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Win Over Your Toughest Audiences
- 1. WELCOME TO CHAMBER“U” 1
- 2. WELCOME TO CHAMBER“U” 6 Ways to Win Over Your Toughest Audiences 1
- 3. WELCOME TO CHAMBER“U” 6 Ways to Win Over Your Toughest Audiences Rae Cook & Associates, Inc. www.raecook.com 1
- 4. WELCOME TO CHAMBER“U” 6 Ways to Win Over Your Toughest Audiences MORE STRATEGIES, LESS RESISTANCE Rae Cook & Associates, Inc. www.raecook.com 1
- 5. NFL: Needs FeelingsLimits 2
- 6. 6 Ways - ENTHUSE 3 Buckets LEAD ENGAGE 3
- 7. Speak to engage PIE PIF QQ PIQ QQQ 2S + Q 4
- 8. THEM YOU THEM YOU PARTICIPATED=PERSUADED CONCEPT TOUGH PEOPLE PERSUADE THEMSELVES DO SAY LET THEM CONCLUDE “WHAT DOES THIS MEAN TO YOU?” 5
- 9. ASK QUESTIONS, “ “ “ “ GET ANSWERS CALIBRATE YOURSELF TO YOUR A 2S + Q Q? LISTENERS A Q? OH, AND TALK ABOUT THE PAST THE PRESENT AND A Q? THE FUTURE 6
- 10. ASK QUESTIONS, “ “ “ “ GET ANSWERS CALIBRATE YOURSELF TO YOUR A 2S + Q Q? LISTENERS A Q? OH, AND TALK ABOUT THE PAST THE PRESENT AND A Q? THE FUTURE 6
- 11. ASK QUESTIONS, “ “ “ “ GET ANSWERS CALIBRATE YOURSELF TO YOUR A 2S + Q Q? LISTENERS A Q? OH, AND TALK ABOUT THE PAST THE PRESENT AND A Q? THE FUTURE 6
- 12. ASK QUESTIONS, “ “ “ “ GET ANSWERS CALIBRATE YOURSELF TO Q? YOUR A LISTENERS A Q? OH, AND TALK ABOUT THE PAST THE PRESENT AND A Q? THE FUTURE 6
- 13. ROLE SWITCHING CONCEPT SWITCH FROM PRESENTER TO FACILITATOR METHOD SAY EXEC QUESTIONS “HOW WOULD YOU LEVERAGE THIS?” 7
- 14. ROLE SWITCHING CONCEPT SWITCH FROM PRESENTER TO FACILITATOR METHOD SAY EXEC QUESTIONS “HOW WOULD YOU LEVERAGE THIS?” 7
- 15. ROLE SWITCHING CONCEPT SWITCH FROM PRESENTER TO FACILITATOR METHOD SAY EXEC QUESTIONS “HOW WOULD YOU LEVERAGE THIS?” 7
- 16. ROLE SWITCHING CONCEPT SWITCH FROM PRESENTER TO FACILITATOR METHOD SAY EXEC QUESTIONS “HOW WOULD YOU LEVERAGE THIS?” 7
- 17. ROLE SWITCHING CONCEPT SWITCH FROM PRESENTER TO FACILITATOR METHOD SAY EXEC QUESTIONS “HOW WOULD YOU LEVERAGE THIS?” 7
- 18. YOU COMMIT, THEYCOMMIT CONCEPT LEVELS: DETAILS--PROCESSES--PRINCIPLES METHOD SAY USE COMMITTED TALK “WE’RE COMMITTED TO...” 8
- 19. LEAD THE TONEOF TALKING CONCEPT TALK ABOUT STRENGTHS + POSSIBILITIES METHOD SAY FOCUS ON FUTURE “WHAT ADVANTAGES DO YOU SEE?” 9
- 20. + DRIVE FOR UNDERSTANDING CONCEPT REINFORCE MOMENTUM AND COLLABORATION METHOD SAY TALK ABOUT TALKING “THIS IS A GREAT CONVERSATION...” 10
- 21. + DRIVE FOR UNDERSTANDING CONCEPT REINFORCE MOMENTUM AND COLLABORATION METHOD SAY TALK ABOUT TALKING “THIS IS A GREAT CONVERSATION...” 10
- 22. + DRIVE FOR UNDERSTANDING CONCEPT REINFORCE MOMENTUM AND COLLABORATION METHOD SAY TALK ABOUT TALKING “THIS IS A GREAT CONVERSATION...” 10
- 23. SHOW DRIVE=PERSUASIVE! CONCEPT CONVEY ENERGY, CONFIDENCE, ENTHUSIASM METHOD DO FACE, BODY, VOICE LEAN FORWARD, SMILE, ENERGIZE 11
- 24. Summary 1. Have themparticipate 2. Role-switch: expert, facilitator, partner 3. Commit 4. Focus on the future 5. Switch levels 6. Speak with energy + enthusiasm 12
Editor's Notes
- #2 What are 10 words that describe YOUR audience tough?What do you ALREADY do well?\n\nThey don’t have to be tough. Let’s learn by doing.\n
- #3 What are 10 words that describe YOUR audience tough?What do you ALREADY do well?\n\nThey don’t have to be tough. Let’s learn by doing.\n
- #4 What are 10 words that describe YOUR audience tough?What do you ALREADY do well?\n\nThey don’t have to be tough. Let’s learn by doing.\n
- #5 Hard-hitting audiences are managed by first sizing them up.\nNFL -a strong line of attack - Needs, Feelings, Limits\nSize them up to change the game.\n\nDO: an NFL analysis of your easiest audience, now your hardest.\n\nPOINT: Always systematically analyze your audience first.\n
- #6 After you have determined who you are playing with, spring into action.\n1st ENGAGE: contrast to old way (present), instead “interact” starting with their NFL\n2nd LEAD: News - you control the conversation\n3rd ENTHUSE: quiet is okay, but your natural beliefs need to come through\n\nBLANK B - Before we move on with strategies from the first bucket - ENGAGE - let’s experiment. (GROUPS OF 4) -- Describe your best product or service.\n
- #7 How well organized was that? How engaging?\nCould be better? Be concise and well organized, and that clarity is the first step to connecting. P - point, I - implication\nTry multiple implications\nBrochure -see questions\nSpeak in a formula, always know what to say, and be clear. Core: Point-Impactx3\n\nDO: Describe your best product or service again, using PIE, PIF, or PIQ.\n
- #8 Tough audiences are doubly tough because they don’t want to listen, they want to talk. Why fight them? Engage them. \nLet’s start with you - how much of the time with clients do you talk? What percentage?\nPictures: amount participation, benefits of participation\n\nSay OWN implications\n\n
- #9 To engage, bring them closer and closer to you, using questions.\nAsk questions, then listen.\nBut how do you listen?\nLet’s test it.\nPartner: Tell life story. Retell. Let other person note whether you remember info at the beginning, middle, end. Diagnose.\nImprove your listening to engage.\n
