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By Lin Stone

 

 

Think in Threes

Kids, Teens, and adults too for that matter, have short memories. Tell them one thing they'll remember it, tell them two and they might remember both of them if they use them soon enough, tell them three things and most of them will remember all of them -- but never go past three new items.

Even when you are arranging sales presentations, remember that people prefer to receive their information in non-symmetric -- or odd numbered arrangements.

That's 3 points, or 3 bullets –

First, Second, Third.

If I'm working with people known for their great intellect I arrange it,

First,

Next,

and “After That.”

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An Example

“First we lay everything out on the floor so we can see how it will work. Next we assemble it, and after that we can decide if we want to paint it, varnish it, or just leave it natural.”

Everybody nods..

Yes, this is easily understood and it is complete.

"I can handle this, what's the hold up?  What's the problem?

So when we will be working on a sales presentation the first thing we want to do is arrange the three most important points in the order of their value and importance.

Next, we can explain why each point is important and what it can do for them. If this contraption is something new to your audience then you will need to compare it to something they already know, “Consider the lilies in the field.”

Or you can couple it with something they are already familiar with. “Now, right on top of our copier we have harnessed a fax machine and an answering machine.”

Third, let's explain exactly how this contraption will benefit and bless the people wise enough to buy it from us.

While this is still fresh in our minds, let's think about the next presentation you will have to make. What are the three most critical points you want to message?

Will you begin and end by reinforcing them?

If you are using PowerPoint, remember to limit your bullets to no more than three on each slide.  What's the next number lower than three?  1 -- Yes. you are right.  1 point, 3 points, 5 if you just gotta.

This forces you to think in groups of threes and prioritize your communication accordingly.

Lastly, how do your points relate to the course you want your audience to pursue?  Why are they important? How will they benefit your audience?  What will make this bargain irresistible? What is the fastest way they can get it into their hands?
 

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Thank you!

the end

the author: Lin Stone has been a professional writer
since 1986 , and an author since 1999. Currently, he
interviews executives and business owners and turns
that information into an article that can be broadcast
around the world for the benefit of both the author
and the person being interviewed.  If you, or your
company have an interesting story to tell, give Lin a
call at 405 310 6207

 

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