The latin ‘persuasivus‘ is about being ‘convinced by reasoning’.

So even though emotion plays an important part, our focus should be on a compelling argument and reasoning to back it up.

You don’t need to employ manipulative tricks to be persuasive, the core skill is the ability to persuade with clarity.

How to be persuasive?

• Overcome the obstacles to persuasion
• Use tools to be clear and compelling

Let’s start with the obstacles.

Overcoming the obstacles to persuasion

The Closeness Problem:

Persuasive speaking can only be effective when we understand people’s questions, concerns and objections. However, we all see the world from our own view. We can’t help it. It’s how we are built.

And the closer we are to an issue, the harder it is to see the perspective of someone else. This closeness problem interferes with our ability to be objective.

Subjective speakers don’t know how to be persuasive:

We suffer from subjectivity when we are influenced by personal feelings, tastes or opinions. And this is our default state. There is always a gap that needs to be bridged between your views, words, frame-of-mind and those of your audience.

For many speakers, that gap is never filled.

Now consider the root of the word ‘persuade’:

• per – ‘through, to completion’
• suadere – ‘advise’

A complete argument:

You won’t be able to ‘advise people to completion’ if you speak about the issue from your subjective viewpoint. Persuasive speakers are able to be objective, impartial, unbiased and open minded. Particularly during the planning stage.

When you fully understand their needs, concerns and objections, it’s much easier to satisfy them.

Techniques to get into their mind and see their perspective:

• Write down the top 2 objections they might have. Say each one out loud as though you meant it. Now write down your response.
• Picture a listener talking to a colleague about what they want.
• Discuss the audience’s view with a 3rd person.
• Ask them! Pick up the phone and ask what matters most.
• Go deeply into their objections. Assess them. Find the openings for your ideas.
• Try to get to the core of what’s important to them. For example: Ask them about what’s important to them, and then what’s important about that. You might reach something fundamental, like ‘So I’ll feel appreciated in this role’ or ‘So the world can see the great work we are doing here’. You don’t have to manipulate their emotions, just recognise that emotions play a huge part in decision making. And that emotions are often not articulated by the listener until you dig deeper.

3 Tools to be clear and compelling

1. Build trust

How do you build trust? The foundation is showing you understand their perspective. Other important elements include eye contact and a natural, believable delivery style that allows you speak with certainty.

- Name the elephant in the room:

One of the best techniques to build trust is to be the first to bring up the objection, concern or unspoken issue. Do your best to articulate this opposing point of view, then refute it with logical arguments of your own. Bringing up objections and opposing arguments makes you seem unbiased and builds tremendous credibility. It also makes your argument appear complete.

2. Add life to your ideas

Consider the following to bring your ideas to life:

- Social proof:

Social proof is one of core tenets of persuasion. People feel safer following the crowd. This herding impulse has provided an evolutionary advantage. If all of your friends started running, your chances of survival increased if you followed the crowd—otherwise you might be the only one the lion sees.

By showing how many other people (ideally, people who are similar to your audience) have succeeded with this idea, you break down resistance to it. Use examples and case studies to prove that your idea works in the real world.

- Contrast:

It’s easier for people to determine the worth of an idea (or product) when it is compared to something. When Howard Hughes was making the film ‘Hell’s Angels‘ in 1929, he created groundbreaking air combat scenes that are still admired today. The problem was there were no clouds in the sunny California skies and so no point of reference to see how fast the planes were going. Hughes halted production for weeks until they could shoot with clouds in the background. It was worth it. The contrast between the static clouds and the speeding planes brought the pace and drama of the aeriel dogfights to life for the audience.

Compare the outcomes of your idea with alternatives to show how valuable yours are.

- Focus on the end result:

Describe the specific outcome of your idea for your audience. Use the word ‘Imagine…’ and paint a picture using as many senses as you can; what they will see, how they will feel (contrasted to the alternative), the opportunities available, etc. Attach positive emotions to the outcome.

- Persuasive language:

Use words that will be understood easily so that your listeners won’t have to spend energy translating your jargon. When every part of your message seems simple, there is a greater chance you’ll get their agreement or support.

- Use their words:

The most persuasive language is a person’s own words. In the same way that the sweetest word is a person’s own name, hearing the world described in their own words will feel right. Even if you think your wording conveys the same idea; emotionally, people will connect when you use their words exactly. It creates certainty and certainty makes us feel safe. Safer about making a decision, safer about trusting you or your judgement.

- Use props or photographs:

Talking about something in abstract terms is good, but using real objects or photographs helps bring it to life. Visual evidence can be particularly compelling.

