670: Q&A | Master your personal presentation
Welcome to the Ziglar show. I'm your host Kevin Miller. This is our QNA show. Have you ever for your work or personal life practiced and or gotten coaching for presentation for sales of live and on stage presentation for getting the job or a date or anything? This is the question I posed to the Ziglar audience so zig Ziglar starts us off with a five minute lesson on mastering your personal presentation. He's focused primarily on sales. But if you know, you know, that he felt everyone is a sales person. So it's just as relevant for our personal lives. I mean, Zik he did master sales. And then he mastered the stage, but he did realize that all of life is a presentation, and how we are perceived is up to us, and how we choose an work to present ourselves some shell prints. Join me to talk through the many comments on how people have worked to hone their work and life presentations. Hopefully, you've all heard about the first new book to come from Ziglar and seven years Tom's Ziglar book choose to win. Hopefully, you've gotten the book. But if you want to take a more assertive action may second and third two thousand nineteen in Dallas, Texas. Join Tom personally along with Ziegler's exclusive business coach Howard Partridge for the very first choose to win conference, go to Ziglar dot com slash conference. Tom was asked onstage what he felt the fastest way to success. Was he immediately replied replace a bad habit with a good habit. That's the foundation of the book the message and this event the tagline is transform your life. One simple choice at a time for you, which choice is most needed most acute transform your life effectively and quickly. That's why you want to attend this conference. There's some incredible presenters here folks, it's a chance to not just learn from the best, but to get to know them as part of the. Ziglar family who you meet will be as valuable as what you learn again. Go to Ziglar dot com slash conference for details on that shoes to win conference. All right friends. We'll hear them Michelle prints, and I talked through your comments to the question have you ever for your work or personal life practice and or gotten coaching for a presentation? Okay. This is show six seventy QNA with Michelle prints. Michelle. So we're talking about a topic that you live. I mean, you live this out day in and day out. You just said yesterday you got back from a big speaking engagement. I didn't ask where we speaking. Are you speaking for? Foreign association, the national association of productivity and organizing professionals. It was great is very of the exciting group people that are ready to take action. I mean, they help people do that on a daily basis. So it was really great. Okay. We'll so there so you do that for your own person as somebody who is in sales who is who's doing little on stage presentations that is a well. And of course, when we think about this thing about sales you prepare that. And of course, that's what made zig famous to begin with that was his forte with sales. We think about that with sales with a job interview. And as we were talking just a minute ago here, you have the funny scenes in the movies and whatnot where they're prepping to ask somebody out on a date or has somebody to marry them or something like that? But to go further, I mean, if you if anybody's done marriage counseling, sometimes we talk about, you know, rules of engagement. Here's how to and you want your spouse to hear you or you want to hear them here. Some things to do. And don't do we can go further into how do you talk to your team? Pains. How do you ask for a razor promotion customer service seems to focus somewhat on this? But generally in life. I mean, if you take a broad scope of the average people at a nice restaurant. How many of them have ever taken a moment to think about how they come across in any format, and I would say pretty low. What do you think? Oh, for sure I mean, I think there's certain things we just normally with our businesses. I know for speaking every time, you speak, even if you've done the presentation ten times, you still practice it because you wanna make sure you're at your best sales presentations. It's funny. I most of my life was in sales. And I sold software and my whole job was flying around the country doing presentations and demos. And even though I've done it a hundred times the exact same thing. I still practice it every single time. Just because for me, I I never wanted to feel unprepared or it just alleviated any nerves or or stress if I just had. Time to prepare in advance that I think we do it or I hope we do it for everything. But that little things I don't know that we do as much like, you said talking to a spouse, or or, you know. You know? That's and that's what I wondered that's kinda wear. Brought the point why wrought the point here to the show. We recently inch show six fifty one had Oscar Trimboli we talked about his message in his book of deep listening. And it's it really brought to light. How how do we come across the people as well? Not only are we just listen to how do we come across? And I think all of us. Of course, we talk about sales. Zig says you were all in sales. I think we all desire to or have a need to influence people. Yes. And yet we are often ourselves or we witness people. I think we're probably more adept at that witnessing people go into Dan any idea how they come off. And or we suffer ourselves in realized why don't people listen to us. I have I have good ideas. I have a half thing. Why don't people