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Training presentation skills

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  • You will probably agree that one of the most frustrating and boring activities in our work is listening to dull and silly presentations.Media provider comes to us to present irrelevant proposal, subordinates prepare unstructured presentation that is complete bullshit.You are lost, you are bored, you waste your time.My motto is “Never give a presentation you wouldn’t want to sit through yourself.”Take this credo and techniques in this training – they will help you to become much better in public speaking – Resonate with your audience and –Influence their behavior.
  • My personal story – how much money do I earn annually speaking publicly.Isn’t it the reason to master some tools for developing nice presentations that persuade people?
  • …DIM THE PROJECTOR
  • Stories- this is why we love Steve Jobs presentations, this is why we love TED show.
  • Aristotle claimed that to persuade, one must employ three types of communication:Ethical appeal (ethos): garner respect through credibility and characterEmotional appeal (pathos): stir emotions and imagination of the audienceLogical appeal (logos): provide evidence through words, structure, and data
  • Connect with the audience through shared values and experiences.Create the right balance of analytical and emotional appeal; this will bolster your creativity.The audience will feel connected to and have respect for your idea.
  • Develop a structure to keep the presentation intact and help it make sense.Make a claim and supply evidence that supports the claim.It is necessary to use logical appeal in all presentations.
  • Stimulate your audience through appeals to their feelings of pain and pleasure.When people feel these emotions, they will throw reason out the window.People make important decisions based on emotions.
  • Сидел Илья Муромец на печи 33 года, да захотелось ему в Киев-град.В Киеве воевода понадобилсяНо беспокоился Илья за мать своюТогда Князь Владимир сам явился и поведал Илье о том, что…Соловей-Разбойник украл половину казныКнязь Владимир слово держать будет (звать самого сильного война на борьбу с бедой)За что обещал свою дочку в жены и палаты свои белокаменные (ровно половину)Отправился Илья в путь-дорогуПрямо в палаты княжеские, где Владимир и поведал ему историю страшную (про Соловья)Созвал Илья друзей своих Добрыню и АлешуПобедили они Соловья и сыновей его.Илья женился на дочери князя и стал счастливым.
  • Most great presentations unknowingly follow this form.Here are some examples.
  • The first turning point to occur in a presentation is a call to adventure, which triggers a significant shift in the content.The call to adventure asks the audience to jump into a situation that, unbeknownst to them, requires their attention and action.This moment sets the presentation in motion.
  • Your job as a communicator is to create and resolve tension through contrast.My personal story is making a decision to continue mathematics and start working, still not losing competence – that’s why I’ve chosen media.
  • The audience wants to know if your views are similar to or different from their views.Oppositional content is stimulating; familiar content is comforting.Together, these two types of content produce forward movement.
  • Whether a presentation is political, corporate or academic, the audience consists of 4 distinct types of people capable of taking action:doers, suppliers, influencers, and innovators.When audience members see how they can help, it leads to momentum and quicker results.
  • The end of the presentation is on a higher plane in the presentation from than the beginning.The ending should leave the audience with a heightened sense of what could be and a willingness to be transformed – - to be able to either understand something new or do something differently.Audience transformation is the goal of persuasion.Anecdote about Shtirlitz and skrepki.
  • In order to get the most of the audience, describe the possible future outcomes with wonder and owe.Show the audience that the reward will be worth their efforts.The presentation should conclude with the assertion that your idea is not only possible but that it is the right – and better – choice to make.
  • Евгения Михайловна Полонская – «Сказка про Голого Короля»
  • Presentations should have a destination.If you don’t map out where you want the audience to be when they leave your presentation, the audience won’t get there.… a story about a sailor going elsewhere with resistant wind etc. …You have to set a course, and that means developing the right content.The destination you define can serve as a guide.Every bit of content you share should propel the audience towards that destination.
  • Keep in mind that a presentation is designed to transport the audience from one location to another.They will feel a sense of loss as they move away from their familiar world and closer to your perspective.You are persuading the audience to let go of old beliefs or habits and adopt new ones.
  • A big idea is that one key message you want to communicate.It contains the impetus that compels the audience to set a new course with a new compass heading.It has also been called the gist, the take-away, the thesis statement, the single unifying message.