- Use comparisons, analogies, and metaphors:

Whenever you introduce new concepts, search for an appropriate analogy which helps the audience understand the new concept in terms of how they already understand the old one.

- Use facts and statistics:

Compare the following statements: (A) Every year, many people die of cancer. (B) Every year, 3000 people in our community die of cancer.

- Use personal stories and anecdotes:

A personal story combines the power of a real example with a credible source (assuming you are a credible source!). Personal stories and anecdotes are more powerful than stories or anecdotes “which happened to a friend of mine.”

3. Use chunking

- What’s the sequence?

The human mind is activated when processing a sequence of steps (as long as it’s not too long). Go through the steps or phases in order. If you jump around, out of order, your audience will switch off. As the number of steps increases, consider using a diagram.

- Consider models and diagrams:

Carefully crafted diagrams enhance the understandability of your arguments. It doesn’t matter if you use slides, a white board, or the back of a napkin, models and diagrams can clarify concepts for your audience.

- Number the steps:

Keep your broad argument simple. Number the steps and tick them off on your fingers.

Summary: Keep it simple

You don’t need to use all these tools to be persuasive. Just focus on the 2 areas: identify the obstacles and then cherry pick 2 or 3 tools to make your ideas clear and compelling.

—–

If you’d like to learn how to master these skills, consider:

• Messaging Sessions
• Presentation Skills Training
• Presentation Skills public course
• Personal Coaching

Genius has no value if it can’t be communicated clearly.

Objective thinking is needed to vanquish these communication barriers. Understanding them is the first step.

Communication barrier 1: All words are vague

Vague is everywhere. Without an agreed context for meaning, all words and combination of words are ambiguous.

When a direction-giver says ‘It’s just around the corner’; do they mean a few steps or a few hundred steps. Is it the corner of a building or a street corner. You would have to understand the context inside their mind to know for sure.

When someone says their project is going ‘great’ during a business presentation, what does that mean?

Communication barrier 2: The Closeness Problem

The closer we are to an issue the more difficult it becomes to see from the perspective of the listener – creating the potential for vague communication, misunderstandings and frustration.

For example, people giving directions often use the words:

‘…You can’t miss it’.

Trouble is, you can miss it and they can’t see that because they know the directions so well. They have access a detailed picture in their mind while using only a few words.

The Closeness Problem is often the force behind writer’s block. We are all affected by this to some degree.

Communication barrier 3: The internet is making us stupid

Books like ‘The Brain that Changes Itself‘ and ‘The Shallows‘ explain that current technology such as smartphones, the internet and 100 channels of TV -with constant their distractions and interruptions - are turning us into scattered and superficial thinkers.

Great! We already have to deal with the massive increase in information we’re required to process, now it seems our brains are being re-wired to avoid the deeper, more objective thinking required to clarify an engaging presentation.

Communication barrier 4: Anxiety reduces our ability to think clearly

The Stress Response is designed to get you ready to flight or flee, not to calmly and objectively see the world from your listener’s perspective – which is what’s required to think clearly about our message and the best way to get it across.

The Vivid Method teaches you to think clearly…

when planning:

• A logical, step-by-step sequence to plan presentations, media messages and speeches in a fraction of the time
• Attention-directing tools help you to quickly prioritise information.
• The ability to separate yourself from a subject and clarify your ideas and design memorable presentations.
• A better way of collaborating and getting feedback using a Presentation Outline; before you get bogged down in the details.

when speaking:

• Better able to relax because your mind is clear of clutter and you feel fully prepared.
• Mental triggers to be ‘in the moment’, manage your attention and better assess the mood of the room.
• More certainty when dealing with questions and interruptions.

And take away valuable reinforcement tools to repeat the process as needed.

—–

If you’d like to learn how to master these skills, consider:

• Presentation Skills Training
• Presentation Skills public course
• Personal Coaching

How much to tell the media? (AFL football example)

Jeff’s final speech as Hawks President

Distorted message: “It’s not about winning”

‘We can face the confidence with future’: A media lesson from Julia Gillard

Natural Style: Vital secret from ‘The King’s Speech’

PM Gillard ‘Robotic and rehearsed’

Admit a negative point for persuasive communication 

Videos:

Persuasive Speaking #2, Reduce Uncertainty and Nerves Evaporate

* Learn the cause of public speaking anxiety (in fact, the root cause of ALL anxiety), and how to dissolve presentation nerves.

Boardroom presentation to business leaders ‘Transferable Message’

Persuasive Speaking #1, The ‘First Impression’ myth.

