How To Use Movies To Reinforce Your Presentation Points Without Getting A License to Show The Clips

You are planning to conduct a workshop on communication and leadership for a group of middle managers. You just finished watching a great movie “Lord of the Rings” and you recall real gems that you could share. You view the movie again and locate the gripping scenes you want to show from the DVD to illustrate your points.

As you are writing your notes to add to your material, your son, the law student, says ” Hey we were just talking about the copyright law in class today. Do you have a license to show that clip?

The copyright act clearly lets us know that just because we have brought or rented the video does not mean we have legal right to show it in a workshop outside of our home or non-profit educational settings. But check out the law for yourself at http://www.copyright.gov
If you want to show a video like “Rudy, for example, because it is has some great motivational clips on self-esteem, you need to contact a place like the Motion Picture Licensing Corporation (www.mplc.com)

There is a way to bypass the law legally and at the same time pump up your presentation.

Use your voice and body to show and tell the points you want to make. Yes, you heard me correctly. You practice telling the story clips that you were going to show in the workshop. Here are some simple ways to do it.

  • View the clips at least 2 times.

    Script out the scenes. Use great care in describing each of the characters. Include the physical characteristics as well as the body language they showed.

  • State the points you want to make in your script.
  • Practice the facial expressions and voice tones used in the clips.

    When you share the story introduce the points you want to share with excitement and enthusiasm in your voice. For example, “There is a powerful scene in the movie “Lord of the Rings that illustrates the heavy weight of responsibility a leader can feel”

  • Set up the story by explaining what has already happened in the story before you start sharing the scene.
  • Be careful to PAUSE before you share something if you want to set up anticipation and after you have said something that you want the audience to chew on.
  • If there is dialogue change your voice to assume the voice(as close as you can) of the characters that are in the scene you are sharing.
  • Restate the points you made in the beginning.
  • Someone reading this is probably saying, “But I’m not an actor or actress. This sounds much too dramatic.” My response to that is, “Give it a try” or “Purchase the license.” Bring the video experience to your audience. You will be better for it and your audience will remember your points.

    Software Testers – Past, Present and Future

    Early during the last decade, software development companies were producing applications by the bucket-load to keep up with the incredible customer demand. The role of the Software Tester then, was to (in my opinion) detect the critical and major issues, and most minor issues were simply brushed under the carpet to get the product out of the door on time. For the Software Testers, it was (to coin a phrase) “A much simpler time”. During this time-frame the Software Testers actively working hard to get themselves recognized as a necessary part of the software development process, and not just some kine of ‘bottle-neck’ that delays a products release. Credit to the testers for actually achieving that goal!

    Having worked so hard to achieve their aim, Software Testers found themselves under threat, a threat which in a way came from inside their own camp. The threat I am talking about was ‘Test Automation’. Loose talk around the offices focused on how ‘so much more useful’ this kind of testing was. Testing could be ran 24 hours a day and repeated many times faster than a manual tester could perform. The humble Software testers were considered a dying breed. But, hang on a minute…..we are still here!

    Rather than migrating the manual testing over to automated testing entirely. The move was actually more of a ‘leaning’ instead. A typical software development company will include only ‘some’ automated testing. Just tests where automation would enhance the manual testing or save a bit of time. Some testers have switched over to becoming devoted to test automation and that is now their primary job.

    So while the road of a Software Tester has been ‘uneven’ to say the least. They have in fact, now firmly established their role as a necessary part of the software development cycle. Once considered to ‘dying out’, the Software Testers have not only ‘beaten’ the threat of test automation, but actively use it alongside their own work to assist it and to enhance it.

    So what it is store for the future of Software Testers? Well, software is still going strong and is now present on other platforms. The most popular ‘new’ platform has to be the ‘iPhone’. It pretty much came from nowhere and has now topped 250,000 Apps that have been developed. These iPhone Apps are just regular software applications designed to work on a specific type of hardware. Many software testers are realizing that their software testing skills can be transferred over to this new kind of software development, and are becoming iPhone App Testers. There now exists iPhone App testing companies that are dedicated to providing iPhone App Testers to improve the quality of this rapidly growing phenomenon.

    The future looks bright for Software Testers and iPhone App Testers alike, and that’s good news for the people who want quality from the software they are using, whether its a PC application, web application or an iPhone App.

