How to Connect with Your Audience
By Jim DeSena, CSP
Have you ever bought something, saved a little money on your original purchase,
then spent more money later because the original purchase was a mistake? If you
a moment you could probably recall a purchase you've made like this. Most of us
Some of us painfully so.
you do presentations? If you do, then you'll want to be sure to connect with
audience early on in that presentation. A good way to connect is to connect
The question that opened this article is an example of one way I connect with
audience during a sales presentation. The question is a powerful way to address
a price objection. Just in case someone in the audience can't immediately recall
example, I have my own vivid example to share of how I saved $35 and spent
are four broad emotional categories: glad, sad, mad and scared. You can
with any of the emotions, depending on the purpose of your presentation. For
do you want people to feel inspired so they make a commitment? Do you want
to get concerned enough to take action? Asking a question, telling a personal
relating a real-life humorous event are some of the ways you can connect with
you're giving a presentation and you connect with your audience
you develop three benefits for yourself and your presentation.
When you connect emotionally with your audience, they pay more attention
the information you're giving has meaning for them.
It creates more credibility for what you're saying. The audience will have a
personal experience they can relate to your presentation.
They are providing their own story, so to speak, that illustrates your point.
you're presenting, one of the reasons you are presenting may be to help someone
an informed decision. Capturing the emotion from that person's experience will
help you do that.
Jim DeSena has given close to 1000 presentations. He is a Certified Speaking
a designation which can only be earned by meeting the high standards of the
National Speakers Association. For information on how Jim can customize a
presentation for your group on sales, leadership or success, call 800-4321-WIN www.salesleaders.com
(c)1999 Performance Achievement Systems, inc.
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