listen to us? Our wish I could have more influence here and coming back. I wonder if we had a video on ourselves. What would we look like? And I'm sure you know, I don't know if you've done video have you done video. I know I've done audio and recent years, I have done a little video to watch myself. Oh, gosh. I'm doing that target too fast thing doing the like, you know, the filler stuff or I am a my wife. Got me one time she's constantly scratching your nose. And I realized when I talk just of the vibration, my voice makes my news tickle it. So it is it wasn't even a nervous thing was a real. I have to put a little lotion on my nose. Keep myself from what I've wondered if I've done that with you, Michelle funny. I haven't noticed that. But yeah, we all have something. Right. Kevin. Well, it so there's the point well here. So I wanted to give that premise, Michelle. 'cause I know again, this is something that you are. I don't know if. I would call myself a professional in this arena. You are. So likewise, why I wanted to have you do the show with me. So here as we read through these. We'll come back to what we just went over. So Tony Cooper. She says yes, many times. I'm a firm believer in having a coach help you improve your craft. I practice mine in the mirror the car accorded on my phone, and I play it back. My coach videos me, and we work through it. I've been speaking to large and small audiences for over twenty years. I think we should develop our strength daily. I've had a selling coach of the past five years. Ezra practice. I practice for presentations extensively. My husband does mock interviews to me to prepare for interviews. So here she is. And that's kind of the consummate. That's what we expect. Right. She's in the professional field. She's doing that. But I wonder what if I was the ask her how has that influenced her communication skills or her presentation when she's with her husband, her kids, her family, whatever it's got such a great question and just thinking for myself. I mean, I do prepare like we talked about for my my presentations that. Yeah, I don't know that I prepare as much for conversations in the home. I think the important ones. I can't recall a few times when I wanted to talk to my boys about something serious. You know, whether it be about drugs or alcohol, or you know, all the things that parents have to deal with as, you know, kids are being and I think I would practice a little bit. But most of the time, I don't know that I do it. I wonder if it's a little bit of personality too. Because I am definitely the type that I will speak and then think whereas my husband is more. He thinks about every. Thing before he speaks. So maybe people who are more in a little tend to be better at preparing than those. Who aren't? I'm just saying. I don't know. I totally agree with you. And I think there's probably a little bit of slippery slope here because you hear the old term from the entertainment arena of life is a performance. And I I would agree. But that sounds bad. I have. So here all admitted I have some issues with always feeling like I'm performing, and I get I get drained with social engagements. And I don't know how do you just be me? Because sometimes they just being me. I probably not that gracious or tolerant or carrying, you know. So I am performance. Okay. So there's there's the maybe the difficult side of it. But on the other side, we are all exposed to other people, and we have opinions on how they come across. Whether we care to listen to them or not. I mean, there is some real performance. I guess if we want. To have relationship. And then that bigger word to me is influence. That's the one that's the one that's daunting Michelle, especially for somebody who wants to who wants to help people if you can't influence them. You fall on deaf ears that that's that's the rub on the thing is that we all are influencing people. We just don't necessarily know it people that are professionals or have their own business. They're more aware that they are influencing by the service or the product that they're offering speakers, you're influencing go to war bad with whatever you say on the stage, but truly were all influencing somebody and in fact yesterday when I was talking about was your brand. And how you monetize your brand. But the thing is your brand is you it's the experience it's stealing that people get when they're with you. So are you giving people the experience that is positive and uplifting and in line with what you are wanting to be in do or are you showing up a little that negative and out of alignment with what what you want your brand? They, and you know, that's tough because we are influencing no matter if you believe it or not you are you're influencing your kid. Your spouse, your family, your neighbor down the street or the people you're serving will. I just had a stark you made me think of this. I hadn't even thought to bring it into the Scottish in here. But I have had a recent business. We didn't even launch it. It was it was less than a soft launch. It was a little market outreach. And what we found out is the the offering is awesome. It's killer. How we presented. It was not it caused some confusion and didn't answer the big questions right upfront. And when you're in the online world, everybody's in the all my world. So when somebody comes to look at your product your service, your message online, you have a finite time doesn't matter how great the product. Is. You have a finite amount of time to get the point across and to hook them and to get them interested