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Confident Communication

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In a professional setting, projecting confidence can make or break an interaction and have a significant impact on how others perceive your character and professional abilities. Those who appear confident are often assumed to be more capable in their jobs and more worthy of trust and respect.

Your communication style can play a significant role in projecting confidence. Changing the way you speak is one of the first and most important steps in achieving an air of confidence and success. Your tone of voice, rate of speech, and other non-verbal cues often say more about your message than your words themselves. Subtle changes in your voice and presentation create a significant difference in how your message is received.

One key aspect of speech that can be modified to project confidence is how quickly you speak. Many people, when nervous or excited, tend to speak too quickly. Rushing through your words not only makes it difficult for others to understand you, but also makes it seem as though you are nervous and trying to get speaking over with as quickly as possible. Be aware of this pitfall, and concentrate on using a controlled, even rate of speech. This will help you to appear confident and knowledgeable about the topic on which you’re speaking and give your listener the impression that what you have to say is worth taking the time to listen to.

Intonation can also play a role in projecting confidence. One intonation pattern that can be particularly damaging is upspeak or high-rising intonation. Upspeak, made famous by the 1980s “Valley girl” accent, is characterized by raising your pitch at the end of a sentence so that statements sound like questions. This pattern gives off an air of insecurity and makes it seem that you are unsure of yourself and seeking your listener’s approval. Take care to avoid this pattern, and end each sentence authoritatively.

Another speech habit that can be fatal to projecting confidence is the use of ‘filler’ words. People often pepper their speech with words such as “um”, “uh”, “like” or “you know” which contain no content, add nothing to the message, and interrupt the flow of speech. For example, many people find themselves in the habit of ending sentences with, question words like “okay?” “right?” “see?” or “you know what I mean?” Others use “um” at the beginning of sentences or when transitioning from one thought to another. In order to reduce your reliance on filler words, try identifying where you most commonly use fillers, and briefly pause instead. Many people avoid pauses because they are uncomfortable with silence, but a brief pause will give you a moment to collect your thoughts, allow your listeners to absorb your message, and will sound much more confident and professional than needless fillers.

Finally, take note of your volume when speaking. A strong, well-projected voice makes you sound authoritative and like a natural leader. While you don’t want to shout, speaking with a strong volume gives others the impression that you are saying something worth listening to. Speaking too quietly can make it seem as though you’re not fully sure of what it is you’re saying, or that you don’t feel it’s really important.

Strong professional communication skills are critical to projecting confidence and achieving success in the workplace. By following the strategies above, you can change your communication style to one that tells clients and colleagues that you are a confident leader with a message worth listening too. If you’d like to make more significant changes in your communication style, you may want to enlist the help of a corporate speech-language pathologist who can provide communication training to target your specific needs. Learn to communicate with clarity and confidence, and take your career to the next level!

About the Author

Jayne LatzJayne Latz is an expert in communication and CEO of Corporate Speech Solutions, LLC. She has worked as a speech trainer, coach, professional speaker, and has co-authored two books titled, Talking Business: A Guide to Professional Communication and Talking Business: When English is Your Second Language. She was recently featured in The Wall Street Journal and on The TODAY Show.

If you are interested in learning more ways to improve your business communication skills, contact Jayne at [email protected] or visit www.corporatespeechsolutions.com.

The Big Picture of Business – Avoid the Tired, Trite Terms: Encourage Original Thought, Focus on Priorities and Strategy

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Words count. Put together, they reflect corporate culture. Used out of context, words become excuses, gibberish, rationales and basically wastes of energy.

When people hear certain words and expressions often enough, they parrot them. Rather than use critical thinking to communicate, many people often gravitate to the same old tired catch phrases.

I sat in a meeting of highly educated business executives. The presenter was dropping the term ‘brand’ into every other sentence. The word had lost its power and came across as a fill-in-the-blank substitution for a more appropriate though. Many people used to do the same thing with the word ‘technology,’ using it far from its reasonable definitions.

