The following transcript is provided by YouTube. Mistakes are present. To hear the podcast episode, click HERE.
0:08.0
0:12.7
welcome to Scaling UP! H2O the podcast
for water treaters by water treaters
0:12.7
0:17.5
where we’re Scaling UP! on knowledge so
we don’t Scaling UP! our systems hi folks
0:17.5
0:23.0
Trace Blackmore here the host of Scaling UP! H2O and Scaling UP! Nation how do you
0:23.0
0:29.3
like the new weekly format each and
every week a brand new episode of
0:29.3
0:36.8
Scaling UP! H2O is coming to you to make
you better at what you are doing how do
0:36.8
0:42.6
we learn when we’re driving so much well
we can definitely listen to Scaling UP!
0:42.6
0:48.2
H2O and that inspires us to do things
that we know we should be doing anyway
0:48.2
0:55.1
and we can do it while we’re actually
working how cool is this podcast well
0:55.1
1:01.1
folks in order to keep this podcast
going and at a rate of weekly I need
1:01.1
1:06.2
your help you must you absolutely must
email me go on my show notes page
1:06.2
1:12.7
Scalingup.com and let me know who
you want me to talk to who do you want
1:12.7
1:18.5
my future guest to be and what are some
of the questions that you have that you
1:18.5
1:25.2
want answered on Scaling UP! H2O now you
can do that two ways you can go to the
1:25.2
1:31.7
show info and you can simply just send
an email to me that way or there is a
1:31.7
1:37.6
button on the right-hand side of the
webpage and you can record your voice
1:37.6
1:44.6
actually asking me the very question
that you want me to answer and folks you
1:44.6
1:49.9
have might even hear your own voice on
Scaling UP! H2O what we all know it’s
1:49.9
1:54.3
difficult to learn when we’re so busy
working and that’s one of the reasons I
1:54.3
2:00.2
love audible audible is the way that I’m
able to read and work at the same time
2:00.2
2:05.1
sometimes I’ll listen to books while I’m
in the lab if I’m not working too
2:05.1
2:10.6
terribly hard on concentrating but
definitely when I am in traffic and
2:10.6
2:14.8
folks I live in Atlanta and there is a
lot of traffic here
2:14.8
2:20.7
I don’t mind traffic so much because one
I always leave early I anticipate that
2:20.7
2:24.7
I’m going to be late
because of traffic so I leave early so I
2:24.7
2:29.4
arrive early and if I’m stuck in traffic
it’s not a big deal I’ve already planned
2:29.4
2:34.4
for that and I’m using that time wisely
because I’m listening to either this
2:34.4
2:39.3
podcast one of the other podcasts that I
like to listen to or I’m listening to a
2:39.3
2:44.5
book on audible and folks if you’re not
using audible you can get a free month
2:44.5
2:50.9
and a free book by going to scalinguph2o.com/audible and you
2:50.9
2:56.4
can start trying audible for free so on
today’s show we’re gonna talk about
2:56.4
3:02.6
public speaking oh my gosh that is
everybody’s biggest fear to get in front
3:02.6
3:08.6
of a bunch of other people and start
speaking where all these people are
3:08.6
3:13.5
listening to me and there was a time
where I did not like speaking in front
3:13.5
3:19.3
of people and there were certain things
that I did to make sure that I was
3:19.3
3:25.6
prepared so I would make myself less
nervous now I will tell you the more I
3:25.6
3:33.7
have done it it does not make me as
nervous but the less I am prepared the
3:33.7
3:40.0
more nervous I am so that’s why I try to
over prepare every time I get in front
3:40.0
3:44.7
of an audience and a lot of you saw me
at the AWT convention we just had a
3:44.7
3:50.4
couple of weeks ago and you saw that I
spoke at numerous events at the AWT
3:50.4
3:55.0
convention and my hope is that you
didn’t think that I was nervous at all
3:55.0
3:58.5
I’m gonna let you know in a secret
there’s always a little bit of nerves
3:58.5
4:05.0
down inside however I try not to let
that show and that totally goes away
4:05.0
4:09.3
when I see that people are involved in
what I’m talking about
4:09.3
4:12.3
and folks that’s what I always get
nervous about that people aren’t gonna
4:12.3
4:18.6
care about what I am talking about so if
I am hitting on the right topic and I
4:18.6
4:24.0
did my research correctly I know that I
have captured the attention of the
4:24.0
4:29.7
audience and they are coming along the
journey with me and of course I do the
4:29.7
4:35.0
same thing with aw T’s Technical
Training and there’s no secret there
4:35.0
4:40.8
people that are way better at public
speaking than I am gosh I hope so but
4:40.8
4:44.8
I’m still glad you listened to this
podcast however I want you to know that
4:44.8
4:52.3
I seek professional advice to get me to
speak better one of those people is a
4:52.3
4:56.8
good friend of mine his name is Dez
Thornton and what he does he is a public
4:56.8
5:02.9
speaking coach and he will listen to how
you present to what you present look at
5:02.9
5:08.7
how you put everything together and he
makes it better now he doesn’t know a
5:08.7
5:16.9
thing about water treatment but he knows
how to produce a good presentation about
5:16.9
5:23.2
water treatment and he has been
tremendous in helping me get my messages
5:23.2
5:29.9
across to audiences that I present to
please enjoy my interview with Dez
5:29.9
5:35.4
Thornton my lab partner today is Dez
Thornton Dez how you doing today buddy
5:35.4
5:40.8
I’m doing excellent choice thank you for
having me absolutely we want to thank
5:40.8
5:46.0
you for coming on Scaling UP! because I
don’t care who you are out there in the
5:46.0
5:51.1
Scaling UP! Nation you have to talk to
people during your day to day there’s
5:51.1
5:57.1
just no getting around it and Dez is the
expert on how to do this how is that for
5:57.1
6:02.7
a set up sounds great I’m pleased to
have the opportunity to be here my
6:02.7
6:08.0
career has taken me to several different
industries but never the water treatment
6:08.0
6:13.9
industry so thank you for introducing me
to this wonderful industry and hello to
6:13.9
6:19.8
the scale up nation yes absolutely your
entire career has been a wind-up for
6:19.8
6:24.3
this moment so so no pressure at all
does I think I’m ready
6:24.3
6:32.1
I know you are so I don’t leave anything
out can you please let the Scaling UP!