in what not, and if you violate that you've there's there's no getting around that we did it. So we're doing a one eighty on the website and on the presentation and the the products, no. Different. But how we present it? So that was a stark when it because I want people just to go come on. Obviously. This is great, right? And I go. Yeah. But we don't quite understand it. Well, shoot back to presentation bringing we just take for granted that everybody knows what we know. Now. Oh, of course, can't you see this. Of course, you can't you see the way I'm seeing it will you you see at a totally different way. Because you've been embedded in it that happens to me sometimes to the things that I take for granted as well. Everybody knows how to do that even publishing you know, what I hope with books, and like, oh, you know, how to do that you get that on the on. And it's like, no, no, they don't. So you you have to you have to give people with they need not necessarily what we need and communicating. It is super important communication is everything. Right. And that's how you influence is how you communicate through your your audible, but also body language, all that communicates. And influences people that and that's what's daunted. I think it that relational aspect of Kutch. Can I just be me? And be like for who. I am will. We will. We all want that. But we don't tend to extend that other people. We talk about how they do influence us for the better or worse, how they urinate us. How they bless us whatever. So we're obviously. It matters about. Okay. Let me we keep. We'll keep talking about this Ron Ron Valencia. He says I personally believe in visualization as a form of practice in many professional situations. Especially interviews asking for a raise talking to the boss about controversial issues hosting a meeting or giving speeches. I try to imagine what I would say and how especially in large group settings. I will also try to imagine both positive and negative feedback. So I can be prepared. I mean, that's professional again their sales to some degree. Well, I'm gonna I'm gonna take that point to ask you from a. Gosh from persuade to let's use the word persuasion aspect. Obviously there's in that in sales. If we read zigzag book on closing the sale and things like that. We know that people have hangups with how. Often with sales people who have tried to manipulate which is not good selling is not good, caring. However when bring somebody else talks about it too. We'll get to it here in a second. But they talked about dealing with negative feedback dealing with the, you know, the obstacle and trying to work around that frame that in the light for people of not being manipulative and just trying to sell somebody something who has objections, but helping the go ahead. Well, so zinc, always said sales as transference feelings, and truly it is if you believe that what you're selling is going to benefit someone else. All you're doing is taking that belief in that energy and positivity and transferring that onto someone else in influencing, but this is why it's so critical to always you have to if you're in sales, and I get that we need to take jobs for money, and we may or may not love the product. But if you can find a way to sell something that you do believe in a new love, it's going. The show. It's you're gonna feel it. My very first job coming out of college was Nana transference of positive feelings. Because I hated this job. I was selling copiers offense to people that sell copiers. It just was not right for me. And I guarantee you people felt it when I went and did it a sales call on them because I wasn't hashing it about it. And the feeling I was transferring was probably like, oh, this isn't so great. But then fast forward six months after I got that job. I started working at Ziglar, and I was selling seminars and personal development books in CDs and zig on stage, and all of those things that I loved it until anyone to talk to her on the phone just knew I mean, they had to have it. Because if I was so passionate about it. Shirley it had to be. So that's what sales and it's not manipulation and less. You are pushing something that you don't believe is the right fit for that person. And it just goes back to integrity in zig talks about that as well. I cut my teeth in this light waiting tables at at nice restaurants. And that was such a gift, I have advocated. My kids do that which I think at this point, my older kids all have had times waiting tables and at so great, and I use that at home hosting for people. It it helps people feel well helps them feel desired and in that business. It depends on how much you make at the end of the night. You looking at your tips, and we used to have competitions at one when restaurant high in restaurant that I worked at to see who got the best tips. Oh, man. We were we were. We were studying stuff on how to sir people how to understand them. And how this person want us are this is somebody who wants you to talk. This is somebody who wants you to not they want you to serve and showcase the wine expertly and keep your mouth shut and let them be their own figure. Those things out that was such a gift in other social situations though. I. I still tend to you know, you don't treat it quite as importantly in going back at can't sound exhausting to some degree. I love that. That's a great example. Because what a perfect example, all you're doing is surfing. You know, you're getting paid for. But you're serving people. And if you what a great, I'm glad you mentioned that for your kids because if you can learn to serve Earl leeann life, you're going to do really really well, but that is sales sales is serving that's all it is. And I think we get mixed up because we have been taken advantage of before. And there might be some more sleazy sales people out there that give sales abandoning but at the end of the day at serving. Yes. Yes. And I'll have to say I still end up probably once a year all end up at a lunch where somebody got me there under a poor guise of I want to pick your brain or whatever and sell me on something. And it's I'm not a very confrontational person. It's very hard for me to to do it like. Where I feel like I am appalled. Are you kidding me? Anyway. So yes, so we all have those experiences gotta get beyond those and thanks that these sponsors for bringing us today show. I did not know this. 