Interpersonal Interpersonal Communication SkillsCommunication Skills

Effective Presentation Skills:

Verbal and Nonverbal

Today’s MenuToday’s Menu

Turn in A3 – Listening ExerciseDiscussion of Presentation SkillsA4 – Sales Pitches of Product Proposals

(Due Thursday)

What is the…? What is the…?

#1 fear in most adults:

#1 predictor of professional success and upward mobility:

Public Speaking

Public Speaking

It’s almost all “public”…It’s almost all “public”…

Only the size of the audience changes

A large audience in a public forum

A conference room of board members

One other person in a sales presentation

Everyone Experiences ItEveryone Experiences It

Physiological signs of stage fright

Quaking voice

Trembling knees

Fidgeting hands

Clearing throat

Lack of eye contact

Monotone delivery

Blank expression

Pacing or rocking

Training the ButterfliesTraining the Butterflies

Admit you feel anxiousRemember you are the expertFocus on the audience’s needsKnow your material wellPractice, practice, practiceGet the audience to participateEstablish rapport

Use names, eye contact

Training the ButterfliesTraining the Butterflies

Check the facilities in advanceResearch the audienceRelax. Breathe deeply. Visualize.Dress comfortably and appropriatelyUse your own styleUse audio visual aidsSmile

Start with a clear objectiveStart with a clear objective

Why am I giving this presentation?

What do I want my audience to know or do at the end of the presentation? Understand an issue? Take action? Change attitude?

Is my objective realistic?

Know your audienceKnow your audience

Analyze the needs of the audience: Why should they listen? How does what you say affect them? What benefit will they get from listening?

What do they already know?

What do they need to know?

What do they expect?

Get their attentionGet their attention

An interesting story

Examples

Meaningful quote

Startling statistic

Appropriate/relevant

Never apologize

Start with a bang!

The IntroductionThe Introduction

What’s in it for them?

Establish your credibility

Present your agenda

What do you expect of the audience?

The Main MessageThe Main Message

Make fewer points, but make them well

Consider how to organize the main points Problem-solution, cause-effect, feature-benefit? Strongest point first or last for emphasis

What kind of/how much information is needed to support the main points?

The Main MessageThe Main Message

Include organizational signposts

Make arguments explicit

Anticipate and neutralize counterarguments

The ConclusionThe Conclusion

Sum up/stress main points Signal the windup Repeat main ideas Emphasize consequences

and benefits

Include a call for action

Finish witha bang!

Nonverbal Presentation SkillsNonverbal Presentation Skills

Gestures

Eye contact

Voice

Expressions

Stance/Movement

Assignment 4Assignment 4

Sales Pitch of New Product Proposal – Due Thursday Group selects one new product Define “customer” Decide how to communicate product

benefits and persuade to purchase Present for 8 minutes – share time equally Focus on practicing your nonverbal skills