and I made a total mess of the task. It was an absolute disaster. I was embarrassed that I wanted to bury my head into the ground and stay there for the rest of my living days. Also, that presidential candidate did not even come close to winning that election back in 1996 and I seriously suspect my introduction of him might have been the main cause for his failure.

Anyway, post that day I promised myself I will not such an incident ever occur again in my life. I promised myself that I will learn to face all kinds of audiences, I will learn to speak well in public and I will be able to speak upon different subjects with ease and élan. After that I immersed myself deeply into the paradigms and principles of public speaking and personal development. Over time my knowledge, skills, and confidence began to improve. Very soon instead of just learning it, I also began to coach others in the paradigms and practices of self-development.

Soon I acquired certificates, diplomas, and deeper knowledge of the principles. Over the last twenty years and more, I have run 1000s of workshops, delivered 100s of keynotes, and personally coached c-level executives across countries and cultures. And, it has been a long, happy, and very fulfilling journey in this profession that has gotten hold of my passion. The other day, an organization asked me to share my story and the things that I may have learned along the way. I have learned a lot and here are just three things that I believe make for a good speaker-leader. A ‘speaker-leader’ because I truly believe that the two are inseparable sisters, two sides of a coin which I like to call ‘the Voice of Leadership.’ Here are three little things believe will, eventually, help you find your leadership voice:

Come From Love:

Professional speakers across the world agree that the one thing that makes them be heard, be trusted, and be influential is when their audiences believe that the speaker-leader cares for their people. When leaders have care and respect for their people then connection, engagement, and influence become a cinch.

Every time I have stepped up on the stage, whether it be at the end of a table or behind a lectern, I performed well, I created tons of value when I cared for and respected the audience. Every time I forgot this fact and became excessively self-centered, I hardly delivered any value.

The practice I follow is that on event morning I spend some time meditating and reminding myself that my core objective is to care, respect, and serve. Then, several times before stepping up to the lectern, I remind myself that my core objective is to care, respect, and create value. This habit never fails to create magic.

When you come from love then your leadership voice becomes that of compassion and empathy. People sense and love that and respond positively.

Stand Up Speak Up:

This is about being authentic and true to your feelings and beliefs. It is also about being cognizant not just of the content but also the context of conversations. It is being brave and vulnerable at the same

Many years ago, at another presidential conference, the president of the country was late in coming. So to fill up time and entertain the people in the halls the organizers requested one of the local, popular singers to fill up the airtime. After belting out a few songs, she resorted to calling people up on stage to sing with her. One of her victims was an expatriate to the country who did not know the language or the local culture. Soon through her jokes, she turned him into a laughing stock.

He had no idea what was going on. I understood what was going and I felt bad for him. I turned to a few people in the room and said we should call this out but they just shrugged and asked me to let it pass. I was annoyed, almost angry, and wanted to call out the entertainer for her actions but I did not. I stayed glued to my seat as if my body were filled with cold lead. The moment passed but the ugly feeling it left inside me did not move on.

Post that moment, I began to perceive both the entertainer woman perpetrator and the expatriate victim with kindness and mercy. I figured that because of her lack of cultural sensitivity and lack of political correctness she knew not what she was doing. The expatriate person knew not what was going on. I was the one who could have stood up and spoken up. Since then, to redeem myself, I have not just sharpened my own sense of cultural sensitivities but also coached hundreds of senior executives across cultures to stand up and speak up sensitively and with respect for diversity.

When you make efforts to stand up and speak up in challenging and sensitive circumstances with the right choice of words and demeanor, you begin to exercise your voice of courage and authenticity. People respect that and turn towards you for guidance and direction.

Get Into the Pit Often:

All kinds of talent need nurturing and care. That is why dancers dance, singers sing and writers write with consistency and as a discipline.

For enhancing your communication, skills take and accept every opportunity to present at, to host or to facilitate meetings. Professional speakers will tell you that scores of times they will take up non-paid speaking assignments to keep their skills honed. Those that want to hone their leadership skills will tell you that they will take up responsibilities and risks to be on top of their game.

With repetitive practice and experience, you reach a point where you no longer need to think about what you are doing. You become competent without the significant effort that characterizes the state of conscious competence.

Thus, the way to get into the pit often to seek opportunities where you can get to speak or take charge of an assignment or a project to lead. As and when you have these opportunities make a sincere effort to place your best foot forward, learn, and grow with your successes and from failures. Over time, you will see that your success to failure ratio improves.

When you make getting into the pit often a discipline then your discipline pays off and your voice, over time, becomes known as the voice of wisdom and experience.

Living out and putting these, habits will work at cleansing and strengthening your value systems. You will learn to become more and more authentic in your ways. You will learn to choose, form, and express your thoughts in such that people will easily connect, engage and be influenced by you. When your competencies enhance you will recognize that you think, speak and act from a place that is true and strong for you. You will speak and act in such a way that people will not just stand up and applaud for you but will people stand up and respond with a “Let’s march to the dreams and the sounds her voice!””

Decades ago, my elder sister, Didee was on the right track when she used to run me off in an ill-fitting suit and a necktie to our English-speaking neighbors saying they will be nice, they will accept me as I am and over time I will transform into a better version of myself.

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Love and Leadership

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A few years ago, at a convention of the Asian Professional Speakers Singapore, the usual topic of what makes a good speaker great came up. And, as usual, words like integrity, service-orientation, professionalism, value-creation, mastery of the craft, etc. were thrown into the discussion.

