Increase Sales with the Simple Six-Step Heroic Storytelling Formula

By Henry DeVries

Henry DeVriesA tough challenge for many in business is convincing enough prospects to hire them. To become more persuasive, it pays to know how humans are hardwired for stories. If you want the prospect to think it over, give them lots of facts and figures. If you want them to decide to hire you, tell them the right story.

Storytelling helps persuade on an emotional level. Maybe that is why so many Fortune 500 companies are putting an emphasis on teaching their sales and business development professionals storytelling techniques that will move units and convince prospects to come aboard.

Now any business leader or sales professional can easily use proven techniques of telling a great story employed by Hollywood, Madison Avenue, and Wall Street by employing “The Simple Six-Step Heroic Storytelling Formula” to gain the chance to make a proposal or close the sale.

These stories must be true case studies, but told in a certain way. Here is a quick overview of the formula: Be the voice of wisdom and experience. Click To Tweet

1.Start with a main character. Every story starts with the name of a character who wants something. This is your client. Make your main characters likable so the listeners will root for them. To make them likable, describe some of their good qualities or attributes. Generally, three attributes work best: “Marie was smart, tough, and fair” or “Johan was hardworking, caring and passionate.” For privacy reasons you do not need to use their real names (“this is a true story, but the names have been changed to protect confidentiality”).

2. Have a nemesis character. Stories need conflict to be interesting. What person, institution, or condition stands in the character’s way? The villain in the story might be a challenge in the business environment, such as the recession of 2008 or higher tax rates (the government is always a classic nemesis character).

3. Bring in a mentor character. Heroes need help on their journey. They need to work with a wise person. This is where you come in. Be the voice of wisdom and experience. The hero does not succeed alone; they succeed because of the help you provided. 

4. Know what story you are telling. Human brains are programmed to relate to one of eight great meta-stories. These are: monster, underdog, comedy, tragedy, mystery, quest, rebirth, and escape. If the story is about overcoming a huge problem, that is a monster problem story. If the company was like a David that overcame an industry Goliath, that is an underdog story.

5. Have the hero succeed.  Typically the main character needs to succeed, with one exception: tragedy. The tragic story is told as a cautionary tale. Great for teaching lessons, but not great for attracting clients.  Have the hero go from mess to success (it was a struggle, and they couldn’t have done it without you).

6. Give the listeners the moral of the story. Take a cue from Aesop, the man who gave us fables like The Tortoise and the Hare (the moral: slow and steady wins the race). Don’t count on the listeners to get the message. The storyteller’s final job is to tell them what the story means.

Six Ways to Put Stories into ActionAfter you build an inventory of stories that demonstrate how you take clients from mess to success, you are then ready to deploy the stories. In storytelling, context is everything. You should never randomly tell stories, but instead use stories at the right strategic times.

Here are six perfect opportunities to persuade with a story

1. During an Initial Call to Get a Meeting.  Never lead with the story. First have a conversation with the prospect. Ask about their goals, what they are doing right, and what they see as the roadblocks they hope you can help them get past. At this point ask: “May I tell you a true story about how we helped a client get from where you are now to where you want to go?”  

2. To Close a Client During a Meeting. For many companies, business development is not a one-step close. During an initial get together you gather information and in the subsequent meeting you propose a course of action. This is the time to add a case history story of a client that was in a similar situation.

3. On a Website and in Collateral Material. Get rid of those dry case studies on the website. Instead, convert them to the more persuasive story format of the six-step formula. This also applies to your marketing collateral. Don’t just tell when stories will sell. In your brochures and information kits replace drab case histories with persuasive heroic success stories (remember your role is as a wise mentor).

4. During a New Business Presentation. Oftentimes, you may be asked to make a presentation to a group.  Because humans are hardwired for stories, this is a perfect opportunity to make your pitch memorable.

5. During a Speech or Media Interview.  Occasionally you may receive an invitation to make a speech or give an interview to the media. Illustrate your message with a pithy story.

6. To Train Employees on Core Values.  Stories can also be the gift to your business that keeps giving. Reinforce core values with employees and new hires through sharing the inventory of stories.

Bottom line: Nothing is as persuasive as storytelling with a purpose. The right stories can work wonders whether you are using them in a one-to-one meeting, in a presentation that is one-to-several, or in a speech or publicity that is one-to-many. Start today to build an inventory of persuasive stories.