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What problem does your audience have that you have a solution for why do they need this information deliver your message then recap on what you have gone over. Beautiful. It is that just reminded me of it's going to sound silly. That I use this in my business today when I was in college somebody had I think it was talking about dating that whenever you're you know, when you talk to somebody on your dating kinda likes on your nervous, and you kind of fumble you don't really know what to say. And you're just not yourself, and then they walk away. And you're like, oh, why did I just below that up? Did you just depicted a movie scene right there? Yes. Yeah. Exactly. Well, yes. Hopefully, we bought it. But I know I have. So I remember somebody saying that the reason you feel that way the reason gets nervous is because you literally imagined visually a spotlight like a you literally have the spotlight on you. And so you're so worried about what you're going to saying what you're doing argue fidgety. But when you turn the spotlight onto the other person, you're not nervous. Because now, you're there to be a listener, you're there to be a friend, and, you know, Kevin I do this every single time when I speak on a stage because whenever I do we all start get a little nervous even zig said he'd get a little nervous. You know? Thoroughbred, he I think he would put it that thoroughbreds right before race. They degree install you want to be a third. Right. You don't wanna be a donkey? So, but when I speak, I still get jitter. Sometimes that's when I'm like, no, I'm focused on me, turn it around turn the spotlight. And when you are so in the mode of helping someone not for your sake or anything else all things -iety goes away in dating and speaking in life, and so I think the same was sales. You know, when it's all about what my gosh, I'm gonna make this much commission. If I sell this today that's about lifetime. You turn it around. Okay. I help them implement this. This is going to change their life. It's great. I still do it. Michelle. I was in an informal sales presentation yesterday. It was it was pretty rural. But I realized at one point, and that's all I'm grateful for that. At least I realized that all of a sudden, I was feeling a little nervous. And I caught it, and I shut my mouth and ask a question because I was going on and just trying to talk too, much and just got just old habits. And I wasn't being conscientious of myself. And I didn't I didn't really prepare well for it man knew my stuff, but still it's I so thanks for putting that out there that. Yeah. Even the thoroughbred gets nervous and can phone bad habits. I did it. Michelle was gush last year that I went to see. I see. Got up right away in the first day. I think it's the first half of the day. They have you come up and give you a topic and mine was on like thrown frisbee or something don't give it presentation and go through your things, and I got up there. And and she just nailed me because videotape it I looked at home. My gosh, I cannot that was that was poor. It was great. And this is why people why people so often testified Toastmasters, which I am afraid is not as well known nearly as it used to be. But my gosh, the testimonies are unprecedented. Damn what they do is. They just they help you have confidence when you speak. You know, you're more aware I had never been in Toastmasters. But my brother my dad, my sister-in-law, very very involved. My brother went till length the national level and competition. So they they're really engine. But for me, I don't know. I just never did probably should. But they help you with the ends of the all that. But more than anything you just walk away. Competence. And then I can do this. I saw in Dale Carnegie classes that my dad took me to audit. When I was a kid, and I saw them go through that. And then I had times of my dad he recorded me one time, and he says Kevin and the Pat in this. I can't remember how long it was. But in the minute, or so that you spoke you said the word, I think it was you know, he said you said at thirty times. Oh my gosh. I was embarrassed. That's probably irritated. I didn't. But it was a crate. It was a great learning space. And so we've made that not that my kids are perfect. But they at least know that they're saying like in the pointed out to each other, you know, Sissy said linemen and make you feel a little bit better. Even those even those of us that do this ally. I was re or I was listening back to my recording. From my presentation yesterday because I do record all of mine, someone sure I'm always improving, and I cringe I said a word or a little phrase, I probably twenty times and maybe. No one else knows that they