The End

Notice that the presentation ends on a higher plane in the presentation form than where it began. The ending should fill the audience with a heightened sense of what could be and make them feel willing to be transformed— to either understand something in a new way or to change their actions. The goal of persuasion is to transform the audience. If you skillfully define their future reward, you will convince them they should be on board with your idea.

The ending has two parts: repeating the most important points and delivering inspirational remarks encompassing what the world will look like when your idea is adopted.

The principle of recency states that audiences remember the last content they heard in a presentation more vividly than the points made in the beginning or middle. So you should create an ending that describes an inspirational, blissful world—a world that has adopted your idea. What will the audience members’ lives look like What will humanity look like? What will the planet look like?

In order to get the most out of the audience, describe the possible future outcomes with wonder and awe. Show the audience that the reward will be worth their efforts. The presentation should conclude with the assertion that your idea is not only possible but that it is the right—and better—choice to make.

Getting the audience to cheer, rise, and vocalize in response to a dramatic, rousing conclusion creates positive emotional contagion, produces a strong emotional takeaway, and fuels the call to action by the business leader. The ending of a great narrative is the first thing the audience remembers.

– Peter Guber

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