People buy from those they feel comfortable with and trust. That’s why charisma is such an important skill for sales reps. When you’re charismatic, you practically radiate enthusiasm, drawing people in and showing them you’re the promo pro who can get them the results they’re after.
How can you unlock your inner charisma? Gary Genard, who specializes in helping professionals speak with confidence, recommends doing 6 simple things. Keep reading this issue of PromoPro Daily for his tips on how to become a speaker with charisma.
1. Actively look at your audience. This means letting your gaze linger for a half-second or second on each individual in the meeting. Genard advises against “flicking” your eyes at your listeners as this isn’t real eye contact. There’s no behavior more fundamental to persuasion than looking at the person you’re addressing, he says.
2. Smile. Not only does this show you enjoy what you’re doing, but it helps you establish trust with your audience. If smiling seems inappropriate, Genard says you can take 1 of 2 alternate paths. The first is to “open” your countenance by assuming a pleasant expression. The second is to raise your cheekbones by visualizing your cheek areas rising slightly. It may not physically happen, but the result will be a positive change in your facial expression.
3. Tell personal, relatable stories. When you think about it, important information tends to sound formal instead of relatable. You can change this by telling a story about yourself. Genard says this shows listeners that you have skin in the game. When you talk about promo, it’s truly part of your life experience.
4. Speak to one person at a time. There may be several people at the table or on the video call, but only speak to one at a time — literally and figuratively. Genard recommends looking at one person and speaking to him or her for the duration of a phrase or idea. Then, shift to another single person.
5. Speak with energy. If you tend to talk softly or slowly, try to energize your voice to reach every listener. You want your enthusiasm to show in how you’re speaking. Keep in mind, Genard says, that the larger the room or group, the more you may need to project your voice.
6. Have some fun. Think about how you feel at the other end of a presentation. Do you feel comfortable listening to someone who is self-conscious or hesitant? Genard says people pay attention to those who speak with verve. They instinctively feel the person has something valuable to say.
Whether you’re building rapport with a new lead, giving a sales pitch or overcoming objections, displaying charisma can help you build trust, capture attention and create engagement. Try some of the ideas above, like telling relatable stories and making a point to address everyone individually, to boost your charisma as a promo pro.
Compiled by Audrey Sellers
Source: Gary Genard is one of America’s leading speech coaches. He created The Genard Method to bring theater-based techniques to business leaders and other professionals who need to influence audiences.
