The director of a stage play stands at the side of the stage to be in two worlds. She needs to keep one eye on the orderly chaos that is the back of house of a live production. She keeps the other eye on the audience and the experience they are having.
She is in polar opposite worlds – chaos and customer experience. But only she knows it. The audience doesn’t see the back stage and the crew doesn’t see the audience.
It is the same when your presenting and selling. You know what is going on inside you and you can also see what the audience is seeing. The trick is to not confuse what each side knows.
If you are letting your nervousness impinge on what you think the audience is seeing you need a process to stop that from happening.
As always, would love your thoughts on this here.