did. But I was just unaware of it. But again, that's why we practice this. But I do I listened to the podcast. And sometimes I think I did I did a good job. And then other one other times, I'll see I was talking to fast, and I will. And it's it's in an air. You can watch it. So so folks, here's disclosure when you hear me say OEMs it's because I've lost my train of thought. That's what's happened. And I can't very well. In the podcasts. Go hold on, folks. Pause. I lost my train of thought. Where was I? So I'm scrambling for a minute. It's better if I would pause take those pauses zig was the master of the pauses wizard. Whether he did that on purpose, which he generally did. But it's also great thing to put in there. When you've lost your train of thought put a pause, and there, it sounds a lot more brilliant than or like, you know, we think we have to fill that space. So we're like. Such natural habit. I guess it's taught, but it seems ingrained 'cause I'll see my little kids do it as well. Okay. Well, here's here's Ashley logs on that happens to be my sister. He says. Yes, yes. Yes. Training so worth it. I have been to talks on how to do presentations well seminars with Kint Julian some people may know can't I worked with can't for cash is a long time ago. But but for a lot of years, he is a coach on on presentations on doing live presentations, and she says she worked with her buddy AC Chan, and and more, and so she's she's actually gone out for coaching and AC Chan responded to her this is on Facebook. Of course, she says, thanks for the mention he says, Kevin I work with people on a range of personal communication projects from sales presentations to TED talks yada, yada. So great, thanks for bringing that out. Because ted. That's a really neat. When everybody remembers TED talks. I don't know how all those are Michelle Rhee decade more. I can't remember attacking. Okay. So those came out, and you would take people who'd get a shot at a presentation. And was it good? Was it not Simon Senate who we've had here on the show is one of the early. Early folks. And he has I think last I looked a top three TED talks of all time so back then though, I think it was pretty organic since then if anybody if you don't know the TED talks now have it's pretty much required format somebody came out with a book. I can't remember who it was. I think there's multiples now on how to do a Ted talk. And they really broke down the best TED talks. And it was pretty similar formats. Here's what the person did. Look, they presented this. They did this yada, yada. Ted talks are historically twenty minutes long. And you do not go over that at all most again, it's I I'm paraphrasing. What my memory is it may have more fair. But generally, they're right around there. But they have a required format. I was told because somebody nominated me to do one at one point. I didn't didn't do it. But they got the the outline and you don't just wing it. Now, you don't just go out there and do organic talk. If you wanna do you have to follow some presentation people are hearing this. I'm sure some of them no more than I do on the details of that. But I thought. That was pretty telling it was a is. Yeah. I didn't know that either. Actually, the very first Ted talk. I ever heard was Randy posh member. He wrote the book. Oh, gosh. The last lecture, and in fact, in my first book that I wrote in two thousand nine I quote that part of that talk because it was so meaningful to me. And anyway, so that's how long ago, I know it's been a long time. It has. I just I like the. Reality that it points out that no matter who you are. Because obviously, we have celebrities doing TED talks, and we have people we'd never heard that at this point. They are saying still if you present poorly, you will do a disservice to the audience, and so here, we are going to give you a structure to do that. I to me it was liberating somewhat that we all have to adhere to certain things if we want our message to be heard, but going back to influence if we want to have influence there are there's there's some frameworks of success. I guess we all wanna think. Well, that's just the brilliant people who fell out of the sky with you know, perfection. All right, Jennifer here. She says tons of coaching in my profession videoing my presentation going over it with a coach role playing with peers being filmed as the most brutal, but life-changing exercise, you will see yourself doing crazy mannerisms that will make you cringe, but are telling that are telling signs to a client of nervousness sounding scripted. Not look. Listening etc. It helped me a lot. Yeah. I interested see one of me talking to one of my kids about something important. What do I do? How do I do? I am. I fifteen times more stern than I would be otherwise with somebody else. I'd be curious about that myself. I think for me, I think I might I might be better. I'm in front of a group of people even strangers than I think, I fumbled more. When it's something I think because it's important, you know, especially I go back to when the kids were younger and talking to them about the important things and just making sure I get it. Just right. You know, even stuff about their faith. And it's like I didn't want to mess it up. So I think I would I would fumble more than if I was just speaking on a stage to be why I agree to and we think that's good to realize that even that being casually seeing them show somebody if we haven't seen it in ourselves we've seen it with somebody else who is brilliant on stage and off state. They're not they don't