Henry DeVries, CEO of Indie Books International, works with consultants to attract high-paying clients by marketing with a book and speech. As a professional speaker, he teaches sales and business development professionals how to build an inventory of persuasive stories. He is the author of “Marketing with a Book” and “Persuade with a Story!” For more information, visit www.indiebooksintl.com

Get the Most Out of Your Speaker Investment

6 Ideas to Make Your Meetings Memorable

By Patricia Fripp

Patricia FrippIn a perfect world, you would have an unlimited budget to hire top keynote speakers for all your meetings and conventions. Since it’s not, here are some proven suggestions that have been successfully incorporated by many companies and associations. Adopt them into your meeting planning process, and become a hero for getting the most for your meeting dollar.

One seasoned association Executive Director had six days of speaking and seminar slots to fill. As part of their overall convention, instead of assigning each slot to a different speaker, she suggested to the conference committee that they maximize the contribution of a few top presenters, hiring three of them to fill three different roles. That’s how they made 1 + 1 + 1 = 9. Three speakers used three ways equals nine slots filled.

Here’s how such a move can save your organization time and money and let you trade up to professional speakers you might have thought you couldn’t afford.

Save on Hotels and Airfare: Cutting the number of speakers will most likely reduce the total nights of lodging needed. You will definitely save on transportation — for instance, three round-trips versus nine.

Speakers May Reduce Fee: Many speakers will conduct multiple presentations for the same fee and discount several days in the same location. Perhaps your prior speakers might have been more flexible if you had only thought to ask, “After your keynote, could you conduct a breakout session?” ”While you are here could you emcee one morning?” “Could you moderate a panel?” Even, “Our chairman is a bit nervous. Could you coach him on the opening of his keynote speech?”

Speakers and trainers who travel across country will frequently charge considerably less for three consecutive days at one hotel, rather than three separate dates months apart.

The Answer Is No If You Don’t Ask: One Realtors Association asked, “After your luncheon speech, could you deliver a breakout seminar on your topic and go deeper?” That thrilled their speaker who wanted to prove to them that he had more to offer than the 45 minutes of ideas presented in his keynote speech.

One seasoned professional speaker always makes a habit of suggesting a breakout following her keynote. One of her clients said, “Well, the agenda is already slotted in. However, we’d love it if you would emcee our Top Producers’ panel, the first breakout session after lunch.”

It’s Easier to Get Sponsors: Trading up to a more seasoned or bigger-name speaker makes it easier for you to get sponsors. If you have ever said, “We can’t afford your fee,” instead ask, “If we can find a sponsor to help pay for your presentation, would you be willing to have a book signing in their booth?”

Who would sponsor your event? Consider approaching the exhibitors at your conventions or whoever sells to your members or whoever wants good PR with the people in the audience. List these “angels” prominently in the program and meeting audiovisual presentations.

At many conventions the sponsor has the opportunity to introduce the speaker and handle the Q and A. Ahead of time introduce your speakers to their sponsors, and encourage them to incorporate a couple of lines into their presentation that tie into their sponsor.

For example, one keynote speaker, in her keynote speech to an 800-person audience at a national convention, thrilled the association, audience, and sponsor. After her opening story, she quoted the founder of her corporate sponsor, gave examples to reinforce herpoints from their newsletters, and incorporated their name in her walk-away line.

When your speakers are wise enough to feature their sponsors in their presentations, you will not have a problem getting sponsorship for future conferences.

Three Invaluable Bonuses

  1. Having speakers on hand throughout your event gives you far greater flexibility in scheduling.
  2. In case of a last minute speaker cancellation or no show, they can substitute.
  3. Continuity can establish a powerful connection between audience and speakers.

With six days of speaking and seminar slots to fill, our seasoned association Executive Director said, “We found that when we triple-book speakers, they become even more popular, really getting to know our association members who always enjoy their staying around longer. Our members feel they know them as friends when they can talk to them in the trade show and after-hour events as the speakers are with us for several days.”

Continuity, during an event or from year to year, means your speakers are able to notice and volunteer to help your organization in special ways you may not have considered.

More Bang for Your Buck: Many successful meeting planners are able to negotiate with their speakers for extras. Wise speakers figure that as long as they are there anyway and are being paid well, their time belongs to the client. Therefore, they are happy to take on extra tasks.

