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Eliciting States

Eliciting States
As a presenter, you will always be eliciting states within an audi-
ence. At every moment they are going to be in some particular
physiological and emotional state, and this will affect how they
are paying attention to you, how they are learning, and so on. But
are they in the states you want them to be? As the presenter or
trainer you want your audience to be in the ideal state for receiv-
ing and processing the information you are offering them. It is
your job to make sure that they are in the most appropriate state,
your responsibility to know how to do this.
The people in the audience are not there as neutral information
collectors. Once you have rapport with the audience, you can then
lead them through a whole series of different states. Unless your
style of presenting means that you want your audience in a state
of total passivity and boredom the whole time, you will want to
maintain their interest throughout your training or presentation
by providing variety and richness in the states they are in: low,
quiet, meditative, thoughtful states, or high, energetic, excited
states; states of curiosity, great motivation, and so on. Working
with states means you will be fully engaging your audience’s
interest as you take them on a rollercoaster ride through a range
of emotional feelings.

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