  • People come to hear you speak; since they want to know your perspective on the subject, you should give it to them.For example, “Online Video in Russia” is not big idea – it’s merely a topic.“Online video has become mass communication channel that we cannot ignore as it reaches over 45% P18-45 weekly” is a big idea that has unique point of view.
  • The big idea should articulate the reason why the audience should care enough to adopt your perspective.Conveying what’s at stake helps the audience recognize the need to participate to become heroes.Without a compelling reason to move, a big idea falls flat.
  • Stating the big idea in sentence form forces it to have a noun and a verb.
  • Example of a big idea in 20 words
  • Emotion is another important component to the big idea.Ultimately there are 2 emotions – pleasure and pain.A truly persuasive presentation plays on those 2 emotions to do one of the following:Raise the likelihood of pain and lower the likelihood of pleasure if they reject the big ideaRaise the likelihood of pleasure and lower the likelihood of pain if the big idea is accepted
  • Each idea should be mutually exclusive and not overlap with others.Otherwise you’ll confuse the audience – “Hay, haven’t we talked about it already?”Don’t leave anything out. The audience expects you do be complete.
  • The journey should be mapped out, and all related messages should propel the audience closer to the destination.
  • Bellow is a couple of tools from change management that can help trigger ideas as you map out the audience journey
  • Change involves the addition of the new and the abandonment of the old.Always to accept something new means sacrificing something else.To adopt your perspective, the audience has to, at a minimum, abandon what they previously held as true.The source of audience resistance is usually related to the sacrifice they know will be required of them – their time for presentation is also their sacrifice…
  • Sacrifice: What would they sacrifice to adopt your idea?What beliefs or ideas will be let go?How much will it cost them in time or money?Risk:what’s the perceived risk?Are there physical or emotional risk they will need to take?How will this stretch them?Who or what might they have to confront?
  • Audience members will often push back or try to find errors in your presentation…Because if they don’t, they have to either live with the contradiction between their old position and the new one you have “sold” them…Or opt to change.
  • They might resist your message because, from their point of view, it puts their reputations, credibility, or honor on the line.
  • What might they misunderstand about the message, the proposed change, or the implications?Why might they believe the change doesn’t make sense for them or their organization?
  • What keeps them up at night?What’s their greatest fear?What fears are valid, and which should be dispelled?
  • In which areas are they vulnerable?Any recent changes, errors, or weaknesses?
  • What mental or practical barriers are in their way?What obstacles cause friction?What will stop them from adopting and acting on your message?
  • What’s their tolerance level of change?Where is their comfort zone?How far out of it are you asking them to go?
  • Where is the balance of power?Who or what has influence over them?Would your idea create a shift of power?
  • People are naturally attracted to opposites, so presentations should draw from this attraction to create interest.Communicating an idea juxtaposed with its polar opposite creates energy.Moving back and forth between the opposites encourages full engagement from the audience.
  • Content contrast moves back and forth to compare what is to what could be - and your views vs. the audiences
  • Emotional contrast moves back and forth between traditional and nontraditional delivery methods
  • Emotional contrast moves back and forth between analytical and emotional content
  • STAGE:Be the main event – share the main eventHide behind podium – be free to roamSTYLE:Serious business tone – humor and enthusiasmMonotone – vocal and pace varietyVISUALS:Read slides – minimize slidesStatic images – moving imagesTalk about your product – show them your productINTERACTIONS:Resist live feedback – embrace real-time feedbackRequest silence – encourage exchangesOne-way delivery – polling, shout-outs, playing, writing
  • Numbers rarely speak for themselves.How big is a billion?Does that figure compare to others?What causes the numbers go up or down?You can leave it up to individual interpretation, or you can explain anomalies and trends by accompanying them with narrative.
  • Explain the grandness of scale by contrasting it with items of familiar size.every day 5500 children die in Africait’s more than 2 000 000 people a year
  • Some numbers sound deceptively small or large until they are put into context by comparing them to numbers of similar value in different context.Every day you waste 50-100 liters of water if your tap is not fixed.
  • Numbers in charts go up and down or get bigger and smaller.Explaining the environmental and strategic factors that influence the changes gives the numbers meaning.
  • Divergent and convergent thinking are two different types of thinking that occur in response to a problem
  • Divergent and convergent thinking are two different types of thinking that occur in response to a problem
  • The ideas need to be filtered down to the points that succinctly support your big idea.If you don’t filter your presentation, the audience will respond negatively – Because you’re making them work too hard to discern the most important pieces.