6:32.1
6:39.7
Nation know who Dez Thornton is sure
well I am a speech coach as well as a
6:39.7
6:46.3
speech writer and like most people I
stumbled into my purpose maybe nine
6:46.3
6:50.5
years or so ago and
since that time I’ve continually hone my
6:50.5
6:57.5
skills and refine my processes and today
I would consider myself a successful
6:57.5
7:02.4
speechwriter and coach and my passion is
really helping executives and
7:02.4
7:07.9
entrepreneurs say the right words and
the right way when it matters most does
7:07.9
7:12.6
you know something that you and I speak
about regularly is I try to be a better
7:12.6
7:17.2
communicator on the show and I am trying
to be a better communicator when I’m
7:17.2
7:22.2
trying to teach the topic of water
treatment and and the items that you
7:22.2
7:29.1
have revealed to me have helped me so
much not only in those endeavors but my
7:29.1
7:35.3
day-to-day interactions with people so I
can’t wait to start revealing some of
7:35.3
7:40.6
these items to the Scaling UP! Nation
because I know firsthand how much they
7:40.6
7:44.3
can help but I want to start out with
this because I asked the great Google
7:44.3
7:48.7
and of course nobody can argue with the
great Google and I said Google what are
7:48.7
7:54.1
some of the biggest fears that we have
and do you know what one of the biggest
7:54.1
8:00.6
ones that came up was I could probably
guess that one of the fears this public
8:00.6
8:06.0
speaking right that was exactly what
came up now I have a question about that
8:06.0
8:11.8
because everybody speaks and everybody
knows how to do it most of us speak the
8:11.8
8:18.3
same language or some proximity to it so
now we’re doing something we know how to
8:18.3
8:24.2
do we’re doing something that we we want
to engage with that person why do we get
8:24.2
8:29.8
so stressed out when we hear the words
public speaking or the thought of
8:29.8
8:34.0
speaking in front of people yeah that’s
a great question I think it’s actually
8:34.0
8:40.1
two answers to that whole fear of public
speaking question on the one hand I’ve
8:40.1
8:45.5
worked with many people over the years
and I think that I would say probably
8:45.5
8:51.0
100 percent of them experience some
degree of fear and I think that fear is
8:51.0
8:56.2
rooted in the fact that they are going
to be judged so when they’re standing in
8:56.2
9:00.5
front of an audience or sitting across
the table from an audience in a
9:00.5
9:04.0
one-to-one situation
there’s always that fear that people are
9:04.0
9:08.5
going to judge you and so I think that’s
the root of the fear is this whole
9:08.5
9:13.6
judgment thing that we all grapple with
but to answer your question a little
9:13.6
9:18.4
more specifically I think the root cause
is not really a fear of public speaking
9:18.4
9:25.1
but it’s more so a fear of public
thinking now when you think about that
9:25.1
9:29.8
when you’re speaking in front of a group
were even in a one-to-one situation if
9:29.8
9:34.6
you’re talking to a client or a prospect
basically every thought that’s coming to
9:34.6
9:40.3
your mind is very quickly coming out of
your mouth and so it can be challenging
9:40.3
9:45.3
to balance the weight of your thoughts
and I think the real culprit is a fear
9:45.3
9:49.9
of public thinking and not a fear of
public speaking well that’s a great
9:49.9
9:55.3
point and I’m sure we’re going to get to
that and you’ve got some tips on how we
9:55.3
10:00.7
can think better when we’re in front of
people absolutely absolutely
10:00.7
10:06.4
does one of the things that you like to
say is there’s a great public speaking
10:06.4
10:12.7
myth what is that yes so the great
public speaking myth and many people are
10:12.7
10:18.1
guilty of this myself including from
time to time is that just because you’re
10:18.1
10:22.2
standing in front of an audience or
sitting in front of an audience that
10:22.2
10:28.1
that audience is listening to what
you’re saying now you would think that
10:28.1
10:33.8
if someone is speaking to you that the
other party is listening but that’s not
10:33.8
10:37.0
always the case
and so I found in my experience with
10:37.0
10:40.6
public speaking that you have to do a
little bit of work in order to get
10:40.6
10:44.2
people to listen to you particularly
today when there are so many
10:44.2
10:48.8
distractions like the phone and social
media and just all the challenges and
10:48.8
10:54.1
the millions of thoughts that go through
our heads and so I think the first thing
10:54.1
10:59.2
that you have to do when it comes to any
type of speaking is be strategic about
10:59.2
11:05.1
grabbing your audience’s attention and
that requires a little bit of skill so
11:05.1
11:10.0
the great public speaking myth is just
because you’re speaking people are
11:10.0
11:14.9
listening and of course that’s not
always true of course when people listen
11:14.9
11:18.7
to this show
always true course tres anytime your
11:18.7
11:22.7
voice is coming through the airwaves we
all listening that’s right that’s right
11:22.7
11:27.6
I I’m not sure if that’s true or not but
but there you go I want to make sure
11:27.6
11:32.1
that we focus to everybody out there in
the Scaling UP! Nation because I’m sure
11:32.1
11:36.4
we still have a couple of people out
there and they’re saying you know what
11:36.4
11:39.8
this sounds great you know eventually
I’m gonna get an award for my company
11:39.8
11:43.2
and I’m gonna have to get up there on
stage or I might have to give some big
11:43.2
11:49.0
presentation but until then I really
don’t see how this applies to me so I
11:49.0
11:53.2
was hoping we could take a second and
talk about you know your public speaking
11:53.2
11:58.3
when you’re giving a presentation or
where you’re giving a proposal when
11:58.3
12:02.0
you’re on a cold call when you’re
meeting somebody when you’re trying to
12:02.0
12:07.0
explain what it is that you did during a
particular service call and then what
12:07.0
12:11.8
they need to do to get something up to
the next level so does how do you frame
12:11.8
12:18.3
all of that in so it’s not just about
I’m up on stage and I’m talking to a big
12:18.3
12:21.3
group of people but I have a
responsibility to make sure that I’m
12:21.3
12:26.3
getting my message across in every
encounter yeah absolutely I think the
12:26.3
12:33.1
easiest way to frame it is quite simply
it’s conversations and presentations and
12:33.1
12:37.3
so anytime that you speak whether you’re
speaking to your spouse or partner
12:37.3
12:41.8
you’re speaking to your children or if
you’re in business and you’re speaking
12:41.8
12:45.4
to a client or you’re speaking to a
prospect it can be a one-on-one
12:45.4
12:49.8
situation or you could be presenting in
the traditional way where you’re
12:49.8
12:54.4
speaking to a large group and all of
those instances the communicator which
12:54.4
12:59.4
is usually you have some type of motive
or some type of goal that you want to
12:59.4
13:03.4
accomplish you know even if it’s with
your children and I believe an
13:03.4
13:07.3
experience has shown me that you need to
be strategic about that communication
13:07.3
13:12.1
and you really need to be clear about it
so when I talk in terms of presentation
13:12.1
13:16.3
skills or public speaking I use the
phrase it could be whether you’re
13:16.3
13:20.1
speaking to one or you’re speaking to a
ton it doesn’t matter
13:20.1
13:24.4
you know these practices are the same
and I would suggest that they probably
13:24.4
13:29.5
apply more to one-to-one and smaller
group situations than they
13:29.5
13:34.4
due to large audiences because those are
the encounters that we have more often
13:34.4
13:39.2
throughout our day-to-day loss does I’ve
heard you speak that there are three
13:39.2
13:46.0
different levels of this problem with
public speaking that we have to deal
13:46.0
13:51.2
with do you mind speaking a little on
that sure so one of the main objectives
13:51.2
13:57.0
when you’re communicating is clarity to
make sure that what you’re actually
13:57.0
14:02.3
saying the person on the other end the
