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The art of influence during presentations

Coach Maria Lunt by Maria Lunt
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In order to influence your audience, your presentation needs to represent a clear story about your product/service or proposal. When information is presented into a story, our brains understand the information associated with the feelings we had while listening to the story. It is important to include aspects that will activate different experiences with the audience. We tend to be more influenced by presentations when we felt like we were part of the story: when we had to act, have an internal dialogue or sensory experiences during the presentation.

The three crucial parts of an influential presentation:

1. Connect

Describe the situation as it is currently. Explain what the audience already know about the situation. By acknowledging the current situation, you will create a bond of understanding with the audience. It is important to create “common ground” and show them that you understand their current situation.

2. Vision

Focus on the positive outcome that can be achieved. Ask rhetorical questions about the motivation and need for a solution, for example “Do you want ….”.

Focus your questions on where the audience would like to be in terms of the unmet need or problem.

3. Solution

The audience seeks closure. Link a desired positive feeling or outcome with your product/service or proposal in order to solve the unmet need or problem.

Include an invitation to action that is inspiring so the audience will want to act, rather than telling them what they must do.


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