Mentalist Hacks for SaaS Presentations and Demos are going to show you how to more effectively read your audience by tightening the information you are delivering. Contrary to this title, the tricks of the mentalists are far from allusions, they are based on demographics and discovery. Let us show you how to use some of these hacks to present better and give yourself more mental space to observe and react to your audience, not what you are presenting.
Mentalists have captured popular imagination for centuries. The idea of someone reading your mind AND knowing the past and future have played roles in all of humanity. Most recorded history recounts there being soothsayers or holy people with incredible powers, but what do all these powers have in common really?
- Heightened Sense of Observation: In ancient and tribal societies, members with disabilities such as blindness or deafness were assigned the role of healer, soothsayer or in closer communion with the gods, due to heightened sense of observation.
- Ability to Read People: The ability to read people is derivative of a heightened sense of observation AND the ability to act in accordance with what the statistically probable next action will be.
- Empathy: Your ability to develop and show empathy is key to cementing trust with your audience. Simply observing and predicting,without awareness of the audience and their emotions, creates doubt and scepticism.
Mentalist Hacks for SaaS Presentations
The essential skills you need to master mentalism can also help you master a sales presentation. If you know your product backwards and forwards and have a variety of essential statistical information memorized, you are halfway to performing Sales Mentalism. Mentalists, like Stand up comedians, or your favorite sales icons, might appear to be performing off the cuff, but their presentation is anything but spontaneous, they are based on probabilities, subliminal programming, and empathy mapping.
Below is a quick Mentalist Trick that is really, all probabilities:
- Ask audience to think of a number between 1 and 10, and multiply it by 9. Then ask them to add the digits together and subtract 5.
HInt: The final answer is always 4
- Ask the audience to assign a letter to the number they arrived at, A-1, B-2, C-3, D-4
Hint: It will be D because the number is 4
- Ask the audience to think of a country that begins with the letter.
Hint: Statistically, most audience members will think Denmark
- Ask the audience to choose an animal with the next letter of the alphabet.
Hint: Most people will choose elephant
- Ask the audience to choose of the color.
Ready for the Magic? Tell them they are thinking of grey elephants from Denmark.
This is a mentalist trick illustrating how the audience mind is engaged in all types of different tasks; math, thinking of countries, and then choosing colors and animals, while your mind is free to observe your audience and gather more information. You know the outcome because each element of this trick is based on statistics and probabilities gathered previously. This is precisely why we need to be thinking WAY harder about the statistics we are presenting and how the audience will perceive it during our SaaS demos.
Information presented properly, researched down to the letter, scripted and practiced, and delivered with probabilities checked gives you confidence. If you lack advanced presentation skills and are nervous, this confidence through probabilities is going to carry your presentation. Before demoing create a checklist and assess audience probabilities based on demographics that are no fail. We offer a workshop and coaching to define these probabilities to give your presentation this edge.
Subliminal Programming is a tool that allows the audience to draw their own conclusions on the value of your product without narrating the demo or explicit mention of the value. When an audience draws their own conclusions, they are more likely to buy your product. Devise a series of questions, based on your discovery, that offer obvious answers in your demo, and lead your audience to choosing your product. See the red hammer example.
Below are a series of questions that create a specific idea. These questions create an image in a person’s mind and you can lead them to the answer that you want.
This is a classic Mentalist trick.
- What day is Christmas?
- What are hamburgers made of?
- What government did the USSR have?
- What side of the road do they drive on in Europe?
- Can you think of a color and a tool?
What are you thinking of? Red Hammer. Why? Because the USSR Flag is the question that most would need to consider most closely, and it contains a red flag with a hammer. The other questions are arbitrary.
Applying this technique to your demo is not seemingly straightforward, but presenting images that subconsciously solve the client issues with your product is. You see this in many demos, but rarely is it explained in subconscious terms. Consider placing your product solution in the normative language of your client or visually in sync with their tech stack. You have just subliminally offered value.
Using the Mentalist Hacks for SaaS Presentations
We outlined just two techniques that mentalists use to wow an audience and how you can use them to persuade an audience indirectly, but what are we really trying to do? These techniques give you more time to observe your audience and react to objections that they might bring with empathy. Observing and reading your audience, and reacting with empathy during a presentation is going to be the keys to closing. Therefore, our final step is empathy mapping your audience. We have a guide to this here!Â
Want to learn more about how to apply these tricks and others in presentations? Take a look at some of our tools of the trade and check out our workshops for Master Classes on presentation.