Love and Leadership

Then out of nowhere a small voice, like from under the table, says “to be able to deliver a really good keynote, one must love the audience.”

And, bang, every other word that was dumped onto the table gets withdrawn back and people go, “Yeah, that’s right. We ought to love the audience, the people we talk to!” “Yep,” adds another, “when we love them then we feel comfortable with them, they feel good in our presence and the creative energy goes aflame!” “We get into the zone, into the flow,” adds the original, small voice happily, still as if coming from under the table.

Over the years, and across the thousands of times I have spoken to an audience large and small, I bring the memory of that conversation with my friends at the APSS to the desktop of my mind every time someone hands me a microphone. “Love the audience, the people Raju,” I say to myself several times over. As many times, I look up, look at the audience make eye contact and connect with someone a smile crinkles my eyes and he or she smiles back. It feels good. It softens me. It eases my spirit, caresses my ego, and, in the bargain, allays all anxiety. As I take the steps up towards the lectern or the red circle, a desire to serve, to be open, to become vulnerable engulfs me. I feel light and happy and empowered all at the same time. The neuroscientists will claim I feel loved, thus a rush of the dope, oxytocin floods my brain cells that is why I feel light, happy and empowered.

When I feel that way with the microphone in my hand on stage, my words, my voice, my gestures, my eyes, my larger bodily movements spark of the same sensations through and across everyone who can hear, see and sense me. The neuroscientists will claim that those are mirror neurons reflecting and mimicking the activities in my neural networks.

I do not care what the neuroscientists say but I am feeling good. I feel, light, happy and powerful. My people, who I love, feel light, happy, and empowered. It becomes a dance. It stays a dance of learning, co-creating, and growing.

This is not true just for people who grab a microphone, step up on stage and make the audience sway to their words. This is true for any individual who wants to serve, lead, and change the world. To connect, engage and influence our worlds we ought to truly care for our worlds, our people. The deepest of our intentions then works for the benefits and betterment of others. Call it to care, call it empathy or call it compassion, it really is love in its agape form.

Most all the time the people we want to connect, engage and influence is usually looking and sensing behind and beyond our appearances, our communication, and our behaviors. They are, usually, looking behind and beyond our skills, our abilities; they are looking at our intentions, our deepest desires towards them and their worlds. Once they hear, see and sense benevolence and good intentions then they not just simply sway with us but begin to march towards a brighter future.

You may have heard this from Mary Lou Angelou many times before and it makes for precision when it comes to public speaking and love. It makes for massive sense when it comes to leadership and love. Here it is, “People will forget what you said, people will forget what you did, but people will never forget how you made them feel.”

Beyond your words and well-manicured behaviors, people will always see and sense what exactly is going on in the deepest parts of your heart for them. When they are convinced that what is cooking in the heart-pot of yours they will lick their lips, raise their faces up into the air, and love you back for loving them truly and loving them right.

So on this day of love and love-giving, take a moment to reflect upon what are you trying to change around you and among your networks. Are you changing it out of the true and deep love for the recipients of that change?

Reflect deeply and truly and if the answer from within you is a resounding yes then go, grab that microphone, step up on that lectern, look the ZOOM camera in the eye and state your case. When your case is loaded with love, you shall shine, you shall lead and you shall change your world.

On February 24, inspired by my book-the HeART of Public Speaking, I am running an open to the public webinar on how to connect, engage and influence your world on virtual platforms like ZOOM. Send me a message and I will send you a free invitation.

Live well, love much, and laugh often even if your voice sounds as if it is always emerging from under a table.

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Make Them March

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I have, forever, been in love with this quote “When Cicero speaks, the world marvels. When Demosthenes speaks, the world marches!”

The source and origins of this quote is unknown to me. It could be Plutarch or it could have been former Prime Minister Gordon Brown of United Kingdom. What I know is that I relate to it powerfully, and I like to make everything I put out into the world about leadership communications or influence, align with the essence and the power that is in this quote.

For me, it consolidates and catapults what throbs inside my HeART whenever I deliver keynote addresses. Every time I speak, I strive to churn out massive, constructive and positive action more than I try to impress people with my words and language.

You say, “Ok, Raju, I get it. I see what you say but as a leader-speaker how do I go about having it?”

Make Them March

Here are three powerful insights:

Love Your People

Your audience can, first, be you yourself. Appreciate yourself and when you talk to yourself, as we all do. Speak to yourself with kindness, with nurture and with the purpose of boosting rather than sabotaging your self-worth.

On the other hand your audience can be a real audience of one, as in a coaching conversation, or an audience of a 1,000 at a conference. Apply the same principle of appreciation. Appreciate who they are, appreciate whatever background they hail from and respect whatever future they are seeking. “When you change the way you look at people, the people you look at change,” claims Wayne Dyer.

Be Authentic & Congruent

What the heck does that mean? Very simple! If, inside of you, you want to achieve one goal but, outside of you, you are promoting another then you are not being congruent. There is discord and dissonance in your professing and in your behavior. As and when that happens, then, my friends, something is bound to give, to shatter. That something could, first, be you and then your audience and, eventually, your whole world.

