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Create a Relationship

If you get beyond the objection, you generate an opportunity for a relationship. The relationship may last only as long as the presentation, or it may last far longer. Relationships emerge from a community of understanding and a sense of trust. To use a gardening analogy, relationships do not bloom overnight, but they can emerge over time if the ground is made fertile and adequately watered. Oprah has taken the relationship with an audience to an all-time level; over the decades she has been on the air, she has forged a bond with her audience, which has come to understand her as someone who reflects its issues and seeks to make the world better for it.

Both the success of your leadership presentation and your personal credibility depend upon assessing audience expectations. You can establish a relationship only if you demonstrate that you understand and acknowledge audience issues.


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