recipient is actually hearing so that
14:02.3
14:06.8
way of course if you’re on the same page
then you can move forward as far as the
14:06.8
14:11.9
objectives are concerned and so the best
way to do that is just to look at the
14:11.9
14:17.3
problem from three different levels
now the first level of the problem is
14:17.3
14:22.5
the known spoken problem so you can
think about this in your business
14:22.5
14:26.8
environment for example there’s certain
things that go on in the work
14:26.8
14:32.3
environment that everybody knows and
everybody talks about as a problem and
14:32.3
14:37.6
so those are the things that sort of lie
on the surface the second level is the
14:37.6
14:42.1
known unspoken problem and we’ve all
experienced this and our family lives or
14:42.1
14:46.2
in our business lives where we all
clearly know that there’s a problem
14:46.2
14:50.9
there’s challenge facing us but nobody’s
talking about it and I think that might
14:50.9
14:55.4
be why that famous phrase the elephant
in the room was invented because
14:55.4
14:59.7
everyone knows that something is going
on here but no one is talking about it
14:59.7
15:04.1
and then the last and what I believe is
the most important level of the problem
15:04.1
15:09.6
is the unknown unspoken problem so what
is that thing what is that challenge
15:09.6
15:15.1
that we’re facing as an organization as
a team as a business that we might not
15:15.1
15:19.8
be aware of and because we’re not aware
of it we’re not able to speak about it
15:19.8
15:25.5
now with this particular level of the
problem when you think about this from a
15:25.5
15:29.9
business standpoint if you’re in with a
client let’s say for example or a
15:29.9
15:35.2
prospect and you can say to that client
or prospect you know hey I’ve evaluated
15:35.2
15:39.5
your situation and based on the
conversations we’ve had you know this is
15:39.5
15:43.4
something that I see going on
based on my experience or based
15:43.4
15:47.7
my expertise that you may not be
thinking about yet and this is the
15:47.7
15:54.7
impact that it could have for you in the
future I always try to get my clients to
15:54.7
15:59.4
speak from this perspective because it
is the fastest way for you to be looked
15:59.4
16:04.0
at as a trusted adviser when you can
tell people that something is around the
16:04.0
16:09.3
corner that could potentially impact
them and they have no idea that it’s on
16:09.3
16:14.1
the horizon I think when they look back
they were able to quickly assess that
16:14.1
16:18.8
you know this man a woman certainly has
expertise and it’s helpful for them and
16:18.8
16:24.0
their company going forward is there
anything that you’ve seen people do that
16:24.0
16:30.9
lubricates that situation makes it a
little bit easier so okay I’m basically
16:30.9
16:35.1
what we’re talking about here is is
trust so if someone trusts me they’re
16:35.1
16:41.4
going to explore the unknown unspoken
sooner so what can we do with that yeah
16:41.4
16:44.5
absolutely
I love the term that you use lubricate
16:44.5
16:49.6
that situation I think going through the
first two steps of the problem with them
16:49.6
16:53.5
so addressing that known spoken problem
I always believe that when you
16:53.5
16:57.3
communicate you want to get agreement
and so if you and the other party can
16:57.3
17:02.0
agree that you know yes this thing is
going on in our organization or at
17:02.0
17:07.5
within a particular system we’re having
this problem or malfunction then that
17:07.5
17:12.1
first level of agreement is going to be
the first step toward that trust that’s
17:12.1
17:16.7
you’re ultimately seeking and then the
second level the known unspoken problem
17:16.7
17:21.1
then you have to find a way to sort of
carefully navigate that as well to now
17:21.1
17:26.6
have them talk about something that
maybe is not discussed publicly I think
17:26.6
17:30.8
when you can go through those first two
levels that sort of lubricates things so
17:30.8
17:36.1
that you can get to the level of the
unknown unspoken and ultimately achieve
17:36.1
17:41.8
that title or that position as a trusted
adviser to whomever your client may be
17:41.8
17:46.2
if you get to the point where you’ve
done all of that and you just can’t
17:46.2
17:51.7
agree on a mutual outcome do you leave
that in the room or is it okay to
17:51.7
17:56.9
disagree agreeably I think it’s okay to
disagree depending on
17:56.9
18:01.6
you know what the ultimate goal is I
would revisit that issue and we probably
18:01.6
18:06.3
have to be you know a little more
specific but generally you know you want
18:06.3
18:11.0
to answer as many questions as possible
if you’re let’s say for example working
18:11.0
18:14.9
with a client and that client has an
issue I think you always have to be
18:14.9
18:20.8
cognizant of just the timeframe a lot of
times if people are you know unfamiliar
18:20.8
18:24.7
you know with this problem that you’re
talking about and they’ve been immersed
18:24.7
18:29.0
in their business for you know however
many years they’re probably going to
18:29.0
18:33.4
think that you know this is something
that I will thought of before and they
18:33.4
18:37.2
may not be quick to trust you know what
you’re saying so I think you have to
18:37.2
18:40.8
just be strategic about the way if
you’re confident that this could be an
18:40.8
18:45.1
issue for them going forward one of the
things that you can do is just use a
18:45.1
18:49.8
comparison to other clients that you’ve
worked with before or other things that
18:49.8
18:54.6
you’ve seen in your industry so sort of
established so a pattern or trend you
18:54.6
18:58.8
know here but I would say stay with it
if it’s something that you believe can
18:58.8
19:02.5
ultimately help your client be
respectful of your time and I understand
19:02.5
19:06.9
that you know it takes some pious longer
than others to come to that point of
19:06.9
19:11.9
understanding or even admit it but
certainly I wouldn’t let it go if you
19:11.9
19:16.1
think it’s something that could be
pivotal or beneficial to your client I’m
19:16.1
19:19.2
sure we have listeners out there and
they say what just happened we started
19:19.2
19:22.1
talking about public speaking now it
sounds like we’re talking about sales
19:22.1
19:28.0
but they’re really the same thing aren’t
they absolutely many of my clients are
19:28.0
19:32.4
individuals who are in sales and I
believe that as I said earlier that
19:32.4
19:36.1
anytime that you’re communicating
essentially you’re selling whether
19:36.1
19:40.7
you’re trying to sell an idea whether
you’re trying to sell people on you know
19:40.7
19:46.1
information that they need to do their
jobs better or to understand four
19:46.1
19:50.8
systems or processes to work better I
believe that we’re always selling and
19:50.8
19:55.4
that’s why it’s critically important
that should be clear so that people can
19:55.4
20:00.7
understand your opponent’s view as you
mentioned earlier that most of us have
20:00.7
20:05.3
the fear of thinking in front of people
more than really speaking in front of
20:05.3
20:10.1
people but what about what the audience
is thinking yeah so choice this is a
20:10.1
20:12.5
Hugh
channel worms that we’re opening up and
20:12.5
20:18.3
a place where I actually love to spend
time and to think is about the audience
20:18.3
20:23.7
so it’s always important to understand
the people that you’re speaking to and
20:23.7
20:27.8
the more you understand the people that
you’re speaking to whether it be a
20:27.8
20:31.9
client prospect or a colleague within
your own company
20:31.9
20:35.3
the more that you understand their
position and where they come from then
20:35.3
20:39.3
it makes it a lot easier to get your
point across to also when they gain
20:39.3
20:43.7
their trust and be able to influence
them and the way that you’re seeking to
20:43.7
20:50.2
so the first thing that I believe is you
as the presenter or as the communicator
20:50.2
20:56.0
have to be keenly aware of what it is
you want to accomplish so I always
20:56.0
21:01.0
suggest that when you’re going to be
