Hey you know the litmus test to your passion?

Here is my opinion:

When you feel like “nails scratching on black board” painfully difficult to listen to a badly structured and delivered seminar and sales pitch.

I don’t even think I was grammatically correct there, but I am gonna leave that there. Coz that is how I felt.

I spent $20 listening to a really dull and uneventful seminar today. I know. That was a cheap one. What should I expect right?

Hey, I remembered that I held $37 FULL day seminars delivering kickass content that got 100% raving testimonials, and I even bought them stationary to write notes with!

Anyway, I am going to list down all the mistakes this presenter did so you do not torture your audience like him ever….

Fatal Mistakes That Will Make Your Audience Want to Kill You For Wasting Their Life Listening to You

1. Starting your talk 30mins late. Your listener might have taken great effort to reach on time.
2. Not telling your audience your request for participation and why you want it.
   • When you start demanding for it just because the energy in the room died… it is just painful to watch you suffer up there.
3. Not planning your segue from content to pitch
4. Giving a Q and A before your pitch. I mean really? Seriously, nothing worse than a Q and A to kill energy and get asked questions you may not have answers to…
5. Not stating the offer clearly! Actually come to think of it… I don’t think there was even an offer made. It was just “Here, look at the 15,000 points on my ppt slide. Decipher what it means yourself. Don’t bother about benefits, coz I dunno what they are myself…”
6. Allowing admin announcements right after your close in YOUR seminar. I mean seriously, this baffles me. I can understand if you are speaking in another person’s event and you follow their rules, but this is YOURS!
7. Not answering questions because you want them to sign up for your course. Hey, if they can learn everything in the 10 min Q and A, you don’t really have a course. On the other hand, if you don’t have the answer, say so. We are speakers, not sages. We don’t have to have the answer to everything.

But I do appreciate the plug he gave to me in the seminar when I gave a response. He is a nice man. But really gets on my nerves when he speaks…. I don’t know how to tell him to take some coaching without …. I dunno man… ok rant over.

I don’t want to leave you on this note.

I have written some post that I feel would be useful for him, and you too, if you are into speaking for business.

Here is a checklist to help you plan your next presentation for profits.

Here is a mini report on what you MUST do to make money from speaking.

Till the next post, talk to you soon.

Perry

P.S. Hey, let’s work to stop the torture to ears everywhere. Please comment and share this post!

I’m evaluating a multi-media course on blogging from the folks at Simpleology. For a while, they’re letting you snag it for free if you post about it on your blog.

It covers:

• The best blogging techniques.
• How to get traffic to your blog.
• How to turn your blog into money.

I’ll let you know what I think once I’ve had a chance to check it out. Meanwhile, go grab yours while it’s still free.

Believe me…

If there is one person who can share with you the core difference between speaking that is just “good”, and speaking that drives people to action, it’ll be me.

I was the victim of watching really boring and “old school” public speakers.

Then I attended some kick ass seminars. One of them cost me more than $15, 000 just to learn from one speaker his selling from the stage techniques. Another cost me another $5000 just to learn how to craft a powerful introduction for myself that builds rapport and credibility at the same time. Many others to give me exposure to what the greats do.

Here is the core difference that helped me move from a “boring-free-club-level-competition-contestant” to a “sought-after-workshop-leader-endorsement-getting-speaking-coach”

You ready?

Conversation.

Yup. That is just it. Conversation.

Now before you look for my home address to look for me to gore my eyes out, here is what I mean.

Old school speakers speak at the audience.

New rules of speaking dictates that you must speak WITH the audience.

What is missing from the presentations from old school speakers is that the audience is passively listening.

When it is time for them to take action, the inertia is too high!

Imagine that from the very get go you can condition your audience to have a conversation with you.

To take small low risk actions you ask them to do.

Imagine how easy it would be to eventually ask them to decide to take an action or make a decision?

Now would it be drop dead easy?

Of course not.

But at least the inertia of them getting off their butts to come chat with you or your staff to clarify before they decide is so much easier!

So my friend, as you are practicing your presentations, think about your audience.

How can you get them to interact with you early and often?

Talk to you soon!

Comment and share this post!

