Think. Feel. Do.

Written By Kenny Solway

If you’re looking to increase the likelihood of getting a yes when presenting your ideas, ask yourself three questions. At the end of the conversation, what do you want your audience to:

1 - Think

2 - Feel

3 - Do

What do you want them to THINK?

  • You’re credible, knowledgeable, creative, relevant, serious

  • You understand their ‘real’ concerns and outcomes

  • Agree on the ROI

  • A clear understanding of your differentiation

How do you want them to FEEL?

  • Excited

  • Confident

  • Relief

  • Trust

  • Inspired

  • Proud

  • Supported

  • Easy to work with

What do you want them to DO?

  • Decide if it makes sense to keep talking

  • Schedule a demo

  • Make a referral to decision-makers

  • Initiate a trial

  • Sign the agreement

Thinking about these questions in advance, you’ll:

  • personalize your message

  • save time in your preparation

  • have greater control over the conversation

  • start with a mutually agreeable end in mind

  • establish credibility through preparation

Use these for your next meeting, and let me know how it went.

Are there any that you’d add? Leave a comment below.

Kenny Solway
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