How to communicate your value when the stakes are high
The job interview, the big pitch, the board meeting. When the stakes are high, most people lean on facts, experience and data. That's a good foundation. But it's rarely what people remember.
Three research-backed techniques that make your value stand out clearly. Even under pressure.
TECHNIQUE 1Tell the story, not just the facts
We remember stories far better than facts and data. A good story gives the brain a sequence, a person and a feeling to hang the information on. Numbers and arguments alone quickly slip away again.
So if you want to make an impression, tell the story of what you did and what it meant. Let the data be the proof, not the message.
TECHNIQUE 2Prepare, and experience it in advance
Most of us prepare. And stop there. Visualisation is version 3.0 of preparation.
When you play the situation through in your mind's eye, you "pre-experience" it. You see the room, hear the questions and feel yourself answering calmly. It trains your ability to navigate the situation, so your preparation holds up even when the pressure rises. It's the same principle athletes use before a competition.
TECHNIQUE 3Prepare in the third person
This one is a game-changer when you need to communicate your own value. Prepare as if you were talking about someone else: "Anne has led…", "She is strong at…".
When we talk about ourselves in the third person, we create psychological distance. Research on so-called self-distancing shows that it lowers stress levels and makes us better at seeing the situation clearly (Kross et al., 2014). You look more objectively at your skills and your value, instead of being your own worst critic. It's highly effective before applications and job interviews.
THE FOUNDATIONThe pause before you speak
And the foundation under it all? Before you answer a question, before the important meeting, before the presentation starts: take a deep breath and pause for 2-3 seconds.
The pause signals composure and calm. And it's the direct shortcut to the mental headroom you need to use the three techniques above.
Want to train it with your team? That's exactly what my workshops and talks are about.