communicating ask yourself some simple
21:01.0
21:06.2
questions number one is what do I want
this audience to know so what is the one
21:06.2
21:11.6
thing that it’s important for this
audience to know secondly is how do I
21:11.6
21:17.6
want this audience or my listener to
feel when this is over and then thirdly
21:17.6
21:24.6
is what do I want them to do so you as
the presenter have to get that part of
21:24.6
21:29.4
it clear in your mind before you
approach the situation from there the
21:29.4
21:33.6
next thing is important is to look at
your audience and to assess you know
21:33.6
21:37.1
what is your audience currently belief
about what you’re talking about
21:37.1
21:41.1
and once you know what your audience
believes and how they’re currently
21:41.1
21:46.4
behaving based on that belief then you
have to again determine what do I want
21:46.4
21:51.0
them to believe and how do I want them
to behave and once you can do that you
21:51.0
21:54.9
now have this natural gap between what
they’re currently doing and what you
21:54.9
21:59.5
want them to do and then once you have
that awareness of what you want them to
21:59.5
22:04.9
know how you want them to feel what you
want them to believe then ultimately the
22:04.9
22:09.5
speech sort of order your content
emerges in the midst of that particular
22:09.5
22:15.5
gas so awareness is critically important
as a first step what does let me ask you
22:15.5
22:22.0
so let’s put ourselves in a situation
where we are presenting a proposal to a
22:22.0
22:25.3
prospective
and we’ve had a good rapport with them
22:25.3
22:30.1
they’ve told us what the issues are
we’ve got more information about what
22:30.1
22:33.6
the issues are so we could actually come
to solutions and maybe we’ve even
22:33.6
22:38.5
pointed out some more problems that they
didn’t even realize they have now we’re
22:38.5
22:42.7
sitting in front of them we have our
nice pretty binder in front of us and
22:42.7
22:47.7
we’re presenting to them and we want to
make sure that we get the most impactful
22:47.7
22:53.1
message across to them what should we do
yeah well trace it sounds like you’ve
22:53.1
22:57.8
done the heavy lifting up front which I
recommend and actually is number two in
22:57.8
23:01.7
the process of understanding the
audience’s psychology and that’s
23:01.7
23:06.4
relatability so what you just described
is a great way for you to seek to
23:06.4
23:11.5
understand you know what are the needs
of the audience so what problems are
23:11.5
23:14.9
they really facing going back to the
problem model that we talked about
23:14.9
23:19.3
earlier what problems are they really
facing and once you can understand the
23:19.3
23:24.3
audiences problem and you can articulate
it to them then it’s always interesting
23:24.3
23:28.8
for me to see this is the place where
that willful engagement starts to happen
23:28.8
23:32.7
or it opens the door and people lean in
a little bit more because they think
23:32.7
23:37.4
that you understand or clearly
understand they’re a problem once you
23:37.4
23:41.2
kind of have that relatability then the
first step is positioning so how do you
23:41.2
23:44.7
position yourself and exactly what
you’re doing here in the proposal phase
23:44.7
23:48.4
is how do you position yourself so that
you can get the buy-in of the
23:48.4
23:53.3
individuals that you’re talking to as my
belief that once you go to present a
23:53.3
23:57.4
proposal to our client you could pretty
much get most of the agreement up front
23:57.4
24:02.8
before you even present the proposal so
I suggest to my clients that they should
24:02.8
24:08.4
try to be at the 80 percent mark before
they go in to submit a proposal or if
24:08.4
24:11.9
they’re going to be doing a presentation
with a proposal because many of those
24:11.9
24:16.0
things can be worked out up front and
you’re talking about of course soft
24:16.0
24:20.8
closing through the entire process
exactly yeah so soft closing through the
24:20.8
24:25.1
entire process to where you’re getting
agreement along the way the first half
24:25.1
24:28.8
of the proposal in my opinion is just to
make sure that we’re in the same page as
24:28.8
24:33.3
far as objectives are concerned and then
how we’re going to measure success and
24:33.3
24:36.1
then of course lastly is just getting
that on
24:36.1
24:40.8
as approval for whatever the type of
change it is that you’re looking for so
24:40.8
24:45.5
if you’re trying to persuade them you’re
gaining acceptance or permission or
24:45.5
24:50.1
you’re trying to invoke change you know
whatever your in game maybe of course is
24:50.1
24:54.3
the final phase and I believe where you
have impact with your audience
24:54.3
24:59.2
well Dez let’s change it up a little bit
now my audience is I’m in front of an
24:59.2
25:03.6
association of Water Technologies
technical training seminar and I’ve got
25:03.6
25:07.5
a couple of hundred people in front of
me and I’m supposed to be delivering
25:07.5
25:12.1
information on how they can become
better water treaters how do we go
25:12.1
25:16.2
through that process in that format so
let’s take the same situation and
25:16.2
25:21.4
imagine as you said Trace that you’re
presenting to a group of 200 people the
25:21.4
25:26.6
same basic principles are going to apply
so when we go to step number one and
25:26.6
25:31.1
talking about the awareness you still
want to make sure that you know what you
25:31.1
25:35.2
want to communicate to the audience you
want to be clear on how you want the
25:35.2
25:39.1
audience to feel when you’re done and
you also want to be clear in terms of
25:39.1
25:44.7
what you want the audience to do now in
this situation is probably going to be
25:44.7
25:49.2
much easier for you to understand
audiences behavior particularly if
25:49.2
25:53.9
you’re speaking to folks within your
industry so let’s say for example you
25:53.9
25:58.7
need to understand you know what do
people currently believe about water
25:58.7
26:02.2
treatment or where do they currently
believe about the latest technology and
26:02.2
26:06.5
water treatment and how are they
behaving as a result of that so that’s
26:06.5
26:10.2
the starting point and then once you’re
clear on those things then you look to
26:10.2
26:14.8
say well what do I want these people to
believe again that’s the message that
26:14.8
26:18.9
you’re delivering from the platform and
how do I want them to behave what do I
26:18.9
26:23.4
don’t want them to do as a result of
this belief so you really have an
26:23.4
26:27.6
opportunity to dial in number one
because you’re within the industry and
26:27.6
26:32.2
another thing that you can do here I
always recommend that you interview your
26:32.2
26:36.8
audience participants before the
presentation to find out you know what
26:36.8
26:41.4
is important or what issues they think
are critical now the second step of
26:41.4
26:46.1
course is relatability so being that you
would be part of the industry or even if
26:46.1
26:49.6
you’re outside the industry if you do a
pre-interview or in gay
26:49.6
26:53.2
some of your colleagues to find out
what’s important to them then you’ll
26:53.2
26:58.2
understand you’ll hear in that process
what their needs are and what these
26:58.2
27:03.7
might make them lean in and willfully
engage in your point of view once you’re
27:03.7
27:08.3
armed with that information then you
begin positioning your presentation or
27:08.3
27:12.6
your proposal as we were talking about
previously and then lastly you just
27:12.6
27:17.7
strategically build impact so how do I
get the persuasion in order to invoke
27:17.7
27:23.0
change gain acceptance get permission or
even get people to buy into this new
27:23.0
27:28.0
water treatment technology that you’re
talking about so whether as you can see
27:28.0
27:30.9
here whether you’re talking about a
proposal or whether you’re talking about
27:30.9
27:35.0
a presentation or fundable group of
people the audience is pretty much going
27:35.0
27:38.9
to be the same and the process that you
go through is going to be the same to
27:38.9