* Start to get clear. Well-meaning people can burden you with with this damaging ‘tip’.

Doesn’t that blow your mind a little? When you look up in the sky, it doesn’t end.

Ever.

This is difficult for humans to fathom. Our brain can’t process things that don’t end. It causes overwhelm, which shuts down our processing and recall faculties.

This, however, creates a unique opportunity. The human mind yearns for structure and defined limits – a clearly defined start and end. When we provide this to our listeners, they process what you say with less effort and find it easier to remember.

You know how to start a speech, here’s how to maximise the end of your speech or presentation.

Last words linger. Don’t waste them

The end of your talk is automatically a focal point for your audience. The last words you say provide you with a singular opportunity to embed a message into the mind of your listeners.

How often have you sat through a presentation that trails off at the end with no real point? It’s amazing how many presenters seem surprised by the ending of their own talk! The final slide comes up and the speaker says, “Oh um, I guess that’s it. So… any questions?”

And yet, the end of your presentation is your golden moment to leverage all the words you’ve said until then.

The door to credibility (don’t rush past it)

Worse still, a weak ending diminishes your credibility. Why? When the audience doesn’t get the structure they crave, your ideas seem weaker, less important, less memorable, less complete.

And because you’re the speaker who delivered this unsatisfying combination, you don’t appear to have as much authority.

People expect completion. That’s what an end is.

Conversely, having a strong, relevant ending boosts your credibility, satisfies your audience and increases their trust in you.

Your last words can crystallize your message and activate your audience.

Just end it!

Learn to observe what an ending feels like. Good comedians often end on a strong joke and good audience reaction – rather than the ending they planned. They are attuned to the opportunity of closing on a high note.

They become experts at endings. You can too.

I watched a much-loved sports legend capture an audience for 30 minutes at a conference. Great stories with a lesson or two from an icon. At one point it felt like the talk was coming to an end and I remember thinking ‘Good work. Tidy speech’.

But he was enjoying himself so much he kept talking. More stories and more wisdom. Unfortunately it ruined his talk. There was no structure to his stories now and we didn’t know how to process his random points of wisdom.

Do you see what can happen? Even when you engage your audience, not having a clear ending can effect their perception of the WHOLE presentation.

“How was the speech?”

“Confusing.”

Options to engage them at the end:

1.Plan the final message first.

Establish your take home message at the very start of your planning. Think of it as the first thing you plan and last thing you say.

Write it down, but in the words you would say when talking. So many people write in ‘corporate speak’ which doesn’t flow comfortably when it comes out of your mouth. Picture your audience and craft a 1 or 2 sentence message you want them to take away.

Example: “This product will save you money by…” or “We are where we need to be with this month’s sales targets because…” or ”There are 2 reasons why this project is needed. Firstly X, secondly Y.”

2. Finish with a statement, not a question.

Upward inflection is a question. Downward inflection is a statement. A question and/or upward inflection imply there is more coming. So it doesn’t work well to end.

And when you know you have a strong ending, you automatically speak with certainty – which makes it easier to add impact with your voice and emphasise your message.

3. Give them a sign

Give your audience a signal that the end is coming to prime them for your memorable end.

For example: Face the audience. Take a big breath or long pause before your final statement. Say something like; ‘To wrap up,’ ‘In conclusion’ or ‘Here’s what to do next’.

This sets their mind up for your memorable statement.

4. Tell them what to DO

Many speakers are hoping their audience will take action, but they fail to ask for it. If you want your audience to do something you better say it, deliver a call-to-action or show them how-to steps.

For example: “Allocate a budget to fund stage 2 of the project so we can ensure benefits X, Y, Z” or “We need you to give us feedback within 24 hours…”

5. Refer back to an earlier point in your presentation

A Top-and-Tail is a term we used in radio for placing an ad or promo at the start and end of a break. The top-and-tail leverages the mind’s response to structure in your presentation as well. At the start you provide a quote, example, story, a shocking fact or figure that emphasises the need for change etc. Then you repeat this at the end and it comes to life because the content of your talk has given it greater meaning.

A Title Close is where you give your speech a provocative title that encapsulates your message. Your presentation fleshes out your argument. Then, use the title of your speech as your closing words to stir your audience and embed your message.

6. Blank the screen

If you’re using slides, consider blanking the screen (using the B key) which changes the mood of the room and refocuses the audience on you as you deliver your vivid message.

The holy grail of communication

The holy grail of communication is a transferable message.

It can create word of mouth momentum that can make or break the success of a project.

The ultimate test of your message: would the key members of your audience repeat it to their friends or colleagues?

