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May 2019 IN THIS ISSUE:
- Closings for business presentations...Last words Linger...
The proposal ---------------> The "buy-in!"
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Quotations of the month:
“To talk well and eloquently is a very great art, but that an equally great one is to know the right moment to stop.”
- Wolfgang Amadeus Mozart
"Great is the art of beginning, but greater the art is of ending." - Henry Wadsworth Longfellow
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Business Presentations: Impactful Closings! |
Let me ask you this: Do you spend as much time on the closing of a presentation as you do on your opening? If we're truly honest, it's likely that we do not.
The Law of Primacy states that people remember what they hear first but the Law of Recency states that people also remember what they hear last! That said, let's look at both weak and strong closings.
Weak Closings: have you ever closed in any of these ways?
- having Q&A at the end is a recipe for disaster (may have questions that take them on a different tangent or may have negative person openly airing negative reactions) So have a Q&A , then signal you’re going to close
- introducing new information at close…i.e. “Oh, by the way here is another…”
- running out of time and rushing the ending
- stating no clear next step or too many next steps
Strong Closings: Since last words linger-
- summarize and callback to your main points, characters, stories, activities, etc
- have them discuss with a partner 1 or 2 ideas they got from the presentation; then have them debrief the idea by shouting them out; great way to raise their energy, make them feel validated, have them buy into your message more readily and have them retain more of it
- state the negative, painful, even devastating consequences if your recommendation is not acted upon
- return to the opening thoughts, ideas, and the rewards of the benefits if they buy into your proposal
- close with your encouraging, takeaway message of hope and positivity
- state a clear call to action
- provide a challenge in the form of a statement or question
Until next month, best to you in presenting with power, persuading with ease!
  For the past few newsletters, simply go into my site www.kathrynmackenzie.com
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if you wish your group to be more effective presenters to successfully sell their services, products or ideas and increase profit margin
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Kathryn MacKenzie, M.Ed. DTM
Presentation Skills Instructor/Author
Keynote Speaker/Coach
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