WEBVTT

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One of the most effective techniques
we can use to inspire, inform or

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influence people is to make sure we
narrow the focus of our presentation.

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Basically, it's like, ah, using a funnel.

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Whenever we make a presentation,
we want to start out wide

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in order to provide background and context.

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But then we need to quickly
funnel down to specifics,

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because it's those specifics that provide
the immediacy and clarity to our message.

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I mean, think about it. How many times
have you been listening to someone

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and they get done talking and you think to
yourself - okay, so what's your point?

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That's what I'm talking about here.
If we want to cut through the noise,

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we absolutely have to just
come right out and say -

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alright, here's the bottom line.
Here's what needs to happen.

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Let me show you what I mean.

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Look, I know I've given you a
lot of background information...

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Which I appreciate, by the way.

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Well, that's good. But, I know that
everybody's been coming to you

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asking to get their pet
project into the budget...

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That's an understatement...

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So let me just cut to the chase.
Please do.

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I want to show you how implementing this
idea will save us $245,000 next year.

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Alright. You have my attention.

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That's what we need to focus
on for the next 50 minutes -

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coming up with the best way
to trim 3% off the budget.

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We need to figure out how to get this
end cap reset before we open, alright?

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Before we open?

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I have at least a dozen other things
I need to get done before we open.

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And, on top of that, Leanne
called in sick this morning.

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Like, that's something new, right?

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We should focus on this end cap for
a couple minutes; work out a plan.

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I'm sure between the two of us
we can figure out something.

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So, part of being able to inspire,
inform and influence people effectively

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means we have need to use the
funnel technique to start wide -

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then narrow our focus. And that
means we need to do things like....

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Be specific. Set a time limit and stick to it.

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And avoid distractions and side-bar
conversations that could get things off-track.

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When we narrow the focus of our
presentation, we help avoid confusion...

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You know - the "You said X
but I heard Y" trap....

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Instead, we quickly drill down
to communicate in a way that

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helps everyone clearly
understand our message.