"What am I going to talk about in this presentation?" It's the wrong tactic. It makes presenters self-focused and creates the "me show." Your audience doesn't care about what you know until they know that you care... about their interests. First, Focus on The Audience Instead, ask yourself, what does this audience want for themselves... in … [Read more...] about Sweet Spot for Persuading
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Hey, I think I like you…
Hey, I think I like you... So, what makes us instantly like someone? Here are some general research principles: We like good-looking people Studies show time after time that we not only appreciate a physically attractive stranger, we also bestow upon them all sorts of positive personality traits... even before he's opened his mouth! It's … [Read more...] about Hey, I think I like you…
Handling objections to your sales presentation using Feel-Felt-Found
You know how some people HATE to sell? What, exactly, are they scared of? Sales Anxiety was the basis of my research at The University of Texas in grad school and why many people dislike "selling." It turns out, it's not simply SELLING IN GENERAL that a person dislikes, the majority of people specifically dislike the stages of Prospecting and … [Read more...] about Handling objections to your sales presentation using Feel-Felt-Found
A Packed Room: Tip #1 for Attracting and Keeping Your Audience at a Conference
Industry conferences can be so painful. It’s hard to listen to back-to-back break-out sessions without your mind overflowing. Once my brain is full (which doesn’t take much), I can hardly tolerate another 30 slide, text-heavy Power Point that forgets to take the audience into account. By the end of the first day, audiences are begging for a … [Read more...] about A Packed Room: Tip #1 for Attracting and Keeping Your Audience at a Conference
Good morning, my name is…
I could mouth the opening lines of 98% of business presentations along with the speaker verbatim: "Good morning. My name is [Name here] and I am the [Position Here]. Today, we are going to talk about..." [CLICK. AGENDA SLIDE] [READS AGENDA]" Yawn. Where's the suspense? The interest? The creativity? I know, I know. You're … [Read more...] about Good morning, my name is…