27:42.0
understand them
and all of those things set you up to be
27:42.0
27:46.9
in a better position to get their trust
and ultimately influence them acting it
27:46.9
27:51.4
does I just can’t help but bring this up
we started this conversation with it’s
27:51.4
27:56.3
not really a fear of public speaking
it’s a fear of public thinking but
27:56.3
28:01.3
everything that you’ve described creates
so much upfront legwork whether we’re
28:01.3
28:05.7
learning the situation at the new
customers site and and and all of the
28:05.7
28:10.1
things that they’ve got to deal with or
we’re pre-interview in the audience and
28:10.1
28:14.7
we’re finding out exactly what their
beliefs are and where we need to go and
28:14.7
28:20.4
where we want them to get to all of that
legwork has to calm us down and make us
28:20.4
28:25.9
feel better during whatever this phase
is that we’re doing Trice absolutely
28:25.9
28:31.3
that’s the magic right there I believe
that if you were to put presentation no
28:31.3
28:37.2
matter if it’s a small conversation a
one-on-one or someone on a large stage
28:37.2
28:43.5
80% of that speech or a presentation
happens before you step on stage but
28:43.5
28:49.8
before you sit down in front of the
client 80% is done beforehand 10% is
28:49.8
28:54.1
actually the live presentation whether
you’re on stage or sitting across from
28:54.1
28:59.2
someone and then the last 10% is sort of
a review process where you look back and
28:59.2
29:02.9
say well you know I could have did this
better I should
29:02.9
29:07.7
this differently to be more effective
but you you sort of discovered the magic
29:07.7
29:13.1
trace if you do the thinking beforehand
and you have those things clear and laid
29:13.1
29:17.7
out no matter what the situation it
definitely alleviates some of the
29:17.7
29:23.1
anxiety and fear that most people fear
when they’re actually speaking and it
29:23.1
29:27.0
makes the speaking part of it a lot
easier so des now we’re at the point
29:27.0
29:30.6
where we’ve done all of our homework
we’ve gotten to know our audience
29:30.6
29:37.1
extremely well now what can we expect
certainly so basically what we’re
29:37.1
29:42.5
talking about here is the outcomes so
what can we expect I believe that you
29:42.5
29:47.4
can expect and should expect four things
when you communicate within a audience
29:47.4
29:54.5
one is clarity and I personally believe
that clarity is king so once you go
29:54.5
29:58.7
through that process of getting to know
your audience and understanding their
29:58.7
30:03.5
current position the first thing you can
expect is clarity so you’ll have clarity
30:03.5
30:09.2
of thought as we just talked about and
you also have clarity of message which
30:09.2
30:14.6
makes it much easier for you to deliver
your presentation the second thing that
30:14.6
30:19.6
is a byproduct of that clarity is
confidence and it sort of goes back to
30:19.6
30:23.1
where we open our conversation and
talking about the fear of public
30:23.1
30:28.2
speaking in order to change that fear
into confidence it is going through this
30:28.2
30:33.0
process and I believe whether you’re in
a conversation or presentation you will
30:33.0
30:39.1
be much more confident in your delivery
the third thing is trust and this is the
30:39.1
30:43.1
thing that we seek in our personal
relationships and in our business
30:43.1
30:47.4
relationships and in any communication
that we do where we’re trying to achieve
30:47.4
30:51.8
a specific goal whether it be with our
staffs or whether it be with our
30:51.8
30:57.6
colleagues and our industry and that is
trust and Trust is critical and business
30:57.6
31:00.8
as well as it is in personal
relationships you would definitely want
31:00.8
31:04.5
to get that buy-in from people and we
alluded to different ways that you could
31:04.5
31:09.3
do that a little bit earlier and then
the last communication outcome is
31:09.3
31:15.7
influence and influence is basically
your ability to affect the thoughts and
31:15.7
31:20.9
and actions of the people that you’re
speaking to of course in a manner that’s
31:20.9
31:25.8
responsible and consistent with what you
want to accomplish in terms of your poll
31:25.8
31:32.2
so all that in a nutshell tres there’s a
lot of work that you can do upfront that
31:32.2
31:37.7
will help you on the delivery end of
your presentation and there’s a saying
31:37.7
31:42.6
that I always tell my clients the more
that you sweat and private the less you
31:42.6
31:47.8
bleed in public so then you’ve told me
that you definitely want to do that work
31:47.8
31:52.3
upfront help yourself to the extent
possible so des let me ask let’s say
31:52.3
31:58.3
that I am getting ready for some
presentation and I’ve got to go speak to
31:58.3
32:04.3
somebody and normally what I would do is
just spend all this time in a PowerPoint
32:04.3
32:08.7
and not consider anything else and
you’ve opened up everybody’s eyes and
32:08.7
32:12.0
now we’re thinking okay it’s not just
the information we’re going to be
32:12.0
32:16.7
presenting it’s now all these other
things that we have to make sure that
32:16.7
32:21.5
we’re accomplishing during this
presentation but when it comes to
32:21.5
32:27.7
actually putting a presentation together
and making sure that either your slides
32:27.7
32:32.7
are correct or what you’re saying is
correct and you’re going towards the
32:32.7
32:37.5
direction that you describe for us are
there any tips for for actually building
32:37.5
32:43.3
that absolutely well I believe that
PowerPoint should actually be the S or
32:43.3
32:48.0
the last thing that you do so the first
thing you want to do when you present
32:48.0
32:51.3
goes to something that I spoke to
earlier when we’re talking about
32:51.3
32:55.6
awareness so the first thing that you
have to do is you have to get clarity so
32:55.6
32:59.5
again what do you want the audience to
know how do you want them to feel and
32:59.5
33:04.7
what do you want them to do as a result
of listening to you speak then once you
33:04.7
33:10.5
have defined clearly what those things
are then you go through the process of
33:10.5
33:14.8
outlining I go through a two step
outlining process where the first
33:14.8
33:19.6
outline I call an ugly outline and then
the second outline I call my pretty
33:19.6
33:23.4
outline and basically what you’re doing
here is you’re just trying to get down
33:23.4
33:28.0
all the thoughts and ideas that may be
relevant to your topic and you want to
33:28.0
33:31.6
place them
when surely in a way that has a logical
33:31.6
33:37.1
flow or a way that lends itself to ease
of the audience comprehension when
33:37.1
33:41.6
you’re delivering the presentation one
of the latter steps in the process is to
33:41.6
33:45.9
actually create the PowerPoint so I see
many people when they’re doing a
33:45.9
33:49.4
presentation the first thing they do is
turn on the computer pull up the
33:49.4
33:53.3
PowerPoint they start typing in
PowerPoint or even putting pictures in
33:53.3
33:59.0
and I just believe that that’s the last
thing that you should do so my process
33:59.0
34:04.2
goes from number one getting clarity
about you know what I want to accomplish
34:04.2
34:09.5
with the audience number two is
interviewing the audience or finally not
34:09.5
34:13.9
as much information as possible about
what the audience currently believes and
34:13.9
34:20.8
how they behave in relation to my topic
once I have that information that I list
34:20.8
34:24.9
out you know all the points and sub
points that I think that may be
34:24.9
34:29.5
important I organize those into a
logical sequence which eventually
34:29.5
34:34.7
becomes a script so I believe in
full-out scripting the presentation and
34:34.7
34:38.2
then from there we can create the
PowerPoint and the visuals that will
34:38.2
34:43.5
support what it is you’re speaking about
does when I think back of good
34:43.5
34:49.7
presentations and bad presentations the
good ones used PowerPoint in a
34:49.7
34:54.8
particular way that that just really
made their presentations pop and drove
