Best tips for risk management


The Psychological Aspects Of Closing The Deal

The call to action is the most important parttheir own to make sense of and understand
of your presentation. This is where youryour message. You need to tell them what to
audience understands exactly what you wantbelieve; you draw the conclusion for them.
them to do. It's where you define yourself asMake the call to action easy for them to
a persuader instead of a presenter. Thisfollow and simple for them to do. There
conclusion should not come as a shock to yourshould be no doubt in your prospects' minds
audience. Throughout your presentation, youabout exactly what you want them to do. Act
should have gently led them to the samewith authority. You are the expert --
conclusion that you are now giving them. Youdemonstrate your expertise. Strive for the
should have already prompted them to want toteacher/pupil  relationship
do  what  you  are  about to tell them to do.
There is a story of an old man who goes to a
Some people hate this part of persuasiondentist because he has a tooth that is
because they are asking their prospects to dokilling him. He has been putting it off for
something. This should really be the bestmonths and finally he has to get the tooth
part--the action is the only reason you aretaken care of. Once there, the dentist agrees
giving the presentation in the first place;that the tooth needs to come out. The man
your audience is going to understand that. Ifasks the dentist how much it will cost. The
you become tense and uneasy, so will yourdentist replies that it will be about $250.
prospect. The whole presentation should beThe old man yelps and yells, "$250 to pull
structured to make the call to action smoothout a tooth?!!" Then he asks how long the
and seamless. In fact, the prospect shouldprocedure will take. He is told it will take
not even see or feel your call to actionabout five minutes. "$250 for five minutes of
coming.work? That is highway robbery!" the old man
protests. The man then asks the dentist how
You should prepare your audience for thishe can live with himself charging people that
conclusion before you even start on the restkind of money. The dentist smiles and says,
of the presentation. Your entire presentation"If it's the time you are worried about, I
should be built around the call to action. Ican  take  as  long  as  you  want."
mean, write out the call to action word for
word beforehand. From the outset of yourWhen planning and preparing your call to
message, you must be eager to get to thisaction, remember that the process does not
point. Be positive and enthusiastic. In yourhave to be long and painful. Be short, brief,
preparation, make sure your conclusion isand to the point.
explicit and that the audience is not left on



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