These clichés do not belong in business dialog, in strategic planning and in corporate strategy. These expressions are trite and reflect a copy-cat way of talking and thinking:

  • ‘Solutions’ is a tired 1990’s term, taken from technology hype. People who use it are vendors, selling what they have to solve your ‘problems,’ rather than diagnosing and providing what your company needs. It is a misnomer to think that a quick fix pawned off as a ‘solution’ will take care of a problem once and for all. Such a word does not belong in conversation and business strategy, let alone the name of the company.
  • The ‘brand’ is a marketing term. The strategy, culture and vision are many times greater and more important.
  • ‘So…’ In the 1960’s, TV sitcom writers began every scene with ‘So…’ After enough years of hearing it, people lapse that dialog into corporate conversations. It is intended to reduce the common denominator of the discussion to that of the questioner. It is monotonous, and there are more creative ways to engage others into conversation aside from minimizing the dialog.
  • ‘Value proposition’ is a sales term and is one-sided toward the person offering it. It implies that the other side must buy in without question.
  • ‘Right now’ is a vendor term for what they’re peddling, rather than what the marketplace really needs. Expect to render good business all the time.
  • ‘Customer care’ means that customer service is palmed off on some call center. “Customer experience” comes right out of marketing surveys, which rarely ask for real feedback or share the findings with company decision makers. That is so wrong, as customer service must be every business person’s responsibility. Service should not be something that is sold but which nurtures client relationships.

Many of these stock phrases represent ‘copywriting’ by people who don’t know about corporate vision. Their words overstate, get into the media and are accepted by audiences as fact. Companies put too much of their public persona in the hands of marketers and should examine more closely the partial images which they put into the cyberspace. Our culture hears and believes the hype, without looking beyond the obvious.

Here are some examples of the misleading and misrepresenting things one sees and hears in the Information Age. These terms are judgmental and should not be used in marketing, least of all in business strategy: Easy, Better, Best, For all your needs, Perfection, Number one, Good to go, Results, World class, Hearts and minds, Cool, The end of the day, Virtual, Right now, Not so much and Game changing.

Street talk, misleading slogans and terms taken out of context do not belong in the business vocabulary. Business planning requires insightful thinking and language which clearly delineates what the company mission is and how it will grow.

These are the characteristics of effective words, phrases and, thus, company philosophy:

  • Focus upon the customer.
  • Honor the employees.
  • Defines business as a process, not a quick fix.
  • Portray their company as a contributor, not a savior.
  • Clearly defines their niche.
  • Say things that inspire you to think.
  • Compatible with other communications.
  • Remain consistent with their products, services and track record.

About the Author

Hank MoorePower Stars to Light the Business Flame, by Hank Moore, encompasses a full-scope business perspective, invaluable for the corporate and small business markets. It is a compendium book, containing quotes and extrapolations into business culture, arranged in 76 business categories.

Hank’s latest book functions as a ‘PDR of business,’ a view of Big Picture strategies, methodologies and recommendations. This is a creative way of re-treading old knowledge to enable executives to master change rather than feel as they’re victims of it.

Power Stars to Light the Business Flame is now out in all three e-book formats: iTunes, Kindle, and Nook.

We Don’t Really Hear Each Other

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We are not always able to accurately hear what others mean to convey. Sometimes we hear only a fraction of what’s been said and our brains misunderstand or bias the rest – and we might not realize it until it’s too late, causing us to believe we’re right and others are wrong, or moving to action using the wrong assumptions. We’re left with restricted communication and creativity, failed relationships, and lost profit. And none of it is our fault.

We try to attend carefully to what’s being said. Yet our pesky brains do some pretty sophisticated stuff, all without our conscious consent: they

  • delete or misconstrue or filter out what sounds wrong or goes against our beliefs or is unfamiliar, then
  • matches what’s left with a historic memory of a ‘similar-enough’ conversation and
  • throws out what doesn’t match that memory.

Whatever is left is what we believe has been said.

In conversations with familiar folks, there is less of a gap; with folks we don’t know, in dialogues that are outside of our habitual knowledge base, or when we enter conversations with a rigid goal, we accurately understand far less of what was actually meant. A problem occurs when we are convinced – certain – that what we heard is accurate, and don’t know when, if, or how, to take measures to fix a problem we don’t believe we have. As a result we unwittingly compromise relationships, business, partnerships, creativity, and success.

With little control over what our brains tell us we’ve heard, we’re left with the fallout:

  • Misunderstandings that remain unresolved because we believe – we’re certain – we’re right;
  • Bad feelings and take-aways caused by misheard communication;
  • Biased assumptions that cause inadequate responses and failed initiatives;
  • Misheard facts that lead to inaccuracies in business, technology, relationships;
  • Restricted creativity, laps in leadership, therapy, coaching, and medical advice.

