Memorize Your Sales Pitch
Judge Roberts is before the Senate giving his opening statement. He has no notes. No paper shuffling. He had his points memorized and his delivery easy and practiced. No downcast furtive glances at talking points.
Only direct eye contact. Believable. Confident.
Twenty years ago I was in product sales training under a brilliant education specialist who was as thorough and demanding as any drill sergeant. He required that the class memorize a presentation pages and pages long. A memorized spiel will not soon leave you. Maybe never.
Sometimes, if Charmaine bumps me in the middle of a deep sleep, I will mumble, “Our mission is to improve patient care in a cost effective manner.”
My Uncle Joe had to memorize the capabilities of a radar unit when he was in the Army. He was recently in the hospital for a mild heart attach. We talked. He related how the “SCR, Signal Corps Radar 268 had an effective range of 40,000 yards…” This from over six decades ago in WWII. Uncle Joe is 87. “You still remember this?” I asked amazed. “Why? How?”
“It was my job,” he said simply. The commitment of the Greatest Generation.
A memorized paragraph will be with you even when everything in your body and mind freeze up. No matter if facing a Senate Committee, customer, or cardiac arrest.
A Thank you note to Right Side of the Rainbow for “Nobody ever went to a ballgame to see the umpire.”
Betsy’s Page has a take on Dana Milbank.