*Send an email to info@takethestairsspeaker.com. Be sure to include your contact information so that we can notify you if you are the winner. Or, you can Sign up Here to join the Take the Stairs Tour and use the comment box to tell us what unusual action you caught Rory doing in this video.

See you in the stairwell,

Rory Vaden
Take the stairs – Success means doing what others won’t.

Find out more:
Take The Stairs Website

For example, if he wanted the audience to feel excited he would speed up the bass line and increase the volume of the whole orchestra. This mechanical change in the delivery would actually cause a physiological change in the audience members such as increased heart rates, inching forward in their seats, and sweating palms. Likewise, if he wanted the audience to feel anxiety he would keep the bass line fast but would lower the volume of the other instruments.

Contrarily, a slow rate and low volume would be used to generate soft feelings such as sadness or empathy.

In this way the conductor was able to make it so the attendees were not only spectators, but he empowered them to be actual participants in the performance!

Why is this so important? It’s important because selling is simply transference of feelings. And master presenters who learn to influence their audience’s feelings will have a better chance of getting them to understand a product or message.

As a speaker or a salesperson, think for a moment about just how valuable would it be to actually be able to influence and direct people’s emotions. It’s an encouraging thought.

What’s also encouraging is that with the ever shrinking attention span of the average adult, most of us are losing sales because of our inability to deliver a presentation that creates substantial feeling.

The diagram shown here is what I like to call “The Attention E.K.G.” It functions much like a regular E.K.G. but the only difference is that the x-axis is time and the y-axis is attention.

For most presenters the height of your audience’s attention is during the moment you start talking and then as time goes on the attention naturally declines. Be careful not to confuse attention with interest, which is their “willingness to buy from you or accept the ideas you are presenting.” But people are most attentive at the very first moment you open your mouth and then after that it’s your job to find ways to keep their attention.

What great presenters do is find a way to vary the mechanics of their delivery in order to recall the attention of their audience at regular intervals whereas a graphic depiction of their presentation would look more like an E.K.G. as shown below.

Do you keep people awake, alert, and emotionally attached during your whole presentation or are there times when you feel like you are starting to lose them? As the presenter it’s your job to find ways to keep your prospects engaged.

How do we do that? What does it mean to change the pattern of our delivery? And which delivery generates which feelings? The answer to all of these questions lies in our acronym and metaphor A.L.I.V.E. Stay tuned for each of the 5 ground breaking techniques that master presenters use to generate emotional bonds that move people to action.

Become a Master Presenter:
Influencing an audience of 1 or 1000 (CD set)

Learn to be funny:
How to be funny to make more money (book)

Join Rory Vaden’s Take The Stairs Tour:
Click Here

See you in the stairwell,

Rory Vaden
Take the stairs – Success means doing what others won’t.

Join the Take The Stairs Tour:
Click Here

Find out more:
Take The Stairs Website

See you in the stairwell,

Rory Vaden
Take the stairs – Success means doing what others won’t.

This weekend at the Sears Tower I am climbing to raise funds for cancer research for all types of cancer, through an organization that funds the top young cancer scientists in the country, the Damon Runyon Cancer Research Foundation.

This is a unique event that only happens once a year and I am really just hoping for $1 from you if you can swing it. Times are tight for everyone but $1 will go a long way because of the number of people supporting this mission. 

There are over 2500 people who are on my list of people supporting the Take The Stairs World Tour and if we get $1 from each person then the Take The Stairs World Tour Team can be the top contributor at the event. Via the selling of Take The Stairs Wristbands and Tshirts and a sponsorship from United Health Care we’ve already raised about $700 for this particular race.

If you’re able to chip in $1, please CLICK HERE to make a $1 donation directly to Damon Runyon that supports my climb.   If you’re not, then we’ll catch you on the next go round.

As it relates to Self-Discipline there are 3 reasons why we should give our money.

1. To demonstrate our obedience to serve others. We especially have the privilege to meet someone in their time of need as there may be a time when we become the needy.

2. To exercise our own self control over money helping to reinforce in our own minds that money is simply a tool in our life to use for good and not the primary purpose of our life. From my millionaire mentors I’ve learned that the more we view money simply as a tool, the more enhanced our ability becomes in acquiring it.

3. To show our gratitude by giving back as a way of saying Thank You for the gifts that we’ve been given.

You can of course choose the amount you want to give, but I’m asking for $1 to support this cause knowing that there are 9 other worthy causes I’ll be pursuing as well.  All donations are gratefully received!

If you’re able to chip in $1, please CLICK HERE to make a $1 donation directly to Damon Runyon that supports my climb.   If you’re not, then we’ll catch you on the next go round.

Thank you for your support! And remember…Take The Stairs.

See you in the stairwell,

Rory Vaden

About the charity:

 Since 1946, the Damon Runyon Cancer Research Foundation has supported innovative investigators who are finding new ways to beat cancer.  It has invested more than $200 million in the most gifted young scientists across the nation, including many in the Chicago region.  11 of its scientists have won the Nobel Prize, and many have made critical discoveries leading to new ways to prevent, diagnose and treat cancer.

Whether you are a speaker selling ideas to an audience or a salesperson selling products to a client, you are above all servicing a customer. And as part of providing exceptional service (and effective persuasiveness) you must first prepare your audience emotionally before launching into your presentation. The best way to do this is with the C.P.R. technique.

The metaphor for CPR comes from my “Bringing Your Presentation A.L.I.V.E.”  disc on my 6 disc audio program The Audience is NOT in their Underwear. And just as you perform CPR on a dying person to revive them you can perform CPR on your dying presentation to have another chance to connect with your audience.

The C stands for “Cut” open the wound. You do that by simply bringing up a pain point or a point of dissatisfaction for your prospect or audience. Simply bringing up a topic like this in your presentation will generate some emotion in your audience. If in sales you could say something like “has it ever happened to you where [your last product] failed on you?” Or as a speaker you could say “have you ever had [specific negative experience] happen to you?” Most presenters make it this far.

However, where the real magic happens is with P which stands for “Pour” salt on the wound. Pouring salt on the wound means that you allow your audience to focus on the pain and to an extent re-live whatever that negative experience was. This of course is critical as a presenter because it generates a wave of emotion and we know people don’t buy on logic; they buy on emotion – regardless of whether you are selling a product or an idea. The way you “pour” salt on the wound is by asking a feelings question like “how did that make you feel when [specific negative experience]?” Or ask the audience to tell you more or at least think in detail about that experience. Only the best of the best presenters and salespeople ever do this.

The R is the simplest part which stands for “Remedy” the pain. Most of us are fairly good at naturally explaining whatever our product or idea is and that is what you do hear. The reason why we don’t have better results from our communication is because we haven’t prepared our audience for this part yet. The difference is that now you have emotionally prepped them to receive your message which is critical in any communication process.

Of course like every other technique this requires discipline and a “Take The Stairs” mentality to implement. Do it! And get results.

Become a Master Presenter:

Influencing and audience of 1 or 1000 (CD set)

Learn to be funny:

How to be funny to make more money (book)

Join the Take The Stairs Tour:

Click Here