We misunderstand doctors, make assumptions with our teenagers and vendors, bias communications with family members and colleagues, set up filters before conversations with historic relationships. Our lives are influenced by how accurately we hear what others mean to convey.

But a new book is out that will resolve these problems. What? Did you really say what I think I heard? not only describes how, exactly, our brains create the instinctive actions that limit our ability to hear others without bias or misunderstanding, but also shows how to intervene our automatic behaviors and hear others as they intend to be heard.

Different from books on Active Listening which merely enables listeners to hear words, What? focuses on understanding intended meaning. Using exercises and assessments, funny stories and authentic appeal, New York Times best selling author and StrategyDriven Principal Contributor, Sharon Drew Morgen has written a game changer, a book that thoroughly breaks down every aspect of how we interpret what others mean to tell us, how the understanding gap between Sender and Receiver is created, and the skills to avoid any misinterpretation or bias at all. It’s a book that will be the foremost communication book for decades and the book is being offered for free (no opt in).

Go to www.didihearyou.com where you can get the book, and peruse the learning tools that accompany the book for those wishing to recognize any obstacles with their listening habits (Assessments) or learn how to overcome any bias and misinterpretation issues (Study Guide) that occur during conversations.

About the Author

Sharon Drew Morgen is founder of Morgen Facilitations, Inc. (www.newsalesparadigm.com). She is the visionary behind Buying Facilitation®, the decision facilitation model that enables people to change with integrity. A pioneer who has spoken about, written about, and taught the skills to help buyers buy, she is the author of the acclaimed New York Times Business Bestseller Selling with Integrity and Dirty Little Secrets: Why buyers can’t buy and sellers can’t sell and what you can do about it.

To contact Sharon Drew at [email protected] or go to www.didihearyou.com to choose your favorite digital site to download your free book.

What Does Your Voice Say About You?

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StrategyDriven Practices for Professionals ArticleUnless there is an obvious problem, most of us don’t give more than an occasional passing thought to how our voice sounds. However, recent research on how vocal quality affects others’ perceptions may make you think twice.

A recent article in the Wall Street Journal discusses a study that shows that the quality of your voice has an even stronger impact on how you are perceived than the content of your message. As listeners provided feedback on speakers, it was found that their vocal quality mattered twice as much as the content of the message. The article cites another study as well, which showed that people who heard recordings of rough, weak, strained or breathy voices judged the speakers to be negative, weak, passive or tense. On the other hand, speakers with ‘normal’ voices are seen as successful, sexy, sociable and smart. This difference in perception can be particularly important in a professional environment where the way others perceive you can make the difference between gaining or losing a client or moving up the corporate ladder. A study in Forbes magazine even showed how poor vocal quality can actually cost you money in the long run.

One of the key components to a strong, dynamic voice is breath support. Your breath is the power behind your voice. If you aren’t breathing properly and getting enough air, you will strain your voice trying to be heard. Often people try to compensate for poor breath support by using muscular tension to increase volume. Over time, this will cause your vocal quality to suffer, and may cause physical damage to your vocal cords. Proper breath support begins with breathing from the abdomen, not the chest: your stomach and lower ribcage should expand outwards as you breathe, and your chest should not rise. If you have trouble mastering this technique, lay on your back with your hand on your stomach and take a deep, relaxing breath as though you were about to go to sleep. When in this position, our body naturally reverts to proper breathing. After you’ve gotten used to how this type of breathing feels, stand up and take a few deep breaths, maintaining the technique. Then, practice speaking aloud with this type of breathing.

You can also improve your vocal quality by eliminating habits that are damaging to your vocal cords. One common vocal sin is not drinking enough water. Parched vocal cords can be easily damaged and decrease the quality of your voice. Keep a bottle of water with you throughout the workday, especially situations in which you’ll be speaking for a long time or in front of a group of people. Also, be aware of other factors that can be dehydrating. Caffeine and alcohol are both dehydrating substances; if possible, limit your consumption of both prior to speaking in public. Some medications, such as antihistamines, can also have a drying effect.

Another bad habit is raising your voice to speak above noise. While there are certainly situations that call for more vocal power, consistently raising your voice above its natural volume can be damaging. Before shouting, make your first line of defense modifying the environment instead. Step out of a noisy room, shut the door, or walk closer to someone who is standing far away. If you are giving a presentation, use a microphone instead of trying to shout to the back of the room.

