Скачать или смотреть Where does your (audience’s) FUTURE lie? (And why does it matter?) - Present Like A PRO!

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As you may have realised by now, there are many presentation techniques that tap into a deeper understanding of the psychology of people - to help get our message home more effectively and with more impact.

We can use specific locations on our stage to evoke a reinforcing emotion or memory. (And remember that your stage may be a real stage, or it may just be the area of carpet between your PowerPoint screen and the conference table. But exactly the same concepts apply!)

By using specific locations or ‘stage anchors,’ we can get an audience to transfer their mind to a different time or event -ready to hear our message more deeply and with a vital emotional attachment. One concept we can do that with is with their perception of past and the future. I will explain why we would want to do that in a moment.

But first a bit of background: We all perceive the world in different ways. One of those perceptions is the ‘spatial location’ in our mind’s eye of past and future.

For some people, the past is behind them and the future in front. Others have their time-line curled around them. However, the vast majority of Westerners have the past to the left of them and the future out there right. It may come from the way we westerners learned to read and write from left to right. You’ll mostly see cars pointing left to right in adverts for this reason also.

So, let’s see how we use this in making our presentations as a subtle - but highly effective - emphasising technique.

Let’s assume you’re making a ‘sales’ type presentation and you’re selling a solution that fixes the audiences current problems. You probably know from sales training that the bigger the GAP you can create, in your prospects mind, between their current set of problems and your (superb) solution, the more likely they are to buy your solution.

(By the way, you can apply in exactly the same technique to any presentation where your desired outcome is for the audience to ‘buy-in’ to your solution or outcome).

And to do that, one of the great techniques is to “rub salt” into the ‘wounds’ of their current situation. To make them feel the pain on an emotional level before you solve it for them.

So here’s the technique: Walk across the stage to THIER FAR LEFT in order to deliver the ‘pain’ of their current problems. (Note, by doing this we also put their PROBLEMS such subconsciously into their PAST. (Clever eh?)

Now, I’m sure you’re going to mention the pain of current problems many times during your presentation to amplify the pain, aren’t you?

By returning to the same PAST spot on stage, their subconscious mind will take them back to feeling the emotion of pain BEFORE you even start your re-iteration! It all becomes additive.

When it finally comes to unveiling the benefit (and pleasure) of your superb solution, you walk very purposefully from the PAST PAIN location over you THEIR RIGHT on the very far side of stage - into their FUTURE to deliver the benefits that will stop the current pain.

It’s great to do this immediately from a reiteration of the pain over in their ‘past’ stage anchor because by walking the entire length of the stage, you also illustrating a MASSIVE GAP between their PAST PAIN and their FUTURE PLEASURE (thanks to your solution).

I’m sure you’ll agree this will be a very effective technique to build into your presentations!