During this age of constant change and amidst our relentless desire to reflect on those changes, it’s refreshing to know that the timeworn adage ‘some things never change’ is actually true. How to Win Friends and Influence People was first published in 1937, and Dale Carnegie’s reflections on human nature still remain surprisingly poignant today. The continued relevance of this unassuming book speaks to the importance of its content. Here are several lessons regarding presentations we can learn from Dale Carnegie’s masterpiece.
“When dealing with people, let us remember we are not dealing with creatures of logic. We are dealing with creatures of emotion, creatures bristling with prejudices and motivated by pride and vanity.”
It’s thought-provoking gems like this that litter Carnegie’s book. This reflection on human nature is essential to consider when working on a presentation. Your audience is full of emotional, proud, vain people. They are logical in theory– and if you asked, they’d say of course they’re logical people– but when it comes down to it, they’re moved by their emotions. Puppies make them smile, little babies make them coo, and Hallmark commercials make them teary-eyed. Remember that, and use it to your advantage in your presentation. Tug at those heartstrings.
“The only way on earth to influence other people is to talk about what they want and show them how to get it.”
Anyone who’s been around children knows that this reflection is most certainly true. You have to cajole and encourage and incite children to do what you want them to do, and the only way that’ll happen is by telling them what they want and showing them how to get it. For example: “I know you want to go outside and play, but you have to eat your peas first.” Thus, the child knows he must eat his peas to get what he wants. Use this approach in your presentation. Make sure you understand what your audience wants, and that your presentation shows them how they can get it.
“‘If there is any one secret of success,’ said Henry Ford. ‘It lies in the ability to get the other person’s point of view and see things from that person’s angle as well as from you own.’”
This is wonderful advice for the presenter, and it goes hand in hand with the aforementioned idea. In order to speak accurately about what your audience wants, you must see things from their point of view. It’s essential for any presenter to put themselves in their audience’s shoes. Think about what it’s like to live their lives; think about the challenges and struggles they face on a daily basis. How can you position your presentation so that you’re directly addressing your audience’s concerns?
