![]() Talk about a surefire recipe for people to tune you out. Maybe the biggest and most common mistake made during sales presentations is that the speaker makes it all about herself: I did this, I’m good at that, and on and on. Discuss ideas or thoughts in opposition to one another.Using one or more of those structures to present your message will instantly make it more engaging.” Nancy Duarte’s Methods to Pique Interest in Presentations “For example, some common presentation structures that have contrast intrinsically built into them include: problem-solution, cause-effect, compare-contrast, and advantage-disadvantage. “You need to deliberately set different ideas or thoughts in opposition to one another in order to create interest,” writes Duarte. Use stories to highlight their world as it is today-likely fraught with challenges they’d like to resolve-and share with them the world as it could be, with those challenges resolved. Don’t be the person who drones on and on and puts folks to sleep.ĭeliver the goods by resolving conflict for your audience, says Duarte. Listen to enough sales presenters and you’ll undoubtedly hear some that bore you to tears, in large part because they spend time telling you what you already know. At the very least, it should brighten someone’s day or change their perspective. Your idea needs to be of great benefit to someone other than you or your organization. Use the power of language to weave together concepts that already exist in your listeners' minds. Stir up in them those things they can relate to and have knowledge of, and provide a metaphorical bridge from where they are to where they want to be. Make it easy for the audience to open up and be receptive to your talk and by piquing their curiosity. Use vivid examples to draw people in, then make the idea the “throughline,” as Anderson calls it, for your entire talk. Make your talk about a single idea you're passionate about. Limit your talk to just one major idea.1 task as a speaker is to build an idea in the minds of the audience.”Īnderson lays out an outline that’s as effective as it easy to follow it reduces the process to four steps: ![]() “Ideas are the most powerful force shaping human culture,” writes Anderson in his new book TED Talks: The Official TED Guide to Public Speaking. In analyzing what makes for the most powerful presentations, Anderson uses one word: Ideas.
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