Monday, March 31, 2014

Talk TO me, not AT me!

It might seem like splitting hairs, but there really is a difference between talking to someone, and talking at them.  When you talk to someone, you're having a conversation.  When you talk at someone, well, then you're just lecturing them...and no one likes being lectured.

The best product presentations are conversations between the host and guest expert.  Where they go awry, is when one or the other stops listening.  Yes, we all have things we want to say, and yes, it's very important...but wait your turn!  When I teach someone how to pitch, one of the first things I tell them is remember to W.A.I.T.  That acronym reminds them to ask themselves, "why am I talking"?  In other words, take a breath, and do a gut check.  Is what you're saying relevant?  Is it moving the presentation forward?  Is it helping you hit all the points you need to make?  If not, stop talking, and start listening. With any luck, your host is doing the same thing, and VIOLA!  You're having a conversation. Ideally, the host is asking you questions that actually set up your next demonstration, and you're answering with pertinent information.  Ideally.

Unfortunately, this is not always the case, and the result is two people fighting for air-time.  There's no listening, there's no teamwork, there's no flow.  Not only is it uncomfortable to be a part of this, it's even worse for the viewer at home.  The result? The audience changes channels, sales plummet, and the presenters wonder, "what happened?"

So, next time you do a presentation on TV (think positive), choose to talk to the other person, and not at them. It'll be a lot more fun for everyone involved, and you might be surprised by the results!

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