My Christmas movie streak continues with watching “Scrooge” last night. For the record, the best adaptation of A Christmas Carol is the one starring Alastair Sim. If you haven’t seen it, watch it as soon as possible.

In the movie, Scrooge is visited by the ghosts of Christmas past, present, and future who show him how he’s become such a hard-hearted man, how it impacts the people in his life now, and what the future holds him if he doesn’t change his ways.

That is precisely what YOU need to do with your audience when you do a one-to-many sales presentation. However, you want to absolve them of responsibility for their past actions, i.e., “It’s not your fault things are the way they are now.”

Then you want to amp up the pain they are feeling in their present situation. Remember, you’re not causing your audience pain.  You’re reminding them of the pain they already feel.

Finally, you want to future pace two scenarios. One where they take your advice and their future is bright. The second, where they keep going down the path they’re currently on and how their future looks bleak.

Painting this vision for your audience is one of the essential elements to creating a stampede of sales or people clamoring to book appointments with you.

Kick butt, make mucho DEEnero!

Dave “It’s A Wonderful Life” Dee