Getting your point across

Because I wrote a book called Getting Your Point Across, I am often asked for techniques for doing that either from the platform or in meetings. Most people who ask are looking for a 1-2-3 formula that will win friends and influence people. I tell them it doesn't work like that.

If you have a business proposition to put across, for example, it's not hard to prepare a presentation that contains all the benefits. But if you do not get the reaction or response you want, some vital ingredient is missing.

Here's how to discover what that is. Ask yourself:

1. What is the one thing that distinguishes you from your competitors?
2. How does that define you?
3. Is it the reason you are in business?
4. What value does it add to your customers?
5. What will it cost them NOT to accept your proposition?

Write your answers on a small piece of paper. The right answers should give you a clear understanding of your purpose and the message that is worth hearing. Because it's not enough to know what you want to say. It's more important to know why the other person should bother to listen.

Then it will be easy to get your point across.

PKP

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Phillip F. Khan-Panni MBA PSA Founder
PKP Communicators
UK Business Speaker of the Year

35 Hillbrow Road, Bromley, Kent BR1 4JL, UK
t: 0845 165 9240 m: 07768 696254
e: phillip@pkpcommunicators.com
w: www.phillipkhan-panni.com

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Phillip Khan-Panni

PKP

Getting your point across

I think everyone should do what you have done, writing down the answers to those five questions. And then they should do what Fred suggested, which is to frame them and place it on the wall above their desks where they can see their answers every day. PKP

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Robert Oosthout

robertoosthout-155636

Getting your point across

Phillip, How can we enroll others to do the same, so we can support them better? Robert Oosthout.

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Robert Oosthout

robertoosthout-155636

Getting your point across

Thank you PKP.

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Phillip Khan-Panni

PKP

Getting your point across

Well said, Robert! You are obviously someone who believes in the value of what he does. PKP

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Robert Oosthout

robertoosthout-155636

Getting your point across

This morning I read the blog of PKP and he inspired me to answer. 1. What is the one thing that distinguishes you from your competitors? I am a lawyer that has affinity with numbers. 2. How does that define you? This is a great asset especially in dealing with entrepreneurs, because I am one myself and know what their challenges are. 3. Is it the reason you are in business? Yes it is and it is also the reason why I still am. 4. What value does it add to your customers? I support them in being successful in their businesses. 5. What will it cost them NOT to accept your proposition? In the end it will cost them their business, because they end up in court because they haven't created a sound business and it will cost them, or even worse they go bankrupt. What is a sound business? According to Robert T. Kiyosaki a business is a conversation about leadership, team and mission and within those conversations there are five other ones to distinguish. 1. Cash Flow 2. Communication 3. Systems 4. Legal 5. Product and in that order, because if we don't do it that way and start selling our product or service before we have protected them using intellectual property law our competitors will earn the money while we have done the work. What is the one thing that distinguishes you from your competitors? Robert Oosthout Solicitor & Mediator Call me on +31 626 902 545

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Gordon Wheaton

gordonwheaton-294525

Getting your point across

Good blog Phillip. You are right, establishing why the other person should listen to us does help us to establish what point we are making Regards Gordon

1 comments

Phillip Khan-Panni

PKP

Getting your point across

RC I prefer a small piece of paper, because you need to sharpen your focus. The object of the exercise is to identify the ONE defining element of your business that adds irresistible value to your customers. PKP

1 comments

Robert Craven

robert-craven-22343

Getting your point across

As PKP says "Write your answers on a small piece of paper" Next Write your answers on a BIG piece of paper RC

1 comments