Drill down.  Dig deep.  Zoom in.

Persuading someone to buy a commodity requires a microscope. Let me explain.

Suppose you sell pencils.  Your buyer sees your pencil as a commodity because it looks like every other pencil he’s ever seen. But that’s because he’s not a pencil specialist.  He’s looking at your product from a distance, through binoculars.  He can’t see the deep down goodness of your pencil.  He can’t see all its ...

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More Ways to Be a Highly Persuasive Speaker

Lately, I’ve been noticing principles that great speakers use to guide them.  I’ve talked about this before.  I like when speakers start by answering a question for the audience:  “Why is this important to me?”  I also notice when speakers find their passion for the subject, and use it to bring the ideas to life.

Here is another way to boost your persuasiveness.

Talk conversationally.  Conversations unfold in a series of moves, or triggered associations. Someone tells a story about their dog, ...

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Business Presentation Success: Hamlet the Speech Coach

The inspiration for business presentation success can come from anywhere.

Hamlet, for instance.  Hamlet is the Prince of Denmark in Shakespeare’s play called Hamlet, written around 1603.

In the play, Hamlet retains a troop of actors to stage a play he’s written, and gives them coaching on how to speak their lines. Four-hundred and eleven years later, his words still pack a wollop.

“Speak the speech I pray you as I pronounced it to you, trippingly on the tongue; but ...

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Story, Story, Story!

We never get tired of stories.  We read them, watch them, listen to them and tell them every day of our lives.  We even tell them to ourselves.

I think science has established that we are not the only creatures with language, or the only creatures that use tools, or dance.  But so far, I think it’s safe to say that we are the only creatures who tell stories.

Telling stories in conversation comes naturally.  But writing and ...

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Use the hook and eye technique

To make the complex clear, use the hook and eye technique.

The hook and eye technique makes the object of the preceding sentence the subject of the following sentence. Don’t worry, it’s simpler than it sounds.

Here’s an example: “Rupert hit the ball into the crowd. The ball landed in the palm of McKenzie’s mitt.” Ball is the object of the first sentence because something was done to it, so it becomes the subject of the next sentence.

Again: “Rupert crushed ...

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Build a logical link

One technique for developing a good talk is to know what you’re trying to say, not just for the whole presentation, but for every slide.

And once you’ve done that, you have to know how each slide relates to the one before it, and the one that comes next, so your logic is a clear trail in the mind of the listener.

I think every transition to the next slide can probably be boiled down into a single word, like ...

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