“When the pressure is on, you will not rise to the occasion. You will fall to your level of preparation.” Everyone agrees that preparation is helpful, but few prepare to the level that most persuasive communication opportunities demand.

Content rules. You may have heard the saying: “Sell the sizzle, not the steak.” It’s not a bad approach, but you’d better make sure the steak is good quality. Any persuasive attempt is like a chef putting together a meal: Flavoring and presentation are important, but your ingredients must be healthy (true), fresh (new information or insight), and nutritious (useful).

In this episode I share the story of how I learned by accident about the most important principle of  all persuasive communication: it’s not about you, it’s about the other person.

Continuing our cooking analogy from Episode 1, the chef prepares what the diner wants, not what he or she likes to make.

Throughout your career you will have moments where you have a chance to lead others, and your ability to inform, influence or inspire them to action can have a huge influence on your career success. These are Leadership Moments, and Practical Eloquence will make sure you make the most of them!