October 2000

Secret from the Candy Store

A saleswoman in a candy store always had customers lined up and waiting while the other saleswomen often stood around with nothing to do.  The owner of the store noted her popularity and asked her for her secret. 

"It's easy," she explained.  "The other girls scoop up more than a pound of candy then start taking away.  I always scoop up less than a pound and then add to it."

This "secret" also sets apart experienced speakers from less experienced ones.  Inexperienced speakers often gain the listeners' attention with good material at the beginning of the speech, but lack the material to sustain the interest.  On the other hand, experienced speakers start with good material but save even better material for later in the speech.  Like the candy saleswoman, they scoop up less than a pound and then add to it.  Remember this secret when planning your next speech.