relate to people. Well, they don't connect. Well, they're not confident. They don't look you in the eye or their area again, or whatever we've seen all sides of that. And that is I don't know what to make that other than gosh, why not take that into all areas of our life as soon as I say, this is it rolls off my tongue though, I do bristle at that is. His life of performance. Can't we just be comfortable with each other? Of course, I guess it depends on the on the on the environment on who it is on what the point is. And if you're sitting back and just sharing with a loved one at home is that a performance. No. But you still back to Oscar Trimboli just of are you listening? That's gonna come across regardless. Nobody's going to miss that. Which is the most important thing. And the hardest thing to do. Sometimes it is that it's almost tempting to say there's a root issue across the board. Obviously if you're on stage, you are presenting other than that. Generally, if you're in sales, if you are asking somebody out on a date, if you're talking to your kid talking to your spouse in any social gathering, the deep listening aspects, how are you listening, and that's what Ostra goes through the four types of listeners are either one he's just waiting to get your your story next. We all know that person. Are you the one that's waiting to give some somewhat pedantic response and say, well, let me tell you are you in. This was me are you the lost listener? Which is you're not really listening that well because you're thinking about something else entirely. You're not even thinking about the conversation here over here is they can about a business idea, or what's for dinner, or whatever. Which is terrible. It's disrespectful, but I have to admit that's what I have to fight against myself and the other one I can't remember how he termed it, but it was the somebody who takes the story and just dramatizes it and goes. Off into Neverland with that anyways. But that right there if to nail that seems like probably pretty much of a root of how we are affecting other people influence them or not. And that's such a great point dimension for this podcast because then affects everything with your presentation. I do recall being in sales, and, you know, lots of sales training, especially Ziglar and everywhere, and they would teach you on active listening, and how you listen, and those are the cues that that's how you are. You're selling right. You're you're selling based on what you part about. What happens so often is an in. Sometimes I'd have a partner with me on a sales call and the the prospect would say something and then five minutes later, my partner would ask. So tell me about that. Well, I already told you about that. And it kills a sale. It kills the sale because that it doesn't matter if it was intentional or not it's you are not listening. Somebody knows it. They just they look at it. As either you're not professional or you don't care and you've lost the opportunity to influence at that point. But you just outlined why? And I was taught this I didn't come up with it. Why I have a notebook something to ride on with me and any type of medium like that. So I hope my goodness. It helps me stay on track helps me not do that. And get caught unaware. And here's a neat thing that I was taught recently I was told and it was had to do with investor meetings, actually, and we had a guy because generally, I'm doing them with a business partner. We have a business that we've been taking invest money on. And he says when you are talking about talking to the investor your tendency when your business partners talking in this case, your tendency is to look at your business partner and nod it'd be interested in what they're saying. Because they're talking about his don't look at the investor is investor care about what your partner saying afterwards. You should be able to break it down and say may when. You were talking about whatever he was not interested at all. And when you said this, and this he was in learn from that is so difficult for me to do that. Because just the human nature of it is when my business partner is talking. I'm looking at him. I'm resonating with him. Well, he's not selling me. He sold the guy over here. So it makes perfect sense. But it was not natural to me. So that's one I've had to pay attention to recently that was new because I haven't spent a lifetime on investments orbit because we were taught to look somebody. When look them in the eye when they're talking of your partners talking you're gonna look at them. But that's true. You have to you have to gauge the audience the whole room and see how they're how they're responding and Elsa for speakers same ghosts. Or when you're up on a stage, you need to be aware of your audience. And aren't you train them on you, turn them off? Whether that's with one person two people are two hundred. Here's I'm going to bring this up read one here because it comes back to a point that I'm going to ask you to. I I don't know if there's anything else you want to add to it. So Clinton row he says we used to practice pitch each other back in my door to door sales days, sometimes for hours, it was then that I had some of the best sales later in life while selling roofs and pay jobs, I would visualize and run scenarios on the way to present the estimate in deal with rebuttals and closing techniques. And I feel it's really helped I want to bring that back a to rebuttals he used that word to win. Somebody says, no. And again, I want to highlight that because I think that is really hard for