"Bây giờ không phải thời điểm thích hợp để gọi. '' Làm thế nào bạn dám làm phiền tôi" "Tôi đang gặp trà của tôi. '' Làm thế nào bạn nhận được con số này? Không bao giờ gọi tôi một lần nữa, tôi đã nghe nói của bạn, tôi không nghĩ rằng bạn và tôi sẽ nhận được. '' Tôi không chắc chắn nơi bạn đã nhận con số này, tôi rời trường học mà ba năm | 190 THE JELLY EFFECT Step F - Transition Zone You need your audience to buy into what you re saying so you must phrase things from their point of view not yours by 1 writing down your presenter-focussed phrases 2 thinking what the business AFTERs are for these phrases 3 thinking what the emotional AFTERs are 4 improving all these AFTERs using the phrase Well that s a good thing for you because to make sure the benefits to the audience are spelt out 5 circling the most convincing new phrases 6 creating your audience-focussed phrases from these circled words and 7 preparing the title for your presentation using the most persuasive two or three phrases from the above six stages. At first glance these seven stages seem extremely confusing. The example beginning opposite will make it much clearer. Read it in conjunction with the seven stages above. You ll see that the left hand column relates to stage 1 the second column to stage 2 and so on. Stage 7 is on page 192. TEAM LinG Example Presenter-focussed phrase Business AFTER Emotional AFTER Well that s a good Audience-focussed thing for you because phrase stage 1 Our sales will increase stage 2 Sales will increase stage 3 You ll feel good stage 6 Your commission will go up through increased sales You enjoy your job It helps develop US all Business growth Staff retention A buzz around the office You feel good because you re developing more More enrichment Greater pride in your work It s much better than .cold calling It s a quicker way to build business relationships TEAM LinG Staff will be happier Less abuse from unhappy cold-call victims You ll like it more Greater promotion opportunities following the development of new skills You ll prefer it to cold calling Key 5 c Stage 5 PRESENTATIONS 191 192 THE JELLY EFFECT Stage 7 Of the four circles the two points your staff will like best are 1 they can earn more commission and 2 it doesn t involve any cold calling. Therefore your presentation s title should reflect both these
