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Listening To Yourself With My Ears

Feb 20, 2008
My students often request that I listen to their speeches and presentations to comment on what I see as their strengths and weaknesses in their persuasion skills. Unfortunately, I haven't discovered a way to exist without sleep and I don't have enough hours in a day to do everything that I want to do and everything that is requested of me.

What I can do is suggest that you record yourself doing your presentations or speeches or calls or interviews and listen to them. I guaranty you will find this valuable.

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?

Here are some frames which you can use to listen to your speeches and 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 other persuasion skills are you using? What is working? What could be used better?

Where are you getting objections? Where could you have become aware of the objection much earlier on in the presentation?

So let's say you have an hour presentation, you're listening to it, and you know that at the end, there's an objection. Where could you have heard that earlier on? How could you have become aware earlier on of what happened and how could you have framed against it earlier on maybe even at the point of the criteria elicitation? How could you have heard what was going to come out and then framed against it?

Re-listen to your speech and ask yourself: How did I continue to reference their criteria throughout the presentation?

How do you feel about the length of time you spoke? Was it too long? Were you focused on your outcome well enough? For the length of time you were there, did it seem justifiable?

Look around at other articles I've written, especially articles on framing. After having read a bunch and checking out my blog at www.maxpersuasion.com, you'll begin to be able to hear yourself through my ears.
About the Author
Kenrick Cleveland teaches techniques to earn the business of wealthy clients using persuasion. He runs public and private seminars and offers home study courses and coaching programs in persuasion techniques.
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