Test your message out loud and see if you can ‘hear’ them repeating it. Does it flow from their lips? If it does, you know you’ve got a powerful end to your presentation. Could they recall your message a day later? A week later? Could they repeat it to their colleagues in the big meeting next month when they actually make the decision??

This is what you’re speaking for; message recall.

You are there to get a message across that can be recalled later, and if you miss ending, you jeopardize the recall.

—–

If you’d like to develop your presentation skills, consider:

• Presentation Skills Training
• Presentation Skills public course
• Personal Coaching
• Message Development Sessions

Scroll through the titles and see if there is a Persuasive Speaking episode helpful to you right now. We’ll be adding more videos on a regular basis.

Persuasive Speaking #3, How to Start a Speech – 4 ways

Persuasive Speaking #2, Reduce Uncertainty and Nerves Evaporate

* Learn the cause of public speaking anxiety (in fact, the root cause of ALL anxiety), and how to dissolve presentation nerves.

Persuasive Speaking #1, The ‘First Impression’ myth.

* Start to get clear. Well-meaning people can burden you with with this damaging ‘tip’.

• Speeches,
• Presentations,
• Media conversations.

How?

It shows you how to eliminate the interference caused by normal speaking nerves and information overload.

On top of that it provides tools to structure information to bring it to life.

This helps you think clearly – and activates your innate talent.

There are 3 parts:

1. ClarityFirst Principles to control nerves.
2. A Speech Outline template for message and structure.
3. Techniques to give great explanations.

Why does it need simplifying?

Most training makes public speaking too complicated – which increases anxiety and makes it harder to think clearly.

There are too many rules and too much conflicting advice. For example:

• “Have 6 gestures a minute, but be yourself.” Ridiculous, we’re not robots.
• “The first 8 seconds forms the lasting impression.” No it doesn’t.
• “Do 10 minutes of preparation for every minute you speak, no matter how much you know about the subject.” Doesn’t take into account your unique situation.
• “Your recap should be 10% of the length of your talk.” Rubbish.

The rules approach creates uncertainty which adds to anxiety.

Rules discourage you from thinking for yourself.

What you need are guidelines and tools to help you think – about your audience, your message, and the best way to get it across.

You need a strong foundation of natural style – which frees you to relax and think for yourself.

You don’t have to be Brad Pitt

A lot of presentation skills training is done by actors – making people feel they have to be great stage performers to be good at explaining ideas in a boardroom. Most of us aren’t Brad Pitt, so we come away feeling our natural style isn’t good enough.

Persuasive communication is so important for achieving your goals, you need to remove the burden of public speaking so you can shine.

It’s easy to be persuasive.

• Remove the interference.
• Understand the stress response and learn triggers to relax.
• Define your message.
• Have a method to organise your ideas that you can rely on (even when under pressure).
• Learn natural delivery skills to explain your idea.

Who uses it?

We have hundreds of testimonials from businesspeople, sportspeople, Scientists and TV presenters…

…about how they have a method they can rely on.

Benefits of the Vivid Method

Immediately increase your ability to:

• Think clearly
• Speak with certainty
• Engage an audience
• Sell ideas

Bonus

When people overcome the ‘biggest fear’, they feel comfortable developing in other areas.

Consider…

• Presentation Skills training
• Media Training
• Conference Session
• Executive Coaching
• Sales Presentation Skills

I watched it this weekend and it’s pretty good.

The video is long – 50 minutes – but here’s what you get: A unique piece of public speaking that is funny, heartbreaking, honest and motivational.

This leadership speech is by General Mark Welsh, Commander of U.S. Air Forces in Europe, speaking to 1,000 cadets at the US Air Force Academy.

It illuminates the life and death gravity of leadership in the armed forces, but it’s the opposite of what you might expect of a military speech. Rather than a tone of ‘You have to do this because it’s an order’, we are treated to an incredibly engaging and persuasive speech that awakens desire in the audience to be a great leader.

What makes this leadership speech great?

Watch for yourself. Or check out the Harvard Business Review assessment of the speech which highlights the key theme as ”Leadership is a gift. It’s given by those who follow. You have to be worthy of it.”

My review is below the video. I took away an intimate, personal call to be ready for the challenge.

Review: General Welsh Speech to USAFA

His audience

Men and women 20-25 years old who have a 75% chance of graduating the Academy’s four-year program, which is intended to give cadets the skills and knowledge that they will need for success as officers.

Informal tone to connect

His opening word: “Yo”.

The start is a bit slow but appropriate in that environment.

