Written by Dennis Rushing

My Grandfather was a man of few words. (I am not much like him in that respect.) When he did speak everyone listened. He would speak his mind and it was usually words of infinite wisdom. He was a farmer inrepparttar Ozarks of Missouri and I guess he got that way due to allrepparttar 136043 time he spent alone in his fields. I remember as a little boy, a conversation he had with my Grandmother. My Grandmother asked my Grandfather why he told her only once in all their 45 years of marriage that he loved her. My Grandfather’s reply was very simple. “I told you I loved you once and that was good enough. It’s when I tell you I don’t love you is when you have to start worrying.” As time has past in my 8 years in Internet sales, I have often thought of this conversation. The average ISM will attempt to contactrepparttar 136044 customer after a request maybe only once whether by phone or email. The customer is often left wondering ifrepparttar 136045 dealership really cares if they buy from them or not. They may have gotten your message that you called, but lack of follow up will leave them wondering after that. Looking from my Grandmother’s point of view, she went all those years knowing my Grandfather loved her because he showed her with actions. But she still had that need to hear it. Our internet customers often feel this same need. They want to feel special about their request because they maderepparttar 136046 first step in commitment to purchase. Do not confuse this as any other sign. How we conduct that first contact is so crucial it will affect not only whether we will get them into our dealerships, but also whether we will deliver them a vehicle. Too often our first contact with them is spent dryly giving them either very little information or just spitting out a price. The lack of personal attention to them and what they feel is really important will make or breakrepparttar 136047 Internet effort. Remember, Internet sales have nothing to do with price or buying a car, it has to do with relationships. The more personal information you are able to gather during that first contact will enable you to have greater insight into their needs and wants. Spend time with them onrepparttar 136048 phone as if you have been friends for years. It will easerepparttar 136049 tension of buying a car and enable you to better serve their needs. This will build trust that cannot be accomplished anywhere else inrepparttar 136050 sales process. This is a major difference fromrepparttar 136051 conventional customer.

Internet Marketing and Public Speaking: Seven Steps to a Successful Murder Board

Written by Larry Tracy

Copyright 2005 Larry Tracy

I recently posted an article providing tips on public speaking for internet marketers, and was bombarded with Emails asking me to expand on one tip in particular—how to conduct a Murder Board, a realistic simulated practice. I did so in a follow-up article providing a more detailed explanation of this practice method, which has its origins inrepparttar US military. Now, below, I providerepparttar 136032 seven step method to conduct this invaluable practice. This is excerpted from Chapter 14 of my book, The Shortcut to Persuasive Presentations.

To have a successful and productive Murder Board enabling you to hone your skills and anticipaterepparttar 136033 difficult questions and comments requiring a response, I have found seven separate steps must be followed.

1. Recruiting 2. Sharing audience Intelligence 3. Role-playing by participants 4. Video-taping and/or audio-taping 5. Critique of presenter's Style and Substance 6. Recording on cards of all questions asked 7. Revision ofrepparttar 136034 presentation

Let's take a look at each of these steps.

1. Recruiting

In recruiting people to be on your Murder Board,repparttar 136035 best place to start is with knowledgeable colleagues. Request no more than four of these colleagues to be your simulated audience.

Keep in mind, however, that if these colleagues think thatrepparttar 136036 objective ofrepparttar 136037 Murder Board is only to help you look good, they probably will not want to give up their valuable time. You must give them an incentive tied to their self-interest.

They will have their own priorities. You should frame your request in such a way that these colleagues see a potential dividend accruing to them by investing their time. Remember from your own experience that "What's in it for me?" isrepparttar 136038 prime motivator for people to take action. You must find a way to have these colleagues believe they will gain some benefit by being in your simulated audience.

Reciprocity isrepparttar 136039 key. My advice is to recruit only people who themselves will speak in public.. Then you say, "If you will be on my Murder Board now, I will be on yours when you must make a presentation." Presto. They see a potential benefit inrepparttar 136040 future by spending some time with you now.

2. Sharing Audience Intelligence

Becauserepparttar 136041 purpose of a Murder Board is to create an environment forrepparttar 136042 presenter similar torepparttar 136043 actual situation to be faced, it is important that those playingrepparttar 136044 members ofrepparttar 136045 audience be armed with as much information about this audience as possible.

Participants must be steeped inrepparttar 136046 details ofrepparttar 136047 issue being presented so they can put themselves inrepparttar 136048 mental framework ofrepparttar 136049 people who will be in your actual audience. Information onrepparttar 136050 personal styles, idiosyncrasies, temperament, etc. of these audience members provides insight into how they will react to certain comments or proposals. Your colleagues can better role-play if they have this information. The more you know about personalities of audience members,repparttar 136051 less surprised you will be inrepparttar 136052 presentation.

3. Role-playing by participants

The success or failure of a Murder Board ultimately depends on its realism. The closer it is torepparttar 136053 real thing,repparttar 136054 better prepared will berepparttar 136055 presenter. This realism, to a great degree, depends onrepparttar 136056 ability of your colleagues to get intorepparttar 136057 heads ofrepparttar 136058 key players in your actual audience.

This does not mean having a great gift for acting or mimicry; but it does mean trying to think likerepparttar 136059 people inrepparttar 136060 audience so that statements made byrepparttar 136061 presenter will provoke questions likely to be asked byrepparttar 136062 actual audience.

After sharing allrepparttar 136063 intelligence gained onrepparttar 136064 audience, and eliciting from participants any insights they have on these people, assign specific roles to participants. If you are presenting to senior executives, you most certainly want a person to playrepparttar 136065 key decision maker.

4. Video-taping / audio-taping

The actual conduct ofrepparttar 136066 Murder Board is likely to not run smoothly, with various interruptions and discussions. Moreover,repparttar 136067 presenter cannot be expected to remember allrepparttar 136068 comments, bits of advice, and questions asked. Consequently, much ofrepparttar 136069 spontaneous, valuable information could be lost, even if someone is taking careful notes.

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