How to Speak with Authority
Zig Zigler
Much of my work examines how we can get others to tell us things by observing their mannerisms and actions. This piece examines the flip side of the coin. Specifically, how our own manner of speech communicates how secure and confident we are in our message.
The title of this piece had two inspirations. One was the military leadership training I had, which forever stressed the timber of the “voice of command.” This would be the “how to” facet.
The second, I borrowed from Bert Webb at Open Loops. He uses the metaphor, “You sound like prey,” when coaching those who are struggling with controlling large groups to explain why, when they use high pitched, shrieking voices, they are being summarily (even disdainfully) ignored.
Think of it this way; the deep throaty rumble of a stirring lion triggers the “sit up and take notice” mode in us all. On the other hand, the hyper, shrieking yap of a chihuahua just annoys us and we tuned it out thinking, “Ugh, I wish that thing would go away.” Even the chihuahua fans out their must admit, this is not exactly a command characteristic.
Let’s examine the same principal when applied to human interaction.
Visualize a room crowded with people. Edgar has been trying to get everyone’s attention for several minutes. His technique, repeated shrieks of, “Alright now,” or “Listen” or, “Quiet please!” He is, as is to be expected, completely ignored.
Now, in comes Dirk. He strolls to the front of the room, makes a few casual greetings, smiles and waves. When he reaches the front of the room, he makes direct eye contact with one of the centers of conversation and says something just loud enough to cause the person to lean in to hear.
What happens?
You guessed it. Everyone in the vicinity quiets down and strains to hear what Dirk has said. Then, after he has their attention, he addresses the group.
So, what is the secret?
Well, other than Dirks’ name is way cooler than Edgers’, there are other subtle differences. Specifically, evident are the differences in volume, timber and cadence of the voices.
People are more receptive to a low timbered, distinctly cadenced, moderately volumed voice. Think about it. James Earl Jones, or Charlton Heston could read a cereal box and it would sound profound and inspiring.
How can you apply this information to achieve desired?
- Think about your words before you speak. Have you something to say, or are you just filling the air? People listen to speakers who actually have a message.
- Make sure you have the attention of at least one person who seems to be the focus of a group before you speak. Make and maintain their eye contact.
- Consciously add a little bass to your voice.
- Make certain the cadence of your speech is clear and distinct.
- Make sure the volume of your voice is just loud enough (initially) to cause your audience to lean in. Be certain they are leaning in and you are not. Otherwise, you will appear the seeker rather than the sought.
Try it out. You may find people in the back ask you to speak up. That is a good thing. It means they are listening, even straining to hear.
These techniques are tried and true. I have used them over the years with audiences as diverse as professionals in trainings that might prefer to be elsewhere, to directing guests of the correctional system which would most certainly be elsewhere and found it equally effective with each.