Sell More Now on webinars and from the stage by using Dave VanHoose's Presentainer Principles. Presented to Stansberry Research by Dustin Mathews of SpeakingEmpire.com

1. The Presentainer’s Guide To
Featuring The Signature Presentation Formula 2.0
NOW
HOOK
INTRODUCTION
PROMISE
FRAME
SET
EXPECTATIONS
CREDIBILITY
VALUABLE
GIFT
ELICIT
PAIN
OFFER
RELIEF
RIGHT TIME,
RIGHT PLACE
PrProof
1
BENEFIT
EQUATION
LOWS &
HIGHS
CONFLICTS RESOLUTIONS
LIFE
NOW
CRASHES
DRAMA TURNING
POINT
PrProof
1
PrProof
1
RAISE
ENERGY
TURN UP
PAIN
OFFER
SOLUTION
GET
COMMITMENT
SHARE
YOUR WHY
OVERCOME
OBJECTIONS
SEPARATE
COMPETITION
PrProof
1
PERMISSION
TO SELL
OVERVIEW
BREAKDOWN
BACKUP REVIEW
2-STEP
COMMITMENT
RAPID
RESULTS
CHOICES
EXPERIENCE
FUTURE
ANCHOR
SOLUTION
PrProof
3-5
Q&A
EXCLUSIVITY
CHOICES
SCARCITYFULFILL
VALUABLE GIFT
GIVE IT AWAY
FOR FREE
BUILD UP
VALUE
BUILD UP
ADDED VALUE
SELL ON
RETAIL
CALL TO
ACTION #1
CALL TO
ACTION #3
CALL TO
ACTION #4
CALL TO
ACTION #2
SELF
COMMITMENT
SHOW
BENEFITS
VALUE
STACK
ADDED
VALUE STACK
COMPARE
VALUE
PrProof
1
PrProof
1

3. The Presentainer’s Guide To
Featuring The Signature Presentation Formula 2.0
NOW
HOOK
INTRODUCTION
PROMISE
FRAME
SET
EXPECTATIONS
CREDIBILITY
VALUABLE
GIFT
ELICIT
PAIN
OFFER
RELIEF
RIGHT TIME,
RIGHT PLACE
PrProof
1
BENEFIT
EQUATION
LOWS &
HIGHS
CONFLICTS RESOLUTIONS
LIFE
NOW
CRASHES
DRAMA TURNING
POINT
PrProof
1
PrProof
1
RAISE
ENERGY
TURN UP
PAIN
OFFER
SOLUTION
GET
COMMITMENT
SHARE
YOUR WHY
OVERCOME
OBJECTIONS
SEPARATE
COMPETITION
PrProof
1
PERMISSION
TO SELL
OVERVIEW
BREAKDOWN
BACKUP REVIEW
2-STEP
COMMITMENT
RAPID
RESULTS
CHOICES
EXPERIENCE
FUTURE
ANCHOR
SOLUTION
PrProof
3-5
Q&A
EXCLUSIVITY
CHOICES
SCARCITYFULFILL
VALUABLE GIFT
GIVE IT AWAY
FOR FREE
BUILD UP
VALUE
BUILD UP
ADDED VALUE
SELL ON
RETAIL
CALL TO
ACTION #1
CALL TO
ACTION #3
CALL TO
ACTION #4
CALL TO
ACTION #2
SELF
COMMITMENT
SHOW
BENEFITS
VALUE
STACK
ADDED
VALUE STACK
COMPARE
VALUE
PrProof
1
PrProof
1

4. Four Rules

5. Have Fun
1

6. Give 110%
2

7. Interactive Experience
3

8. Take Action
4

9. Come To Serve

10. Who Am I & Why Should
You ListenTo Me?
Responsible For 12 Product Launches - Generating
Over $12 Million In Sales
$1 Million In Sales With Business Credit Infusion
2x Speaker Trainer of theYear
Infusionsoft & GKIC Marketer Of TheYear Finalist
Platform Newsletter Publisher
Responsible For Filling Hundreds Of Webinars &
Thousands Of Seminars

11. I’m Going To Teach You How To
Sell Anything
To Anyone
At Anytime

12. Pied Piper

14. You’re About To Discover

15. how to get your customers to
Run To The Back Of The Room
Discover

16. how to become
A Presentainer
Discover

17. the 11 presentainer
Delivery Principles
Discover

18. the forbidden secrets of
Mass Persuasion (NEEP)
Discover

19. the magic of
Trial Closes
Discover

20. the art of
Scotomas & Presuppositions
Discover

21. what is Presentaining?

27. why be a Presentainer Speaker?