  • The ideas need to be filtered down to the points that succinctly support your big idea.If you don’t filter your presentation, the audience will respond negatively – Because you’re making them work too hard to discern the most important pieces.
  • Review your presentation again and eliminate all the fodder that doesn’t distinctly support your big idea.
  • Make a point about Victory Day at school if we miss anyone from yesterday
  • There is a definite process for keeping your audiences on the edge of their speech.It is not easy to come by, and it’s not easy to use.However, once you master it, you WILL find doors opening for you……that you never even knew existed.
  • Rule number 4: Practice design, not decoration.
  • Reduce chart junk by removing elements that are decorative or ornamental. Three dimensional chart effects, for example, add nothing of value to your chart. Increase data-to-ink ratio by making every pixel tell a story about your data.
  • Maximize the contrast between your data and the background. The standard Excel default chart, for example, makes it more difficult than necessary to distinguish the line from the background. A white background and de-emphasized gridlines can help.
  • Whenever possible, avoid rotated labels.They are hard for people to read and distract from focusing on the numbers.
  • It’s not necessary to have both a legend and a title for single series graphs. Likewise, the title of a chart may suffice to explain what the reader is looking at.
  • Avoid adding a smoothing feature to your line; it gives the impression of data points that are not there. Similarly, glossy 3D effects are a visual that was impressive in 1999 but contributes no value to your chart.
  • Use flat colors or a bare minimum gradient. Ensure that the bar endpoint is visible. When the gradient fades toward the endpoint, it reduces the ability to clearly see the length of the bar.
  • Add structure and clarity to the chart by sorting by a metric of interest.
  • If you are displaying multicolumn or stacked charts, use variants on a hue or grey to show different data series
  • This creates a lot of unnecessary visual noise and makes similar colors seem related. In addition, bright colors get more perceived emphasis.
  • While graphs allow us to see the shape of data, tables allow us to perform precise lookups and comparison between small numbers of values
  • There is a definite process for keeping your audiences on the edge of their speech.It is not easy to come by, and it’s not easy to use.However, once you master it, you WILL find doors opening for you……that you never even knew existed.
  • Let them know not only what they will get, but also what those tools will empower them to do and to receive.In the example above, I tell them they will get a process that empowers them to keep their audiences…That’s a pretty compelling promise.
  • Don’t toot about yourself as much as you toot about the processes you’ve uncovered.Put the process, not the person, on a pedestal.
  • Give the audience brochures about Mindshare agency
  • Stimulate your audience through appeals to their feelings of pain and pleasure.When people feel these emotions, they will throw reason out the window.People make important decisions based on emotions.
  • You may think you did a great job, but unless your audience agrees with you, that may not be the case. The first thing you need to do is understand what your audience wantsDetermine who the members of the audience are.Find out what they want and expect from your presentation. What do they need to learn? Do they have entrenched attitudes or interests that you need to respect? And what do they already know that you don't have to repeat?Create an outline for your presentation, and ask for advance feedback on your proposed content.
  • “Leadership is the ability to decide what has to be done and then to get people to want it”
  • Will you raise your hand if you want to make more money?Rhetoric question: If I were to ask you, “Is it the year you make more money” perhaps you would say, “Anton, I make enough. I don’t care”Or “Anton, I’d like to, show me how”
  • “If you were born today in US, you would already owe $186,000 to pay off your share of national debt”
  • Small dramatizations convey insights.They can be as simple as a prop or demo, or something more dramatic, like a reenactment or skit.
  • Small repeated sound bites feed the press with headlines, populate and energize social media with insights, and give employees a rally cry.
  • A picture really is worth 100 words and 1000 emotions.A compelling image can become an unforgettable emotional link to your information.
  • Stories package information in a way that people remember.Attaching a great story to the big idea makes it easily repeatable beyond the presentation.
  • If statistics are shocking, don’t gloss over them; draw attention to them.
  • Have you seen a speaker who seemed to say the right things and even say them in the right way but just didn’t affect the audience very much?Have you seen a speaker who seemed to give all the right gestures and the perfect voice but just didn’t seem to connect?Have you wondered what was the thing that kept him from making a greater impact?From my experience, it normally comes down to one reason: a lack of proper mental preparation.
