The Advanced Selling Podcast The Lost Art of Explanation: How to Influence Through Better Communication
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Feb 20, 2025 In this engaging discussion, an expert examines the common pitfalls of communicating complex ideas, revealing how even seasoned professionals can lose their audience. Key techniques for effective explanation are highlighted: building context, establishing purpose, and mapping out clear paths for understanding. It's not just about sharing information; it's about fostering transformation and trust. The insights are particularly valuable for sales leaders eager to captivate their audience and enhance their persuasive abilities.
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Glazed Eyes
- Bill Kasky observed an AI expert failing to engage the audience during a presentation.
- The audience's eyes glazed over, despite the expert's credentials and the importance of the topic.
Building Context
- Build context by sharing your journey and the epiphany that led you to your current understanding.
- Explain your struggles and how you overcame them to establish credibility.
Extending Purpose
- Extend the purpose of your explanation beyond information and focus on the transformation it offers.
- Help your audience envision their desired future state and how your explanation bridges the gap between their current reality and their aspirations.