Thus, get totally and intrinsically clear about what EXACTLY do you want. No “ifs” and “buts” about it. After that go ahead and figure out what is that you have to say and do, to get what you want.  After that it’ll be a cinch to create value and meaning for your audience and your world.

Give Them Time

To pause in life is to appreciate the gift of life. To pause while speaking is gifting your audience to appreciate what you are sharing with them. They need a little time to absorb and savor it. Time and tide don’t wait for anyone but when a leader pauses for his people to catch up he displays power, presence and true pizzazz.

While speaking on stage, pause before you begin speaking. Pause after you have begun the speech. Pause in the middle, pause at commas, pause at periods and pause after you throw out a question. Pause and slow down when you are shifting topics as you do when shifting gears in a car. Pause like Al Pacino, pause like Anthony Hopkins and, definitely and truly pause like Demosthenes might have done when he had people marching for him instead of just marveling at his speech. Thus, pause while speaking to make them march.

Raju Mandhyan

www.mandhyan.com

 

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The One, Most Important Thing in Public Speaking

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It did not take me long to think about when I was asked the question, “What is that one, most thing about succeeding at public speaking?”

Well, some people call it the fear of public speaking and the naturally shy people call it nervousness. My choice of the word to represent this malady is anxiety? Most people, whether they are the front-liners or the head honchos of an organization, they are all anxious about having to face an audience.

So, before we go into how to manage it and succeed at the interaction let us consider the source of this anxiety and the cause of this malady.

In my opinion this anxiety is generated from two aspects, two sources.  First, it is generated by the fact that the speaker thinks that the audience may be too good for her. That means, they may be too knowledgeable, way too intelligent and way to classy for her. And, that they may perceive her wrongly and may judge her too harshly. The second source to this is that the speaker may feel that he is too classy, much too knowledgeable and much too advanced for the audience he is to address.

Both these extremes rise from the dimension of a misplaced self-image, a warped self-esteem or the manifestation of a false ego, if I may. This internal misperception and an external behavior that makes an effort to put on a show create a discord, a dissonance and a lack of congruence in the speaker. That lack of congruence is seen and sensed by the audience and thus, they too tune out. When they tune out, the speaker and his performance come crashing down too. This does not just happen on the speaking stage but also occurs on all leadership platforms. Scroll down the history of the world and you will see that leaders came crashing down, when they did not say or do what they meant or meant to do what they had said they would.

How do you manage to survive and thrive through this?

As a speaker just before you speak and throughout speaking you need to be stepping out of your own skin and stay vulnerable. You need to stop excessively focusing upon how good you look or not; how well you speak or not and how perfectly placed your content is for the event and the customer- audience. Your heart, your mind and, sometimes, even your smartphone needs to just living and breathing in kindness and a deep desire for creating value for the audience. To make the customer king, while speaking is to get out of your own way; get out of your own skin.

How is this done?

Considering that you have done all the homework you need to have done before the speaking event, you need to calm down. You need to let go all concerns of not doing a good job. You need, also, let go of the entire negative and excessively brittle and moral self-talk. You need to deflate. You need to bring your attention to how you are breathing. When your breathing stops sounding and feeling like you were pumping iron or when you choked your breath upon the sight of a dog that you were scared. Your breathing needs to even down to like that of a baby at sleep. It needs to go easy in, easy out and through the diaphragm. Rhythmic and calm with your shoulders, eyes and tongue as relaxed as possible.

The moment you deflate, ground and calm down then your attention will stop obsessing with yourself and move towards being present and conscious of your audience’s space, their current state and then their learning needs. It is then that you can and will begin to shine as a speaker, a great communicator and a leader that inspires and makes her world evolve beautifully. At this stage your interaction with your audience becomes a dance of love, of engagement and co-creation.

That which works in public speaking, works in running fruitful meetings. That which works in public speaking works in bringing the best out of others. That which works in public speaking, works in leading your world a brighter tomorrow. This is the one, most important thing in most everything in life; being in the here and now and then taking the world into their future with humility and with compassion.

Attend the one day workshop of The HeART of Public Speaking in Cebu on September 24, 2019. Register Here:

 

 

 

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Our Words Influence Our Worlds

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There are many titles and versions of this fable and the author also is unknown. Inspired by the paradigms of Appreciative Inquiry, a research and a process facilitation method, let’s call this version as, ’Our Words Influence Our Worlds.’

Decades ago, an aged father used to let his ten year old son do some chores around their farm on weekends to keep him away from mischief, and hopefully impart some values into the boy. Much like Mr. Miyagi, the father would have the boy go draw water from the well all day long on one weekend. On another weekend, he would have him go paint the whole fence around the house. And, then there weekends where he would have the boy milk a dozen cows at dawn. The boy, as you may have guessed, needed to be kept busy to prevent him from his mischief and also the fact that he was quick to anger.

One such weekend, the father handed him a bag of nails and hammer and asked the boy to go and hammer all the nails into a large oak tree at the outskirts of their farm. The boy, though a little pesky, was quite obedient.  A few hours later he rushes back to his father claiming the job was done. The father lets him dip into the cookie bar as a reward and allows him go play with his pals.

Come the following weekend, the little boy shows up again in front of the father asking for his assignment for this weekend. The father hands him the empty bag of nails and the same hammer from last week and has him go back to the oak tree and pull out all the nails he had hammered last week. The boy goes off, and in few hours rushes back with all the nails and hands them to his father. His father, this time, flips him a silver dollar as a reward and lets him go play with his pals again. Boy flies off to meet his pals, but halfway to them he stops, turns around to runs back to his father.