Pretty soon you see the speaker’s ability to combine life and death issues with personal humour and light-hearted approachability. The subject is serious, but the speaker regularly has a laugh. He seems friendly and welcoming, yet clear about what matters.

He isn’t ‘heavy’ ALL the time. The contrast of light and heavy make the important areas stand out.

Flexible structure

The speech is structured around the profiles of dozens of people under the General’s command. Their pictures are shown and their stories told. His messages are made concrete by the fact they follow a real story. Tell a story – make a point. For example:

‘Every body has a story. If you don’t know the story you can’t lead. Learn the story.’

Clear, personalized messages

This leadership speech is worth watching just to see how the speaker makes all his messages personal. For example, instead of saying;

“Are you ready to lead”

He says;

“Are you ready to lead him” after explaining a person’s story.

Instead of;

“You are expected to be a great leader”

We hear;

‘He expects you be be ready to lead his people. In fact he demands it.’ After telling a story about the head of a division.

Here are some more messages peppered throughout the talk.

• You better be willing to make decisions. Sometimes without all the information you want. Get ready.
• You better be good. ‘Your job is to lead them… are you ready?”
• You will make a difference.
• We are a team. All the people are important.
• Attention to detail is it important. You better have it.
• Leadership is a gift given by those who follow.
• Are you ready to lead? If not, rededicate yourself to the effort.

Great Explanations

There’s is nothing dramatic about his delivery skills, but he’s comfortable enough to act out a character (‘my son walked over like John Wayne…’).

He doesn’t rush.

This is vital. When information is rushed, it doesn’t seem as important. His pace allows the ideas to come alive. He appears calm, thoughtful, genuine. Present in the moment.

Do you connect with your team this way? Can you stand calmly on stage in silence – allowing your ideas to absorb?

Clear and personal ending

A good ending is important to deliver the key message and make the ideas feel complete (and therefore easier to remember).

“Thank you for being good enough to be here. Make sure you’re good enough to graduate. Take care of yourselves. I’ll see you out there.”

Do your speeches inspire people to follow you?

A great speech like this can strengthen a team or ogranization more powerfully than 10,000 hours of work. It can engender belief and dedication that lives on for years.

How powerful are your leadership speeches?

—–

If you’d like to develop your leadership presentation, consider:

• Presentation Skills Training
• Presentation Skills public course
• Personal Coaching
• Message Development Sessions

The structure of Steve Jobs speeches varied depending on his goals for the communication event. But he always had 2 things; a clear take-home message and an engaging structure.

For example, this speech tells an amazing story and shares unique life lessons, but it’s also a wonderful example of the kind of speech outline we’ve been recommending for over a decade.

A Chunk Structure with 2, 3 or 4 sections and vivid Message at the end.

This simple, powerful but flexible presentation format:

• is quicker and easier to prepare
• is easier to remember for the speaker
• is easier to follow for the audience
• ensures key points stand out
• adds variation and emphasis automatically as you start and end sections (chunks).

Example of Steve Jobs Stanford ‘Chunk Structure’:

A good speech outline has Message and Structure

A good outline is a summary that shows the logical flow of your ideas, typically on one page. A traditional speech outline is a good start, but usually fails to focus on 2 crucial elements:

1. A vivid message – the first thing you plan and the last thing you say.
2. A key point (mini-message) at the end of each section.

People will always forget most of the words you say, so focus on key messages – from the beginning of the planning process – can give your presentation many times more impact.

Watch the Steve Jobs Stanford speech again and review the ultra clear structure and message:

June 12, 2005: The famous Steve Jobs Stanford commencement address speech.

Example of how the vivid ‘Text Structure’ might look:

Scene Setting:

I’m honoured to be here with you today. I never graduated. This is the closest I’ve been to a college graduation.

Title:

“Three stories from my life”

Overview

1. Connecting the dots
2. Love and loss
3. Death

Connecting the dots

I was adopted. My parents promised my biological mother that I would go to college.

I chose a college so expensive, my parents were spending all their money on it. I had no idea what to do with my life and I didn’t see the value. So, I dropped out.

I was able to drop in to any class I wanted. This included a calligraphy class which seemed to have no value at the time, but led to the first computer with beautiful typography (the Mac).

(Point:) Connecting the dots: You can only connect the dots looking back, not forwards. You just have to trust that they will connect.

Love and loss

I found what I loved early in life. Started Apple at 20, in my garage, but at 30, I was fired and devastated. Public failure. Thoughts of running away . . . but I still loved what I did.

