---

Guest post by: Jim Dryburgh Become an Author

Tweet

---

---

You're in the weekly department meeting when Donna, VP of Finance asks you a question about the effectiveness of the marketing event that has come in over budget, and she wants an immediate answer. You've got an answer, that's not the problem; often the problem is how to articulate the answer logically, without rambling; to ensure you look in complete control.

Use PREPO to organize your thoughts quickly and concisely.

POINT. First, make your point. This is your major statement and should cover only one idea.

"Actually Donna, I believe the event was extremely well received and well worth the cost."

REASON. Next, give your reason for making the point. By answering the question, "Why do you say that?" you can expand on your first statement.

"I say that because I heard a number of both prospects and customers comment on how it was both entertaining and informative and it gave them a new perspective of our company."

EVIDENCE. Third, offer supporting information. You might include data, demographics and examples that reinforce your point. Evidence should be specific-it's where the proof lies.

"For example, John Stanton, CEO of ABC Furniture, said _______. In addition, the preliminary results from the post-event survey are indicating that we've generated at least 20 very promising leads which we've turned over to sales who are following them up as we speak."

POINT. Now make your point again. Good evidence will lead you directly back to your main point. Use the same words, or better yet, rephrase your point but don't change your content or attitude.

"So, I believe that when the dust settles, the investment we made in this event will have an extremely good ROI and we will want to consider running it again."

OUTCOME. This is a quick, action oriented wrap-up. Use it to state an action you'll take, something for your audience to do or simply to balance and close your argument.

"If you can get me the final costs associated with the event, I will have an ROI report for you in terms of the leads closed by the end of the quarter."

This technique, if practiced, is an excellent way to handle questions from an audience or meeting participants. It is also extremely useful when presenting a new or potentially controversial idea to any group.

Related Articles

  Public Speaker: Do Not Think on Your Feet
  No Time for Cold Feet
  Go Three More Feet
  The Buzzard, The Bat & The Bumblebee
  Five Secrets to “Thinking on Your Feet: How to Master Impromptu Speaking"
  How to Master Your Attention
  Commercial Comparable Sales ( Units of Measure )
  Survival Tactics
  Entrepreneurs and Dancing with the Stars
  Getting Out of the Box
  Big Beautiful Bamboo
  A Lesson From a Ski Hill
  Adventure Learning
  Stuck in a Rut?
  Focusing On Goals Over Facts
  You're Not Lost Until You Are Out Of Gas
  Managing Change: Engage people to implement change
  Be the Change You Need to Be to Increase Sales
  Brief Grounding of an Idea for Manifestation
  Working from home with The Barefoot Millionaires! Today�s topic: 6 Secrets to Getting Ahead

Referred by: http://www.MichelePW.com

Related Forum Posts

Re: THE SECRET TO SUCCESS IS ALL IN YOUR HEAD...RIGHT NOW!!!
Hiring introverts vs. extroverts
Re: Essential Leadership skills
Re: Marketing is a trial and error game; test everything
Re: Getting ready to sell by childhood baseball card collection.

Share this article. Fund someone's dream.

Newsletter

Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!

Name:
Email:

Popular Articles

All I Want To Do Is Spell Your Name Correctly

Cleavage in the Boardroom

Do Paid Surveys Work?

Suggestions

Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.