“I don’t get it, Father. Last week you had me hammer them’ nails in the tree and this week you had me pull them out. What’s the deal here?”

“Son, if you go back to the tree, you will notice that even though the nails are back in the bag and you have had your cookies and a dollar to boot, but the nail holes in that oak tree will be there forever,” replied the father gently and with love in his eyes. The son, though young, but quick of learning, stood there quietly basking in the warmth of his father’s gentle glance. “The same bunch of nails that can uselessly pierce holes into wood can also build a boat or a bridge. And, in exactly the same our words can draw blood or express kindness and build relationships and communities” added the father, lovingly.

Yes, just like nails, words can draw blood or bring together ideas such that new worlds get built. Words, once uttered out can never be drawn back just like a nails hammered in then pulled out will always leave marks.  Many a times, mindlessly, we pour out words that cut holes into the hearts and spirits. And, there are times that we do such things on purpose.

Whether we do such things consciously or unconsciously the real issue is that the damage we do has a, long-term, systemic effect not just on individuals but on communities, countries and beyond.

What makes a word or a bunch of words put together draw blood or heal wounds? What makes a word or a bunch of words seal the deals to a bigger, brighter future?

There are certain words which are in essence toxic and harmful. No matter where and how you place them, these words are in bad taste and harmful. For example the word ‘hate’ instead of ‘love.’ For example the word ‘problem’ compared to the word ‘challenge.’  When we say ‘problem’ it then it requires digging down, holding back things and worry about resolving. Instead, when we use the word ‘challenge’ then it sounds like something that can be overcome and it has a tinge of possibility and potential built in into it. At the onset it may seem there is barely any difference but think of scores of other such words used in conversations and used in abundance too.

Next, we may use essentially positive words but if they are morphed together in such a way that they influence doubt or mislead people then, too, we are using words not build but to destroy our world. Words and ideas that deliberately employed at the wrong, time and place to distort context are equally harmful.

Then there are words and thoughts that are perfect but the hue and the tone that they are expressed in can give an evil twist to them and deliver disastrous results.  Yes, the words ‘evil twist’ and ‘disastrous’ are words we should refrain from using as far as possible.

And, “Yes, you are right!” said with a sneer and curl of the mouth can still cut and draw blood like a rusted knife would. Even the ‘three little words’ expressed at the wrong time, in a wrong way and with a mean intention create more harm than good.

Think about this. Think about all the times we use all the kinds of word to write, speak or influence our worlds. Choose and study them the way a good mason picks, chooses his bricks and cements them on top of each other with alignment; with care and love. The more cautious and selective we are with every grain, every brick and every wall we build then the better and more beautiful our cathedrals will turn out to be.  Our words will influence our worlds.

Raju Mandhyan

www.mandhyan.com

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Eleven Audience Energizers for Public Speaking

Thousands of executives across the world strive to get a large audience moving, talking, laughing and learning is like King Sisyphus wanting to roll up a rock onto a hill. It is hard, it is tough and like the proverbial rock, the audience can come tumbling down. Yet, there are many who appear to have been born with the abilities to rouse up audiences and work the room naturally. The truth be told no matter how skilled and natural certain speakers appear, they all drill themselves mad through scores of techniques and tricks to rack up engagement and learning transfer.

This is not to downplay authenticity of intentions, quality of content and meaningfulness of purpose in public speaking, but to highlight the fact that the best of intentions and purposes need to be packaged prettily and brandished with fun.

To back up an article, Large Crowd Energizing Techniques, that I wrote a few years ago, here are eleven more easy ideas we can use. Besides the science that is explained in the aforementioned article the simple reason behind energizing our audiences is that every speech, every presentation and every conversation is an exchange and play of energy. When the speaker steps up to the lectern all eyes are on her and, thus, so is all the energy upon her. Call it the burden of leadership at that moment. Now when a speaker begins to dialogue or engage with the audience the energy begins to churn constructively.

To unburden and then brace your-self to rock and roll, here are eleven ideas:

  1. Ask a few positive closed questions with good chances of ‘yes’ as an answer. Keep these questions closed, short and simple. Like, “all feeling good?” “Looking forward to a fun day?” “Feel this quarter is going to be a better than the last one?” Manage to keep this activity less than 90 seconds.
  2. Ask them to talk to the person next to them and share, for less than 60 seconds each, “how they started their day this morning?” While they are at it, take a sip of water, check your clicker and slides and manage to keep the whole thing less than three minutes.
  3. Ask them simply to stand up, stretch and greet and welcome a few people they haven’t yet met. The hustle, the bustle and the smiles will unburden the energy off your shoulders and churn it around the room. Keep this activity also under three minutes for larger crowds and short keynotes, but allow five to seven minutes for smaller training sessions.
  4. If you are conversant with mindfulness meditations then have them sit up, sit silent, close eyes, focus upon their in and out breathes while thinking about how they want their day to turn out. Give them a minute of silence. Have them open their eyes and share their thoughts with the person next to them. Keep the whole activity down to less than three minutes. It is called a ‘minute to arrive.’ A minute to let their awareness and focus blend in and settle into their bodies.
  5. If there is paper and pencil available, have them caricature a self-image and add an event expectation. Something like, “today, Joseph the accountant, wants to learn how to authentically influence others.” This will generate laughter, relax and cue you into your topic of the day, ‘Authentic Leadership Influence’ or whatever. Manage to wrap this up, also, in less than five minutes.
  6. Flash a sensational statistic, a report or a headline on the screens and pause for them to grapple with it for a ten to fifteen seconds. An example: An average person spends One Hundred and Twenty Minutes, or better still, Seven Thousand Breaths a Day, on social media. That is like taking a shower twenty times in a day! And, when the surprise and murmuring tones down you can plunge into your talk.
  7. Flash a very rare and unique photograph that has some sort of relevancy to the audience or to the subject matter at hand. The picture can also be of incident that you will tell a story about during your presentation. Make sure the picture is not unpleasant, is easy to recognize and recall but carries meaning and purpose to the topic at hand. A good and a relevant picture works like a good prop. It takes the eyes away from you and directs them onto the picture. Thus, it moves the energy around.
  8. Display a real prop, a model or a gadget. Years ago, a motivational speaker friend of mine, Harry Pound, used to carry an old-fashioned, hand-operated water pump in the back of his car. At every speaking opportunity he’d place it on stage and mime pumping it while explaining that water, results only flow when effort is consistently made. Effort and hard work in, results and water out. The physical activity takes away attention and helps you, the speaker, get over herself and become one with the audience and vice versa.
  9. Employ gentle and benign humor. The powerful science behind humor is that the speaker has to herself the target of the joke. She has to belittle and humble herself, this deflates self-consciousness and endears the audience to the speaker. Refrain from trying complex humor. Keep it simple and light. Manage proper timing between setup and punch. Make an effort to relate it to the event. Years ago, I was to greet a guest speaker at the gates of a hotel and then escort him in and introduce him to the audience. Somehow I missed him at the gate and he was already on stage. At his introduction, I claimed that I was so dense that I’d never get a job in the immigration services. That earned me a lot of laughs because our guest was the then commissioner of immigration in the country.
  10. Tell an analogical story that somehow relates to the subject at hand. A friend of mine tells a story about how tigers when cornered fight back ten times more ferociously than normal. He takes his time in describing the mindset and the fighting nuances of a tiger. He then goes on to add how his sales and marketing teams work with ferocity during bad times. Spend just a few minutes painting a word picture of a cornered tiger. During the rest of your talk, compare how cornered tiger-like traits are found in salespeople. Spend three to paint the word picture and throughout your speech make a call back to it, like “rise and roar like a tiger!” It acts like a non-tangible prop and keeps your audience hooked for good.
  11. Tell a story which kind of spins off into a question. Years ago, I made up a fictional story of a farmer who digs for oil and fails several times and then eventually succeeds. At the near end of the story I ask the audience why he fails so many times, and where was the wealth during all those times. While they ponder upon possible answers, I deliver my message about discovering strengths and at the end of it give out the correct answer to the story. A roar goes through the audience because they then see the connection between the story and my presentation.

Understand this, the sight of any audience can give the heebie-jeebies to the best of us on stage. Lawrence Olivier, Meryl Streep and Amitabh Bachchan all claim rights to stage fright. Winston Churchill would claim to have bats in his belfry before any talk. To get nervous is normal. To be in awe of the energy pulsating from crowds is also normal. There are across the world scores of speakers who know how to motivate large groups by using the energy that emanates out of crowds.

Some methods work and some fail. There is no silver bullet solution to this malady and there is no such thing as the perfect and ultimate formula for success in delivering keynotes. The ones that you, sometimes, see and hear have been well planned, well-rehearsed and choreographed such that they appear as extremely natural. Only after a lot of practice will you become unconsciously competent with the sciences audience engagement and motivation. Even then you will always be striving for perfection but never reach it. Nobody has reached it. No, not even Socrates, Demosthenes, Twain, Churchill, Roosevelt, Gandhi, Mandela, Obama or Trump. They have just done well with what they had, and then created their own styles.

Study all the flavors, try the ones you like often and mix your very own cocktails. Just remember to be kind, courteous, compassionate and refrain from laughing at your own jokes.

Raju Mandhyan

www.mandhyan.com

Raju Mandhyan

www.mandhyan.com

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The HeART of Public Speaking

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MANY A TIMES in my workshops on public speaking, sales, negotiations and other soft skills, I have stressed the importance of acutely aligning our internal resources like our mood, our state of mind and most importantly our authentic agenda behind the conversation.

I have also stressed, referring to the 55+38+7 percentage rule of Dr. Albert Mehrebian which highlights the impact of body language, nonverbal behavior and words used in our conversations.. The 55+38+7 percentage rule on impact and effectiveness states that of a 100% impact upon our listeners, 7% comes from words, 35% from tonality and other nonverbal behavior and 55% from our bodily movements and total presence.

Now this is only partially understood by many and completely misinterpreted by many a trainer and coach of interpersonal communications. When Dr. Mehrebian, originally, conducted studies on communication patterns the results of the studies were widely circulated in the press, in abbreviated form, leading to blithe acceptance and generalization of his thesis.

Think, Edit, Speak!

