By Steve Adubato, PhD

Q: You talk a lot about communicating with passion, enthusiasm and energy. My problem is I don't know how to do that without sounding like a used car salesman.

A: First, the car salesman reference seems a bit unfair. But if what you mean is that you don't want to come off as less than genuine and sincere, your point is well taken. Here's the trick. You actually have to believe what you're saying, as opposed to acting like you believe it. Real passion and enthusiasm comes from reaching inside yourself and figuring out what your heart (as well as your head) is telling you. Most of us aren't used to doing that.

The other thing is that passion looks different in different people. You don't have to come off like Richard Simmons, promoting his latest "Sweating to the Oldies" video to be enthusiastic (sorry if I offended Richard Simmons fans). But your audience needs to know that you believe in your own message. If they can't be sure of that, how can you expect them to buy into it? There is no substitute for genuine passion. It's in there somewhere. Your job is find it and share it with others.

Q: You often criticize the use of "too many numbers" in a presentation. I'm an engineer. Numbers are my business. I have to use a lot of numbers and stats when I present. My bosses expect it. How can I adapt your communication approach to such a technical field?

A: It's funny. The same question comes from accountants and financial analysts -- people who believe numbers are their business. I don't buy it. Numbers may be an important ingredient in how you present, communicate or share information, but numbers aren't really your business. It's what those numbers represent or what's behind those numbers. Your bosses, as well as your colleagues and customers, aren't dying for you to do a data dump on them. They want what we all want - a clear credible and compelling message (or analysis). Numbers are only one tool to support that message.

Even numbers people get confused by all the numbers is a presentation. In fact, numbers people might actually love a good anecdote, example, or analogy to drive home a point. Your job is to connect with your audience and get your message across. In doing that, just remember that numbers can sometimes be numbing.

Q: Making passionate presentations just isn't part of my personality. For others it probably comes naturally, but not for me. Why are you trying to change people's personalities?

A: This is a great point. Except the argument can also be used when you don't want to try new things or new ways of doing things. What about people who swear they can never go to a movie alone or take a cruise because it's just not their personality? Or some people who say they hate to exercise? Often after they try it a couple of times, they begin to feel more comfortable. Then it becomes second nature. All of a sudden it's part of their "new personality." Hasn't that happened to you?

The same thing is true about how we communicate. Making more passionate presentations, or even becoming a better listener are things most of us haven't been trained to do. We are unfamiliar with it. Often, what is unfamiliar feels uncomfortable to us, so we avoid it. This is not about your innate personality. It's about thinking and acting outside the box that most of us have been stuck in for too long. It's about trying new things in a supportive, encouraging environment. It's about training coaching and professional development. Hopefully that can happen in the workplace, but often it doesn't. If not, you have to find it yourself. Check out Toastmasters, a great organization that helps professionals try new ways of communicating. Visit their Web site at www.toastmasters.org. If they don't have a chapter in your area, start one at your workplace.

If you have any questions, write to me and I'll take my best shot.