Beyond “Tell Them Three Times” — How to Structure a Presentation That Grabs and Holds Attention

You’ve heard the old formula: “Tell them what you’re going to tell them, tell them, then tell them what you told them.”
It’s simple, clear — and completely outdated.
In today’s hyper-distracted world, your message competes against social media, smartphones, and shrinking attention spans. To stand out, your presentation must not inform — it must grip.

Audiences today are bombarded by media, ads, and constant notifications.
Old frameworks like “introduction–body–summary” sound predictable and safe, but they don’t cut through the noise.
To engage, you need emotion, urgency, and story — not structure alone.

Mini-summary: The classic “three-tell” formula informs, but it doesn’t inspire.

Think of your presentation as a story with characters:

1. The Villain – the problem, threat, or system causing pain.

2. The Hero – your audience, who must act.

3. The Wise Guide – you, the expert, providing clarity and direction.
   Start with the villain to grab attention, make the audience the hero, and end by guiding them toward victory.

Mini-summary: Every powerful talk needs conflict, purpose, and a call to action.

Your audience arrives distracted — thinking about yesterday’s regrets, today’s tasks, and tomorrow’s worries.
You have seconds to snap them into focus.
Start with bad news or a bold statement that jolts attention:

“Businesses in Japan are doomed if we can’t solve the labor shortage.”
That’s when phones drop, heads lift, and minds engage.

Mini-summary: Shock opens minds. Don’t ease in — break through.

Once you’ve captured attention, deepen the tension.
Explain how bad things will get if nothing changes.
Use data, statistics, and proof — not vague opinions.
Show that inaction has real costs. Destroy the illusion that “doing nothing” is free.

Mini-summary: Urgency without evidence is noise; facts make fear credible.

Frame your listeners as the protagonists who can solve the problem.
Use inclusive language:

“I’m sure now that you’ve seen the numbers, you can understand why we must act.”
Guide them step-by-step toward the action you recommend — and let them feel ownership of the solution.

Mini-summary: Make the audience the hero; they’ll remember the mission as their own.

You’re not the hero — you’re the mentor.
Outline a clear plan, anticipate objections, and crush them before Q&A.
Show “what if” scenarios to reassure your audience you’ve thought through every angle.
Clarity and foresight build trust.

Mini-summary: The guide’s wisdom makes the hero believe the journey is possible.

Show what success looks like. Use vivid word pictures to help the audience see change:
the transformed workplace, the motivated teams, the business that thrives.
Make the outcome tangible, simple, and attainable.

Mini-summary: Visualization turns intention into action.

• The “tell them three times” model is outdated.

• Build your talk like a story: villain → hero → guide → victory.

• Start with tension, sustain with data, and end with transformation.

• Storytelling + structure = attention + action.

→ Request a free consultation with Dale Carnegie Tokyo today.

Founded in the U.S. in 1912, Dale Carnegie Training has supported individuals and companies worldwide for over a century in leadership, sales, presentation, executive coaching, and DEI. Our Tokyo office, established in 1963, continues to empower both Japanese and multinational corporate clients across industries.