The next time you are planning a conference, consider the multiple ways to incorporate your speakers’ talents. In addition to what you are engaging them to do, it doesn’t hurt to ask if the speaker would be willing to do one of these:

  • Deliver one or two breakout sessions
  • Add a partner/guest program
  • Introduce other speakers
  • Emcee part of the event
  • Moderate a panel
  • Sign autographs
  • Coach company or association leaders on their presentations
  • Appear in the sponsor’s booth to make their sponsorship more of an investment

Next Time You Book a Speaker: If your speaker does not ask how else he can serve you, perhaps you should consider continuing the search.

Patricia Fripp is a Hall of Fame keynote speaker, executive speech coach, and sales presentation skills trainer. Meetings and Conventions magazine named Patricia “One of the most electrifying speakers in North America.” Patricia is virtually everywhere with her online learning FrippVT. Many of the courses earn Continuing Education Credits earned through XtraCredits.

3 Presentation Mistakes That Kill Your Message and Bore Your Audience

Mark VickersBy Mark Vickers

“Yea, me too, I caught a bit of a nap during the All Employee meeting… another hour wasted.”

Sandra, the CEO of a successful company was shocked when she heard this over a cube wall just minutes after finishing a series of all employee meetings. Her talks had generated applause and positive comments from those she visited with afterwards.

Three weeks earlier, Sandra had met with her Vice-Presidents of Corporate Strategy and Human Resources to discuss the mid-year All Employee Meeting.

HR had big news about the benefits plan and Strategy was ready to announce a new market and opportunities for the staff.

The team followed their standard process for preparing for a meeting:

  • They discussed the details to be shared
  • Both departments prepared the necessary slides
  • The slides were reviewed and updated
  • Corporate Communications added the “corporate verbiage” and created a script

A few days before the meetings, Sandra received the script and did a quick review. A veteran of presenting at meetings, she was relaxed and ready to go.

Sandra and her team followed a process similar to many organizations, making the same mistakes that new and experienced presenters fall victim to.

Mistake #1 – Failure to Engage: Regardless of how much experience you have making presentations, engaging your audience is an intentional process. People have a short attention span and it is your job to re-engage each member of your audience often throughout your talk.

Some of the best ways to engage and re-engage your audience are to:

  • Use compelling, well crafted stories
  • Share just enough information to make your point, leaving the extra details for a report they can read later
  • Don’t be a corporate “talking head” delivering a “corporate presentation”. To connect with others be a likeable, knowledgeable person talking to each member of your audience.
  • Today, more than ever before, your audience wants to be entertained. Being a Verbal Flatliner with little variety in tone, volume, and speed will cause you to lose your audience quickly.

While these tips sound simple, they are not easy to implement.

The Solution – Preparation: To ensure success, make sure you use a robust presentation process and structure to address:

  • Key intent
  • Maximum points for time allotted
  • Illustrative stories
  • Audience/content calibration
  • Power Opening
  • Call to Action

Regardless of how many presentations you have made, a lack of a time spent preparing using a formal process will lead to diminished results because:

  • Important points will not be made as clearly as required
  • You may talk beyond your audience
  • Speaking patterns and habits that distract your audience from the message will be more evident
  • Content Overflow (too much content for time allowed) will overwhelm your audience and bury the core message
  • Verbal Overflow (excess verbiage immediately after key points) will cause the most important information to become lost in the “babble”

Mistake #2 – Being a support to your slide presentation: You have heard of Death by PowerPoint, yet you don’t believe it happens to your audience. It is easy to slip into one of three traps that cause you to lose power and momentum:

  • Slides should provide visual support. Unfortunately many people let the slides take over the show. Your slides should not be a cue for what comes next in your presentation, making you appear like trained executive who speaks every time the slide changes.
  • You should be the “authority” not the slide show. If you let your slides share the most important information, it might be better to email everyone your slides because they don’t need to hear you.
  • People respond better to other people – but slides are easier to deliver. No matter how effective your slides are, they will never compel an audience to take action as well as you can when you are clear and passionate in your delivery.

The Solution – More Practice: Formally practicing your presentation is the only way to make sure that your carefully developed content is presented effectively. To get the most from your practice time use the following process:

  • Practice delivering your presentation (not silently reading it) while standing
  • Video (or at least audio) record it
  • Review the recording
  • Refine your presentation
  • Repeat

Mistake #3 – Failure to Improve: Your presentations will ultimately define your success and when done properly will be remembered and acted on by your audience. While the ability it present information is critical to many professionals, most fail to improve over time, typically as a result of one factor.

