Critique Your Speeches With My Ears
I’ve been asked quite a bit lately by students and clients if I will listen to presentations or speeches they are giving to see what more can be added to their persuasion skills. Sadly, I haven’t figured out a way to stretch time and I don’t have enough hours in a day to help in this way.
But here’s a suggestion that will help immeasurably: record your presentations and speeches and listen to them and then listen to them again.
All you have to do is listen to your presentation with the following in mind: Do I have rapport? Listen to it again and ask: Am I using the presuppositions effectively? Listen to it again to determine: Am I using their criteria effectively? How about when they objected, where could I have heard that earlier on?
The following are some frames through which you can view your presentations:
What is the level of rapport you have achieved? Is it strong? How can you make it stronger?
What is the overall frame you’ve set from the minute you begin interacting with those people? With your prospect? What’s the overall frame you’re setting? Is it one of authority? Is it one of one down and they’re one up? Are you one up and they’re one down? Are you equal? How do you come across in terms of the overall frame you’re setting?
What are the presuppositions that you can identify quickly that you’re using throughout your presentation? Are you using them well? Are you using them a lot?
What persuasion skills are you using in your presentation? What’s working and what isn’t?
Where are you getting objections? Where could you have become aware of the objection much earlier on in the presentation?
If your presentation is about an hour, and you know that at the end you have an objection, listen to where this objection might have started? Is there a point in the speech where you realized it was going to happen but didn’t immediately reframe?
Re-listen again and ask yourself: Did you get and use their criteria? And did you continue to reference it throughout the presentation?
How was the length of the presentation? Was it too long? Were you focused on your outcome throughout? How much time did it take and was it worth it for all involved?
If you’ve been reading articles and looking around www.maxpersuasion.com, you will begin to understand the frames I use to hear these distinctions and you will be able to hear yourself through my ears.
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