Everyone has an idea worth sharing.
If you’re in sales leadership – sharing ideas, information and direction is basically what you do for a living, right?
That is why I was so excited to read Carmine Gallo’s WSJ Best Seller, Talk Like TED: The 9 Public-Speaking Secrets of the World’s Top Minds.
Even if we’re not formally “on stage” – we are routinely in situations that require strong communication of an idea or message:
- Customer sales calls
- Coaching conversations
- POA meetings
- Conference calls
- Sales training events
Talk Like TED delivers amazing insights, gleaned from analysis of the most viewed TED Talks of all time, that are as applicable in these situations as they are on the big stage.
Rather than provide a play-by-play review of Talk Like TED (…there have been many of those already written, all better than I could ever do), I’ll share what I’m going to change after having read the book. Taking things “BEYOND THE BOOK.”
(See what I did there? :))
After all, that’s the goal of investing time in reading great
From there, you can decide if any of the information is useful for you or if you’d like to read it for yourself!
Gallo’s research is broken down into 3 main sections in the book and powerfully demonstrates that effective presentations are…
I. EMOTIONAL: They touch my heart
The 3 secrets revealed in this section of the book revolve around the premise that ideas have real impact when delivered at an emotional level using expert passion, stories and a conversational tone.
Sound like the last conference call you were on?
MY CHANGE: Use more stories. Gallo dissects numerous TED Talks where the presenters used 3 kinds of stories: personal stories, stories about other people and stories about brands that captured the audience at a truly emotional level.
COOL INSIGHT: Researchers have discovered that hearing stories activates language, sensory, visual and motor areas of the brain and can create a “sync-up” or “brain-to-brain coupling” between the speaker and listener.
That’s how ideas spread.
EXAMPLE: Check out this TED Talk by Bryan Stevenson who spent 65% of his 18 minutes telling stories.
II. NOVEL: They teach me something new
The 3 secrets revealed in this section of the book suggest that ideas have real impact when they teach the audience something new, deliver a jaw-dropping moment and are lightened with humor.
MY CHANGE: Look for and deliver jaw-dropping moments. OK, that might sound a little over zealous for a sales guy, but opportunities exist to “wow” any audience. Examples from book show that the best presentations contain some kind “emotionally charged event” that the audience remembers long after the interaction is over.
COOL INSIGHT: Molecular scientist John Medina is quoted in the book as saying that “emotionally charged events persist longer in our memories and are recalled with greater accuracy than neutral memories.”
Sounds like the primary goal of all we do in communicating ideas!
EXAMPLE: Check out this TED Talk by Bill Gates from 2009 whose use of an emotionally charged event – releasing “a swarm” of mosquitos – had incredible power.
III. MEMORABLE: They present content in ways that I’ll never forget
The last 3 secrets shared in the book include data on the ideal length of presentations, taking a multi-sensory approach and the power of authenticity.
MY CHANGE: Always take a multi-sensory approach. It’s so easy to pull a bunch of slides together with data and bullet points and assume that’s enough to communicate an idea – but Gallo’s analysis suggests it’s not. Pictures, videos, props, demonstrations, text – and mixtures of them all – is what gains attention and has power.
COOL INSIGHT: Dr. Richard Mayer, professor of psychology at UC Santa Barbara, shares research insight in the book suggesting that students exposed to multisensory experiences ALWAYS (not sometimes…) have better recall of information than those who only read or hear it.
Finding ways to have an audience hear, see, smell, touch, move is a MUST if you want your idea to stick.
EXAMPLE: Check out this TED Talk by Michael Pritchard, which has been viewed over 3 million times, who uses a masterful multisensory approach to communicate his message.
Talk Like TED was a great read and just filled with highly actionable ideas – the mark of a great book for me. I recommend it highly and you can grab a copy just about anywhere…I snagged mine off Amazon.
Would love to hear your thoughts on this topic, so leave a comment here.
Or if you’ve already read the book, what did you think?
Now…go spread your ideas. (And if you liked this post – please spread the word by sharing it!)