One of the most important and decisive competencies of managers and leaders is present. Being able to captivate others with your words and delivery. Not only for a large audience, but also in 1-on-1 sessions, the well-known 'coffee machine conversations' or the Friday afternoon drinks. Experienced speakers who can speak with passion but with enormous control fascinate us. What makes us able or unwilling to listen to a person? 'Master of sound' Julian Treasure has made it his profession. He is one of the most renowned sound and communications experts in our world. He explains why so few people manage to really captivate while speaking, and what you can do about this in practice. We would like to share with you today the tips and tricks that Julian regularly presents during TedX events. 

Do you feel like people don't listen to what you say? 

Then you are not alone. There are few speakers who really captivate. It's not easy either, of course. Treasure identifies a number of concrete bad qualities of people that cause others to drop out and no longer really listen to what you say.

To gossip

Speaking badly about someone who isn't there. We (almost) all do it sometimes. However, it greatly undermines the trust we have in people and the authority we assign to people. For example, salespeople are regularly guilty of talking badly about competitors. And also in political games within companies, gossip is often at the expense of others, with the assumption that this will strengthen one's own position.

Making a judgement

We often have a judgment before we know someone well. Managers, salespeople and even experienced speakers sometimes have a tendency to judge their customers, audiences or employees. It's bad difficult to listen well to someone who you know has already judged you in advance. A pedantic tone quickly causes irritation, causing us to lose our attention.

Negativity and complaining

Nothing worse than listening to someone who is always negative, right? Just think of that annoying guy behind you in the stands who always has something to complain about your favorite team. Or to the people for whom nothing is ever good enough, who always have something to complain about, do you like to listen to that?

excuses

We all know them. The colleagues or managers who always have an excuse to absolve themselves. Who never take responsibility or blame. And yet it is extremely powerful to be vulnerable as a leader and dare to take the blame. That makes a manager human and approachable.

Exaggeration

Exaggerating small problems or being overly enthusiastic is a common pitfall. We do it sometimes to make a point. But it ensures that you are hardly taken seriously anymore if you really have something to say or are really enthusiastic about something.

Dogmatism

A trait that unfortunately many managers put into practice every day. They always think they are right. 'My way is the best way'. Confusing facts and opinions is one of the main ways to lose the attention of your opponent(s).

What should you do then?

Fortunately, according to Treasure, there are also a number of powerful weapons to hold attention and captivate your audience. They are as simple as they are clear and, not entirely coincidentally, they often appear in this or another form in other management literature.

Honesty

We don't listen to people we know or suspect are lying. Honesty, even if it means vulnerability, is something that is greatly appreciated. Especially with leaders. Nelson Mandela's disarming honesty remains with many to this day. The willingness to admit your own mistakes is a great quality that few people possess.

We are allergic to acting. People who present themselves differently than they really are do not inspire confidence and so we do not listen to them properly. Fortunately, modern politics has great examples of authentic leaders who inspire us. What to think of the refreshing way in which Barack Obama deals with his employees and the candid way in which he shows his daily life (including on the internet). Or the open, sincere, disarming way in which Canada's young president, Justin Trudeau, presents himself to the world.

Integrity

Do what you say and don't make false promises. It seems simple, but turns out to be very difficult time and time again. Not only for managers, but also for politicians and other types of leaders. Integrity breeds trust and trust breeds authority.

Love

Last but not least, love. Love for your profession and love for your audience. Not the romantic kind perhaps, but in the form of genuine interest and wanting the best for your opponent.

Your voice also makes a difference

However, Julian goes much further. As a sound expert, he can also describe what voice does to your authority and appearance. For example, he says that we are more inclined to listen to people with a heavy, deep voice, because such a voice conveys authority. Would you like to listen to Treasure's entire story again? Then check out his Ted Talk from 2014.