Power Presentation – Episode 4: Focusing on Relevance…Why, Why, Why?
If you’ve been following this series, you have already learned how the Glen Oaks Escrow sales team has been learning to create powerful presentations using strategy and 4 simple, core principles. The first principle, the “Ho-hum Crasher” teaches that it’s important to grab listener attention in the first statement, the first action the presenter shares. Words, props and even costumes are all tools at the presenter’s disposal. Wise choices will lead to powerful presentations!
Once attention is on the presenter, it must be focused. The question now on the mind of everyone in the audience is this: Why is this important to me? Why did the presenter bring that up? The next principle is easy. Give the customers (in this case the people in the audience) what they want. In the second statement leave no question why this is important. According to instructor Hugh McAllister, “this is where presentations often fail. Presenters tell the audience what they are going to say, but do not sufficiently communicate why it matters to the audience.” In the Glen Oaks Escrow Power Presentations course the participants (Deborah Boykin, Fred Razon, Jan Whishaw, Jeff Russell, Jim Kurowski, Roubina Der Sarkissian, Shelley Valencia & Yvonne Garcia) have learned that the reason the presentation are important to the audience must be stated, explicitly, immediately after the “Ho-hum Crasher.” There must be no doubt in the mind of anyone hearing the presentation that the information is important and why it is important. Key phrases can be used to make sure there is clarity:
Ø The reason I’m telling you this is…
Ø This is important to everyone in this room because…
Ø You need to know this because…
Go back to one of the examples we used in our previous posting describing the “Ho-hum Crasher.” Add a WBTU (Why bring That Up)…
Ø Presenting to escrow officers the importance of closing on time:
Ho-hum Crasher: “Time is money!”
WBTU: This is important to each & every escrow officer because your clients live and die by closings… 100% correct …100% on time. If you want clients for life, close on time!
The Ho-hum Crasher, as you see, set the stage for the body of the presentation, the “For Instances.” We’ll cover the body of the presentation in the next posting!
For more information contact Hugh McAllister, Director of Training at Glen Oaks Escrow. He can be reached by phone at 818-459-1202 or by e-mail at hmcallister@glenoaksescrow.com
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Tags: Canyon Country Escrow, Castaic Escrow, Glen Oaks Escrow, Newhall Escrow, Santa Clarita Escrow, Saugus Escrow, Stevenson Ranch Escrow, Valencia Escrow, Westridge Escrow
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