29. there is an Art & a Science
to Speaking & to Selling

30. the art
Intention

31. the art
Speak From The Heart

32. the art
Be Authentic

33. the art
Come To Serve

34. the art
Be 100% Transparent

35. the art
Speak The Truth

36. Mechanics

37. Kentucky Derby 2013
1st Place
$1,414,800
2nd Place
$400,000

38. Signature Presentation
Formula 2.0
BENEFIT
EQUATION
LOWS &
HIGHS
CONFLICTS RESOLUTIONS
LIFE
NOW
CRASHES
DRAMA TURNING
POINT
PrProof
1
PrProof
1
RAISE
ENERGY
TURN UP
PAIN
OFFER
SOLUTION
GET
COMMITMENT
SHARE
YOUR WHY
OVERCOME
OBJECTIONS
SEPARATE
COMPETITION
PrProof
1
PERMISSION
TO SELL
OVERVIEW
BREAKDOWN
BACKUP REVIEW
2-STEP
COMMITMENT
RAPID
RESULTS
CHOICESEXPERIENCE
FUTURE
ANCHOR
SOLUTION
PrProof
3-5
Q&A
EXCLUSIVITY
CHOICES
SCARCITYFULFILL
VALUABLE GIFT
GIVE IT AWAY
FOR FREE
BUILD UP
VALUE
BUILD UP
ADDED VALUE
SELL ON
RETAIL
CALL TO
ACTION #1
CALL TO
ACTION #3
CALL TO
ACTION #4
CALL TO
ACTION #2
SELF
COMMITMENT
SHOW
BENEFITS
VALUE
STACK
ADDED
VALUE STACK
COMPARE
VALUE
PrProof
1
PrProof
1
HOOK
INTRODUCTION
PROMISE
FRAME
SET
EXPECTATIONS
CREDIBILITY
VALUABLE
GIFT
ELICIT
PAIN
OFFER
RELIEF
RIGHT TIME,
RIGHT PLACE
PrProof
1

40. Than
Merrill
Real
Estate
Expert

41. Jairek
Robbins
Live
Your
Best
Life

42. Robert
G.
Allen
NY
Times
Best
Selling
Author

43. Russell
Brunson
Dotcom
Secrets
–
Click
Funnels

44. Daegan
Smith
Internet
MarkeDng
Expert

45. Ma;
Lloyd
MOBE

46. Russ
Whitney
Rich
Dad
Poor
Dad
-­‐
Inner
Voice

47. Many
More
Experts
From
Over
43
Industries
All
Across
The
Globe

48. Empower The World

51. 11 Presentainer Delivery Principles
Pacing & leading
Yes questions
Take Control
Of Audience
Be The Expert
Prepare For
Resistance
ROI
Plant Seeds
Use Testimonials
Power Of Pause
Persuasion
Time Distortion

52. Pacing & Leading
1

53. Pacing & Leading
Tell your audience what you’re gonna tell ‘em
Make your audience a promise
Now tell your audience
Tell your audience what you told ‘em

54. YES Questions
2

55. YES Questions
Small commitments = Big commitments
Fun to say yes to
Lack of response

56. Take Control Of Audience
3

57. Take Control Of Audience
EVERY 7 MINUTES
Hand raise
Write this down
Stand up
Turn to your neighbor
Repeat after me

58. Be The Expert
4

59. Be The Expert
Instant authority
Instant control
Instant credibility
Instant influence
Instant power

60. Prepare For Resistance
5

61. Prepare For Resistance
Overcome all objections
Know all the answers to the questions before they’re
even asked

62. ROI
6

63. ROI
Don’t gamble
Put in $1 to get $2 back
Would you spend $25,000 to make $100,000?

64. Plant Seeds
7

65. Plant Seeds
Full price tag offer
Strategically plant testimonials

66. Use Testimonials
8

67. Use Testimonials
Social proof
People buy results
Folks want to follow
Emotional
Believable

68. Power Of Pause
9

69. Power Of Pause
…
…
…

70. Persuasion
10

71. Persuasion
Law of reciprocity
Touch someone
Scarcity

72. Time Distortion
11

73. Time Distortion
Play with time
Put your audience in a hypnotic state

74. 11 Presentainer Delivery Principles
Pacing & leading
Yes questions
Take Control
Of Audience
Be The Expert
Prepare For
Resistance
ROI
Plant Seeds
Use Testimonials
Power Of Pause
Persuasion
Time Distortion

75. WARNING

78. The Forbidden
Secrets Of Mass Persuasion

79. NEEPTechniques

80. Neuro
N

81. Emotional
E

82. Empowering
E

83. Patterns
P

84. NEEPTechniques

85. Framing
1

86. Framing
Let your audience know what they’ll experience
Paint the picture

87. Scotoma
2

88. Scotoma
Fill in the _______________

89. Covert Commands
3

90. Covert Commands
Weaseling
Suggestions without commands
“Consider why you want this”
“After you come to…”
I want you to notice something that’s happening to
you right now

91. Covert Commands
“I want you to remind yourself of something you
probably already know, which is…”
“One of the first things you’ll become aware of is…”
“Give yourself the opportunity to…”

92. Confusion Patterns
4

93. Confusion Patterns
Create confusion/chaos & offer the soltuion
“Consider what you’re not thinking right now…”
“Remember to forget to remember…”
“…Invest in yourself today”

94. Presuppositions
5

95. Presuppositions
Presuppose what you want to happen
“Before you spontaneously run to the back of the
room & sign up now, I want you to know this is the
best investment you’ve ever made.”

96. Trial Closes
6

97. Trial Closes
Does this make sense?
Are you getting this?
How many of you are liking this?
How many of your can see yourself being a
successful speaker
Investment trial close

98. Embedded Commands
7

99. Embedded Commands
Now, do the right thing
Tell them what to do
Geographic embedded commands

100. Anchoring
8

101. Anchoring
Anchor down your product
Anchor down the back table
Anchor yourself – the expert

102. Future Pacing
9

103. Future Pacing
“When you attend…”
“When you sign up today…”
“When you get out of your chair…”
“When you go to the back of the room…”
“When you look back…”
“Do you want more?...”
“I saved the best for last…”

104. Repeat Your Offer
10

105. Repeat Your Offer
…so many times until your audience accepts the
offer into their subconscious

106. If All Statements
11

107. Repeat Your Offer
If all Power Day did for you was get you on more
stages, would it be worth it?
If all Power Day did for you was create your
product, would it be worth it?
If all Power Day did was help you be a better
closer, would it be worth it?

108. Our Clients Are Friends

109. Rich Schefren

110. Greg Davis

111. Scott Hallman

112. Mike Koenigs

113. Ken Hardison