It is has been awhile since I last wrote. Lots of business travel and learning new things. Below is an example of what I discovered during my reading. 

The human brain’s ability to learn incredibly complex things continues to astonish scientists throughout the world.  Yet even more amazing, and perhaps confusing, is the inability for the vast majority of people to learn the fundamentals of success, prosperity, fulfillment and happiness.

Here is an example: research shows that you have 22x the amount of nerves running from your eyes to your brain as you do from your ears to your brain.  Is it any wonder that we think and learn visually better than we do audibly?

You are probably saying “so what.”

Let me put this in perspective for you.

I have been in business for over 30 years and running my own business for the last 6 years. When I put my sales presentation into a PowerPoint format, my close rate doubled. That is right, doubled.

Why do you think that is?

I suspect part of it is that I now always follow the same format. I have been giving this presentation for years and delivered it hundreds of times so I could deliver it with my eye closed. But I won’t. Why, because my prospects have not seen it before.

Going through a presentation does the following for them:
1. It takes the stress off because I always ask them for permission so they know what is coming.
2. I use facts, testimonials and quotes. This provides external credibility that I did my homework.
3. I ask them how these facts impact their life and business. This takes the pain I am discussing and makes it personal. My biggest development as a person was sitting with someone when they were in pain and not feeling like I had to save them. I know that   pain is essential to the decision making process because people almost always move away from pain and the smart ones move towards what they want – not away from what they do not want.
4. After they are uncomfortable I show them how we will solve the pain together.
5. I close immediately after the presentation. Many times my prospects ask me how they can get involved and there is not forced close.

Why does this process work? I think it has a lot to do with how they process information. Many of us are visual so they are receiving the information both visually and through talking about it, they also receive it from an auditory perspective as well. They are receiving the information in two ways: audio and visual.

When I created this presentation, I also use a tool called The Platinum Rule. The Platinum Rule teaches you how to identify a person’s behavioral style and this allows me to treat them the way they want to be treated. I now deliver the information to them in a way most likely to be received. If you want more information the book is available on Amazon.com and it is called The Platinum Rule for Small Business Mastery.

One last thing. I do not deliver the presentation the same way to each person. Since I can quickly identify how a person wants to be treated, I customize the presentation to each person I met making sure I discuss the critical issues in a way that makes sense to them. This keeps it fresh for me and I do not lose my passion for what I do; helping people to take inspired action that leads to successful results.
Ron Finklestein
ron@akris.net