Dr. Mehrabian’s research was to decipher the relative impact of facial expressions and spoken words. His subjects were asked to listen to a recording of a voice saying the single word “maybe” in three tonalities, to convey liking, disliking and neutrality. The subjects were then shown pictures of the faces conveying the same three emotions. Then subjects were asked to guess the emotions portrayed by the recorded voice, the pictures and both combined. The subjects’ assessment of the picture plus voice drew more accurate responses.

In another study, subjects listened to nine recorded words, three meant to convey liking (honey, dear and thanks), three to convey neutrality (maybe, really and oh) and three to convey disliking (don’t, brute and terrible). The words were spoken with varying tonalities and subjects were asked to guess the emotions behind the spoken words. The finding was that tone created more impact and meaning than words alone.

Thus the 55+38+7 rule was born and has been promoted around for years and decades across disciplines and other learning interaction. Years later, Dr. Mehrebian declared he never intended his results to be applied to everyday conversations and public speakers cannot just depend on 55+38% impact alone. The truth is that the spoken word has several intangible components and a flat out application or the assumption of this rule would be a fallacy. All interactions must equally depend on the three factors, i.e., body, nonverbal and the words. The percentages of each may resemble the rule for 100% impact but in reality will vary upon depending on the medium and the context.

What true and heavy impact will really depend upon is the clarity, the purpose and the authentic agenda of the speaker. Through the filters of the body, the tonality, the gestures, the micro-gestures and flowery language what are truly seen, heard and sensed well are the purpose and the agenda of the speaker. Getting an alignment and agreement between what we truly want, feel and need helps make the outward expression of it more viable, acceptable and impact heavy. Alignment of our internal resources: spiritual, emotional, intellectual and physical is guaranteed to create resonance and consensus easily.

In public speaking this is the heart of it. When any speaker or business leader manages to dive deep into her own self and surfaces with valuable insights and resources that will serve and please her audience then she just doesn’t communicate effectively but evokes great emotions and drives transformations. Back in the day, they used to say that when Socrates spoke people claimed “great speech, great speech!” and when Demosthenes spoke people used to get on their feet and claim “let’s march!”

In today’s milieu people experience anxiety, doubt and fear when it comes to facing large audience because we feel we will be judged and truly so. Yes, we will be judged by several pairs of eyes and ears. These eyes and ears and other senses will zero in and probe into what exactly you wish to achieve as speaker and a leader. If you wish to benefit and authentically serve your audiences then most all anxiety, doubt and fear will fizzle away because your heart and mind will move away from being self-focused and more into serving the gift of your knowledge and wisdom to others. The heart of public speaking, as a leader, may be yours but it beats because of your audiences and your world.

#publicspeaking #authenticity #leadership #influence #authenticinfluence

Raju Mandhyan

Author, Coach and Facilitator

www.mandhyan.com

 

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Authenticity and Influence in Sales

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The other day at a business gathering someone asked me, “Raju, what, according to you, has changed in sales and selling over the decades?” Slightly offended by the inclusion of the word decades in the question I quickly brushed it aside by saying “nothing has changed” and moved on. Late at night, I lay wondering and thinking about my experiments and experiences in selling.

At my first honorary job with my father, which was to run errands and try selling for his small school-bag making business, I’d sell nothing at every interaction. I’d walk into his customer’s shops and stand against the wall; tongue-tied praying the shop-owner would leap out from behind his glass counter and beg me to send him school bags. That never happened. I sold zilch. Dad lost hair worrying about my future as a business person.

At my second job, after making it as an engineer, I was assigned to sales. Sales in the engineering company I worked for meant filling up a large wad of papers with numbers, descriptions and a covering letter called proposals. There were templates to follow, listed prices to tally up but there was barely any people to people interaction. The wheeling, dealing and the closing was done by those big-bellied guys called bosses.

At my third job selling futures in pork-bellies, orange juice, barley, copper and gold my then ‘balikbayan’ boss Ricky Ho saw me suffer at selling and called me aside and said, “Hey Raju, recognize this, people sell for two reasons: one to get rid of something and two to make a profit. What do you want to’ do?” I owned nothing and thus nothing had to be gotten rid of, so I supposed I’d had to make a profit. After that epiphanous moment I learned to sell.  The need to survive taught me how to make cold calls, how to qualify, analyze, integrate, pitch, offer, present, solve, offset objections, sooth, meander, negotiate, upsell, cross-sell, resell, negotiate, close, re-open, serve with maximum subtlety and suaveness.

Thus, decades ago, uh-oh, there is that word decades again. Decades ago, or before the turn of the century, the “ABC” selling was, as Alec Baldwin screamed in the 1992 movie Glengarry Glen Ross, was to “Always Be Closing.” But as the previous century began to wind up entered the ‘internet of things,’ and Alibaba, and explosions of access to all avenues of humongous information. The days of just selling to get rid of something or make a profit out of something began to slowly and steadily began to be replaced by terms like relationship selling, consultative selling, solution selling, ethical sales, selling to serve, selling to solve, selling to not just create value but to co-create value. Sales and selling had merged into resolving needs and serving customer desires. No, it really had moved beyond finding solutions and serving needs. The seller and the buyer had to tear down walls of privacy and secrets between themselves. It wasn’t just one against another but both, together, towards a faster, better and a cheaper world.

Individuals and companies which did not adapt to this reset got covered in cobwebs and then in white sheets. Rest in peace names like Kodak, IBM, Mattel, Tower Records, Sears, etc.

