Page 47 - The Presentation Secrets of Steve Jobs How to Be Insanely Great in Front of Any Audience by Carmine Gallo

28 CREATE THE STORY

also provided one of the most famous quotes in the history of
corporate America.
According to Sculley, “We were on the balcony’s west side,
facing the Hudson River, when he [Jobs] finally asked me
directly: ‘Are you going to come to Apple?’ ‘Steve,’ I said, ‘I really
love what you’re doing. I’m excited by it; how could anyone not
be captivated? But it just doesn’t make sense. Steve, I’d love to be
an adviser to you, to help you in any way. But I don’t think I can
come to Apple.’ ”
Sculley said Jobs’s head dropped; he paused and stared at the
ground. Jobs then looked up and issued a challenge to Sculley
that would “haunt” him. Jobs said, “Do you want to spend the
rest of your life selling sugared water or do you want a chance to
1
change the world?” Sculley said it was as if someone delivered a
stiff blow to his stomach.

The Reality Distortion Field

Sculley had witnessed what Apple’s vice president Bud Tribble
once described as Jobs’s “reality distortion field”: an ability to
convince anyone of practically anything. Many people cannot
resist this magnetic pull and are willing to follow Jobs to the
promised land (or at least to the next cool iPod).
Few people can escape the Jobs charisma, a magnetism
steeped in passion for his products. Observers have said that
there is something about the way Jobs talks, the enthusiasm
that he conveys, that grabs everyone in the room and doesn’t
let go. Even journalists who should have built up an immunity
to such gravitational forces cannot escape the influence. Wired
.com editor Leander Kahney interviewed Jobs biographer Alan
Deutschman, who described a meeting with Jobs: “He uses
your first name very often. He looks directly in your eyes with
that laser-like stare. He has these movie-star eyes that are very
hypnotic. But what really gets you is the way he talks—there’s
something about the rhythm of his speech and the incredible
enthusiasm he conveys for whatever it is he’s talking about that
is just infectious.” 2