  • Do not look into a mirror. Why? Because your speech is not about you. You wouldn’t look into a mirror when you’re actually speaking to your audience, would you? Then you shouldn’t do it during rehearsal. Rehearsal should mimic the actual performance, so make it as similar as possible. If you want to see what you look like, then record yourself on video (perhaps with a flip video camera) and watch it once you finish.Imagine your audience is in front of you. It’s not enough to just practice knowing your words. It’s important to really see your audience. What are they doing? How are they reacting? How are you responding to their reactions? Who are you looking at and when? Where are you moving and when? This is what I call speaking your way into speaking. Believe it or not, some speakers think rehearsal is sitting down, reading, and memorizing their speech! My belief is that you should not sit down and memorize; you should stand up and internalize. You do that by rehearsing as if your audience is really there.Do at least one mental rehearsal. This, more than any other practice, has been the most effective and meaningful to me. Here’s what I do. I close my eyes and go through the entire presentation in my mind. I see my audience and feel them around me. I mouth the words and make it as realistic as possible. This process is so powerful for one major reason: Once you arrive on stage, you’ll feel like you’re at home. Why? Because you’ve been there before.Don’t look for perfection; look for connection. If you stumble over words or do something that’s not 100% correct, don’t worry about it. It’s not about perfection, it’s about connection. Just keep moving on. Chances are you’re the only one who will notice anyway. This Guideline goes for rehearsal and for the real speech.Exaggerate the things you need to work on. For example, if you don’t pause long enough after making important statements or asking questions, then really exaggerate an extra long pause in rehearsal. Or if you constantly speak at the same energy level (or pace or volume, etc.), exaggerate your contrasts during rehearsal. If you exaggerate it in rehearsal, even though the adrenaline of the live performance will tend to make you revert to your old ways, you’ll be sufficiently stretched enough to fix the flaw. Eventually this new habit will become second nature.
  • That past 10 years of professional speaking have taught me something invaluable that I never expected to learn about audiences
  • You’ve taken your feedback – what should you do next? Rehearse one more time.
  • Define who your target audience is.Ask people who are representative of the audience what they expect from the presentation.Run your agenda by a few people to see if they think something is missing or is overkill.Consider contacting participants by email beforehand and ask a few questions about what they expect.Greet audience members at the door and do a quick survey of why they are there and what they expect
  • Nothing is worse for nerves than trying to give a presentation on a topic you are not well prepared for.you can't possibly cover everything you know in your presentationselect the most pertinent points and then supplement with other material if time allowsinclude occasional questions to the audience to encourage audience participation. This enhances the learning experience and gives you a break from presenting. It also allows you deliver your information in a more conversational manner which is often more believable
  • A common technique for trying to calm nervousness is memorizing what you intend to say. But all this does is make your delivery sound like it is coming from a robot.Structure your presentation so that you give yourself clues to what is coming next.Have a set of key phrases listed on a cue card.
  • Familiarity brings confidence, and practice helps you to deliver the words naturally. This means they will be coming more from your heart and mind, rather than from a piece of paper.If you do feel the need to memorize, limit it to your opening.Try videotaping yourself. You will see what you look like to others and then you can make a plan to change the things that need changing.Prepare for large speaking events by practicing with a smaller audience first; for example, by inviting colleagues to listen to a dry run during their lunch hour
  • Once you know what you are going to say, you need to prepare yourself for the actual delivery.Decide what you are going to wear – make it comfortable and appropriate.Arrive early and get your equipment set up.Anticipate problems and have backups in case something doesn't work, you forget something, etc.If possible, give everything one last run through in the real environment.Prepare responses to anticipated questions.
  • Watch brilliant presentations, get the insights, try to copy
  • You’ve answered some questions I’ve distributed early this week
  • You’ve answered some questions I’ve distributed early this week

Training presentation skills Training presentation skills Presentation Transcript

  • TURNING SKEPTICSINTO BELIEVERSHow to resonate with your audienceCommunication Skills Training, Anton Kopytov
  • >86% CEO’scommunicating with clarity directlyimpacts my career and income (www.distinction-services.com)
  • TODAY’S JOURNEY:STORIES NOT INFOMEANING NOT MEETINGDESIGN NOT DECOR
  • MOVE FROM INFO1 TO STORIES
  • EXERCISE:tell us 2” story why and how did you chosecareer in advertising
  • ETHICAL APPEAL
  • LOGICAL APPEAL
  • EMOTIONAL APPEAL
  • analytical appeal one the heademotional appeal two the heart three the gut four the groin
  • WHAT CAN WELEARN FROMCINEMA ANDTHEATER
  • THE BEGINNING:call to adventure Dramatic tension the gap is created by contrasting the commonplace with the lofty
  • EXERCISE:what’s your call to adventure ?
