If you are working as a technical salesman and trying to sell a particular
piece of equipment, what level of
knowledge do you need regarding the
operation of that equipment?
A. You need to focus on the cost of the equipment, not
on the operation.
B. You need to know just the basics of how the
equipment works.
C. You should be a mini-expert on the particular piece
of equipment.

each year on this day, i make it a point to listen to dr. martin luther king jr.’s great “i have a dream” speech. it’s electrifying every single time.

the content of dr. king’s speech, his inspiring presence, and the moment in history all came together to make the iconic “i have a dream” speech the defining moment of the american civil rights movement. but there are several other reasons why this speech, delivered over 50 years ago, remains an example of one of the best speeches in american history.

since part of my job is to people become better presenters, i’ve noticed several techniques that we can all learn from and be inspired by in this magnificent speech.

it’s anchored in a powerful related location

in most cases, you can’t handpick the spot to give a presentation, as mlk did for supreme symbolic effect when he stood on the steps of the lincoln memorial and echoed the opening words of the gettysburg address (“five score years ago . . ). but you absolutely can amplify your message by adapting it to your setting and location.