people to take that and go gosh, if I am teaching myself to deal with or respond to the rebuttals that that that again, I'm gonna use that word feels manipulative that feels like I'm just using a technique preface. I'll preface that though. Because what I did learn through zag. And others is so often there is somebody who does need your product or service. They really do. But they it's scary to make a decision. We all are kind of fear based in that. We'd rather not make a decision. I know I'm that way. I'm generally looking at something going on. How can I just not deal with it? And yet if I need it, I need somebody to in love and care helped me see around my own obstacles of can I really not afford it. Or does it really not? Is it really not the right one for me or yada, yada? I need somebody often to help me with those rebuttals that I'm going to put forward because I'm just trying not to make it a rather just not mess with it. But I need to. You know, what I learned so much about this stuff from zag and just being at the at the company, but also from his book secrets closing the sale was such a big impact on me that if you look at objections as a positive somebody that is maybe going to buy we'll give you objections somebody who's not interested in. We'll say, yeah. Okay. Great craig. Well, let me think about it. And I'll get back to you. Seriously. So if somebody's saying, well, the prices a little high what they're really saying is I want this. And I'm hoping you're going to work with me a little bit on the price. But they wouldn't do that. If they didn't really have an interest. So how is looked at objections a little bit differently? And again, just probably zig was like when my first my first cells job. So that's all I knew. But it's true that if you look at it in a positive that Wayne you give them the the rebuttal or or the solution to their objection. All you're doing is just helping them to see how it's going to make a good impact them again going back to you shouldn't be selling something. You don't believe is a good product or service. I my one of my one of my favorite memories. When I was I sold software for years. And I was in this one company that I. I I was an IT sales actually outsourcing, and I was in this company that I did not feel good about the company that was just some internal sesame integrity things. And I just knew that I had one foot out the door. Just wasn't a place for me. So I do recall on my one of my last sales calls because I didn't have the pressure of the quota because I knew I was leaving that I was meeting with with the company, and it was a huge opportunity. And I remember them telling me some things, and I clearly said to him I said, you know, I just don't think this is the right fit for you. We're just not the right company for you. And I walked away. And you know, what's really funny? I got a call back from that that BP not only because he wanted to buy. He said, no, actually we thought about it. We really do want. This like he's selling me on he's going to buy us now. But then he offered me a job because he said if you can be so confident to tell somebody that you're unauthorized that says, you have character you. Integrity, you know, whether or not it's a good thing 'em, and you're not trying to force anything. So I just think go back to if you really think that what you're doing is right for someone and you're telling them all the reasons why they should have it. That's not manipulation that's serving if you're doing the opposite though. And you know, they're going to waste their money. You know that your product is inferior. Then you are literally doing a disservice to yourself because your brand is you, and whether you were in that cell shop or another cell shop, you take that brand with Hugh, and you don't want to be somebody who doesn't have integrity. You just gave such a great example to not coming into that arena of I'm here to make a sale. But I am here to see if I can help or not to put it mildly. That is so huge. And I had to learn that I called it walkaway power. Do I have do I need the money so bad that I'm here to make a sale, no matter. What do I have walked with? Of course, what I found and this sounds like a tactic. But it is is if I come into it with walkaway power with a really caring, and it like that my sales just skyrocket, and that's counterintuitive, but it is. So let's let's wrap this up anything more. I'm just thinking about this. Again, we're talking about the power the necessity the benefit to all of us, if we are just aware for if we're president for cognizant of every engagement, we have another human being whether it is our co worker our boss. Our spouse our kid are perspec-. Tive customer, whatever there is a little whatever degree will prepare for it be aware of ourselves in that the benefit just goes up. And yet, I think the reality that I kinda wanna hit on it is this is very very rare today. I think more so than ever we're our kids, we're Archies outside of us. I mean, this isn't part of school. It's part of college. It's not part of the job. Even I've seen kids go into jobs where they needed this in the company didn't even teach it, and I I don't know why it's such a lost art. But I think the opportunity then is it's so easy to stand out. That's the good side for us. Yeah. You know? And you're right. Most of what I've learned about practicing before presentation and asking questions and confidence and all that didn't come from school or home. Even it was more what I learned on the job and role playing. And I I'll be the first to say, I'm