Presentation skill workshop

Copyright 2009. Jack E Rossin www.jackerossin.com

Presenting With Confidence

Techniques for more powerful presentations

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Making decisions…

“Jury” votes for the lawyer they have the most confidence in (not on the merits of the case).

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If you appear confident, they will buy what you’re selling!

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I can’t make you be confident.

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I can make you appear confident.

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10 Techniques to Make You Appear Confident.

Strong eye contact Good posture Varying facial/hand/arm expressions Speaking volume Command of material…

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Techniques that make you Appear confident...

Speaking more slowly Storytelling Experience presenting Listening Skills Preparation/rehearsal

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3 determinants of communication’s impact

Words Voice (confident and comfortable) Non-verbal (posture, eye contact, gestures)

– blink

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Tricks to Appearing Confident

Business theatrics Physical techniques Losing inhibitions…

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Stretching Exercises

Just as real stretching reduces tension in your muscles, this stretching is designed to reduce the inhibitions of your workshop exercises.

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10 Techniques to Make You Appear Confident.

Strong eye contact Good posture Varying facial/hand/arm expressions Speaking volume Command of material…

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Techniques that make you appear confident...

Speaking more slowly Storytelling Experience presenting Listening Skills Preparation/rehearsal

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The 11th Technique

Your team. Learn to give honest, specific feedback to each other that is clear and actionable.

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3 Key Presentation Techniques??

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Eye Contact

Eye contact wins people to your side One thought, one person Don’t talk without eye contact Straight shooters make eye contact

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Speaking Volume

Your voice level drives your energy level, posture, animation, body language.

On a volume scale of 1-10, speak at 7 or 8

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V

Volume

Eye Contact

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Introduce yourself focusing on eye contact and volume.

Take 5 to organize

Visualization technique

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WarningWarning

The 3rd key skill technique coming up!

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Storytelling

The secret weapon of speaking Stories relax you and the audience An immediate way to start great and stay

great Great pitches use stories frequently.

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“If you have something important to say, wrap it in a

story.”

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Story Guidelines

A story has an open, middle and close. Give your story a visual location and mood. Stories need an intro like...”I want to tell you

a story about a …” In telling a true story, you are allowed to twist

facts and sequence to make the story flow better.

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Story Guidelines

You don’t need to tell everything that happened, especially if it requires a side story to explain.

A short sweet story is better than a long rambling one.

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Story Guidelines

Before you tell a story, decide what the ending will be.

Before you tell a story, decide what the ending will be.

Before you tell a story, decide what the ending will be.

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Tell Us a Story

2 minutes long

Take 10 to prepare

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Critique

Name a spokesperson

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Confidence Techniques

Posture Hands SMILE. Really! Vocal pace. Pause for learning.

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Non-words

Ah Oh Um Hmm Aaa

$1 exercise

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Comprehension

The single most important factor in comprehension is sentence length.

Short sentences work better. One thought per sentence.

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Elevator Speech

An elevator speech is a 30-60 second response to the business question “What do you do?”

It typically conveys what you do at your specific job and what your firm does.

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Elevator Speech

Answer the question as if you have been asked “So what do you love about what you do?”

And what is it you admire about what your firm is doing?

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WarningWarning

Major “Opening” exercise coming up!

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Building the Presentation

Open Middle

Close

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Focus on the Open

Audiences are most attentive in the beginning

Energizes you and the audience Gives you confidence

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Don’t Squander the Opening

Don’t thank the audience Don’t say “you’re glad to be here” Never tell a joke Don’t say “I’ve been asked to speak about...” Don’t apologize

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Play the Audience

The prospect will be most attentive to anything that makes his/her job easier, smoother, worry free, faster, cheaper and/or less complicated.

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Grand Openings

Identify your Takeaway

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The Takeaway

What is the one thing you want them to remember from your pitch?

A takeaway is something that is very important to the audience.

Put the takeaway in the open, middle and close

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Develop the Takeaway

What is the one thing you want the prospect to remember about your pitch?

Why? Why? Why?