A new start. Freed to enter the most creative period of my life. My wife, Pixar and . . . NeXT, which is at the heart of Apple’s renaissance. All thanks to Apple firing me.

(Point:) Love and loss: Only way to do great work is love what you do. If you haven’t found it, keep looking. Don’t settle.

Death

“If you live each day as if it was your last, someday you’ll most certainly be right.” Remembering that you’re going to die is the best way I know to avoid the trap of thinking you have something to lose.

A year ago I was diagnosed with cancer. For a day I lived with my death sentence. . . until my biopsy later that evening.

Death is very likely the single best invention of Life. It is Life’s change agent.

(Point:) Death: Time is limited; don’t waste it living someone else’s life. Follow your intuition.

Whole Earth Catalogue

When I was young, an amazing publication called created by Stuart Brand *not far from here* in Menlo Park. Like Google in paperback. Full of ideas and neat tools. They put out a final edition *When I was about your age*

(Point:) Whole Earth Catalogue: Their farewell message, stay hungry, stay foolish, I’ve always wished for my life.

Message Statement

As you graduate to begin anew, I wish that for you: Stay hungry. Stay foolish.

Your next presentation

This example shows you the tools you can use to create a speech outline for your next presentation. If you want to speed up the process and automatically download your outline to PowerPoint, and have always-up-to-date Outlines on your iPhone or iPad, then consider the web app at SpeechOutline.com

—–

If you’d like to master the Speech Outline, consider:

• Presentation Skills Training
• Presentation Skills public course
• Personal Coaching

I watched ‘Fair Game’ last night (with Sean Penn and Naomi Watts) which ended with a powerful movie speech. Powerful and short. In fact, the best movie speeches are only about 100 seconds. (The Gettysburg Address was about 2 min long).

Hopefully this will get you in the mood to produce powerful business presentations (most of which are longer than they need to be).

And by the way, the movie speakers don’t rush. There are long pauses. In fact, they generally speak at half the pace of most business presentations. Yet they convey so much.

You can say a lot in a minute or two if you clarify your ideas and craft your messages.

Enjoy.

Ali (2001)

(Less than a min) Ali was a master at getting a poetic rhythm in his speeches. Like a dance (which is the way he boxed). Here he defends his decision not to participate in the war in Vietnam. Watch this movie speech here.

“I ain’t draft-dodgin.’ I ain’t burnin’ no flag. And I ain’t runnin’ to Canada. I’m stayin’ right here.

You wanna send me to jail? Fine, you go right ahead. I’ve been in jail for 400 years. I can be there for 4 or 5 more.

But I ain’t goin’ no 10,000 miles to help murder and kill other poor people. If I wanna die, I’ll die right here, right now fightin’ you — if I wanna die.

You my enemy. Not no Chinese, no Viet Cong, no Japanese.

You my opposer — when I want freedom.

You my opposer — when I want justice.

You my opposer — when I want equality.

Want me to go to somewhere and I fight for you? You won’t even stand up for me right here in America for my rights and my religious beliefs. You won’t even stand up for me right here at home.”

A Beautiful Mind (2002)

(Just over 1 min) Movie speech where John Nash accepts the 1994 Nobel Prize in Economic Sciences. Watch the movie speech here.

“I’ve always believed in numbers and the equations and logics that lead to reason.

But after a lifetime of such pursuits, I ask,

What truly is logic? Who decides reason?

My quest has taken me through the physical, the metaphysical, the delusional — and back. And I have made the most important discovery of my career, the most important discovery of my life: It is only in the mysterious equations of love that any logic or reasons can be found.

I’m only here tonight because of you [wife, Alicia]. You are the reason I am. You are all my reasons. Thank you.”

Fair Game (2011)

(Less than 2 mins) Enlightening movie speech about the decision to go to war in iraq. Watch the movie speech here.

“How many of you know the 16 words in President Bush’s State of the Union Address that led us to war? (none) How many know my wife’s name? (everyone).

How can you know one, and not the other? When did the question move from ‘Why are we going to war?’ to ‘Who is this man’s wife?’

I asked the first question, and somebody else asked the second. And it worked. Because none of us know the truth. The offence that was committed was not committed against me, it was not committed against my wife – it was committed against you. All of you.

If that makes you angry or feel misrepresented, do something about it.

When Benjamin Franklin left Independence Hall, just after the second draft of it, he was approached by a woman on the street, the woman said, ‘Mr Franklin, what manner of government have you bequeathed us? And Franklin said, ‘A Republic madam… if you can keep it.’