    Insurance Sales Training – Effective Sales Presentations Use Sugar & Spice

    Insurance Sales Training Managers try to push the tough spice approach for insurance sales presentations. However, the most effective sales presentations, start with a little spice, and allow the client to apply the sugar. Find out the secrets to using this effective sales training and presentation method.

    When you start your insurance sales training, your unit manager stressed that you push, push, and push. This applies not only to cold calling to get leads, but also to acquiring sales presentations. Your prospects on the other hand have had thousands of sales people try to sell them on the spot or gain an interview. Prospects hate pressure, so when they are pushed, automatically their mind tells them to push back. This is regardless of how much the product being offering could benefit them. If they do not object right away, they will wait until the end of the sales presentation to could up with a truckload of objections.

    How about unique insurance training advice that does not use the push approach? You probably would also not mind learning more about how to quit selling. Effective sales presentations use just the right combination of spice and sugar to make the prospect want to buy. If this sounds good, and your mind is receptive, continue reading. This is my personal approach with ordinary clients that was one of my main keys. It helped me in obtaining an over 90% closing ratio and become a multi-millionaire. All this with middle class clients.

    Sugar and spice results in everything nice. A saying you should implant in your memory bank.

    THE EFFECTIVE SALES PRESENTATIONS METHOD

    It would be nice to be able to take an eraser and delete almost all the insurance sales training techniques you learned. Instead, you need to be convinced by examples before you mind will let you throw away all those bins of useless garbage. You first “secret” is being careful using yes and no questions unless you know the answer is going to be yes. Questions like, “If I could show you how much this product could be of value today, you be ready to buy it now? I can think of 20 reasons to answer no. Even today, when sales people give me that line it gives me the urge to kick them in the shins. Instead, I just walk away. Your second secret is to never apply pressure. Here is my alternative, in asking question techniques. You will see the secret of taking my question, and applying the answer I want to hear. Upon getting the exact answer I wanted, I congratulate the client as if the client originated the reply.

    Example 1 “It really bothers me to see someone ends up in a state nursing home, how does it make you feel?” Prospect answers, “It hurts, my brother was in a state care facility for 3 years before he died and received poor care. Your right, I talk to so many seniors, and completely forgot about the poor care they receive. Certainly, it is a shame for them to have to lie all day in a bed where the staff commonly ignores them. I wished I met more intelligent people like you that are really concerned.

    Comments 1 I started with spice, laying out an visually emotional scene. My question, “how does it make you feel” would take a complete imbecile to give a cold uncaring answer. I then took the clients answer, and used spice and sugar. The spice shows concern about the situation I wanted them to have. My taste of sugar into saying I completely forgot their good point. Then I sincerely poured the sugar on by congratulating as being intelligent and concerned. As a result, the client sees me as someone likeable, knowledgeable and trustworthy. Three conditions required before a prospect will by from you. The compliments boosted their ego as working with someone on their level they would like to conduct business.

    Example 2 “As you already know I believe in owning life insurance, but my clients often wonder how much life insurance they show own, what type, and what cost.” “I am going to ask you, what I ask them, what are your feelings about life insurance and paying for it?” (I want to find out their emotion desire) Typical response: “We are concerning about making the house payments if one of us died, yet we don’t have a lot of money to spend.” My response. “I am glad how family orientated you seem in being concerned about keeping what you have to own.” “Here is what I do for hundreds of families like you that are on a tight budget.” “I show that a plan with basic benefits and a low cost, and also one with more options to consider at a bit higher amount.” “Does it sound okay with you, if I show you two good options and then you decide which is best?” I never received a no answer to that question. If it did occur, I would have immediately as this meant a not sincere prospect.

    Comments 2 Again I started with spice on the need for life insurance. Adding a little sweetener was telling them about many others being in the situation they are. Next, they gave me the emotion desire I needed to find. People buy life insurance for all types of emotional reasons, miss the right one and you miss a sale. I then congratulated for being concerned about their family. The money issue would have become an objection, but I turned it into a pre-sales commitment. By giving a choice of options, the pressure was released. I never asked for a money commitment, instead I brought them into the decision making process. I was not selling; instead, I was giving them the opportunity to buy. I was merely a consultant. However, I nailed down the sale when they agreed to decide which plan was best. Secret: The wife often chooses the higher price option.

    In this article, you received advanced insurance sales training your manager could never give. Develop sales questions using the sugar and spices techniques. Your effective sales presentations will turn into more sales and more commissions.