EPIC Thought of The Day – The Advocating Presentation Personality
I remember one time there was a client who was nodding all the time. They would engage me with a smile, good eye contact, great relationship.
In fact, I thought this was an amazing relationship because they were leaning forward, they were connecting with me, they were engaging me.
This was going to happen, this was an amazing client relationship or a prospective relationship and I was in there. I pitched my idea, I laid it on the line, I went bottom line and it didn’t go anywhere. This is 20 years ago.
I am still waiting for this relationship to happen.
What was that all about?
I was communicating with an Advocating Presentation Personality.
They were calm, friendly and easy going and asked a lot of questions… the right kind of questions. They always seemed to want to be interested in the relationship more than the detail of my solution.
More than anything else they wanted to know, they wanted some kind of assurance, that this relationship was going to be right for them. I found myself lost in no mans land because I didn’t understand the Advocating Presentation Personality.
So let give you some ideas on how to deal with this. If you ever find yourself in sitting or presenting to an ijndividual that is high in relationship… leaning forward… smiling, nodding their head, giving you all the ‘I’m buying you‘ signals… but not making the decision… not buying… this is what you need to underdtand: They don’t like saying no… but they don’t like saying yes until the relationship is safe!
So let me give you some tips.
- Build the relationship first.
- Precede with a logical order.
- Ask a lot of relational questions.
Provide a lot of supporting information that is built and based upon the relationship and the value of that relationship, not just the sell, not just the one of product, not just that one solution, that one little idea that you brought to the table.
Take the uncertainty out of the picture and remember this, fairness and justice and relationship are critical motivators.
These are the 3 key things that this audience member is looking for and when you get this right and you deal with this audience member in a high relationship style you will find yourself well on your way to becoming an Epic presenter.
You can discover more information on how to become an EPIC Presenter by clicking here