- #10 To engage, bring them closer and closer to you, using questions.\nAsk questions, then listen.\nBut how do you listen?\nLet’s test it.\nPartner: Tell life story. Retell. Let other person note whether you remember info at the beginning, middle, end. Diagnose.\nImprove your listening to engage.\n
- #11 To engage, bring them closer and closer to you, using questions.\nAsk questions, then listen.\nBut how do you listen?\nLet’s test it.\nPartner: Tell life story. Retell. Let other person note whether you remember info at the beginning, middle, end. Diagnose.\nImprove your listening to engage.\n
- #12 We can play many successful roles in a business meeting, but you usually choose one -- expert. That’s the one that gets you in the door but does not get you loyalty or the client.\nThere are so many other roles you can take. What is your favorite?\nWhat is deadly about being an expert only?\nFacilitator questions - see brochure. Set them up to participate.\nThe roles give you ways to influence, more data, and more interaction.\n\nLet’s try role-switching. I’ll hand you a card, and you change roles.\n\n\n
- #13 We can play many successful roles in a business meeting, but you usually choose one -- expert. That’s the one that gets you in the door but does not get you loyalty or the client.\nThere are so many other roles you can take. What is your favorite?\nWhat is deadly about being an expert only?\nFacilitator questions - see brochure. Set them up to participate.\nThe roles give you ways to influence, more data, and more interaction.\n\nLet’s try role-switching. I’ll hand you a card, and you change roles.\n\n\n
- #14 We can play many successful roles in a business meeting, but you usually choose one -- expert. That’s the one that gets you in the door but does not get you loyalty or the client.\nThere are so many other roles you can take. What is your favorite?\nWhat is deadly about being an expert only?\nFacilitator questions - see brochure. Set them up to participate.\nThe roles give you ways to influence, more data, and more interaction.\n\nLet’s try role-switching. I’ll hand you a card, and you change roles.\n\n\n
- #15 We can play many successful roles in a business meeting, but you usually choose one -- expert. That’s the one that gets you in the door but does not get you loyalty or the client.\nThere are so many other roles you can take. What is your favorite?\nWhat is deadly about being an expert only?\nFacilitator questions - see brochure. Set them up to participate.\nThe roles give you ways to influence, more data, and more interaction.\n\nLet’s try role-switching. I’ll hand you a card, and you change roles.\n\n\n
- #16 Get commitment 2 ways:\n1. Symmetry is a subtle way to lead - you create a model and they follow, if you really invest in your committed message in terms of wording, appearance, and voice.\n2. Reach them by standing for something and moving through levels -- do you get stuck on one level. Examples. We’re committed to on 3 levels.\n\nIf your company had a strong slogan, what would it be?\n\nBLACKEN SCREEN: Act out and watch others’ reactions (CARDS) (bored, enthus)\n
- #17 Lead the tone - make it positive. Cancel a negative with a positive.\nBetween positive and negative, what do you talk the most about?\nBetween the past and future, what do you talk the most about?\nBetween strategic and tactical, what do you talk the most about?\n\nFuture is full of possibilities.\nRecency effect to be taken into account.\n
- #18 Last bucket for winning over tough audiences: Enthuse, by first listening to understand and then to reinforce the positive by praising, achknowledging, thanking for sharing thoughts. \n\nHow would you finish this sentence: “I sense that you....” \nUltimately showing caring and perception.\nTalk about talking.\n\n
- #19 Last bucket for winning over tough audiences: Enthuse, by first listening to understand and then to reinforce the positive by praising, achknowledging, thanking for sharing thoughts. \n\nHow would you finish this sentence: “I sense that you....” \nUltimately showing caring and perception.\nTalk about talking.\n\n
- #20 What do people see to inspire them to believe in what you say? Do you convey the energy to move things forward? Wording, face, body, voice\n\nWording - short sentences, say with 100% confidence “We can handle that.”\nConfident and enthusiastic speaking: “What is one of your strengths or talents?”\nWhat is your most prized possession?\n\nElevator Pitch: Energy.....Point impact, commitment, question, details-process-philosophy\n\n
- #21 6 ways to handle the toughest audiences\nWhat changes would you make? What would you add to your current speaking?\n\nHow much do you want to succeed?\n\nHere are many ways to succeed. Engage: NFL, have them participate, role-switch, Lead by committing to a clear, concise message and focusing on the future, and Enthuse by talking, collaborating, and communicating with energy and enthusiasm.\n