This wasn't manipulative techniques or a crude sales pitch. It was simply a strategic process of building rapport with the audience and creating the space for them to make an informed buying decision that met all their needs.
The presenter used his great ability in telling a story to hold the state of the audience in a way that had them relate to it [the story] as if they were playing the starring role.
Why was it so enthralling?
1. He built rapport - The teacher engaged the audience from the start. He used his skills to have the audience listen attentively and with anticipation.
2. He managed their state - If you want the audience to get excited, you need to be excited yourself. If you want the audience to be inquisitive you must stir their imagination so that they are curious and eager to know more.
3. He told a story - By using a story, a tale that the audience could relate to, he drew them in. They were able to see themselves within the story and began to make internal connections that resulted in the natural next step of needing to buy.
People buy from those they know, like and trust.
When you create the space for this trust, from a position of the buyer, rather than a seller, the relationship becomes such that people actively seek out the purchasing opportunity knowing that you will be helping them "solve their problem" or "providing the solution". Buying becomes easy for them.