When you need help with your taxes, you call your accountant, your legal matters, an attorney, and to keep you healthy, your doctor. You trust experts in other areas of your life, yet when it comes to determining the effectiveness of a presentation, most people rely on comments from unreliable sources and then use that unreliable feedback for future presentations.

Do you rely on feedback from:

  • Friends, family, and staff? These people are close to you, they like you, and have a relationship or dependency on you; they are not necessarily objective and honest with you.
  • The people who come up after your presentation and tell you how great it was? These people might just want to get a few seconds with you for their own reasons or you may have connected well with them. What about all the people who didn’t come up? What did they think?

The Solution – Get Strategic Feedback: To determine the true effectiveness of your presentation, try the following tips:

  • When people say “Great job,” instead of taking the accolades and saying thank you, ask them questions like:
    – Tell me something specific you learned?
    – What are you going to do different as a result of what you heard?
    – How do you feel about this subject?
  • By asking specific questions after you speak, you will discover what they really heard. IMPORTANT: Ask the people that come up to you AND the ones that don’t.
  • Listen to a recording of what you did. It is important that you listen as a disinterested, disengaged audience member who believes they have better things to do than listen to you. Is there anything in your presentation that might get their attention? Were you dynamic and personable?
  • Have a professional, trained in speaking, connecting to an audience, and critical strategic feedback provide an assessment at least once a quarter.

Successful presentations do not happen by accident, they are carefully planned, crafted and rehearsed. You have a responsibility to provide value to the people who give their time to listen to you. You will be rewarded when they leave highly motivated and taking the action you recommended.

Mark A. Vickers is a Certified Professional Coach, and Certified World Class Speaking Coach. Mark is a communications consultant focused on helping you and your organization improve performance through improved communication and speaking skills. He is known as a creative author and speaker, and for creating the Communications Challenge, an objective way to measure communication effectiveness. For more information about Mark and his programs, please visit: speakingisselling.com.

Public Speaking in Business: Fear and Fact

By Ruth W. CrockerRuth W Crocker

Larry’s boss was so pleased with his work performance that he asked Larry to give a fifteen-minute presentation to the entire department of twenty-five people. Larry felt confident about his work, but not about standing up and talking about it. In fact, it was the last thing he wanted to do. “Everyone will be laughing at me when they see me up there,” thought Larry, flashing back to the nightmare he had in junior high when he dreamed he gave a science report to his entire class and forgot to wear clothes.

Even Jerry Seinfeld quipped that public speaking is the number one fear for most people. “If you go to a funeral, you’re better off in the casket than doing the eulogy,” he joked. Unfortunately, this is the sentiment of many, including Larry.

It doesn’t seem to matter if a job is on the line or if it’s the low-stakes company picnic and you’re introducing the entertainment, most people feel a strike of fear in the chest when they know they have to stand up in front of a crowd and speak. The knees weaken, the palms sweat and palpitations rise, especially as the podium looms closer. Like the experience of many, the little gremlins (those creatures we invent to terrorize ourselves) in Larry’s head were chanting a worst case scenario: “You’ll look silly and sound stupid.” Suddenly, he felt weak and defensive rather than like the expert he was on his subject. Physiologically, his body kicked into flight or fight mode; his adrenaline rose, quickening his pulse and urging him to run out the door rather than to meet that vague, smirking aggressor: the audience.

The good news is that we are what we think we are, and, therefore, the possibility of turning down the volume on those convincing gremlins with their nagging voices, and at least appearing to be strong, comfortable and relaxed, is obtainable.

The following are some suggestions gleaned from public speakers at all levels of fear and experience. The goal is to learn the tricks of the trade that will enable you to take control of stage fright, rather than letting it control you – whether speaking at an industry conference or to a group of coworkers.

