Page 54 - The Presentation Secrets of Steve Jobs How to Be Insanely Great in Front of Any Audience by Carmine Gallo

DEVELOP A MESSIANIC SENSE OF PURPOSE 35

Jobs reminds me of another business leader whom I had the
pleasure of meeting, Starbucks CEO Howard Schultz. Prior to our
interview, I read his book, Pour Your Heart into It. Schultz is pas-
sionate about what he does; in fact, the word passion appears on
nearly every page. But it soon became clear that he is not as pas-
sionate about coffee as he is about the people, the baristas who
make the Starbucks experience what it is. You see, Schultz’s core
vision was not to make a great cup of coffee. It was much big-
ger. Schultz would create an experience; a third place between
work and home where people would feel comfortable gather-
ing. He would build a company that treats people with dignity
and respect. Those happy employees would, in turn, provide a
level of customer service that would be seen as a gold standard
in the industry. When I reviewed the transcripts from my time
with Schultz, I was struck by the fact that the word coffee rarely
appeared. Schultz’s vision had little to do with coffee and every-
thing to do with the experience Starbucks offers.
“Some managers are uncomfortable with expressing emo-
tion about their dreams, but it’s the passion and emotion that
will attract and motivate others,” write Collins and Porras. 19
Communicators such as Steve Jobs and Howard Schultz are
passionate about how their products improve the lives of their
customers. They’re not afraid to express it. Coffee, computers,
iPods—it doesn’t matter. What matters is that they are moti-
vated by a vision to change the world, to “leave a dent in the
universe.”
This book is filled with techniques to help you sell your ideas
more successfully, but no technique can make up for a lack of
passion for your service, product, company, or cause. The secret
is to identify what it is you’re truly passionate about. More often
than not, it’s not “the widget,” but how the widget will improve
the lives of your customers. Here is an excerpt from an interview
Jobs gave Wired magazine in 1996: “Design is a funny word.
Some people think design means how it looks. But of course, if
you dig deeper, it’s really how it works. The design of the Mac
wasn’t what it looked like, although that was part of it. Primarily,
it was how it worked. To design something really well, you have
to get it. You have to really grok what it’s all about. It takes a