This is the second in the series on the language of influence. This time we focus on delivery and tone. If there is one quality that, more than any other, moves business listeners to be persuaded by our arguments, it is confidence.

When someone appears confident in his or her own statements, those listening are more likely to assume they are correct. It's possible to dissect this appearance of self-confidence so that we can develop it for ourselves.

Think of someone in your organization who exudes self-confidence, and whose views everyone instinctively assumes are correct. Close your eyes and try to "hear" that person deliver a statement, perhaps at a meeting. Where is the pitch of the voice? How quickly does the person speak? Generally speaking, a low register and slightly slower than average speed give authority to a speaker's words. At the opposite end of the scale, someone who speaks quickly, in a high-pitched, squeaky voice, generally has little credibility.

You can work on lowering the pitch of your voice if you feel it is a little too close to the "squeaky" end of the scale. Here's an exercise that helps. Choose a tune you know well, and simply hum it out loud. The well-known tune of "Happy Birthday" works well for this, due to its predominantly mid-range notes. The register of your humming is your natural voice pitch. Now gradually slide out of the humming and say a few words on the same level as the humming. Next, hum the tune again, but this time consciously at a lower pitch, then slide out into the words again. Do this several times, as long as the spoken word is comfortable. Practise until you can lower your pitch at will, and consciously use the new level as often as possible at work.

Speech that is too fast is also a credibility robber, but fortunately this is easy to correct. Listen to your own voice on tape, and if it sounds too fast, simply slow down.

Here's an effective method of improving your overall delivery.

Choose someone on television who has credibility, in whose words you feel inclined to place your trust—perhaps a newscaster or interviewer. Audiotape a five-minute segment of that person's speech, then listen to it several times. Now listen to the first minute and repeat it yourself, emulating the speaker's tone as much as possible—that means the speed, pitch and intonation. Do the same with each minute in turn, and then try the whole segment. This technique is called "tape and ape", and it will go a long way to improving your own delivery. These people are professionals whose jobs depend on how well they present information—doesn't that also, in a way, describe you?

In Part 3 we'll look at how body language affects the impact of your spoken message.

© 2004 Helen Wilkie All Rights Reserved. You may reprint this article for your online or print publication so long as you include the complete article and the following paragraph:

Helen Wilkie is a professional speaker, consultant and author who helps companies do better business through better communication. Her latest book is "The Hidden Profit Center". To received free monthly tips and techniques on communication, visit http://www.mhwcom.com or http://www.HiddenProfitCenter.com and sign up for "Communi-keys". Reach Helen Wilkie at 416-966-5023 or hwilkie@mhwcom.com