Santa Fe, NM (PRWEB) February 24, 2006
When the question is asked "What if a speaker is the last person makng an important presentation at the end of a 5 day sales meeting and the audience is to leave for the airport upon completion, considering the information is cridical for a new sales program launch, how does the speaker keep the audience in the room, attentive and eager to learn what the speaker has to say?"
The following information will identify well kept secrets which are practiced by speakers who understand the "Human Operating System" It might be important to highlight or underline some of the key points because that action will "Mark Out" very important steps. Marking Out is a direct command to the unconscious mind, which is the systems that runs the human behavior.
An invitation to manage perceptions begin by asking the following questions:
1. What are the facts or truths the audience may be experiencing? Are they tired after the 5 days? Would they like to return home? Have they attended many programs during the week? Are they concerned about their new sales quotas?
2. What are the most important distinctions about the speaker's presentations that more closly solve the audience's concerns, challenges, desires?
3. What are the specific key actions the speaker would want the audience to take that support the desired outcomes which serve the audience?
It is now important to "SetUp" or "Frame" the speaking presentation. The initial few minutes of the presentation will either make or break the speaker's desired outcome. The SetUp or Frame is the conduit which will build immediate rapport with the audience and open "Loops" which create within the minds of the audience a strong desire of completion. Open "loops" create a strong desire to "know" and the audience will want the answer before the end of the presentation. They will be alert to the desired need for the answers
Consider a time when a name couldn't be remember and then in the middle of the night the name was unconsiously revealed. That experience is similar to an open loop in which the audience remains alert and attentive because the unconscious mind is waiting for the answer to close the loop. The unconscious can not relax until the loop is closed. That is just the way systems work.
The opening comments [The SetUp] is a statement of (3) truthful distinctions followed by a statement which opens a Loop or maybe two Loops. Example: "Good afternoon [if it is afternoon] We have been here 5 days and you have probably gone to many presentation during the week. Well, this is the last presentation before we close and I want to offer you three key points that may assit you in reaching your new sales quotas."
When three truthful statements are made the unconscious mind begins to say yes, yes, yes. When a lead statement is added to the 3 truths which opens a loop, the unconsious mind will also say yes because of two reason: 1. Any statement after three truths is a lead statement and the human system will continue to nod or say yes until an untruth is communicated. 2.The above lead statement opens 3 loops [ offer you three key points that may assit you in reaching your new sales quotas ] which may be necessary to be successful at reaching another truth, sales quota.
The audience is now in Rapport and awaiting the 3 keys. All that is left to do is maintain rapport and close the loops.
There are a number of additional distinctions which will support an outstanding presentation yet if the above secrets are practiced, the flow of 3 Truths, Lead and open Loops , the perception of the speakers success will be demonstrated by the audiences applause and interest.
Marvin Sadovsky, PhD
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