Getting Aha!s
Let's review what we've discussed so far:
When stories are complicated, when continuity is absent, when the audience is overwhelmed, and when the presenter doesn't establish a clear bond with the audience, presentations fail. The MEGO syndrome sets in. As a result, no business gets done: the investment isn't made, the deal isn't consummated, the sale doesn't happen.
Your goal, of course, is just the opposite: to get your audience figuratively or literally to ask, “Where do I sign?” That is the essence of persuasion.
Persuasion is the art of moving your audience from Point A, a place of ignorance, indifference, or even hostility toward your goal … navigating them through an unbroken series of Aha!s … to Point B, a place where they ...
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