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