The responsibility of a country is not in the hands of a privileged few. We are strong and we are free from tyranny as long as each one of us remembers his or her duty as a citizen. Whether it’s to report a pothole at the top of your street, or lies in a State of The Union Address, speak out! Ask those questions. Demand that truth. Democracy is not a free ride man, I’m here to tell you.

But this is where we live. And if we do our job, this is where our children will live. God bless America.”

Wall street (1987)

(3 mins) One of the classic movie speeches where Gordon Ghekko convinces shareholders to vote for his business plan with his ‘Greed is good‘ message. Watch the movie speech here.

“Well, ladies and gentlemen, we’re not here to indulge in fantasy, but in political and economic reality. America has become a second-rate power. Its trade deficit and its fiscal deficit are at nightmare proportions. Now, in the days of the free market, when our country was a top industrial power, there was accountability to the stockholder. The Carnegies, the Mellons, the men that built this great industrial empire, made sure of it because it was their money at stake. Today, management has no stake in the company!

All together, these men sitting up here [Teldar management] own less than 3 percent of the company. And where does Mr. Cromwell[CEO] put his million-dollar salary? Not in Teldar stock; he owns less than 1 percent.

You own the company. That’s right — you, the stockholder.

Teldar Paper has 33 different vice presidents, each earning over 200 thousand dollars a year. Now, I have spent the last two months analyzing what all these guys do, and I still can’t figure it out. One thing I do know is that our paper company lost 110 million dollars last year, and I’ll bet that half of that was spent in all the paperwork going back and forth between all these vice presidents.

And you are all being royally screwed over by these, these bureaucrats, with their steak lunches, their hunting and fishing trips, their corporate jets and golden parachutes.

The new law of evolution in corporate American seems to be survival of the un-fittest. Well in my book you either do it right or you get eliminated. In the last seven deals that I’ve been involved with there were 2.5 million stockholders who have made a pre-tax profit of 11 million dollars. I am not a destroyer of companies, I am a liberator of them!

The point is ladies and gentlemen that Greed, for lack of a better word, is good. Greed is right, greed works. Greed clarifies, cuts through and captures the essence of the evolutionary spirit. Greed in all of its forms. Greed for life, money, love, knowledge, has marked the upward surge of mankind, and greed – you mark my words – will not only save Teldar Paper, but that other malfunctioning corporation called the U.S.A.

Thank you very much.”

The Verdict (1982)

(2 mins 45 seconds) Best movie speech: Frank Galvin’s closing argument to win the un-winnable case. Watch this great movie speech here.

“Well…You know, so much of the time we’re just lost. We say, “Please, God, tell us what is right. Tell us what is true.”

I mean there is no justice. The rich win; the poor are powerless. We become tired of hearing people lie. And after a time we become dead, a little dead. We think of ourselves as victims — and we become victims. We become weak; we doubt ourselves; we doubt our beliefs; we doubt our institutions; and we doubt the law.

But today you are the law. You are the law, not some book, not the lawyers, not a marble statue, or the trappings of the court. See, those are just symbols of our desire to be just. They are, in fact, a prayer, I mean a fervent and a frightened prayer.

In my religion, they say, “Act as if you had faith; faith will be given to you.”

If we are to have faith in justice we need only to believe in ourselves and act with justice. See, I believe there is justice in our hearts.”

Malice (1993)

(90 seconds) One of the most devious movie speeches; where Alec Baldwin plays a Doctor intentionally losing a malpractice suit to collect a share of the insurance money. Watch the movie speech here.

“The question is, “Do I have a ‘God Complex’?

Which makes me wonder if this lawyer has any idea as to the kind of grades one has to receive in college to be accepted at a top medical school.

Or if you have the vaguest clue as to how talented someone has to be to lead a surgical team.

I have an M.D. from Harvard. I am board certified in cardiothoracic medicine and trauma surgery. I have been awarded citations from seven different medical boards in New England; and I am never, ever sick at sea.

So I ask you, when someone goes into that chapel and they fall on their knees and they pray to God that their wife doesn’t miscarry, or that their daughter doesn’t bleed to death, or that their mother doesn’t suffer acute neural trauma from postoperative shock, who do you think they’re praying to? Now, you go ahead and read your Bible, Dennis, and you go to your church and with any luck you might win the annual raffle. But if you’re looking for God, he was in operating room number two on November 17th, and he doesn’t like to be second guessed.

Let me tell you something:You ask me if I have a God complex?

I AM GOD.

….and this side show is over.”

Gandhi (1982)

(Less than 2 mins) Dramatic yet calm movie speech advocating a policy of non-violence while opposing an unjust law. Listen to the movie speech here.