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Build the Takeaway into the Opening

Through logic chain Through problem-solution Through visualization Through a story…

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Business Story Example

Hut

Budded

Pup

Con

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Business Story Example

Hot

Buttered

Pop

Corn

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Prepare an Opening to a Presentation

MAXIMUM 2 minutes long. Take 10 to prepare. Pair off.

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Critique

Pick a spokesperson

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Using Notes when Speaking

Three schools of thought– Never– Use bulleted notes– Write word for word

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Using Notes - Conclusion

Whatever makes you feel most confident is the right technique as long as you can maintain eye contact.

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Listening Skills

Listen more, talk less. Listening…understanding what the client

needs…is the foundational skill of great professionals.

55% of listening is watching body language

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Answer questions when asked

If asked a question, never say “we’ll get to that later.” It makes you look inflexible.

If interrupted, deal with it. This may be a test. Audience questions and comments always

trump what you have to say…

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Handling the handover

Introduce your colleague, but don’t cover the specifics of what he is going to say.

A better hand-off is to say “We know the budget is important to you, so Joe, our account supervisor with lots of expertise in this area took a look at your project. Joe”

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Handover exercise

Go around the room handing over the interview to the next person.

A well rehearsed handover is the sign of a well oiled team.

Take 5 minutes to prepare.

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PowerPoint Guidelines

The secret to effective PowerPoint is to use it as support, not as a cue card.

Refer to the screen, but do not read the screen.

Talk to your audience. Never speak without eye contact.

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PowerPoint Guidelines

Even the best PowerPoint can be a distraction for and from the speaker.

Use sparingly

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PowerPoint Guidelines

Keep word count low, type size large. Keep the number of pages to a minimum. Avoid clip art and gratuitous photos

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PowerPoint Guidelines

Set up all equipment in advance Use a remote control clicker Never turn the lights down. Never. Rehearse your animations

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PowerPoint Guidelines

Animation is OK, but be consistent Animation can slow you down… If I have to turn Each time I add a line It can get annoying…

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If you’re an inexperienced presenter…

Either use one animation sparingly, or… Don’t use it at all.

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WarningWarning

Major “Closing” exercise coming up!

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Closing Thoughts

A close has two parts-Summary

-The Advance

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Summarize with Passion

Summarize with lots of supporting data Pick up pace, volume and energy Make the close a crescendo

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Closing Rules

Deliver The Advance What action do you want them to take? Thank them.

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Sell us on something you are passionate about.

Use a close and an advance to end the pitch.

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Critique

Pick a spokesperson

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Answering Q&As

An opportunity to advance your premise Don’t repeat the question If you don’t know, say so! Never say “That’s a good question” Answer Yes and No Qs with “...let me tell you

why”

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Summary of today

Most juries vote for the presenter who is most confident, regardless of content.

Juries want to trust you and like you. The more confident you appear, the more

they buy what you’re selling.

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What Confident presenters have in common

Eye contact Posture Facial expressions Speaking volume Command of material

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Confident speakers

Speak slowly Tell stories Experience in interviews Listening skills Preparation/rehearsal A strong team

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3 Key Presentation Techniques??

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3 Key Techniques

Eye Contact Volume Storytelling

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3 determinants of communication’s impact

Words Voice (confidence and comfortable) Non-verbal (posture, eye contact, gestures)

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Summary - Opening

Identify the takeaway Layout the supporting material Is there an opportunity for a story? Package the material Visualize success

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Summary

Rehearse your handovers with the group Use PowerPoint Sparingly and always talk to

the audience, not the screen.

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Summary - Close

Close with energy and pace Review all key points Reiterate your Takeaway The Advance Use Q&A to advance your agenda Listen when the prospect speaks

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Tips

Using Notes Sit or stand? Best practice Think positive Elevator speech Lots of opportunities

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Tips

Transitions Smile Energy Pause Video tape Posture Exit

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One last exercise

Go around the room and tell us the one thing (ONLY ONE) that you would want to work on to be a better presenter.

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Your mother’s advice

PrepareRehearse

Copyright 2006. Jack E Rossin

Thank You.

Go forth and present.