May 01, 2023

How you can make it difficult for clients to say No to you in a presentation?

Have you ever been in a situation where you’re presenting to a group of people, a board or even to a couple and you’re just not sure if they get it… the value you bring and that your the obvious choice?

-You could be selling a security solution
-You could be selling your services as a agent
-You could be selling that your type of car is better than a competitors

So do you close by asking the next steps or do you take a couple steps back and re-engineer the way you presented logic and emotion and importantly guide the thinking of your clients to say Yes without resistance?

Let’s take a piece of advice from the master or persuasion… Socrates

One of the most important aspects he emphasized was about understanding how you present information to a client that makes it very difficult for them to dispute the information.

To a certain extent if they see the truth and if they were to dispute the truth the only person it would impact on would be them and they would feel silly to say no.

In a nice way you’ve actually put them in the corner without a way out.

Read the following when’s Socrates presented an argument to Xenophon and his wife Aspasia.

“Please tell me, Madame Xenophone, if your neighbor should have finer gold jewelry then you have, would you prefer hers or your own?”
“Heres, ” she replied.

“What if she should have clothing and other feminine accessories that are more expensive than what you have - would you prefer yours or hers?”

Here’s, of course, she responded.

“Well, then, what if she should have a better husband than you have – would you prefer yours or hers?

Her response… stunned silence and blushing!

This is also a classic lesson on the YES Set, done with intelligence.

There are 2 basic processes used by Socrates, induction and deduction reasoning firstly by using examples and then adding 2 general statements in your presentation that the client can’t say no to .

This is where it’s clever you say one last thing which reinforces the first two.

This is something that clever lawyers do very well.
Well a good lawyer always prepares in advance, don’t you think you should do to win more often?

Success in the courtroom, boardroom or even in the lounge room requires thought and strategy.

There’s quite a bit a strategy and planning to create a structure for a presentation that closes successfully so that you use your information in a way that people find it difficult to dispute.