  • Prepare yourself in whatever time you have. Larry had to present at the next weekly department head meeting in two days, but, if it is an impromptu speech, don’t start with an apology. Try a dash of humor to break the ice like, “Thank you very much for the warm reception – which I so richly deserve and so seldom get.” The best one-liners make fun of the deliverer, not the listeners.
  • Imagine in advance how you might look in front of people and practice so that your eyes are not continually cast down. You can’t practice too much. In fact, it is the best way to drown out the gremlins. When you rehearse with your notes, practice breathing. Take in a comfortable breath, speak, pause, and breathe again. Check your posture. Are your shoulders hunched forward into a protective position? Breathing is easier when the chest is lifted because it allows the diaphragm (the horizontal muscle above the stomach) to expand freely. If you have been given time to prepare and make notes, be sure your notes are in large print and a handy format. Poor lighting at the podium when you finally arrive up front with notes in hand is one of the least expected but most frequent situations encountered by speakers. Fortunately, Larry took time to type up the highlights of what he wanted to say and enlarged the font. Finally, he cut the pages in half and pasted them on numbered index cards.
  • Take your time and speak clearly. Ask the audience if they can hear you before you launch into your speech. Don’t rush. It takes one or two sentences for people to get used to the sound of your voice and understand your diction.
  • Take a moment to scan the audience and thank them for the opportunity to speak. While you’re scanning, think about who they are and what might be interesting for them. Identify one important point you wish to make that will relate to this particular audience. They need to see the value in what you are going to say, and the simpler it is, the more convincing you will be. Believe that they are interested and want to hear your message. Start with a smile. Smiling disarms people and makes them think you know what you’re doing. As you take your place from which you will speak, take to make a sweeping gaze of the entire room. Look at the tops of people’s heads and people will actually feel that you are looking at them. You’ll avoid the distraction of eye-contact
  • Inspire your listeners by understanding who they are and where their interests lie. If your message is based strictly on your own needs, it will be much more difficult to connect with the audience. Some speakers start with an observation about the group or ask a question, like: “How many people spent more than an hour on the freeway to get here tonight?” Quickly, people will begin to feel that you are interested in them more than yourself. If your message is aimed at convincing an audience to buy or to consider a product, try to distill the message into its smallest size, the key point, in less than one minute. For example, if you’re selling time-shares to busy people, perhaps a key point might be: “What’s the easiest way to take a vacation?” Then elaborate and practice delivering the message in longer and longer forms. This will help you zero in on what you really want to say.
  • Show the audience that you are composed and passionate about your subject. Tell them that you are happy to be there even if you feel nervous. It’s normal to experience the “jitters” when you know you have to speak in front of others. Larry even became nervous when he had to say his name and introduce himself around a meeting table. He had to remind himself that many people feel the same way when the spotlight is suddenly turned on them.
  • Finally, don’t raise an alarm that you might faint or somehow not survive the speech. The audience will not hear a word you say. They will be waiting for something to happen – to you. For Larry, the solution might be to find a way to laugh at himself right at the beginning. Something like, “This reminds me of the guy who was asked how he controlled a man-eating lion by whispering in the lion’s ear as he was about to devour him. His answer: ‘I just told him, as soon as you’ve finished your dinner you’ll be asked to say a few words.’”

Even the greatest orators and speech makers all started in the same place, learning how to put one foot after the other as they made their way down the aisle, behind the curtain, up to the stage and utter the first line. Turning such a formidable fear into something convincing and manageable that can help your career is a great accomplishment.

As Larry worked on his presentation and remembered his angst in junior high, he thought about his “gremlins” and how he might make them work for him rather than against him. He imagined grabbing them off his shoulder and stuffing them under his arm as he walked to the podium, saying, “C’mon you guys. You’re going with me!”

Ruth W. Crocker, Ph.D. is an author, writing consultant and expert on recovery from trauma and personal tragedy. Her book, Those Who Remain: Remembrance and Reunion After War describes her experience following her husband’s death in Vietnam and how she found resources for healing. An excerpt has been nominated for a Pushcart Prize in 2014. She is Writer-In-Residence at Riverlight Wellness Center in Stonington, CT where she teaches the art of writing memoir and personal stories. She is available for workshops, readings and public speaking. Contact her at ruthcrocker.com.

Boost Your Brand Behind the Microphone: Five Public Speaking Fundamentals for Business Owners

By Scott Topper

Scott TopperAs he approached the podium, Taylor could feel his face begin to redden and the perspiration building on his palms. He mentally recited his opening line with each step to center-stage, hoping above all else that he did not stumble over his words, or worse, draw a complete blank. His business was still in its infancy—it had been less than 18 months since he officially opened the doors—but the immediate dent he aimed to make in his market was more like a surface-scratch, and it became blindingly apparent that new avenues must be explored to expand his brand and increase companywide profitability. He shook off the looming nerves, adjusted the microphone and began to speak.