Yet there was a certain element of truth to my response of “nothing” to the question, “Raju, what, according to you, has changed in sales and selling over the decades?”

Yes, the sales environment has changed. Yes, the rules of the game in the marketplace are different. Yes, the tools of the trade are niftier and swifter. Yes, even the attitude has taken a turn and is still transforming for the better. What hasn’t changed is that every transaction whether it is to get rid of something, to make profit out of something or to serve a need and find mutually beneficial solutions is that all of them require trust. Trust, raw and unadulterated trust.

The oldest profession in the world requires a certain element of trust. The used car salesman, no matter how sleazy, requires to become worthy of trust. Ricky Ho my former boss, needed to earn a lot of trust to sell bellies of pork upon which all his big time investors never laid eyes upon. The guy who sells Boeing airplanes to the airlines of all nations needs to acquire trust and so does every other sales and service professional that sits behind a monitor and hacks away at a keyboard to sell unseen products to unmet customers.

The why and the how of earning trust from one to another hasn’t changed and might never change till the end of time.

The prelude into earning trust is authenticity. Here, not just the salesperson but every person and every leader needs not just have an attitude but believe and act out of a hutzpah made out of originality, honesty, openness, courage and vulnerability. A person with that kind of a hutzpah stands out because he stands up and steps in the right direction consistently. He now becomes trustworthy. To earn trust he needs to blend consistency with competence and compassion for the customer, for the stake-holders. Overtime such a leader becomes a champion at earning trust.

The obvious postlude to trust is that your people, your followers, your partners, customers gently and surely move in the right directions that you and them take together. That is influence.

In the coming decades and eons all that we see and hear as innovation, may innovate further, but the backbone of all growth and positive change in sales or any service will always be authentic influence.

Raju Mandhyan

Author, Coach and Trainer

www.mandhyan.com         Unleashing Inherent Excellence!

http://twitter.com/RajuMandhyan

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Three Essentials to Authenticity

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Talk about being authentic and, often you will hear this one: “We are in such a hurry to grow up, and then we long for our lost childhood. We make ourselves ill earning money, and then spend all our money on getting well again. We think so much about the future that we neglect the present, and thus experience neither the present nor the future. We live as if we were never going to die, and die as if we had never lived.” By Paulo Coelho

Most all our lives, we desperately struggle to find ourselves. We strive to live, and live out our lives exactly the way we want to but end up creating and living in contradictions. It is not that in the deepest of our hearts we do not know what we want. We do, but adapting and adjusting to a demanding world we let our true selves get corroded, get covered with gunk. Yet from deep within there is that being, that energy and that soul that yearns to fly, to go and grab a fistful of the sky and claim it as how own. 

In the history of mankind there have been a few who have flown so high and so purely in the skies of their own choosing. And, there are almost all of us who for scores of times in our lives have dug a window through that corrosion and that gunk that surrounds and made our presence felt. We have, at times, lived out our dreams and desires loudly and boldly. The question that arises is how do increase the frequency of these liberating moments and sustain them so that at the end of our days we can feel that, hey, I am ready to die because I have lived a full, fruitful and an authentic life. Inspired by an interview, I conducted of Dr. Peter Senge a few years ago, it struck me living an authentic life at work and in society when we:

Step Up: In all circumstances, especially the most challenging ones our options eventually get boiled down to just two. Should we take the well-treaded and safe path or should we step up and take the road less travelled. The roads less travelled, or the right decisions that will make us stand apart and away from others  are always packed with risk but the person who steps up to the calling of his inner voice, scales up the mountains of authenticity. Yes, it takes courage to be authentic. Yes, it takes gumption to stand up, speak up and move towards what your heart, mind and soul tell you are the right things to say and do.

Step In: Daniel Goleman in his book, Focus, talks about how a bunch of preachers-to-be on the road to take up tests in compassion and kindness totally ignore a homeless person on the street asking for help. In their case, it was probably about lack of awareness but often in life, we prefer to stay away from trouble that doesn’t belong to us. In a highly interconnected world most everything does, in a way, belong to us. The other day, someone sent me a video of some folks torching the tongue of street dog. The thought in my mind was why would someone take a video of that and not stop the carnage? Or, when we see others dumping toxic waste and plastic into our rivers why don’t we step in. Stepping in into murky situations, if our conscience calls for it, is the authentic thing to do.

Stand Tall: Dr. Peter Senge in that interview, available on you tube, claims that the eye cannot see the eye. We don’t ever know what the objective reality is because our perceptions, our lenses towards the world are tinted with our biases, our own agendas. Some of these, surely, are unconscious but a large number of those stains on our glasses are of our own making and the cleaner our windows are to the world the better we see it and the taller and prouder we can walk. Coming from clarity and approaching situations conscientiously will allow us to be ourselves, walk and stand tall in a volatile, uncertain, changing and an ambiguous world.  Said once my favorite childhood author, George Bernard Shaw, “Best keep yourself clean and bright; you are the window through which you see the world.”

Authenticity is not just honesty, it is not just being frank and outspoken but being authentic is being true to you inner calling moment after moment. It is about stepping up to challenges, stepping into situations where the right thing needs to be done and also keeping your values and your visions clean.

We live in a world that is constantly changing. We do not have to be the change because every breath we take, every though we think, every word we utter and every action that we take creates change. We do not need to apply force neither do we need to use undue power. We just live out our life with authenticity and gentle influence.

