When you speak professionally, you want to make sure your audience is fully on board. Speakers like me will obsess on making sure the audience knows what’s in it for them, where they’re going, how they’re getting there, and what’s expected along the way. Speakers might even touch on the source of information they’re about to deliver, and why they selected it. That about covers it… or does it?
There may be one more rather obscure bit of information I encourage you to consider before you go launching into your message. I didn’t discover this particular move in a presentation; I discovered it in a Xerox storage closet.
While I was tasked with rewriting the Xerox Train-The-Trainer program, I found an old training process that had been abandoned. Believe it or not, it had been labeled, “too hard to teach.” It was a well-thought-out overview process that, amongst other things, included something called, “A Proof of Ability.” It focused on the percentage of people you speak to who are not struggling with the material, but rather the question as to whether they’ll be able to master it themselves. Interesting. I looked it all over, and promptly put it back in its dusty hiding place until… a year later.
The Baltimore County Police came calling, and it wasn’t to arrest me. They offered me a keynote at a symposium of 1,000 hostage negotiators. I was all in and very excited… until they added, “Two of our previous speakers were Ted Koppel and Ronald Reagan. No one’s heard of you, but good luck!” Gulp. I knew my message linking sales and negotiation could land, but only if I delivered it flawlessly. So, I dusted off that forgotten Xerox opening process, studied it obsessively, and used it to launch my talk. The result? Electric. That presentation became the highest-rated in the symposium’s 25-year history. Who knew a copier-jock could outshine Koppel and Reagan?
Pretty impressive story, huh? It’s also a pretty impressive example of a Proof of Ability!
The fact is this; audiences can often struggle with a lingering concern involving confidence, and they tend to keep it private. They won’t walk in with signs alerting you to this challenge, nor will they ask you about it. However, the question they are struggling with, particularly after a lack of success, is this: “Will this actually work for me?”
That’s where the Proof of Ability comes in. This step is your chance to build real confidence. It’s the moment when you move from trust me to let me prove it to you. You can do this by sharing how the content you’re teaching has helped someone else, or how it’s worked for you personally.
Remember that story I shared a few paragraphs back about my experience with the Baltimore County Police? That wasn’t just a story, it was a Proof of Ability. Proof that the method I was talking about didn’t just sound good, it delivered. A strong Proof of Ability turns skeptics into believers, and in this case, hostage negotiators into salespeople. It helped me hold my own against some of the greatest speakers of our time.
As you prep for your next presentation, think about this step. Mix in some evidence that reminds those listening that what you’re presenting really works. This will go a long way to building confidence in the minds of your audience members, and nothing builds belief like a solid success story.
It will also give you an opportunity to provide one last push before you dive into the body of your presentation to fire up your audience and instill confidence in the fact that they can accomplish whatever it is you are about to deliver!
Want to Speak Like a Pro? Looking to Sell Like a Pro?
I’ve coached speakers and salespeople for over a decade, and now I’m opening up more coaching spots. Whether you’re prepping for a big keynote or trying to close that next deal, I’m here to help you level up. We’ll meet virtually, dig into what you need, and sharpen your skills; together. If this sounds like something you’ve been meaning to do, let’s chat! Reach out at Training@Jolles.com and schedule a free, 30-minute, exploratory conversation.
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