34:54.8
34:59.9
home the message they were trying to to
get to the bad ones were they simply
34:59.9
35:05.8
read what was on their PowerPoint slides
I can’t stand that it’s hard to stay
35:05.8
35:09.5
awake during that or just send me the
PowerPoint and I don’t need to go
35:09.5
35:13.2
because all of everything that you’re
going to say is there so we all want to
35:13.2
35:17.7
get away from that what’s the best way
to use PowerPoint I wonder a couple of
35:17.7
35:23.1
tips so we could use PowerPoint better
absolutely so the goal for PowerPoint is
35:23.1
35:28.4
started a fundamental level your
PowerPoint slides should complement your
35:28.4
35:34.5
presentation as opposed to compete with
your presentation so PowerPoint is
35:34.5
35:39.3
designed to enhance the presentation but
most people use it in a way where it’s
35:39.3
35:44.4
in competition with the presenter what I
mean by that is when people have slides
35:44.4
35:49.5
that are full of words as the industry
describes as death by PowerPoint what
35:49.5
35:53.5
the presenter is asking you to do is to
make a choice do I read all the
35:53.5
35:58.5
information that you have on that slide
or do I listen to you and that is the
35:58.5
36:04.4
exact opposite of what you want to do so
as a rule the best thing to do with
36:04.4
36:09.6
PowerPoint is to just have an image and
no words on the slide that will be the
36:09.6
36:13.6
goal of course that’s not always
achievable because you need sometimes
36:13.6
36:17.9
worse to help explain what you’re
talking about but as a starting point
36:17.9
36:23.0
start with just the image and then add
as few words as possible most people do
36:23.0
36:26.8
the exact opposite pick add as many
words as possible and then they just
36:26.8
36:30.9
throw on an image if they have time so
the first thing I would suggest is just
36:30.9
36:35.5
start with an image the old adage that a
picture is worth a thousand words if you
36:35.5
36:39.9
can throw up a picture of the technology
that you’re talking about or the system
36:39.9
36:43.2
that you’re talking about to help
enhance what you’re saying to the
36:43.2
36:47.9
audience and just the picture alone will
do it then you’re in the sweet spot when
36:47.9
36:52.0
it comes to your presentation so that’s
the first tip the second tip I would say
36:52.0
36:57.0
is our most remote controls for
PowerPoint there is a button that will
36:57.0
37:01.5
allow you to black out the slide meaning
that it will totally take away the
37:01.5
37:06.4
picture another thing that you could do
is to add black slides into your
37:06.4
37:10.2
presentation that make the screen go
completely black
37:10.2
37:14.2
so what this does whether you use a
remote control or either if you add
37:14.2
37:19.0
black slides into your presentation
which I prefer to do is it forces the
37:19.0
37:23.7
audience’s attention back to you as a
speaker so there’s nothing on the screen
37:23.7
37:26.5
for the audience to look at they’re
naturally going to turn their attention
37:26.5
37:30.3
to you as the presenter
and so what you want to do is make sure
37:30.3
37:35.1
that your presentation and the
PowerPoint are tightly choreographed so
37:35.1
37:39.6
that you can control the audience’s
attention in terms of them looking at
37:39.6
37:42.7
you and focusing on what you’re saying
versus
37:42.7
37:47.9
actually looking at the slide I have
seen you do this very thing and it is
37:47.9
37:53.2
amazing how you use PowerPoint and and I
never we thought about it when I was
37:53.2
37:56.4
watching you
wasn’t thinking do I read the slide or
37:56.4
38:00.0
do I watch this because you didn’t give
me that option I had to watch des
38:00.0
38:05.0
because there was no slide absolutely
and that in terms of clarity and
38:05.0
38:10.0
understandings if that simple tip alone
can change your presentation drastically
38:10.0
38:13.7
a lot of presenters make the mistake of
you know they leave their last slide up
38:13.7
38:17.6
until they’re ready to go into the next
slide and so when that slide is there
38:17.6
38:22.0
the audience can read it they can study
it it may even encourage them to pull
38:22.0
38:25.6
out their phones to see if what’s really
on the slide is true you know they want
38:25.6
38:29.2
to test her information sometimes so you
want to eliminate as many distractions
38:29.2
38:33.7
as possible and so by either using the
blackout button or your remote or
38:33.7
38:38.0
incorporating black slides into your
presentation it helps tremendously with
38:38.0
38:39.9
that
what does let me ask you this let’s say
38:39.9
38:44.5
it’s a highly technical presentation and
somebody wants to get all that
38:44.5
38:48.7
information on there for their reference
because they know they can’t talk about
38:48.7
38:54.1
it all how do you deal with that yeah so
that happens quite often and one of the
38:54.1
38:59.9
things that I suggest is to create two
PowerPoint decks so one PowerPoint that
38:59.9
39:03.4
would be the one that you actually
showed the audience and then the other
39:03.4
39:07.7
PowerPoint that would be one that you
print out and you give to the audience
39:07.7
39:13.6
after your presentation not before but
after your presentation so the one that
39:13.6
39:19.1
the audience sees would not have all of
the granular level of detail because a
39:19.1
39:23.0
lot of times there’s not time to go
through that in the presentation but on
39:23.0
39:27.9
the other hand that information may be
important to them so when you create two
39:27.9
39:32.1
decks the deck that has the details they
can take that with them and if they want
39:32.1
39:35.7
to refer to it later after the
presentation then they can look at it
39:35.7
39:39.7
and they’ll have that information
available to them now if it’s a
39:39.7
39:43.2
situation where you’re presenting and
you’re like okay there’s no way around
39:43.2
39:47.8
me having all this highly technical
information on the screen I gotta have
39:47.8
39:52.5
it here so that the audience understands
it what I would suggest is that you
39:52.5
39:57.9
manage the audience’s expectation so for
example you click the slide and it comes
39:57.9
40:01.9
up and it has all of these different
machines and pipes and things like that
40:01.9
40:05.7
and arrows pointing to different things
the way that I would address that
40:05.7
40:08.7
particular slide is I will say to the
audience
40:08.7
40:13.9
hey I know that there’s a ton of
information on this slide and it can be
40:13.9
40:18.7
a bit overwhelming but let me draw your
attention to this machine over here in
40:18.7
40:22.4
the top left corner we’re going to talk
about that first then I will talk about
40:22.4
40:26.2
that particular machine and then I would
move to whatever the next machine or
40:26.2
40:30.7
system I wanted to show them so I would
use my voice to guide the audience
40:30.7
40:35.2
through the slide and I would tell them
or clued them as to what they need to
40:35.2
40:40.1
look at as we go on but by Framing it in
the beginning to say here that there’s a
40:40.1
40:43.9
lot of things going on here and I’m
going to serve as a tour guide and sort
40:43.9
40:49.3
of walk you through this process makes
it much easier for the audience and I’ve
40:49.3
40:53.4
found that it causes them to listen to
the speaker a little bit more because
40:53.4
40:57.0
they want to know you know what things
on that particular slide are important
40:57.0
41:02.2
des that is just fantastic advice and I
have struggled with this probably more
41:02.2
41:07.4
than anything so I’m learning along with
the Scaling UP! Nation and I appreciate
41:07.4
41:12.4
that tip that is amazing praise one more
quick thing to that point there’s also
41:12.4
41:17.3
what you can do is that you can use the
zoom in zoom out feature on the slide so
41:17.3
41:22.2
if you were to zoom in on the picture
and a particular portion what I like to
41:22.2
41:26.4
do is I’ll show them the whole picture
so it looks like okay you can see how
41:26.4
41:30.4
this thing looks from 30,000 feet and
then just explain to them we’re going to