Raju Mandhyan

Author, Coach and Trainer

www.mandhyan.com         Unleashing Inherent Excellence!

http://twitter.com/RajuMandhyan

http://www.mandhyan.com/insights/

http://www.youtube.com/user/RajuMandhyan

 

 

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Inner Sun

Exposing Yourself through Public Speaking

I masticated a bit over the title of this article but came to a conclusion that, that is what I mean and that is what I have to say. One of the cardinal rules to succeed in public speaking is to say what you mean, and mean what you say. 

May years ago, when I wrote my first ever book on public speaking, the HeART of Public Speaking, I placed on the cover an expensively purchased picture of a man speaking from behind a lectern to a highly engaged, happily laughing audience. The beauty of the picture wasn’t just in the fact that the audience looked extremely engaged, it was in the boldness of the fact that the speaker’s rear silhouette was butt-naked. I had my artist drape a gentle, heart-shaped shawl around the speaker and then the cover went ahead and said exactly what I had laid out inside the book. I loved it and so do those who still own that edition.

To succeed, to shine and scintillate at public speaking, one must do exactly that – expose your true self and then wrap yourself and your presentation with love.

How, you ask?

Well, you might have heard the saying that people would rather be in the coffin than do a eulogy. People fear public speaking more than they fear death. What we really fear is being exposed to scores of eyes that may not just see into us but that they may also see us through our charades. Our true selves might sometimes be timid, pretentious or arrogant. Or, worse scenario, people fear speaking up in the presence of large audiences because our agendas are unethical, and we say what we do not mean and mean what we are not saying. With scores of eyes watching our every move, every micro-gesture, every bead of sweat we can be called out for what we really are and what our true intentions might be. That is the fear.

This, of course, may not be everyone’s reason but the question remains the same – how do we expose our own true selves and yet be covered by a protective heart? Here are certain tips that I have picked up from failing, sweating and dying then coming alive a thousand times when in front of a large group of people.

First, recognize and live out ‘common humanity’. Tell yourself that the people out there are people just like you. Some smart and some not so smart, just like yourself. Tell yourself that they, too, have doubts, fears, anxieties, challenges and aspirations in life just as you do. Tell yourself that they are here to hear you no matter how profound or ordinary your spiel for them may be.

Second, generate loving, agape, feeling towards them. Though love resides in the hearts the activation of the desire to offer kindness, compassion and love is a function of the prefrontal cortex. You consciously tell yourself to be kind and loving, then the forty odd million neurons residing in your heart go to work creating love for your audience. When that happens, you radiate kindness, and kindness begets kindness. Sure, there is a chance that there may be one or two thick-skinned, bitter lemon of a person in the room who will continue giving you the heebie-jeebies. Just go on without them, they will eventually turn into sweet lemonade.

Third, according to international speaker par excellence, Scott Friedman, be authentic. What does that mean? It means expose your true self. You don’t have to talk like your college professor or like Chris Rock. Just be yourself. Let your flaws, your stutters, your accent be seen, felt or heard. Let your heart lead you and speak from the heart. If there is something you don’t know or are not sure, say exactly that, “I don’t know that, and I am not sure about that.” That’s okay. You are neither Solomon nor Google.

Fourth, also according to Scott Friedman, be vulnerable. Yes, you do not wear a tight blue suit with a red cape. You were not born on planet Krypton. You can bleed, and you can hurt. Expose all those sides of you that can bleed and hurt. Most people in the audience will relate to you, offer compassion and a much kinder ear if you pretend not to be a flawless, man of steel. Should the thick-skinned, bitter lemon hurl a rotten egg at you, say “Ouch!” and then right away forgive her for she knows not what she does. She knows not that you are human too. Keep doing the right thing and keep creating value with your words.

Fifth,  is to become good at being light and funny as a speaker. Laughter is the shortest distance between two hearts, and humor is the vehicle that will drive you there. Some people are naturally funny, and others can get there through practice at public speaking. ‘Neuro-plasticity’, you know! The more you do something, the more you become that – in this case, funny. Just make sure to make yourself the butt of all your jokes otherwise, the thick-skinned, bitter lemon will stare you down to your death. Or, better still take up lessons from ‘the HeART of HUMOR.’

There!

Of course there is a lot more to public speaking. There is this fact that speaking in public is about, as I have already said, creating good value. It is about inspiring people, and about leading them to a new and a better place in their lives. You can do it. Yes, you can because the brilliance and wish to shine is in all of us. It is in all of us to help, love and cherish all those that surround us but, first, we need to have the gumption to expose ourselves, our true selves.

I never let many copies of my first book, first edition, circulate in the marketplace because I was afraid. I was afraid that the cover was too brash, and it would scare away the conservatives. The thing is even though I’d written all about being brave, about being kind, authentic and open; I wasn’t brave, I was still a newbie to expressing myself courageously. Yes!

To wrap up, let me caution you away from that saying where public speaking gurus will tell you that to overcome your fear, you should imagine all your audience butt-naked. That, to me, is utter nonsense. Baloney! It is bound to scare the bananas out of you and sink you into the ground. It is best to, not just imagine, but be in your spiritual birthday suit when speaking in public. It is best to expose yourself as you are, bare your soul and your audiences will lift you up into the heavens. Have fun!

Check out my books, blogs and videos on Amazon/Raju Mandhyan.

 

 

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