Presentation skill workshop

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

Warning 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

Warning 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

Warning 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 Prepare Rehearse Jack E Rossin

Presentation skill workshop

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