Presenting
   With
Confidence
    Techniques for more
    powerful presentations




          Copyright 2009. Jack E Ross...
Jack E Rossin
Making decisions…

   “Jury” votes for the lawyer they have the
    most confidence in (not on the merits of the
    case...
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 expressio...
Techniques that make you Appear
confident...

   Speaking more slowly
   Storytelling
   Experience presenting
   List...
3 determinants of communication’s
impact

   Words
   Voice (confident and comfortable)
   Non-verbal (posture, eye con...
Tricks to Appearing Confident

   Business theatrics
   Physical techniques
   Losing inhibitions…




                ...
Stretching Exercises

   Just as real stretching reduces tension in
    your muscles, this stretching is designed to
    ...
10 Techniques to Make You Appear
Confident.

   Strong eye contact
   Good posture
   Varying facial/hand/arm expressio...
Techniques that make you appear
confident...

   Speaking more slowly
   Storytelling
   Experience presenting
   List...
The 11th Technique

   Your team. Learn to give honest, specific
    feedback to each other that is clear and
    actiona...
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
   S...
Speaking Volume

   Your voice level drives your energy level,
    posture, animation, body language.
   On a volume sca...
V
Volume
Eye Contact




              Jack E Rossin
Introduce yourself focusing on eye
       contact and volume.


                Take 5 to organize
                Visuali...
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...
“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 n...
Story Guidelines

   You don’t need to tell everything that
    happened, especially if it requires a side
    story to e...
Story Guidelines

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




                  ...
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 bett...
Elevator Speech

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

   Answer the question as if you have been
    asked “So what do you love about what you
    do?”
   An...
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 ...
Don’t Squander the Opening
   Don’t thank the audience
   Don’t say “you’re glad to be here”
   Never tell a joke
   D...
Play the Audience
   The prospect will be most attentive to
    anything that makes his/her job easier,
    smoother, wor...
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...
Develop the Takeaway

   What is the one thing you want the prospect
    to remember about your pitch?
   Why?
   Why?
...
Build the Takeaway into the Opening

   Through logic chain
   Through problem-solution
   Through visualization
   Th...
Business Story Example

             Hut
           Budded
             Pup
            Con

                         Jack...
Business Story Example

             Hot
           Buttered
             Pop
             Corn

                         ...
Prepare an Opening to a
     Presentation

           MAXIMUM 2 minutes
           long. Take 10 to
           prepare. Pa...
Critique




   Pick a spokesperson




                   Jack E Rossin
Using Notes when Speaking

   Three schools of thought
    –   Never
    –   Use bulleted notes
    –   Write word for wo...
Using Notes - Conclusion

   Whatever makes you feel most confident is
    the right technique as long as you can
    mai...
Listening Skills

   Listen more, talk less.
   Listening…understanding what the client
    needs…is the foundational sk...
Answer questions when asked

   If asked a question, never say “we’ll get to
    that later.” It makes you look inflexibl...
Handling the handover

   Introduce your colleague, but don’t cover the
    specifics of what he is going to say.
   A b...
Handover exercise

   Go around the room handing over the
    interview to the next person.
   A well rehearsed handover...
PowerPoint Guidelines

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

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

...
PowerPoint Guidelines

   Keep word count low, type size large.
   Keep the number of pages to a minimum.
   Avoid clip...
PowerPoint Guidelines

   Set up all equipment in advance
   Use a remote control clicker
   Never turn the lights down...
PowerPoint Guidelines

   Animation is OK, but be consistent
   Animation can slow you down…
   If I have to turn
   E...
If you’re an inexperienced presenter…

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




          ...
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 ...
Closing Rules

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




                     ...
Sell us on something you are
      passionate about.

             Use a close and an
             advance to end the
    ...
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!
 ...
Summary of today

   Most juries vote for the presenter who is
    most confident, regardless of content.
   Juries want...
What Confident presenters have in
common

   Eye contact
   Posture
   Facial expressions
   Speaking volume
   Comma...
Confident speakers

   Speak slowly
   Tell stories
   Experience in interviews
   Listening skills
   Preparation/re...
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 co...
Summary - Opening

   Identify the takeaway
   Layout the supporting material
   Is there an opportunity for a story?
...
Summary

   Rehearse your handovers with the group
   Use PowerPoint Sparingly and always talk to
    the audience, not ...
Summary - Close

   Close with energy and pace
   Review all key points
   Reiterate your Takeaway
   The Advance
   ...
Tips
   Using Notes
   Sit or stand?
   Best practice
   Think positive
   Elevator speech
   Lots of opportunities
...
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 b...
Your mother’s advice

Prepare
Rehearse


                       Jack E Rossin
Thank You.




    Go forth and present.




              Copyright 2006. Jack E Rossin
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Presentation skill workshop

