Embed Size (px)
DESCRIPTION
Generic workshop for presentation skill training
Citation preview
Copyright 2009. Jack E Rossin www.jackerossin.com
Presenting With Confidence
Techniques for more powerful presentations
Jack E Rossin
Jack E Rossin
Making decisions…
“Jury” votes for the lawyer they have the most confidence in (not on the merits of the case).
Jack E Rossin
If you appear confident, they will buy what you’re selling!
Jack E Rossin
I can’t make you be confident.
Jack E Rossin
I can make you appear confident.
Jack E Rossin
10 Techniques to Make You Appear Confident.
Strong eye contact Good posture Varying facial/hand/arm expressions Speaking volume Command of material…
Jack E Rossin
Techniques that make you Appear confident...
Speaking more slowly Storytelling Experience presenting Listening Skills Preparation/rehearsal
Jack E Rossin
3 determinants of communication’s impact
Words Voice (confident and comfortable) Non-verbal (posture, eye contact, gestures)
– blink
Jack E Rossin
Tricks to Appearing Confident
Business theatrics Physical techniques Losing inhibitions…
Jack E Rossin
Stretching Exercises
Just as real stretching reduces tension in your muscles, this stretching is designed to reduce the inhibitions of your workshop exercises.
Jack E Rossin
10 Techniques to Make You Appear Confident.
Strong eye contact Good posture Varying facial/hand/arm expressions Speaking volume Command of material…
Jack E Rossin
Techniques that make you appear confident...
Speaking more slowly Storytelling Experience presenting Listening Skills Preparation/rehearsal
Jack E Rossin
The 11th Technique
Your team. Learn to give honest, specific feedback to each other that is clear and actionable.
Jack E Rossin
3 Key Presentation Techniques??
Jack E Rossin
Eye Contact
Eye contact wins people to your side One thought, one person Don’t talk without eye contact Straight shooters make eye contact
Jack E Rossin
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
Jack E Rossin
V
Volume
Eye Contact
Jack E Rossin
Introduce yourself focusing on eye contact and volume.
Take 5 to organize
Visualization technique
Jack E Rossin
WarningWarning
The 3rd key skill technique coming up!
Jack E Rossin
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.
Jack E Rossin
“If you have something important to say, wrap it in a
story.”
Jack E Rossin
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.
Jack E Rossin
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.
Jack E Rossin
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.
Jack E Rossin
Tell Us a Story
2 minutes long
Take 10 to prepare
Jack E Rossin
Critique
Name a spokesperson
Jack E Rossin
Confidence Techniques
Posture Hands SMILE. Really! Vocal pace. Pause for learning.
Jack E Rossin
Non-words
Ah Oh Um Hmm Aaa
$1 exercise
Jack E Rossin
Comprehension
The single most important factor in comprehension is sentence length.
Short sentences work better. One thought per sentence.
Jack E Rossin
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.
Jack E Rossin
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?
Jack E Rossin
WarningWarning
Major “Opening” exercise coming up!
Jack E Rossin
Building the Presentation
Open Middle
Close
Jack E Rossin
Focus on the Open
Audiences are most attentive in the beginning
Energizes you and the audience Gives you confidence
Jack E Rossin
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
Jack E Rossin
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.
Jack E Rossin
Grand Openings
Identify your Takeaway
Jack E Rossin
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
Jack E Rossin
Develop the Takeaway
What is the one thing you want the prospect to remember about your pitch?
Why? Why? Why?
Jack E Rossin
Build the Takeaway into the Opening
Through logic chain Through problem-solution Through visualization Through a story…
Jack E Rossin
Business Story Example
Hut
Budded
Pup
Con
Jack E Rossin
Business Story Example
Hot
Buttered
Pop
Corn
Jack E Rossin
Prepare an Opening to a Presentation
MAXIMUM 2 minutes long. Take 10 to prepare. Pair off.
Jack E Rossin
Critique
Pick a spokesperson
Jack E Rossin
Using Notes when Speaking
Three schools of thought– Never– Use bulleted notes– Write word for word
Jack E Rossin
Using Notes - Conclusion
Whatever makes you feel most confident is the right technique as long as you can maintain eye contact.
Jack E Rossin
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
Jack E Rossin
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…
Jack E Rossin
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”
Jack E Rossin
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.
Jack E Rossin
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.
Jack E Rossin
PowerPoint Guidelines
Even the best PowerPoint can be a distraction for and from the speaker.
Use sparingly
Jack E Rossin
PowerPoint Guidelines
Keep word count low, type size large. Keep the number of pages to a minimum. Avoid clip art and gratuitous photos
Jack E Rossin
PowerPoint Guidelines
Set up all equipment in advance Use a remote control clicker Never turn the lights down. Never. Rehearse your animations
Jack E Rossin
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…
Jack E Rossin
If you’re an inexperienced presenter…
Either use one animation sparingly, or… Don’t use it at all.
Jack E Rossin
WarningWarning
Major “Closing” exercise coming up!
Jack E Rossin
Closing Thoughts
A close has two parts-Summary
-The Advance
Jack E Rossin
Summarize with Passion
Summarize with lots of supporting data Pick up pace, volume and energy Make the close a crescendo
Jack E Rossin
Closing Rules
Deliver The Advance What action do you want them to take? Thank them.
Jack E Rossin
Sell us on something you are passionate about.
Use a close and an advance to end the pitch.
Jack E Rossin
Critique
Pick a spokesperson
Jack E Rossin
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”
Jack E Rossin
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.
Jack E Rossin
What Confident presenters have in common
Eye contact Posture Facial expressions Speaking volume Command of material
Jack E Rossin
Confident speakers
Speak slowly Tell stories Experience in interviews Listening skills Preparation/rehearsal A strong team
Jack E Rossin
3 Key Presentation Techniques??
Jack E Rossin
3 Key Techniques
Eye Contact Volume Storytelling
Jack E Rossin
3 determinants of communication’s impact
Words Voice (confidence and comfortable) Non-verbal (posture, eye contact, gestures)
Jack E Rossin
Summary - Opening
Identify the takeaway Layout the supporting material Is there an opportunity for a story? Package the material Visualize success
Jack E Rossin
Summary
Rehearse your handovers with the group Use PowerPoint Sparingly and always talk to
the audience, not the screen.
Jack E Rossin
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
Jack E Rossin
Tips
Using Notes Sit or stand? Best practice Think positive Elevator speech Lots of opportunities
Jack E Rossin
Tips
Transitions Smile Energy Pause Video tape Posture Exit
Jack E Rossin
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.
Jack E Rossin
Your mother’s advice
PrepareRehearse
Copyright 2006. Jack E Rossin
Thank You.
Go forth and present.
