In 80 BC, Cicero, the great Roman orator and statesman, set off for the Eastern Mediterranean on something like a cross between a gap year and oratory boot camp\u2014showing, again, how he regarded oratory as a physical more than simply an intellectual craft, and one that benefited from a long and various apprenticeship:<\/p>\n

I always spoke without pause or variation, using all the strength of my voice and the effort of my whole body\u2026 I thought that by a more restrained and moderate use of the voice and diligent way of speaking, I could both avoid the danger and acquire more variety in my style\u2026 The reason for my going to Asia was to change my method of speaking.<\/em><\/p>\n

He retrained there under Apollonius Molon<\/a>, \u201c\u2026an excellent judge and critic of faults and a very wise teacher and adviser\u2026 I came home after two years not only more experienced but almost another man; the excessive strain of my voice had gone, my style had, so to speak, simmered down, my lungs were stronger, and I was not so thin.\u201d<\/p>\n

I have taken this passage from a book entitled Words like Loaded Pistols: Rhetoric from Aristotle to Obama<\/em> by Sam Leith. It\u2019s a great book for anyone who is interested in classical rhetoric and all it has contributed to our world.<\/p>\n

I post it here because I have recently encountered clients with considerable fire-power as speakers\u2014speakers with temperament, confidence, and highly expressive behaviors. Clients who are equipped to rule the world.<\/p>\n

But, like Cicero, they could benefit from acquiring some restraint and moderation, especially in smaller meeting rooms. The main-stream oratorical style in business is no-style\u2014intimate, informal, authentic–which is just as much a style as any other.<\/p>\n

We want to do business with people whom we trust<\/a>, who are similar to us, and with whom we share beliefs and outlooks. \u201cWhen in Rome, do as the Romans do\u201d is the old bit of wisdom that encourages us to clothe ourselves outwardly in the habits and customs of our audience, the better to entice them to accept what we say. And it is an approach to gaining influence\u2014to get them to lend us their ears<\/a>.<\/p>\n

We can blend in by using the same style of speaking that our colleagues use\u2014the informal, conversational style that you see everyday. But while it is wise to blend in, it is unwise to be predictable. Predictable is dull, boring, pedantic. Predictable cannot get attention, cannot keep attention. And without attention, a speaker might as well be dead.<\/p>\n

It\u2019s a paradox. A predictable style, by which I mean the informal, chatty style of presenting, will cause them to listen to what you have to say because it is familiar and lends you credibility. It\u2019s acceptable.<\/p>\n

But predictable content, flow or approach will play against you, and will cause them to disengage, lose interest, and discount their perception of your value.<\/p>\n","protected":false},"excerpt":{"rendered":"

In 80 BC, Cicero, the great Roman orator and statesman, set off for the Eastern Mediterranean on something like a cross between a gap year and oratory boot camp\u2014showing, again, how he regarded oratory as a physical more than simply an intellectual craft, and one that benefited from a long and various apprenticeship: I always… Read More »The Best Way to Lose an Audience<\/span><\/a><\/p>\n","protected":false},"author":1,"featured_media":6668,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"neve_meta_sidebar":"","neve_meta_container":"","neve_meta_enable_content_width":"","neve_meta_content_width":0,"neve_meta_title_alignment":"","neve_meta_author_avatar":"","neve_post_elements_order":"","neve_meta_disable_header":"","neve_meta_disable_footer":"","neve_meta_disable_title":"","_ti_tpc_template_sync":false,"_ti_tpc_template_id":""},"categories":[960,144,336,149,1],"tags":[297,291,618,145,146,904],"yoast_head":"\n