Speech pyramid: how to arouse audience trust with the help of Dilts levels

A project decision or financing a startup can depend on just one presentation. This is especially catchy when a professional has to speak, who could direct this time to development. If your company does not have separate managers who are engaged in marketing and sales, you can master the speech pyramid in just an hour, the method of non-directive influence on the audience and the rules for developing business presentations. Read more in this article.


Speech Pyramid

When you design a presentation for a presentation at a conference or other event, remember that the audience is usually not motivated to agree with your every word. This is normal - everyone has their own experience and beliefs. Before saying “Do it ...”, SpeechBook author Alexei Andrianov recommends preparing an audience. For this, he gives the pyramid of the match. Experienced managers can recognize in it the pyramid of logical levels of Robert Dilts.


1. Level of environment

To set up an audience, a couple of phrases about what surrounds the audience are enough. The phrases should be obvious and understandable to everyone present. For example: “Colleagues, today is the middle of the month, we are going to discuss the results” or “Friends, today we in this audience will analyze the case of the company together ...”.

2. Level of behavior

Briefly describe your audience’s actions. Formulate the action in verbs in the present tense: “do”, “decide”, “change”. For example: “We meet with customers every day” or “The market situation changes every minute.”

3‍. Ability level

Offers at this level reflect your assessment of voiced actions. Speak with adjectives: “quickly”, “here it is better - there it is worse”, “lower”, etc. Examples: “The results of the departments are different, here is the rating” or “This product entered the market in 3 months, and this time it’s a launch stretched out for a year. "

4. Level of Values ​​and Beliefs

Transitional from lower levels to entities. One short sentence is enough to indicate value. Marker words: “Believe,” “Important,” “Important,” “Valuable,” “Love.” For example, “There is nothing more important than company independence” or “I believe that this approach will help defeat competitors.”

5. Identification level

The shortest in speech. To which group do you attribute those present? “We are HRs”, “We are sellers”, “We are investors”, “We are marketers”. Remember, for whom you created a presentation for the conference or evaluate who is in front of you. Perhaps an even more powerful identification will appear: “We are experts in the sale of unique equipment.”

6. Mission Level

It is here that we need to talk about why everything is being done. Remind the audience about it and activate it to action. “It depends on us today what the company will be tomorrow”, “For the sake of launching a new technology for treating children”, “So that our families live in abundance” - here are a few examples.

‍ 7. Downhill

Only after you have raised your audience at all levels can you call for action. What do you want your audience to do? Raise your voice a little and say it. Start with the verb imperative.

Non-directive exposure

What other non-directive effect? There are numbers, data, graphs! Of course, but they are enough only for one part of the hemisphere, and a person makes a decision also on an emotional level. To activate, you need to turn to the representative system of the listener, to enable the audience to present your information in their head. The story deals best with this because it helps the listener to find examples from their experience and combine them with the data during the presentation.

Remember the famous Steve Jobs talk to Stanford graduates? He told three stories from his life, substantiating his position and his call to action for listeners. Using only the language of business, this effect cannot be achieved. We make decisions with the brain, but pass them through emotions. History quickly raises the listener to the level of personal values.

To prepare a presentation for a public speech with history, the author suggests using the structure:

  • Introduction
  • The character
  • Outset (problem, crisis, obstacle)
  • Build-up voltage
  • Climax
  • Denouement

Business presentation logic

The logic of a business presentation depends on its purpose, subject of discussion, target audience and context. The author offers two schemes that in general will work. These are the sequences “Past-Present-Future” and “Problem-Offer-Plan”.

The structure of the scheme "Past - Present - Future"

The structure of the scheme "Problem-proposal-plan"

Write in the comments that you would be interested to read about creating presentations.

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