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Tag Archives: Q&A session

The Three-Step Close That Attracts Clients Like Crazy

Arvee RobinsonBy Featured Speaker Arvee Robinson

Nine out of ten business presentations end with either an unimpressive “Thank you” or a feeble “Are there any questions?” Both are ineffective when it comes to persuading your audience to buy your products and services.

After many years of making business presentations, I discovered the most effective close consists of three parts: a question and answer session, an invitation (call to action), and the closing statement, respectively. Here’s how they work:

1. Question and answer session.
Most business presentations have a question and answer (Q & A) period at the end of the talk. Unless your presentation is interactive, this is the time your audience may ask questions. The Q & A section of your presentation should mark the beginning of your close, not the end. How many times have you seen a speaker ask “Are there any questions?” only to look out into an audience of blank stares and what feels like an eternity of silence. For this section to be successful, you must have audience participation.

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Types of Speeches: The Q & A

If you decide to become a professional speaker or use speaking as an integral part of your marketing strategy, it’s a good idea to familiarize yourself with the various types of speeches you might be asked to give. In this series of posts, I’ll give you the basics on a variety of types of presentations you can prepare. At the end of this post, I’ve listed previous articles in this series.

What is a Q&A Speech?
There are many situations as a public speaker where you will need to lead a Q&A session:

  • At the end of presentations
  • At press conferences
  • On teleseminars and webinars

And although it can seem pretty simple on the surface — your audience asks questions and you answer them — there is an art to leading a successful Q&A presentation.

Q&A Etiquette
First, there are some basic rules of the road you should follow to truly respect your audience and improve the flow of the Q&A dynamic.

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