  • THE MIDDLE:contrast
  • CALL TO ACTION
  • THE END
  • catalogue of personal stories
  • EXERCISE:tell your presentation as a story
  • FROM SLIDES TO JOURNEY
  • WIND DESTINATIONSTART
  • BIG IDEAONE KEY MESSAGEyou want to communicate
  • BIG IDEA
  • EXERCISE:write down THE BIG IDEA of yourpresentation
  • COMPONENTS
  • UNIQUE POINT1 OF VIEW
  • WHAT’S AT2 STAKE
  • COMPLETE3 SENTENSE
  • CRAFT A VISUALSTORY that takes theaudience on a journeyfrom WHAT to WHY toHOW
  • PLEASURE PAIN
  • EXERCISE:reframe your BIG IDEA
  • PLAN THE JOURNEY
  • MECE (McKinsey)Mutually ExclusiveCollectively Exhaustive
  • MEANING NOT MEETING 1 2 3 • JOURNEY • CONTENTSTORIES NOT INFO • PREPARATION DESIGN NOT DECOR
  • EXERCISE:prepare your STRUCTURE
  • MAPPING A JOURNEY
  • move from move to move from move to Abstain • Try Hesitant • Willing Apathy • Interest Ignorant • Learn Aware • Buy Ignore • Respond Chaos • Structure Impotence • Influence Complicate • Simplify Improvise • Plan Confused • Clear Individual • Collaborator Control • Empower Maintain • Change Delay • Do Obligated • Passionate Destroy • Create Passive • Active Disagree • Agree Pessimistic • Optimistic Disengage • Engage Reject • Accept Dislike • Like Resist • Yield Divide • Unite Risky • Secure Doubt • Believe Sabotage • Promote Exclude • Include Skeptical • Hopeful Exhaust • Invigorate Think • Know Forget • Remember Uncomfortable • Comfortable
  • EXERCISE:incorporate any 2 into your story
  • ACKNOWLEDGE THE RISK
  • EMPHASIZE SACRIFICE
  • ADDRESS RESISTANCE
  • WHY PEOPLE RESIST• …• …• …
  • MISUNDERSTANDING
  • FEAR
  • VULNERABILITIES
  • OBSTACLES
  • COMFORT ZONE
  • POLITICS
  • EXAMPLE
  • CONTRAST CREATES INTEREST
  • >65%when contrastcommunicated (American Journal of Sociology, 1986, n=19.000)
  • TYPES OF CONTRAST• …• …• …
  • CONTENT CONTRAST
  • CONTENT CONTRASTalternate point of view • your point of view past/present • future pain • gain problem • solution resistance • action impossible • possible disadvantage • opportunity question • answer
  • EXERCISEadd CONTENT CONTRAST to your presentation
  • EMOTION CONTRAST
  • EMOTION CONTRASTdiagram, process, system biographical storiesdata, evidence, facts benefits, humor, surprisesexample, case-study analogies, metaphorsspecimen, exhibit suspenseful revealssupportive documents shocking reveals
  • EXERCISEadd EMOTION CONTRAST to your presentation
  • DELIVERY CONTRAST
  • EXERCISEadd DELIVERY CONTRAST to your presentation
  • MEANING NOT DATA
  • SCALE
  • COMPARE x3
  • CONTEXT
  • STRUCTURE IS GREATERTHAN THE SUM OF PARTS
  • diverge create choices
  • STEP 1:Grazing5/15/80 rule
  • STEP 2:Looking for Meaning
  • Create Links and Connections
  • #3: DISTILL AND ADOPT
  • diverge converge create make choices choices
  • MURDER YOUR DARLINGS
  • EXERCISE:what will you skip and kill ?
