The Essence of Communication!
In my previous blog post I shared the Three Satisfactions that all presenters want from their listeners. They are attention, belief and action. When we present, whether to an audience of 1, 5 or 500, we want their attention, their belief and their action. However, in order to get those three things we must deliver Five Satisfactions back to the listener. They are:
- The listener wants to feel comfortable with you and your ideas. You can’t separate the speech from the speaker or the message from the messenger. If your listener is not comfortable with you and your ideas you won’t get the action you’re looking for.
- The listener wants to feel attracted to the future. In other words the listener wants to know “what’s in it for me?” “Why should I care about what you’re saying?”
- The listener wants to understand how it’s going to play to other people in their lives. Opinions of ourselves often come from how other people see us. As presenters, we have to let our listeners see how our ideas are going to play to others in their world.
- The listener wants to understand if they do this, it will help fight against something that needs to be fought against. There’s only so much time, money and energy to get things done. As presenters, we must persuade our listeners that our ideas, products and/or services are worth taking on.
- The listener wants to understand that it’s in their power to do it. Your listener has to be able to see themselves doing this. That they can actually accomplish this. That it’s in their grasp to do so.
As presenters, if we are to get the attention, belief and action of our listeners, we must make them feel comfortable with us and our ideas. We must also let them see what’s in it for them. If our message doesn’t persuade them that our ideas, products and/or services are worth taking on or that it’s in their grasp to do so we will never get the action we’re seeking.
Over the summer Gary will continue his blog series on the Art of Telling. He believes that speaking skills are required and acquirable for today’s business professional. The purpose of the Art of Telling blog series is to enable readers to develop the communication and presentation skills that will serve them a lifetime. Click here to see more on Gary’s Art of Telling programs and seminars. Click here to read Gary’s notes on Telling by Frank Patterson.