41:30.4
41:35.3
zoom in on certain pieces and you may
have you know three or four slides that
41:35.3
41:40.5
have the exact same image on it but
they’re just shown closer so that way it
41:40.5
41:43.3
will give the appearance that you’re
zooming in all the things that are
41:43.3
41:48.0
important and then at the end we go back
to that 30,000 foot view so it also
41:48.0
41:51.8
makes the audience kind of feel like
they had an experience so that’s another
41:51.8
41:55.5
trick that you can do when there’s a lot
of detailed information on one
41:55.5
42:00.1
particular slide great stuff
well des you said that every
42:00.1
42:04.9
presentation needs to have that one
thing that the communicator wants the
42:04.9
42:10.0
audience to get so today’s podcast
interview what’s the one thing that you
42:10.0
42:13.8
want the Scaling UP! Nation to get the
one thing that’s important for the
42:13.8
42:19.1
Scaling UP! Nation to take from our time
together here at race is the fact that
42:19.1
42:25.5
you got to do your homework of
and the more that you understand your
42:25.5
42:29.9
audience and the more that you’re clear
about what you want to communicate to
42:29.9
42:34.3
that audience before you actually
present then you’ll see a direct
42:34.3
42:39.1
correlation in your performance whether
it’s a one-on-one situation or you’re
42:39.1
42:44.5
speaking to an audience it’s always
amazing to me how much you can alleviate
42:44.5
42:49.9
the stress and anxiety of a presentation
if you just do some of these simple
42:49.9
42:55.3
things upfront and there you have it
well Dez we’re not quite done yeah I’ve
42:55.3
42:59.7
got some lightning round questions to
ask you so are you ready for those sir I
42:59.7
43:05.7
think I’m ready all right you know that
I am a huge Back to the Future fan and
43:05.7
43:10.7
if I had a DeLorean it of course would
come equipped with a flux capacitor and
43:10.7
43:14.9
as you are coming on a ride of the flux
capacitor and the DeLorean with me and
43:14.9
43:19.8
we are setting the time circuits back to
the first day where you became a
43:19.8
43:25.4
professional speaker what advice would
you give yourself I would tell myself
43:25.4
43:32.5
that everything matters when it comes to
a presentation everything matters it’s
43:32.5
43:38.8
home run or nothing it took me a while
to come to that focusing on different
43:38.8
43:42.5
parts of the presentation like the
opening or making sure that this part
43:42.5
43:47.7
was clear and through those trials what
I learned was you know I was missing the
43:47.7
43:52.7
audience and I couldn’t figure out why
and over time once I was able to put all
43:52.7
43:56.9
of the pieces together that was the
point where I started to get traction
43:56.9
44:01.5
and get responses from the audiences and
people understood what I was talking
44:01.5
44:07.4
about or I can make them laugh and so
what I would say to myself on my first
44:07.4
44:13.5
day is that everything matters what’s
the last book that you’ve read the last
44:13.5
44:20.5
book that I read was the million dollar
maverick by Allen Weiss we’ve had some
44:20.5
44:25.9
other guests say that they’ve read that
book as well and Dez there’s going to be
44:25.9
44:30.2
no surprise someday we’re going to go to
the movie theater and there’s going to
44:30.2
44:35.8
be a movie about Dez Thornton who plays
Dez
44:35.8
44:41.7
I would have to say Forest Whitaker
Forest Whitaker is one of my favorite
44:41.7
44:47.9
actors very versatile always comes
across as strong and determined
44:47.9
44:53.2
on-screen and interestingly we share the
same birthday so definitely Forest
44:53.2
44:58.3
Whitaker well there you go
and my last question is if you could
44:58.3
45:03.5
talk to Eddie body throughout history
who would it be with and why if I had
45:03.5
45:08.2
that privilege to talk to anyone
throughout history without question it
45:08.2
45:16.3
would be nelson mandela mandela was such
a simple yet complex man all at the same
45:16.3
45:23.3
time what I admire most about him was
his ability to put the good of the group
45:23.3
45:31.0
or of the whole above his personal
objectives and motivations and the way
45:31.0
45:35.7
that he communicated that once he was
released from prison and developed
45:35.7
45:41.3
apartheid in South Africa I’ve read and
studied him quite a bit and would be
45:41.3
45:47.2
infinitely curious to know or about me
but as this has been very informative
45:47.2
45:52.0
for me I know people in the Scaling UP!
Nation cannot wait to go to my show
45:52.0
45:56.6
notes page and find things that we
talked about today if it’s not enough
45:56.6
46:01.8
for them and they want to learn more
about you and your process where should
46:01.8
46:09.7
they go so very simply you can find me
at des Darnton calm on the web SD easy
46:09.7
46:18.1
th are in te o in and I am so honored to
be a guest and to hang out with
46:18.1
46:22.0
Scaling UP!
Nation and to be introduced to the one
46:22.0
46:26.7
of treatment industry for the first time
so choice thank you so much for the
46:26.7
46:29.9
opportunity to be here it absolutely was
my pleasure
46:29.9
46:36.0
scout up nation I am going to confess
that when I start writing a presentation
46:36.0
46:43.6
I start with PowerPoint des says don’t
do that and des I’m sorry it’s a bad
46:43.6
46:48.7
habit I need to figure out how not to do
that but I’ve been using PowerPoint for
46:48.7
46:52.7
so long
it allows me to organize my thoughts and
46:52.7
46:58.2
then I can shuffle slides around so I’m
hoping that I’m doing your ugly pretty
46:58.2
47:03.8
outline that you had spoken earlier in
our interview with PowerPoint I will
47:03.8
47:09.8
tell you since you and I have met I use
PowerPoint a lot less now every time I
47:09.8
47:15.0
speak I try to use a PowerPoint but I
don’t have what I’m saying on the slides
47:15.0
47:21.9
anymore I try to enhance what I’m saying
with a picture that allows people to
47:21.9
47:26.8
visualize what I’m talking about and I
got to tell you folks since I’ve been
47:26.8
47:32.0
doing that I have been getting much
better reviews about the things that I
47:32.0
47:38.8
have spoken about now I love the fact
that death says you need to analyze what
47:38.8
47:45.8
does your audience know before you start
speaking to them that was huge to me and
47:45.8
47:51.3
then the next question was what do you
want them to know after you finished
47:51.3
47:58.0
speaking and those two things lead to
what behavior do you want to change that
47:58.0
48:03.4
your audience is doing folks there is no
secret about it one of the reasons that
48:03.4
48:09.7
I started this podcast is because I have
seen so much bad water treatment out
48:09.7
48:14.7
there and I know that we are all good
people and we all want to do better but
48:14.7
48:19.3
sometimes we’re so busy working in the
day to day we don’t have time to get
48:19.3
48:25.1
better and our industry is better than
that you’ve heard me say before that if
48:25.1
48:30.7
we’re gonna be in this industry we need
to make this industry better because we
48:30.7
48:36.0
are in it and folks that’s the behavior
that I wanted to change with this
48:36.0
48:41.5
podcast I want to be that slight nudge
that gets us all a little bit better and
48:41.5
48:46.6
the entire industry is better for it for
that little thing that you change now
48:46.6
48:52.3
the entire industry is better for that
change and of course you know that I
48:52.3
49:00.0
look at sales as communication so Dez’s
entire interview wasn’t about how do we
49:00.0
49:03.5
sell
because if we can’t communicate what
49:03.5
49:09.2
we’re trying to do in a way that people
want us to do it we are not going to be
49:09.2
49:16.1
successful so it’s not sales it’s
communication so what selling behavior
49:16.1
49:22.8
do you want your potential customer to
change what problem are you trying to
49:22.8
49:28.5
convey that they have that they might
not know that they have that’s a big
49:28.5
49:33.2
problem and they might not even know
about it and you can help them with that
49:33.2
49:40.0