  • MURDER YOUR DARLINGS
  • the best filter is BIG IDEA
  • “ the first draft of anything is shit “
  • EXERCISE:give FEEDBACK to each other
  • TURNING SKEPTICSINTO BELIEVERSHow to resonate with your audienceCommunication Skills Training, Anton Kopytov
  • TODAY’S JOURNEY:DESIGN NOT DECORKINGS NOT MARTYRSIMPRESS NOT BORE
  • 1 PRACTICE NOT DECORATION
  • welcome Hans Roslinghttp://www.ted.com/talks/lang/en/hans_rosling_shows_the_best_stats_you_ve_ever_seen.html
  • Simplifyslides are a visual aid......not a detailed account ofall the information
  • Make numbers meaningful 12 GB of music in iPodenough to listen to your music if you travel to Moon and back
  • Increase data to ink rate
  • Maximize contrast
  • Readable labels
  • Don’t repeat yourself
  • Avoid smoothing
  • Careful use of gradient
  • Sort for comprehension
  • Use color variants
  • Don’t vary colors by point
  • Design tips for tablesRemove gridlinesUse lines to separate conceptually different areasDisplay the smallest amount of numbersUse consistent spacing to create rhythm
  • Readable simple tables Attitude towards advertising is fallingGroup Pay attention Find useful Are positive toLower income 72.2 36.8 26.2Middle class 77.6 40.1 31.0Upper-middle 74.8 37.5 24.1Elite 68.6 30.3 19.1 Source: MMI, Russia, 2009
  • Table design
  • EXERCISE:SIMPLIFY your presentation
  • 2 TREAT YOUR AUDIENCE AS KING
  • ignite your audience with your introduction
  • MAKE A PROMISEwill get a process that empowers you to keep your audiences…
  • build your credibility only with relevant credentials
  • focus on their needson how you’ll help them
  • TALK EMOTIONALLY
  • DELIVER3 SOMETHING THEY WILL ALWAYS REMEMBER
  • STRONGOPENINGS
  • ORIGINAL1 STORY
  • “POWERFUL2 QUOTATION”
  • “Leadership is the ability todecide what has to be done and then to get people to want it “
  • PROVOKING3 QUESTION
  • INTERESTING4 STATISTIC
  • EXERCISE:Think about your OPENINGPUT IT DOWN on paper
  • SOMETHINGTHEY’LLALWAYSREMEMBER
  • TYPES OFS.T.A.R.MOMENTS
  • MEMORABLE1 DRAMA
  • REPEATABLE2 SOUNDBITES
  • EVOCATIVE3 VISUALS
  • EMOTIVE4 STORYTELLING
  • SHOCKING5 STATISTICS
  • >75%fear public speakingmore than death (American Journal of Sociology, 1986, n=19.000)
  • HOW TO REHEARSE
  • “ the first draft of anything is shit “
  • REHEARSEONE MORE TIME
  • EXERCISE:give FEEDBACK to each other
  • SPONRENEITY connection comes from what you didn’t plan to do or say
  • SPONTANEITYDeepen your connectionHumor to remember and repeatOne becomes a star of a speechGet more buy-in because people “buy into whatthey help create”Refresh you as the speaker
  • REHEARSEONE MORE TIME
  • Managing yournerves1. Know the audience2. Know the material3. Structure4. Practice5. Prepare
  • #1 KNOW YOUR AUDIENCE
  • #2 KNOW YOUR MATERIAL
  • #3 STRUCTURE
  • #4 PRACTICE, PRACTICE…
  • #5 Prepare,Prepare…
  • Calm yourself from the insideDrink water - adrenalin can cause a dry mouth, which in turn leads to getting tongue-tied.Have a glass of water handy. Take sips occasionally, especially when you want to emphasize a point.Smile - this is a natural relaxant that sends positive chemicals through your body.Use visualization techniques - imagine that you are delivering yourpresentation to an audience that is interested, smiling, and reacting positively. Cement this positiveimage in your mind and recall it right before you are ready to go on.Before you start talking, pause, make eye contact, smileThis last moment of peace is very relaxing and gives you time to adjust to being the center of attention.Speak more slowly than you would in a conversation andleave longer pauses between sentences. This slower pace will calm you down, and it will also make youeasier to hear, especially at the back of a large room.Stop Thinking About Yourself.Remember that the audience is there to get some information and it is your job to put it across to them.
  • GET INSPIRATION
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  • 14-3233-5152-70