[...]... was once asked how one became a writer He replied, ‘‘The only way to learn to write is to write and write and write and write and write and write and write.’’ 16729$ $CH1 11-30-07 15:11:43 PS PAGE 15 16 Speak to Win Likewise, to learn the art of speaking, the only way to learn is to speak and speak and speak and speak and speak and speak and speak Learning to speak is like learning any other skill... before you get up to speak Is the market good or bad for what they are selling? Are they growing, staying flat, or are they declining in the current market? What are the business and political trends that are affecting them at this moment? Here are some other things to check on when planning a speech or presentation Consider What’s Happening in Their Businesses I was once called in to speak to a large group... delivered more than 4,000 presentations and spoken personally to more than 5,000,000 people in 46 countries In the pages ahead, I will take you by the hand and show you, step by step, how to develop the courage, confidence, and competence to be a winning speaker in any situation 16729$ INTR 11-30-07 15:11:37 PS PAGE 7 CHAPTER 1 The Arts of Speaking and Rhetoric All his oratorical efforts were made... improve the quality of our offerings and the speed at which we deliver them to our customers To deal with shrinking markets, we must expand into new markets and increase our product offerings to attract new customers To deal with changing customer tastes, we must develop and market products and services that our customers want today, rather than what they may have wanted in the past 16729$ $CH1 11-30-07... no point in talking if no one is listening or paying attention The Introduction This is where you tell the audience what is coming and why it is important The First Point This is where you transition into the body of your talk Your first point sets the stage and begins to deliver on your initial promise The Transition into the Next Point You must make it clear that you have finished with one point and... competent speakers today at one time could not lead silent prayer in a phone booth Many people who appear confident and articulate in front of an audience were at one time terrified at the idea of standing up and speaking in public Your goal should be to be in the top 10 percent of communicators And you should continually remind yourself that almost everyone who is in the top 10 percent today started in the... example I speak to many audi- 16729$ $CH2 11-30-07 15:11:47 PS PAGE 21 22 Speak to Win ences of sales professionals, entrepreneurs, business owners, and network marketers The common denominator is that they all want to be financially successful Therefore, everything I talk about relates to how they can use certain ideas to increase their incomes and their profitability As a result of taking this approach,... least prepared to speak effectively to an unresponsive and, in many cases, negative audience It pays to take the time to find out what is going on in the company or group Do Your Homework—Go Beyond Demographics and Traits When you are speaking to people in a specific industry, business association, or other organization, you must find out everything you can about what is going on professionally with those... the most powerful techniques, tactics, and methods of great speakers in every area of business, politics, and personal life The Four Ds to Speaking Excellence To become an outstanding speaker, you simply must have the four Ds 1 Desire First, you must have an intense, burning desire to speak well If your desire is strong enough and you want to achieve speaking mastery long enough, nothing can stop you... PS PAGE 13 14 Speak to Win With our joint commitment to these three goals, we will not only survive but thrive in the exciting times ahead Thank you You Have a Job to Do Peggy Noonan, speechwriter for Ronald Reagan, once wrote, ‘‘Every speech has a job to do.’’ One of the most important things you must do, before you speak, is start with the end in mind Determine what you want your talk to accomplish . Congress Cataloging -in- Publication Data Tracy, Brian. Speak to win : how to present with power in any situation / Brian Tracy. p. cm. Includes index. ISBN-13:. and competence to be a winning speaker in any situation. PAGE 7 16729$ INTR 11-30-07 15:11:37 PS CHAPTER 1 The Arts of Speaking and Rhetoric All his oratorical