In order for you to do a seminar and easily close sales at the end of it, you must handle the following :

• Poor audience response
• Audience not moved to action at end of talk
• How to be interesting to the audience
• How to be credible without sounding like a show off
• How to warm audience up quickly
• How to handle tough questions on the spot
• How to build up the anticipation to the final offer
• What to say to transit smoothly
• What to say to get audience to like and trust you during the pitch
• Exactly what to say to close strongly
• What objections to cover before going into the sales pitch
• How to do the sales pitch without “turning off your audience”

Before your next seminar, make sure you go through this checklist and have a response to each of these sales killers.

“Rapport is the currency of persuasion”

This is true not only in one to one sales situation but also in a presentation setting.

So you are probably wondering…

If rapport is about matching and mirroring, increasing similiarities and decreasing differences, how do you do it with an audience…?

Well my friend, you are in luck. In this article you are going to learn the quickest, simplest and most effective method for an audience to like you as a friend and trust you with their credit cards in the first 5 mins of your presentation.

The key is to have a cleverly crafted “earn the right” story.

This story you share with your audience about yourself is to serve these purposes:

1. Your audience feels like you are one of them
2. Your audience believes that they can do it too
3. Your audience secretly wants to have what you have or do what you do

So how do you craft the story?

Here is the order:

1. Tell them your achievements
2. Tell them a confession that you were not always this brilliant
3. Tell them your failures / oversights / obstacles
4. Tell them the turning point

This way you can absolutely show off and let them drool over your achievements, but still remain humble and down to earth.

Armed with this story, you are going to earn fans and definitely, customers.

Who knows, this may even become a viral tool for you! People love to tell stories to others! Give them a worthy one!

Now start cracking on your “Earn the Right” story!

Spread the love: leave me a comment and share this post!

I am going to pull the curtain apart and reveal to you the fastest, easiest and most effective way to use a presentation to sell your products and services.

More importantly, you are going to learn how to do that without feeling guilty about asking for money at the end of your talk, and your audience actually can’t wait to buy whatever you are offering!

Sounds like a load of bull?

Well, remember… I came from the world of seminars and pitch making.

I’ve personally experienced a long line of impatient buyers worried they can’t get their spot after I made the offer.

But here is a confession…

I’ve also done presentations where I stare at my navel after it and wondered why everyone disappeared like a bomb scare!

In this post I want to first share with you what works so you can replicate, then what are the common pitfalls so you avoid the heartache (it is wrenching… for experienced presenters, you definitely know how it feels…)

First – What works

Here are the elements that must be present for you to successfully pull off a presentation that sells.

1. Control of the audience’s energy
2. Topic must interest the crowd
3. Audience convinced that you are the authority on topic
4. Audience entertained, educated and empowered by your content
5. Permission granted by audience to do your offer
6. Proof shown that your offer works
7. Urgency, scarcity or exclusivity of offer presented
8. Reverse risk – give a form of guarantee / lower the barrier of entry
9. Close strong
10. Parting story / quotation by famous person/ statement

Students of copywriting will find this order familiar.

The order of elements to incorporate into a presentation that sells is similiar to a long form sales letter. If you are not sure what I am talking about here, then you needa get your ass cracking and learn copywriting!

This field of salesmanship will literally help you turn your words into money!

You will learn how to push emotional buttons in the correct order and close sales like a machine!

There is a science to influence and it has been well researched. From Claude Hopkins to Dr. Robert Cialdini, there is no lack of laws and techniques that you can apply to presentation.

Here is a kicker…

Knowing copywriting alone will not turn you into a presentation sales machine.

It is safer to use written words to persuade because the reader cannot see your body language or hear your tonality.

They can only infer your enthusiasm with your ALL CAPS or exclamation marks. They can only infer your pause for effect with your dot dot dots…

With a live audience… you are totally naked.

You have one shot to say the right things in the right way and rub off the rigth way. There is no backspace or taking a coffee break to think up your best line.

The trust and rapport between presenter and audience is as thin as a stretched plastacine.

Once you say something that offends them or makes them feel negative about you, you are gonna suffer in your close.

The energy of the room will be so toxic that you want to skip right to the closing statements just to get off the stage. You will perspire, you will blush and you will stammer when the audience stares straight back at you and wants you to die.

Think I am exaggerating? Heh… then you must be an amateur.

Pros know when this happens. And it happens to all pros when we do this long and often enough. There will be days when we bomb.

It is impossible to always find yourself in front of an audience that adores you and your offer.

The key is to know what to do in those situations and still win.

Go take a look at what was #1 in the list of elements essential for a presentation that sells. You’ll understand what I mean here.

So how do you ensure that you say the right things in the right way?