  1. 1. Presenting With Confidence Techniques for more powerful presentations Copyright 2009. Jack E Rossin www.jackeros
  2. 2. Jack E Rossin
  3. 3. Making decisions…  “Jury” votes for the lawyer they have the most confidence in (not on the merits of the case). Jack E Rossin
  4. 4. If you appear confident, they will buy what you’re selling! Jack E Rossin
  5. 5. I can’t make you be confident. Jack E Rossin
  6. 6. I can make you appear confident. Jack E Rossin
  7. 7. 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
  8. 8. Techniques that make you Appear confident...  Speaking more slowly  Storytelling  Experience presenting  Listening Skills  Preparation/rehearsal Jack E Rossin
  9. 9. 3 determinants of communication’s impact  Words  Voice (confident and comfortable)  Non-verbal (posture, eye contact, gestures) – blink Jack E Rossin
  10. 10. Tricks to Appearing Confident  Business theatrics  Physical techniques  Losing inhibitions… Jack E Rossin
  11. 11. 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
  12. 12. 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
  13. 13. Techniques that make you appear confident...  Speaking more slowly  Storytelling  Experience presenting  Listening Skills  Preparation/rehearsal Jack E Rossin
  14. 14. The 11th Technique  Your team. Learn to give honest, specific feedback to each other that is clear and actionable. Jack E Rossin
  15. 15. 3 Key Presentation Techniques?? Jack E Rossin
  16. 16. 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
  17. 17. 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
  18. 18. V Volume Eye Contact Jack E Rossin
  19. 19. Introduce yourself focusing on eye contact and volume. Take 5 to organize Visualization technique Jack E Rossin
  20. 20. Warning The 3rd key skill technique coming up! Jack E Rossin
  21. 21. 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
  22. 22. “If you have something important to say, wrap it in a story.” Jack E Rossin
  23. 23. 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
  24. 24. 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
  25. 25. 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
  26. 26. Tell Us a Story 2 minutes long Take 10 to prepare Jack E Rossin
  27. 27. Critique Name a spokesperson Jack E Rossin
  28. 28. Confidence Techniques  Posture  Hands  SMILE. Really!  Vocal pace. Pause for learning. Jack E Rossin
  29. 29. Non-words  Ah  Oh  Um  Hmm  Aaa  $1 exercise Jack E Rossin
  30. 30. Comprehension  The single most important factor in comprehension is sentence length.  Short sentences work better.  One thought per sentence. Jack E Rossin
  31. 31. 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
  32. 32. 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
  33. 33. Warning Major “Opening” exercise coming up! Jack E Rossin
  34. 34. Building the Presentation Open  Middle  Close Jack E Rossin
  35. 35. Focus on the Open  Audiences are most attentive in the beginning  Energizes you and the audience  Gives you confidence Jack E Rossin
  36. 36. 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
  37. 37. 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
  38. 38. Grand Openings  Identify your Takeaway Jack E Rossin
  39. 39. 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
  40. 40. Develop the Takeaway  What is the one thing you want the prospect to remember about your pitch?  Why?  Why?  Why? Jack E Rossin
  41. 41. Build the Takeaway into the Opening  Through logic chain  Through problem-solution  Through visualization  Through a story… Jack E Rossin
  42. 42. Business Story Example Hut Budded Pup Con Jack E Rossin
  43. 43. Business Story Example Hot Buttered Pop Corn Jack E Rossin
  44. 44. Prepare an Opening to a Presentation MAXIMUM 2 minutes long. Take 10 to prepare. Pair off. Jack E Rossin
  45. 45. Critique Pick a spokesperson Jack E Rossin
  46. 46. Using Notes when Speaking  Three schools of thought – Never – Use bulleted notes – Write word for word Jack E Rossin
  47. 47. Using Notes - Conclusion  Whatever makes you feel most confident is the right technique as long as you can maintain eye contact. Jack E Rossin
  48. 48. 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
  49. 49. 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
  50. 50. 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
  51. 51. 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
  52. 52. 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
  53. 53. PowerPoint Guidelines  Even the best PowerPoint can be a distraction for and from the speaker.  Use sparingly Jack E Rossin
  54. 54. 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
  55. 55. 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
  56. 56. 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
  57. 57. If you’re an inexperienced presenter…  Either use one animation sparingly, or…  Don’t use it at all. Jack E Rossin
  58. 58. Warning Major “Closing” exercise coming up! Jack E Rossin
  59. 59. Closing Thoughts  A close has two parts -Summary -The Advance Jack E Rossin
  60. 60. Summarize with Passion  Summarize with lots of supporting data  Pick up pace, volume and energy  Make the close a crescendo Jack E Rossin
  61. 61. Closing Rules  Deliver The Advance  What action do you want them to take?  Thank them. Jack E Rossin
  62. 62. Sell us on something you are passionate about. Use a close and an advance to end the pitch. Jack E Rossin
  63. 63. Critique Pick a spokesperson Jack E Rossin
  64. 64. 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
  65. 65. 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
  66. 66. What Confident presenters have in common  Eye contact  Posture  Facial expressions  Speaking volume  Command of material Jack E Rossin
  67. 67. Confident speakers  Speak slowly  Tell stories  Experience in interviews  Listening skills  Preparation/rehearsal  A strong team Jack E Rossin
  68. 68. 3 Key Presentation Techniques?? Jack E Rossin
  69. 69. 3 Key Techniques  Eye Contact  Volume  Storytelling Jack E Rossin
  70. 70. 3 determinants of communication’s impact  Words  Voice (confidence and comfortable)  Non-verbal (posture, eye contact, gestures) Jack E Rossin
  71. 71. Summary - Opening  Identify the takeaway  Layout the supporting material  Is there an opportunity for a story?  Package the material  Visualize success Jack E Rossin
  72. 72. Summary  Rehearse your handovers with the group  Use PowerPoint Sparingly and always talk to the audience, not the screen. Jack E Rossin
  73. 73. 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
  74. 74. Tips  Using Notes  Sit or stand?  Best practice  Think positive  Elevator speech  Lots of opportunities Jack E Rossin
  75. 75. Tips  Transitions  Smile  Energy  Pause  Video tape  Posture  Exit Jack E Rossin
  76. 76. 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
  77. 77. Your mother’s advice Prepare Rehearse Jack E Rossin
  78. 78. Thank You. Go forth and present. Copyright 2006. Jack E Rossin
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