Post on 11-Jun-2015
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The Enemy of Your Presentation:
Is Not Who You Think It Is
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It’s not the boss.
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Your presentation enemy is not the client.
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It’s not your competition.
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In fact, it’s not even a “who”.
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It’s not time.
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It’s not your slides, the circumstances or yourself (as in being your own worst enemy).
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In presentation you have only one enemy.
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That enemy is formidable.
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Once this enemy strikes, you’re done.Finished.Out.Leave the game.
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The enemy is
“No!”
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When you hear “No!”, It’s game over.
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We know this.
So why do we still pressure for the close?
Why are we making so much noise?
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Why do we turn opportunities into wrestling matches of negotiation?
To win?
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We should be seeking input from the audience.
Presentation is a great opportunity to learn from the audience.
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We want them to say
“Yes!”
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We need to avoid questions that lead to “No!”
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Someone always wants to argue this point. They’ll give an example like the question, “Do you want me to stop?”
Of course you want to hear, “No!” Gotcha!
Wrong.
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Questions should be asked in the affirmative.
Do you want me to continue?
Questions should be framed to illicit a positive response.
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And you should ask questions that you know will be answered “Yes!”
Don’t ask “are you ready you to accept this deal?” Unless you have enough positive assurance to ask.
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When you’re not sure the answer will be affirmative, ask an open question like, “What features would you like included in our offer?”
“What service commitments would be helpful to you?”
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Or…
“I would like to do this project. What goals would you to set?”
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Summary:
“No!” is the enemy.Ask questions that illicit affirmative responses.
Ask open questions when possible.
LISTEN. LISTEN. LISTEN.
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Don’t struggle with your audience.
Struggle against “No!”
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It’s not rocket science.
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But there is science behind it.
I’d like to hear from you.
Chris@TeachUPresentation.com
(530) 467-5690
We know that education, ethics and excellence are the three pillars of a successful business. Chris Reich, Founder of BizPhyZ and the 3E System