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ELEVATORS SPEECH

No one is born doing a keynote speech. Great motivational and keynote speakers have developed their capabilities from learning and mastering key techniques. There is no one big thing in

communications, but rather a great many little things that add up to create a big impact. Even after all of this training, to keep improving it is necessary to notice little details, try them out on an audience, and evaluate their effectiveness. To develop a powerful keynote or motivational speech, speakers should write down the main themes or lessons they wish to convey, reduce the themes to the fewest possible words, and turn the lessons of the story into messages that could be expressed on a bumper sticker. To deliver a message effectively, a speaker should set up the bumper sticker message, tell the story the way he or she practiced it, and then pause and let the message sink it.

An elevator pitch is a classic technique whereby an individual sells something in a very short period of time. This is accomplished in three easy steps:

  1. Create a scene that demonstrates what problem the product solves.

  2. Pre-answer anticipated questions and concerns.

  3. Close the deal with an action step while asking for a commitment.

Individuals should avoid the common mistake of continuing to sell after someone has already bought. They must adopt the posture that they are doing the customer a favor, not the other way around.

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