Isn’t it funny that public speaking is one of the most common fears for people in general? Public speaking can induce anxiety, and it’s not so funny anymore, right? But why do people, if given the choice, avoid going on stage to talk? What makes public speaking so scary?
Our guest, Garry Terhune, trains people to confidently engage in public speaking. Would you believe that he was once painfully shy, unable to talk to more than two people? He vowed to himself to gain confidence in addressing larger groups and has now become a public speaking coach.
Garry Terhune trains and coaches people who design and deliver sales presentations. He brings over 40 years of sales and sales training and coaching experience to the global marketplace. He has successfully trained and coached thousands of individuals both face-to-face and virtually for many of the world’s most prestigious organizations. He has loved every minute of it.
Garry trains and coaches his own “The Ultimate Sales Presentationsm” and “The Ultimate Virtual Sales Presentationsm” programs. Both programs focus on excelling in today’s ever-changing and competitive marketplace, where a thorough understanding of a prospective customer’s situation is vital, and highly effective sales presentations are imperative to winning the business.
Garry always brings infectious energy and deep caring to each engagement. He is passionate about teaching and coaching sales and sales support people because not only do the skills learned increase sales, but they also contribute to one’s overall success, happiness, and well-being.
Garry shared his greatest tips from his 40 years of experience and learnings; he took the best of it, for there were some that are bad lessons too. He put together those good ideas in a cohesive program that is easy to implement. And the 3 steps are Discover, Design, Deliver.
The reason why people will acquire or buy something is to relieve existing pain; the more painful, the more urgency to relieve that, avoid potential pain, and achieve gain; take opportunity and seize it.
Garry assesses who are good presenters:
- Attention-grabbing beginning: story, quote, analogy, ask audience question.
- In the middle of the presentation: how are we going to persuade them?
- 3 key points in persuading them to say yes: problem, cause of the problem, solution.
- Summary of what covered, call to action (ask if you will), benefits for them for saying yes.
The following important points were discussed:
- In speaking, everything we do is for the audience’s sake. So, connect with the audience.
- Basic problems while presenting are visuals; losing poise during Q and A; and the combination of what an audience sees, hears.
- Achieve trustworthiness, credibility, and confidence through reputation (build a reputation, e.g., talking about medicine, you must be a doctor or scientist, etc.); proving to the audience that you understand their situation; the message itself (be careful with the words used when speaking); how you look when presenting; tone of voice or how you sound when presenting.
- Storytelling is always popular, and the 4 components of storytelling are environment and the character, problem or an opportunity, difficult choices, result or consequences.
- A presenter is anybody who wants an outcome or action from an audience.
Connect with Garry Terhune:
Episode Timestamp:
7:45 – 9:11 Garry shared his thoughts about the problems of visuals nowadays and how to avoid it.
10:55 – 11:45 3 things Garry helps people to overcome the basic problem with presenting.
13:41 – 16:18 Garry shared how to achieve trustworthiness, credibility, and confidence in presenting.
21:05 – 22:18 4 components of a story.
29:56 – 31:49 Garry’s unique thing about his program.
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