Person from the large, angry audience: “In this cause, I would be willing to die!”

Gandhi: I praise such courage. I need such courage because in this cause I, too, am prepared to die. But, my friend, there is no cause for which I am prepared to kill. Whatever they do to us, we will attack no one, kill no one, but we will not give our fingerprints — not one of us.

They will imprison us, and they will fine us. They will seize our possessions, but they cannot take away our self-respect if we do not give it to them.

Audience Member: Have you been to prison?! They beat us and torture us! I say that we should –

Gandhi: I am asking you to fight! To fight against their anger, not to provoke it. We will not strike a blow, but we will receive them. And through our pain we will make them see their injustice, and it will hurt — as all fighting hurts. But we cannot lose. We cannot. They may torture my body, break my bones, even kill me. Then, they will have my dead body — not my obedience.

We are Hindu and Muslim, children of God, each one of us. Let us take a solemn oath, in His name, that come what may we will not submit to this law.”

The Shawshank Redemption (1994)

(2 mins) Great movie speech where Morgan Freeman’s character ‘Redding’ addresses the parole board for the final time. Watch the movie speech here.

Parole Board Interviewer: Please, sit down. Ellis Boyd Redding, your files say you’ve served 40 years of a life sentence. You feel you’ve been rehabilitated?

Redding: Rehabilitated? Well, now, let me see. You know, I don’t have any idea what that means.

Parole Board Interviewer: Uh, well, it means you’re ready to rejoin society.

Redding: I know what you think it means, sonny. To me, it’s just a made up word, a politician’s word, so that young fellas like yourself can wear a suit and a tie and have a job. What do you really wanna know? Am I sorry for what I did?

Parole Board Interviewer: Well, are you?

Redding: There’s not a day goes by I don’t feel regret. Not because I’m in here, or because you think I should. I look back on the way I was then, a young, stupid kid who committed that terrible crime. I wanna talk to him. I wanna try to talk some sense to him — tell him the way things are. But I can’t. That kid’s long gone and this old man is all that’s left. I gotta live with that.

Rehabilitated? It’s just a bullshit word.

So you go on and stamp your form, sonny, and stop wasting my time. Because to tell you the truth, I don’t give a shit.

Parole Board Interviewer: [Stamp: APPROVED]

—–

If you’d like to develop skills to get big ideas across in a short space of time, consider:

• Presentation Skills Training
• Media Training
• Executive Coaching
• Message Development Sessions

Hawthorn Football Club have been using the Vivid Method for Public Speaking and Media Training since 2007.

AFL clubs get an incredible amount of media scrutiny and the Hawks have been very effective in managing their media messages and building communication skills in their people.

Luke Hodge, Hawks Captain.

Luke was comfortable when asked questions by journalists and on TV, but when he became capatain he had to do more public speaking and business presentations. This was a new experience. He talks about how he was able to relax on stage and get his message across.

“Spending more time with Cam has helped me work on my strengths as a speaker. At the start I was very nervous, I spoke very quickly. He put different things in place where I can relax on stage and be able to get my message across more effectively.”

Stuart Fox, CEO, Hawthorn Football Club

Talks about the value of ‘chunking’ and structure.

“In my role as CEO, I do a lot of presentations, discussions with the media and public speaking, so I’ve used Cam and the Vivid Method a lot. Basically to build confidence around how I present. He’s taught me to relax and be comfortable in myself. His strategy is around delivering a clear message – and what I’ve used a lot is the method of ‘chunking’. So when I’m preparing to talk I basically chunk up all the key messages I want to get across to our stakeholders and the community.

He’s been fantastic. And what we’ve done now is pushed that down to our middle management team, my senior managers use the procedure as well. We’re all singing from the same hymn book. So we’re using the same framework internally, every time.

I think it’s made a big difference and it’s certainty added to the overall professionalism of the Hawthorn Football Club.”

Alastair Clarkson, Premiership Coach, Hawthorn Football Club.

Talks about the power of consistent messaging.

“We’ve been using the Vivid Method and Cam Barber for 5 or 6 years now. Probably the most significant thing we’ve found from his program is… you know with a club the size of ours, so many people from a playing level through to an administrative level, you need to make sure your messaging is all on the one page.

Cam has helped us enormously with making sure that the messages we send out about our football club, and the way we want to go about things, are all tied together and on the same page, whether it’s at board level, coaching level or at a playing level. And that’s been really important for our progress as a football club.”

—–

If you’d like to develop the same skills, consider:

• Presentation Skills Training
• Presentation Skills public course
• Media Training
• Personal Coaching