Emotions Over Information: The Key to Powerful Presentations

All presentations share a common goal: to persuade the audience to take action—whether it’s to buy a product, implement a new strategy, or change behavior.

Most people believe that presenting a logical argument is enough to convince others (Here are the reasons you should agree with me…). However, in reality, when it comes to persuasion, emotions play a far greater role than logic.

Imagine asking someone for 200,000 euros to purchase new software. Naturally, they’ll want to know if the investment is worthwhile, what they’ll get in return, and when the project will pay off. Or consider asking a group of managers to start giving feedback to their teams—they’ll question why it’s necessary and how it will benefit them.

These are logical questions, but they’re tied to an uncertain future. And logic alone won’t provide definitive answers, because no one can predict the future with certainty. Instead, the decision will be driven by emotion.

Those deciding to invest 200,000 euros aren’t choosing based purely on facts—they’re making a calculated guess, grounded in feelings of trust, security, or ambition. Similarly, a manager won’t know for sure the impact their feedback will have, so their decision will come from their instinct.

When you present, you’re asking your audience to judge an unknown future. Logic and data alone aren’t enough—they will make their decision based on emotional factors like trust, confidence, hope, and desire. While facts and rational arguments provide essential support and reassurance, they aren’t the ultimate drivers of action.

People don’t crave more information; they crave emotional connection and the comfort of feeling secure in their decision.

So, the next time you present, remember: your audience’s heart will decide long before their mind does. Appeal to their emotions, and you’ll be far more persuasive.