Listening To Yourself With My Ears

I'm often asked to listen to speeches or presentations or interactions between my students and their prospects to give comment on what more can be brought to their individual persuasion skills. The sad fact is, I haven't figured out a way to extend my days. I've only got 24 hours, as do all of us, and I simply don't have time to help in this way.

I can suggest that you record yourself giving your presentations and speeches and listen to them several times with a number of things in mind as you do. I am positive that you will find value in this exercise.

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 level of rapport have you achieved? Is it strong? Could it be stronger? What can you do to 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?

Are you using presuppositions? And as you listen, are you able to identify your presuppositions? Do you use them sparingly or a lot? Are they effective?

What persuasion skills are you using in your presentation? What's working and what isn't?

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

If your presentation is about an hour, and you know that at the end you have an objection, listen to where this objection might have started? Is there a point in the speech where you realized it was going to happen but didn't immediately reframe?

Re-listen again and ask yourself: Did you get and use their criteria? And did you continue to reference it 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?

If you've been studying with me for any amount of time or have been involved with my work in the least, you will begin to understand the frames I'm using to listen to you and you will be able to hear yourself with my ears in that respect.

About the Author

Kenrick Cleveland teaches strategies to earn the business of wealthy prospects using persuasion. He runs public and private seminars and offers home study courses and coaching programs in persuasion strategies.

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