Here’s how:

You must use these 4 Speaking Models when presenting.

1. Humble Monk/Nun
   • Humility, open-ness, building trust and likeability
2. Enthusiastic Child
   • Energetic, funny, playful
3. Inspiring Warrior
   • Motivating, charismatic, confident, certain
4. Caring Bastard
   • No excuses, sick of whiners, frustrated at other’s lack of results, disdain for mediocrity

Oh yeah… I forgot to remind you. I am potty mouthed. Deal with it.

T Harv Eker in his $10,000 4 day trainer’s training seminar teaches that you need only 2 emotional states when presenting to sell.

1. Heart
2. Enthusiasm

The 4 Speaking Models encompasses the 2 must-have emotional states.

So how do you use the 4 Models?

According to your natural speaking style, you can pick one as a dominant Model.

But for maximum effect on your audience and have them eating out of your palms, you must master all 4, and use them at key parts of your presentation. This is something I learnt as a teacher in charge of “can’t sit still” classes. If you want to hook the attention of listeners, be unpredictable. Your values stay consistent (or your audience won’t trust you), but your behavior swings like a pendulum.

If it works for ADHD-like students, it’ll definitely work for your adult listeners.

When do you use each model?

1. Humble Monk – asking for permission, asking for compliance, earning the right story
2. Enthusiastic child – teaching content, facilitating Q and A
3. Inspiring Warrior – story telling, teaching content, presenting offer
4. Caring Bastard – presenting offer

Now let’s get to the common pitfalls of presenting that kills sales faster than bygone on roaches…

1. Did not gain control of audience commitment to participation
2. No passion for topic
3. Poor energy in your speaking (A lot of amateurs says this makes them more sincere as speakers… that’s a load of crap)
4. Did not get buy in from audience before launching into teaching content
5. Did not prepare audience that offer is coming, too abrupt, no segue
6. Did not build tension during offer presentation
7. Did not research on what problems audience wants solved – offer does not entice them
8. Offer is not clear. A confused mind always says no. Recall a time when you gave up thinking when you were offered 101 choices of the same type of product? Easier to walk away wasn’t it?
9. No close in the the presentation. End up talking non stop preventing people from taking up the offer.

Well my dear reader…

This is it.

I’ve laid out pretty much a summary of everything I teach paying clients and personally do to make sales, generate leads and referrals from presentations that sell.

Please leave me a comment, feedback, or any questions I can help you with.

P.S. Actually, I am getting sleepy typing this at 1:20am… Got lazy. Just wanna close this off. I promise I will elaborate further in my future posts… stay tuned!

You know how you can do all that practice in your toastmasters club, or even watch and observe all the speaking pros AND you STILL find yourself not reaching your speaking potential?

Well, just as baking a cake, knowing the steps is just not enough. There are key ingredients that makes all the difference.

From a flat tasteless piece of dough, to a moist warm buttery piece of heaven…

I am gonna part the curtain and share with you some secrets that we as professional speakers and trainers use that sets us apart from the wannabies.

I mean, everyone can speak well, but not everyone can command a fee to be listened to! Make sense?

Well, just watch this video I prepare specially for my blog readers and do leave me comments here.

Any questions you may have, or suggestions for future 5 min tutorials, or even to let me know if this was worth watching or not!

Click on this link and open in a new window now.

At first I just wanted to share love, joy and compassion amongst my loyal readers and participants.

But I remembered that I am called to be a teacher of love, responsibility and compassion.

Being a magnetic speaker has many roads leading to it. Compassion is one of them. I wish that of you too my friend.

Watch this an too be a teacher of love, responsibility and compassion.

Leave a comment after watching and tell us why this video inspires you please. We all need your inspiration too.

As you know I am a sucker for modelling and learning the strategies and mindsets of exceptional speakers.

Modelling this gentleman not only helped me earned trophies when competing, it even helped put food on the table!

There is something about the way Tony uses his body that really sets him apart and till this day, there isn’t someone who can deliver the way he does… (It’ll take me a while more to nail it… heh…)

I wanna share with you a video that is peppered with sooooo much technique and wisdom to change your life, at the same giving you the opportunity to model from the best!

In this video he is more subdued and more suitable for even females to model in terms of his body language.

Really note how he uses tonality to keep you entranced. Enjoy!

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d) How I Went From a Deadend Employee to a Wealthy Entrepreneur Starting With Just 9 Dollars – Ken Chee

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