Open Your Next Presentation with This Powerful Twist    

Article Date: August 7, 2006

Studies show that interactive presentations in which the buyer is invited to participate are usually much more appreciated, and well received, than "monologues."  Therefore, a great way to set the interactive tone and get the audience percolating is by opening with a question:

"Ladies and gentlemen, how many of you would be interested in a product/service that would increase your revenues by 20%?"

"Ladies and gentlemen, how would you like to hear about a product today that will cut your utility bill in half?"

Be sure to wait for a moment -- for the question to sink in and for the listeners to begin thinking about it.  Sometimes a follow-up question can be even more provocative.

"Mr. Smith, what would a 20% increase in revenues mean to you in terms of dollars?"

Opening with a question is dramatic, provocative and literally raises the adrenaline of the listener.  That's why the technique is often used by litigators in their opening arguments to juries.  Try it...  it works!

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