As I said in my passed column, as she or we is not all the salesmen. Our lives are made up of a series of “presentations of sales”, if they are not known like presentation ourself in best possible the light one. If we are towards outside for a work interview, trying for an increase, or hardly convincing our employees who a work must be carried out - you are making a presentation.
In order to get to be dominant in him it is possible to be summarized in abbreviations IPRESENT! In my past column we covered the steps “I” with “E”:
- I - to imply to its hearing
- P - to prepare to its hearing
- R - to investigate its arsenal
- And - to explain “because”
We finish the abbreviations today.
“S” represents the management (mental) of the state. The mental state of the right presenter must be congruent with the message. If you do not create that, attempt that it gives to char it of pep to his force of sales when you are depressed - will not work! You must be conscious of and to handle to its own mental state and the one of its listeners or communication channels will not be open. I do not have space to elaborate in methods to do this, but I am some dominant hints here. First, “AAI” - to act as if. The way acts that you want to feel, he is amazing how this one works. To use music to determine humor in case of necessity, to dress the piece, and to reduce their anxiety by any method works for you. To remember that you are the one that is responsible, and masters of the presentation is not on being perfect - is on the accomplishment of its objective.
“And” it is for eliminating the stranger. The fear of the public speech aligns above in the list of the majority of the people of the worse fears. You can find that you are unusually nervous, who develop to poor tone of the voice or negative corporal language, and that cannot respond to the regeneration of the hearing. The handling of its anxiety allows that you concentrate in his hearing and its needs. The basic approach to do this is to request a list of “what if” questions. Another way to surpass our fear is to take the property from the situation. To try, to try, to try. To verify its notes with meticulousness, and to prepare themselves.
“N” is to elude using the second letter of the word “knows little” - as inside it knows to his hearing. If she is a person or many that you are presenting/displaying to him must make three things basic: To cover its needs, to reduce the tension, and to avoid the errors. A good knowledge of the listeners will give an opportunity him to adapt its objectives to cover its needs. This also allows that you reduce the tension of the “hearing-presenter” so they will concentrate in which you are saying. With a clear knowledge of the opinions of his hearing you will be sensible to the “potential hot bellboys”.
Supports of “T” for the “tailor its presentation through”. The boring listeners take to the lacked objectives or to the total lack. You must be flexible and responsive to his hearing. In order to do this that you need to use the techniques that will give the regeneration him of the hearing; you must diagnose the cause of the problem that you are approaching, and finally you must choose the solution to act on.
When you are presenting/displaying the clock for the nonverbal behavior as clock-observation, foot-striking slightly, and cat-napping. When no of these is the present to secure a certain regeneration with, “he is too hot inside here” or “if I takes the step” That the breakage the attention or the deficiency of, the hearing again brings and them to his char it. A thing important to remember is that the mind cannot absorb not more than the seat can hold. A simple thing as to take a short breakage from the streching it will solve the problem sometimes.
The techniques to reach their wished results are in their yolks of the finger, when you remember that the life is a series of presentations.
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