Know Your Audience!

If you are negotiating with a talker, rather than trying to ram your sales pitch down their throat, let them talk! Integrate your selling points into questions for maximum effect. Where possible include stories, which have the potential to bypass a person’s conscious filtering system. Use stories about happy clients, positive experiences, and problems solved or how you integrated ideas from feedback and improved your product or service.

Use the different mediums to honour all learning styles – visual, (have something people can see i.e. brochures/slides) auditory, (tell them stories) kinaesthetic (give them samples to hold that will allow them get a grasp of the subject.)

To stand out from the crowd and catch (and hold) your customer’s over-stimulated attention you have to attach a memorable experience to your product or service.

C.K. Prahalad  - Experience is the brand.

Adidas stores provide running tracks where people can have a real experience of the shoes before buying them. Their 3000 sq ft signature store in Beijing pushes the brand boundaries and is the first to pioneer fully integrated sports and lifestyle solutions via experiential options like different virtual features centred around the core skills which will help up skill customers in their favourite disciplines,. The store also features a wide menu of services targeted at providing a holistic platform for sports and sport lifestyle such as professional running clinics, in-house fitness coaches, style advisors etc.

Being ‘as good as’ the rest doesn’t register in the customer’s memory in today’s busy, noisy and demanding world.

As a Motivational Speaker my training style acknowledges the fact that we are living in an Attention Deficit Society and that the average listening span is approximately 15 minutes. So, in any keynote that lasts for 60 minutes I will engage the audience in various exercises at least 4 times. I would also ensure that everyone was getting the full experience by using different styles of presentation: visual, auditory and kinaesthetic.

People buy into and remember emotion, but are rarely moved by cold facts.


About Author:

Kevin Kelly is an Internationally Acclaimed Motivational Speaker and authority on entrepreneurship, leadership, sales, creativity and personal excellence. Visit at http://www.kevinkellyunlimited.com