A powerful, dynamic voice is critical to professional success in today’s competitive workplace. Luckily you can change the way you sound! Follow the strategies above for a strong commanding voice. If you’d like to make more significant changes in your general vocal quality, you may want to enlist the help of a corporate speech-language pathologist who can provide vocal training to target your specific needs.

Remember: it doesn’t matter how strong your professional skills are if your listener is distracted by your voice or communication style. But with a little time and effort, you can make your communication skills your most powerful professional tool!

About the Author

Jayne LatzJayne Latz is an expert in communication and CEO of Corporate Speech Solutions, LLC. She has worked as a speech trainer, coach, professional speaker, and has co-authored two books titled, Talking Business: A Guide to Professional Communication and Talking Business: When English is Your Second Language. She was recently featured in The Wall Street Journal and on The TODAY Show.

If you are interested in learning more ways to improve your business communication skills, contact Jayne at [email protected] or visit www.corporatespeechsolutions.com.

Present for Success

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StrategyDriven Practices for Professionals ArticleDoes this sound familiar? You have a big presentation and you practice reading your notes for several days. You work on the perfect PowerPoint slides and polish your content, but on the big day it feels like your presentation falls flat. What happened?

If public speaking makes you uncomfortable or gives you anxiety, you’re not alone: public speaking is one of the most common fears in the United States. Unfortunately, that anxiety can interfere with your delivery. It doesn’t matter how strong the content of your presentation is, if you’re unable to speak in a clear, confident manner, your message will suffer. In fact, recent research has shown that how you say something actually matters twice as much as what you say!

Learning to speak with confidence and master the art of public speaking is crucial to professional success. Whether it’s giving a sales presentation, pitching an idea to a committee, or presenting your ideas to a prospect or client, the ability to speak in a clear, engaging and confident manner is a crucial part of advancing your career. In today’s business world it is imperative that we polish our tone, engage the audience and deliver a dynamic presentation; even if it is just to one person.

Ready to take your public speaking skills to the next level? Take a look at these five tips to improve your speaking and presentation skills:

  1. Always keep water on hand when you speak. I am always surprised to see people stand at a podium or deliver a speech of greater than fifteen minutes and not have an accompanying glass or bottle of water. Speaking for a prolonged period can dehydrate your vocal cords, and dry mouth caused by nerves can make the situation worse. Staying well hydrated will help keep your voice strong and clear. In addition, taking a sip of water can be a great way to take a moment to compose yourself and collect your thoughts during your presentation.
  2. Don’t forget to breathe! Closing your eyes and taking a few deep breaths before you present is remarkably effective for helping you to calm down and focus on the task at hand. Take a moment and breathe in through your nose and out from your mouth several times before taking the stage or podium. Taking deep breaths from your abdomen as you speak helps you retain this calm, and also gives power to your voice.
  3. Before you begin, take two minutes to do some vocal warm-up exercises. They’ll help to relax you and make your speech more fluid. This is even more important if you are giving a morning presentation and have not yet conversed with colleagues; you literally need to “warm-up” your voice! Lip flutters and humming are two simple and effective ways to warm up, and sliding your voice from its highest to lowest speaking pitch can prepare your vocal cords to use the range you need for a dynamic, engaging speaking voice.
  4. Improve your clarity. When people get nervous they tend to rush the delivery of their message, which subsequently causes mumbling. When people swallow their words or mumble, the importance of the message can be lost. Focus on saying each sound, especially at the ends of words.
  5. Practice! If you’re completely confident in the content of your presentation beforehand, you’ll be much more relaxed, and free to focus on the quality of your speech and your presentation style. Once you’re confident in what you are going to say, put in some additional practice time focusing on your performance style. If you incorporate clear speech and a dynamic voice into your practice, it will come much more naturally on the big day.

Polishing your public speaking skills will help you to gain confidence and increase your professional credibility. Take the time to focus on your speaking style, and make sure your presentation is doing your message justice. Remember: It’s not just what you say, it’s how you say it!

About the Author

Jayne LatzJayne Latz is an expert in communication and CEO of Corporate Speech Solutions, LLC. She has worked as a speech trainer, coach, professional speaker, and has co-authored two books titled, Talking Business: A Guide to Professional Communication and Talking Business: When English is Your Second Language. She was recently featured in The Wall Street Journal and on The TODAY Show.

If you are interested in learning more ways to improve your business communication skills, contact Jayne at [email protected] or visit www.corporatespeechsolutions.com.