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Ian Wharton - The secret to great storytelling
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Emphasize the Conflict and Address Objections
When presenting ideas, it is crucial to focus on the conflicts within the concept as those are what people remember the most. By arming individuals with the primary conflict and how to overcome it, they can effectively communicate the idea with others. Teams should engage in the 'not to buy' exercise to proactively identify and address potential objections that might arise. This approach helps in preventing others from finding reasons to reject the idea and allows for a more thorough and convincing presentation. By acknowledging and addressing potential issues, such as the lack of clinical background in a health tech company's founders, upfront, it becomes easier to turn objections into strengths during the pitching process.
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