Many business owners can identify with Taylor’s anxiety and apprehension, as the stage is leagues away from the comfort-zone of the boardroom. Addressing a crowd of contemporaries is vastly different than delivering a presentation to a small group of colleagues, but nevertheless, speeches are one of the premiere channels for brand construction, and public speaking prowess is a rubber-stamp to your status as a thought-leader in your field.

There’s an inaccurate belief in business that only professional speakers should talk publicly. The truth is that only a small number of people who are actively speaking at local events, conferences and meetings are professional speakers. Most of them do it for product and service promotion or expanded visibility for themselves or their brand. When you employ these five fundamentals, you can become a great public speaker and learn to market yourself successfully.

1. Assess Your Skills and Knowledge: The first thing you should do is to assess your skills and abilities. Are there any topics that you’re an expert on? Let’s say you’re passionate about healthy eating and fitness. You could use your knowledge to help people understand the importance of good nutrition. Write engaging speeches about organic food and its benefits or talk about the role of physical activity in disease prevention. Show people how they can lose weight without starving themselves or spending a fortune on supplements. Just think about how many topics you could cover in your speeches!

If you’re a business professional, you can talk about the most effective marketing techniques and help people improve their lives. Show them how to start a business, attract more customers, and promote their products more effectively. If you’re a blogger, you can host webinars and teach your audience about Internet marketing. Regardless of your field, you can use your skills to educate and inform people—and create a steady income, as well.

2. Create Your Statement and Share Your Story: Your primary goal when delivering a speech is to engage the audience with a dynamic message that creates value and resonates in their minds. Create a clear statement of what you do and how you can help customers.

If you want to grow your business, focus on shaping a successful brand that tells your story and inspires people to take action, and craft a presentation that imparts your values and ideals on your audience. The most influential speakers have something special to say; they speak from personal experience and share real life stories that engage and motivate people. Personal stories are easy to relate to and have the greatest impact on your audience. If you want to become a good speaker, come up with something new—make the mundane interesting. Encourage your audience to see things from a new perspective.

3. Rehearse, Practice and Scrutinize: As the old adage goes, “Practice makes perfect,” and this is especially true when building your business and reputation through public speaking. Scrutinizing each and every aspect of your speech, committing it to memory and rehearsing in front of a small group of people will help allay any pre-performance anxieties.

Public speaking can be a risky business. Drawing a blank, failing to engage the audience or forgetting a line is entirely possible while onstage, but with constant practice, you diminish the risk of all of them. It’s important to understand that starting a public speaking business requires hard work and commitment. Anyone can become a good speaker with persistent practice, but this doesn’t mean it’s easy.

4. Contact Local and National Associations: When all of the legwork involving crafting an insightful, engaging speech is complete, you need to find your audience. Many neophytes in the speaking world are confounded regarding the ins-and-outs of securing engagements, but it can be as simple as marketing yourself and your presentation to your target market.

As a business owner, you need to contact local and national organizations in your area of expertise and tell them you’re looking for speaking engagements. Search for business events where you could talk about your products and services. Depending on your niche, you can go to schools, colleges, libraries and social clubs to make informative speeches. Tell them about your business and ask for permission to hold a speech. Find a way to tie your message to theirs to maximize your opportunities.

5. Get the Audience Involved: Inviting your audience to be active participants in your performance is one of the best ways to ensure engagement and connection. Encourage questions and sharing of ideas—create a dialogue. Ask people to stand up, group themselves, and share one or two things they found useful in your presentation. Tell them why you enjoy speaking about this topic and how your speech can help them.

The audience was abuzz, and Taylor was elated—a combination of relief from conquering a fear and the knowledge that his performance was the first-step in elevating his brand and business.

Follow Taylor’s lead and dive into the world of public speaking. There’s no better way to boost your business and increase name-recognition and visibility.

Scott Topper, three time Emmy Nominated TV Show Host, and Corporate Improv Skills Coach, helps organizations and individuals learn business improvisational skills and theatrical techniques to achieve better sales presentation results and gain confidence through his fun, interactive corporate presentation skills workshops. Scott offers a monthly coaching mentoring newsletter, and has authored over 30 public speaking books, audio books, workbooks, DVD’s, and downloadable confident speaking courses. For more information about Scott, contact him at www.IMproSolutions.com, 818-640-6100, or Scott@IMproSolutions.com.

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