| In Judo, Tokui Waza means "favorite" or | | | | Start with your own personal story of |
| "best" technique. It's the throw that fits | | | | hardship. Whether you had to solve a problem, |
| naturally to your body type, and you have | | | | battle a disease, fight an unbeatable higher |
| practiced it thousands of times to make it an | | | | power, your story should reflect the idea |
| instinctual response. Everyone at the club or | | | | that you too had a "problem" that needed to |
| local tournament knows that you'll use it, | | | | be solved. |
| but there's nothing they can do to stop | | | | |
| it...you're just that damn good at it. | | | | Next, isolate and agitate the hell out of the |
| | | | problem at hand. Blow it out of proportion, |
| Same thing goes in business. Everyone needs | | | | use "worst case" scenarios as daily |
| to have a carefully prepared and practiced | | | | occurrences, build on whatever potential |
| Tokui Waza. Of course, you are not going to | | | | there is for the shit to hit the fan and the |
| toss your clients, customer or superior over | | | | apocalypse to be right around the corner |
| your head (Although that would be nice | | | | |
| sometimes) but you are going to have to knock | | | | Finally, use all the tools we've talked about |
| their socks off from time to time with some | | | | in previous issues; authority, emotional |
| sort of presentation. And regardless if you | | | | control, proof, E-factors, customization, |
| are selling the project you've been slaving | | | | strengths, benefits, etc., and start to build |
| day and night on, your company's product or | | | | your solution. |
| service, or your own personal qualifications, | | | | |
| victory will only be achieved if that | | | | Now if you did the rhythm exercise properly, |
| presentation is perfect. | | | | your incorporation of the "Problem - Agitate |
| | | | - Solve" formula into your writing should |
| Now don't get nervous! Just like in Judo, if | | | | have a similar and successful flow. |
| your Tokui Waza presentation is strong | | | | |
| enough, it will work in almost every | | | | If you used a song as your motivation, there |
| situation with just slight variations. | | | | are probably repeating key facts, points, or |
| Therefore, you only have to develop one | | | | details that mimic the chorus. If you used a |
| "core" presentation and then you will be able | | | | speech, there is most likely a smooth mix of |
| to seamlessly fold any "new" aspects of each | | | | "highs" and "lows" that imitate someone |
| new situation into the mix. | | | | speaking passionately about a subject. A |
| | | | passage from a book or a scene from a movie? |
| Alright...Let's build your "core" | | | | Then your storytelling will emulate the |
| presentation. | | | | emotion and paint visual "word pictures" in |
| | | | your listener or readers mind. All powerful, |
| Something in your life has previously | | | | powerful stuff. |
| motivated you. Whether it is a song, a | | | | |
| speech, an article, a passage in a book, | | | | Great! Now practice your ass off! |
| whatever; find it and copy it down longhand | | | | |
| (that means write it out for you youngins) | | | | That's right; not only do you need to |
| ten times on a legal pad. | | | | memorize your presentation, but you must |
| | | | practice it every chance you get to "nail" |
| The purpose of this is to steal the "rhythm". | | | | all the little crescendos, jokes, |
| While you may mistakenly thing that the | | | | inflections, and facial expressions you |
| actual "words" are, motivating you, in | | | | envisioned as you were writing it. There is |
| reality it is the sequence and chaining of | | | | no shortcut for this. Only practice, |
| the words to one another that are invoking a | | | | practice, and practice some more. |
| rhythmic association within your brain. And | | | | |
| rhythm is easily imitated through repetition. | | | | Through this practice, you gain something so |
| Next... | | | | powerful, so dominant, so influential that |
| | | | nobody in his or her right mind will be able |
| We'll begin with selling yourself. Your | | | | to say "no" to you once your Tokui Waza |
| "core" presentation should reflect the idea | | | | presentation has been delivered... |
| that you are on the job interview of your | | | | |
| life. You must sell yourself to gain whatever | | | | The unfaltering confidence and utter |
| dream getting this job will fulfill. A yacht, | | | | conviction that you are the ONLY answer to |
| $300 million dollars, a | | | | whatever problem needs solving. And that my |
| Rolls-Royce...whatever. | | | | friends, is true power. |
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