not a Santa whole plane. It does work. But in in the when I have to do it myself. I don't love it. I like when I was in a sales role. All no, we never we were at a conference or retreat into do profiles. Like oh, gosh. I don't want to do this. But it works. And so just, but that I will say though, it doesn't take a ton of extra preparation to stand out because so few people do it that if you just tweak futures practice your presentation or practice yourselves, but you're even practice how you present something to your spouse in advance if it comes across as unique because most of us just kind of work off shoot off the hip kind of thing we'll to your role plan. I think that's good for everybody to hear. We're say you're saying that there is a benefit whether you like it or not. But we could also say look if there's if there's XYZ ways to prepare for prestige and find the one that fits you best and do something, and I will have saved guy. Did it recently when I have to talk to one of my kids one of my older kids about something difficult. I will usually write it to them. And they know that now they know that ice I communicate better when I have time to. And I write and I can look at my words. I mean, that's why I'm a writer more than anything. And then we'll talk about it though. Because I know sometimes I can use that. And I have admittedly. I've used that to not have the face to face confrontation. I've done it with my wife. She now knows and gives me grace to say, okay. Let me write it out give it to her an Email, whatever. And then we'll talk about it. But it helps me to think through it and say what I mean. And not say what I don't mean. I think that is so important. My husband does the same thing. I should probably do it more that kind of going to seem to seem to talk by semi lanes. But he does the same thing. And then we can talk about it. And it's not confrontational. It's not. At bad time. You talk about it when it's the right time for you. But I like that you do that too. And I probably should do that more who will get the put it off on that aspect of. How can we all benefit if we take a moment or more to just think about what we're saying how we're saying it how we come across because we all I do back to what you said earlier, Michelle, we we all want influence. I mean, we can't nobody. Well, I'd say nobody listening to this show does not want influence the people who may not care about. It would not be listening here. So they like thank you, Michelle. I'm I'm inspired. I'm thinking about my appointments today. And we'll stop here. And I'm going to know some stuff out need to I'll benefit by preparing for sure. All right. Thanks. Well, there you go. Of course, I hope you're motivated to be working on your personal and business presentation skills. But here from all these people should also just make us all feel easier and more normal in a world that doesn't give much attention to such things to its detriment to go forward and put some effort into how we present ourselves overall. Again, it's not the norm in today's culture. We don't get that taught anywhere for the most part. It's like, it's a specialty issue. And yet we all suffer or benefit from it. Thanks again to all who shared their comments and experiences coming up next show, six seventy one I bring you Johnny powered Johnny j o in. And I he's renowned for bringing meditation mainstream via his organization in app, one giant mind. And it was this was brought to my mind because in show six sixty seven with Michael Hyatt talking actually that was that the habits show. I think. And in the spiritual spoke, he referenced using the one giant mind app as part of his daily spiritual habits for meditation and in truth. I think more than half. Well, more than half of the guests who I interview on the Ziglar show a test to using meditation as a primary part of their daily habits and routines. It's really grown. And I think probably the answer to these stressed out culture that we tend to have and we used to hold up as some badge of merit. And now we're seeing it is not a badge of merit. It's more of a badge of shame to be so busy so stressed out. And it's not working out for us and meditation is an answer. Most people a lot of people are using. It has a lot of spiritual undertones, obviously. And I think it's always had baggage. But it's really brain training. That's what we're learning. An example. If you're familiar with the sport of biathlon where where the Olympics where cross country skiing and rifle shooting are combined and after vigorously Skien for a distance the athlete must then stop and call themselves in order to shoot a very small target and make a bullseye in our lives. We tend to go go go, and then struggle to hit those bullseye targets that we want to have success that we desire and Johnny really shows how to use meditation to help us calm ourselves in order to be present and fully useful in able as we target. Our most valuable goals. It's not rest so much as fuel Johnny states that most of us are prisoners of ourselves of our own minds. We never stop to gain control of an over our thoughts anxieties worries and never ending duties enrolls. We tend to rest I put that in quotes. You can't see me by. Escaping to entertainment, which is more like a pause than a refocus and recalibration. So this is an quipping message, really drove home what we're missing and what we can gain with taking a moment. Daily to really be present in our own minds. So till then folks, thanks as always for letting me walk with you as we inspire are true performance together.