CHAPTER 7
Preparing for aPowerful Performance
Start by doing what’s necessary, then do what’s possible; and suddenly you are doing the impossible.
If we were attending the Nervous Nellies Convention, we would see an assortment of interesting mannerisms: Hands in the pocket jingling coins and keys, eyes staring at the floor, arms locked behind the back. There would be some hand wringers, pen clickers, and pacers; possibly a few ring twisters, scowlers, and fast talkers as well. All of these behaviors are unconscious expressions of uncontrolled nervousness that presenters often exhibit.
Tom was an outgoing senior-level executive and sales leader. Before I began coaching him, Tom attended a national sales meeting at a consumer ...
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