Dez I just think it is so awesome what
you do and how you help people become a
49:40.0
49:44.7
better speaker I got to tell you one of
the things that not that I am a good
49:44.7
49:48.3
speaker by any means just listen to the
podcast and you could probably have
49:48.3
49:54.5
evidence of that but by doing this
podcast by recording how I speak I am
49:54.5
50:00.7
now a better speaker now I still do not
speak perfectly and on I listen back at
50:00.7
50:05.8
some of my episodes I misspeak all the
time but I will tell you that there is
50:05.8
50:12.4
some magic to recording yourself and
then playing it back and that way you’ve
50:12.4
50:18.4
got a timestamp of how you spoke at a
certain time and you know what to work
50:18.4
50:24.7
on to make yourself a little bit better
so what are you doing so you can be a
50:24.7
50:29.9
better communicator ie a better speaker
some of the things I like to do is
50:29.9
50:34.2
practice in front of an audience of
course it’s great a lot of people say
50:34.2
50:39.3
practice in front of a mirror or just
practice to yourself but folks Dez
50:39.3
50:44.6
nailed it right on the head whenever I
am nervous it’s not necessarily about
50:44.6
50:50.5
what I am doing it’s about what the
audience is going to expect from me and
50:50.5
50:55.1
questions they’re gonna ask and maybe
I’m not prepared for those things so
50:55.1
51:00.2
when you can present in front of a live
audience and these are peers that you
51:00.2
51:04.8
trust and probably peers in the industry
they’re going to ask you harder
51:04.8
51:09.7
questions than your audience is probably
going to ask you so that gets you really
51:09.7
51:13.9
prepared another thing you can do is
work with a coach like Dez
51:13.9
51:19.6
they can help prepare you for speaking
in front of some sort of engagement or
51:19.6
51:23.6
just making a sales presentation there
are a lot of groups out there
51:23.6
51:27.8
one is Toastmasters now I gotta tell you
I’ve never been to Toastmasters but I’ve
51:27.8
51:33.1
met a lot of people that speak very
highly of Toastmasters and that’s where
51:33.1
51:36.3
a group of people get together and I
think they learn how to publicly speak
51:36.3
51:39.5
again I’ve never been to one of these
but that’s what I think they do and I
51:39.5
51:44.4
know that they have chapters all over so
maybe that’s what you should consider
51:44.4
51:47.9
go online look up Toastmasters and I’m
willing to bet within a 10-mile radius
51:47.9
51:53.1
there’s a spot that Toastmasters is
meeting and you can go there and learn
51:53.1
51:57.3
more about it
Scaling UP! Nation I have shared this
51:57.3
52:03.5
story with you before company owners
will come up to me and they will ask me
52:03.5
52:09.4
what are some tips that they can do that
when they send their valued employees to
52:09.4
52:14.0
presentations and trainings and they’re
gonna spend some money on sending those
52:14.0
52:18.5
people there how do they make sure that
they get an ROI back on that investment
52:18.5
52:23.6
and what are my favorite things to tell
them is don’t send them as a student
52:23.6
52:30.8
send them as a teacher as a future
teacher and maybe what you do is you get
52:30.8
52:35.3
out the syllabus and you look at that
together with them and you choose a
52:35.3
52:40.7
couple of topics that you want to make
sure that they become the expert on and
52:40.7
52:47.1
now when they come back to the office
after going to this presentation they
52:47.1
52:53.9
are in charge of teaching that topic to
the entire company I love to recommend
52:53.9
52:58.8
that because two things happen
it changes the responsibility from I’m
52:58.8
53:05.8
now sending you you go learn too now my
boss has sent me and now I’m expected to
53:05.8
53:09.3
do something with it so that’s the
paradigm shift there but the big
53:09.3
53:13.3
paradigm shift is the person that’s
attending that seminar
53:13.3
53:19.5
they are not there as a student anymore
they are there as a future teacher and I
53:19.5
53:24.3
promise they will pay attention and take
notes and ask questions differently
53:24.3
53:30.0
because they are expect
to teach that topic and folks when you
53:30.0
53:35.5
do that that is a little mini
presentation that you can do in front of
53:35.5
53:41.7
your company that will allow you to get
better not only at presenting but also
53:41.7
53:45.7
the topic that you’re trying to learn
about so if you’re not doing this
53:45.7
53:52.2
already I would ask that company owners
you start requiring your employees to
53:52.2
53:57.9
train your other employees about topics
they’ll enjoy it more they will get more
53:57.9
54:03.1
out at their presentation skills will
get better and it will raise the bar all
54:03.1
54:09.0
across your company now for you people
out there that work for somebody don’t
54:09.0
54:14.1
wait for them to assign it to you bring
this idea to them I guarantee that
54:14.1
54:17.4
they’re gonna love it
and I guarantee that your company will
54:17.4
54:22.9
be better because you are doing that and
like I said everybody’s presentation
54:22.9
54:29.0
skills are going to get better nation I
got to tell you I love it when you write
54:29.0
54:33.8
in to me or you send me a voicemail and
you let me know that this show has done
54:33.8
54:38.4
something for you I love all the
response that I have received that we
54:38.4
54:42.6
have gone weekly and you absolutely love
that and you needed it to go weekly
54:42.6
54:46.8
because you needed to be inspired on a
weekly basis I am so happy that this
54:46.8
54:52.0
show can do that for you and I am happy
that I can bring it to you weekly in
54:52.0
54:57.3
order to bring Scaling UP! H2O to you
weekly I do have an ask
54:57.3
55:04.0
I’ve got several asks the first one is I
am going through my book of questions a
55:04.0
55:09.6
lot quicker now so it is imperative that
you help me replenish those just like
55:09.6
55:15.0
micro on Dirty Jobs used to say on each
and every episode if you did not let him
55:15.0
55:20.5
know what his next dirty job was his
entire crew including him was out of a
55:20.5
55:25.0
job I don’t want to get that far I’m
asking you well in advance please let me
55:25.0
55:30.4
know what questions you want me to
answer on my show you can do that one of
55:30.4
55:35.5
two ways you can go to https://scalinguph2o.com and record a voicemail where you
55:35.5
55:39.8
can hear your voice potentially on
Scaling UP! H2O asking
55:39.8
55:44.7
question that we will answer or you can
go to the show ideas page and just
55:44.7
55:51.0
simply send me an email also let me know
what guess you want me to interview one
55:51.0
55:54.9
of the things that I think is just so
incredible is when I started this show
55:54.9
56:00.9
it was a very narrow focus on the type
of industrial water treatment that I
56:00.9
56:05.5
practice two years later almost two
years late not even two years later
56:05.5
56:10.1
about a year and a half I think it is a
little bit more than that we have
56:10.1
56:16.2
expanded to the entire water treatment
industry and you might have noticed that
56:16.2
56:21.2
I am expanding the topics that we are
talking about so we can cover more in
56:21.2
56:26.2
the water treatment industry so I need
to know who I should be talking with
56:26.2
56:31.1
because I might not know these people I
want to get to know them and I want to
56:31.1
56:34.8
bring them to you so please help me with
that of course another thing you can do
56:34.8
56:39.2
is you can connect with me on social
media you can look for Trace Blackmore
56:39.2
56:44.6
you can look for Scaling UP! H2O that’s
where I bring a lot of content and tips
56:44.6
56:50.0
to you so you’ll be the first to know if
you do that and then also my final ask
56:50.0
56:55.8
is that you share this podcast with
other water treaters so we can all scale
56:55.8
57:00.6
up on knowledge together folks thanks so
much for allowing me to have this
57:00.6
57:05.1
opportunity to come to you each and
every week and it’s my hope that you
57:05.1
57:13.7
have a great week until I talk to you
next time on Scaling UP! H2O