On the Senate floor, Judd Gregg compared health care reform to not only a “huge asteroid,” but a huge asteroid that will “land on our children’s heads.”

“Tyranny” and “socialism” are the buzz words of the day.   States are filing lawsuits because they believe the requirement that individuals carry health insurance infringes on constitutionally guaranteed liberties.

These are emotional arguments.  They inflame the already throbbing belief systems of some of our fellow citizens. 

If our friends and neighbors had the patience to reflect on these claims—that our children will be squashed by debt, and that our political freedoms have been curtailed—they might think twice before putting on their hats and coats and going out for tea.

Yes, we are in debt.  What portion of it comes from health care?   And what portion of it comes from razing and rebuilding a nation in Mesopotamia? Does health care reform add to our debt or reduce it in the long term? 

Can we do the research and get the answers to these questions before we start shooting life-threatening emails and bullets into the offices of elected representatives?

Is the requirement to carry health insurance worthy of the label, “tyranny?”   What about the requirement to carry automobile insurance? Is that tyranny? Or the requirements that we drive on the right side of the road, or obey the speed limits?  

No, these don’t amount to tyranny.  While these laws do limit our freedom of choice, we give up these lesser freedoms to preserve our own safety, and the safety of others.

And living without health insurance?  Is that such a great freedom?  If it is, it’s a freedom we should agree to give up for the same reason—the safety, security and well being of our American society.

Sims Wyeth is a speech coach in Montclair, NJ specializing in presentation skills and public speaking training in order to give accomplished people the knowledge and skill they need to become accomplished speakers. Learn more public speaking tips at www.SimsWyeth.com.

If you’ve ever lied, you know that specificity is more persuasive then generalities.

Therefore, be specific when speaking to physicians.

Not because you’re lying, but because you want to tell the truth in a memorable and convincing manner.

For instance, when I got home after shooting spitballs at cars through a straw when I was 10, I told my mother I had been building a tepee out of sticks and leaves that Mr. Johnson had raked up after the recent windstorm and piled behind his barn under a tarpaulin.  Worked like a charm.

Data might seem persuasive, but actually it’s not.  That’s because we know in our hearts that 63.92% of all statistics are made up.  (Cough, cough.)

Really though, data is about large numbers of anonymous people.  And doctors know that no two patients are alike.  At least the good ones do.

Be specific about your target patient population, and make sure your doc hears you probing for specifics about his patients, and talking about specific patient types that could benefit from your drug.

Go figure!  Limiting your market can make you a more successful rep!

Sims Wyeth is a speech coach in Montclair, NJ specializing in presentation skills and public speaking training in order to give accomplished people the knowledge and skill they need to become accomplished speakers. Learn more public speaking tips at www.SimsWyeth.com.

My friend and colleague Patricia Fripp, one of the finest speakers and teachers in this world or the next, has a wonderful phrase.  “Sameness is the enemy.” 

What does she mean by this?  Here’s my take on it.

She means that speakers can’t hold the attention of a room full of people when they get stuck on the same channel for too long.

What is a channel?  Well, it’s something physical, mental, vocal, or verbal that you are doing too much of.

For instance, if your voice springs forth at the same volume all the time, your audience will tire.

If you plod or speed at the same pace for the duration, they will grow weary.

If you lack variety of pitch, and fail to make important words stand out from the less important, they will struggle to follow your reasoning.

If you stand in the same place for too long, your listeners will get fidgety.

If you move constantly back and forth across the floor like a shark, they will get distracted.  Such movement is noise, not signal.  It distracts from what you’re saying.

If you gesture too much, they will be drawn away from your content.

If you don’t gesture at all, they will struggle to understand your point of view, or how you feel about the issues, and will be less focused.

If you talk about yourself ad infinitum, their eyes will glaze over.

If slide after slide shows data, they will fatigue.

If you use fat words too often (big fancy ones) some listeners will withdraw in shame, and others will attack in a rage.

If you use skinny words (simple everyday ones) you may lose the more sophisticated members of your audience.

If you spend too much time in the world of the general and abstract, they will lust for particulars and stories.

On the other hand, if you deal exclusively in facts, they will wonder what your point is.

And if you make a theoretical case for action, they will drop out of listening because they hunger for a real world example to help them SEE what you SAY.

To paraphrase Adlai Stevenson, the way of the speaker is hard, requiring constant channel surfing in order to retain the attention of the viewer. 

Sameness is your enemy.  Variety, diversity, and surprise are your greatest allies.

Bring them with you to your next presentation.

Sims Wyeth is a speech coach in Montclair, NJ specializing in presentation skills and public speaking training in order to give accomplished people the knowledge and skill they need to become accomplished speakers. Learn more public speaking tips at www.SimsWyeth.com.