Workshop/Seminar 2009 Developed by Rob Buccino Advancing your Persuasive presentation skills

“… at a funeral, most people would rather be the guy in the coffin than have to stand up and give a eulogy.” Jerry Seinfeld

“… at a funeral, most people would rather be the guy in the coffin than have to stand up and give a eulogy.”

Jerry Seinfeld

What are your dreams of presentation success? What’s your presentation nightmare?

Agenda Form Feedback Roles and goals Content Fear

Form

“ Change the way you look at things, and the things you look at change ” -Sun Tzu

criticism we fear

How do you feel when

Clients feel Worried Insecure Personally at risk Impatient Exposed Uninformed Skeptical Suspicious Adapted from D. Maister, Managing the Professional Service Firm, 1993

Worried

Insecure

Personally at risk

Impatient

Exposed

Uninformed

Skeptical

Suspicious

failure clients fear

Let us be afraid for them, not of them

changes Fear of… …………………………… Manipulation ………………… About you …………………….. Presentation ………………… Fear for Cooperation About them Conversation

Fear of… ……………………………

Clients and you vs together What they fear

“ persuasion… is not convincing and selling, but learning and negotiating ” — Jay Conger Jay A. Conger, Professor of organizational behavior at USC Marshall School of Business, “The Necessary Art of Persuasion”, Harvard Business Review May-June 1998, p 94.

You can’t sail anywhere until you learn which way the wind wants to blow Photo © 2007 by Fevi in Cayman www.fevisu.com Used under Creative Commons license.

You can’t sail anywhere until you learn which way the wind wants to blow

How do we discover / learn client interests, needs, and concerns?

Pre - work Desk research Networking Inquiry

Desk research

Networking

Inquiry

In the moment Observing Asking Listening Responding

close The Ten Commandments of Presentations. Harvard Management Communication Letter. Reprint No. C9907C. “… shift your focus from your own symptoms to the audience’s reception of your presentation” Move in

close

interests Five key client

Affability

Authenticity

Authority

Ardor

Accessibility

Your performance content FORMFORMFORMFORMFORMFORM FORMFORMFORMFORMFORMFORM FORMFORMFORM FORMFORMFORM

Start with intention What beliefs should linger? What’s in it for them ?

What beliefs should linger?

What’s in it for them ?

Open with a grabber Declaration/Vision Short true story Quotation Analogy/parable Provocative question

Declaration/Vision

Short true story

Quotation

Analogy/parable

Provocative question

Tie it all together Link to team-mates’ ideas Name names Avoid loose ends

Link to team-mates’ ideas

Name names

Avoid loose ends

Finish with a call to action

Form

looked like Source: Albert Mehrabian, Nonverbal Communication . Chicago; Aldine-Atherton, 1972, p 182. said Clients will remember what you more than what you

Signal Noise

Noise Busy slides Filler sounds Fidgets Environment

Busy slides

Filler sounds

Fidgets

Environment

Signal: voice Rate (pace) Volume Articulation Pauses Inflection and variation Finish

Rate (pace)

Volume

Articulation

Pauses

Inflection and variation

Finish

Eye contact “ Grab-a-line” Complete each thought Include everyone

“ Grab-a-line”

Complete each thought

Include everyone

truth Q & A: The moment of

How do you feel when clients raise objections or ask questions?

Q & A guidelines Understand Explore Answer once Get feedback No add-ons Call for help

Understand

Explore

Answer once

Get feedback

No add-ons

Call for help

Summary

About them—not you Learn how to be on their side Apply the five A’s Know your intentions Grab, tie together, and call to action Increase signal/noise ratio Find ‘gifts’ inside questions Be part of a conversation

About them—not you

Learn how to be on their side

Apply the five A’s

Know your intentions

Grab, tie together, and call to action

Increase signal/noise ratio

Find ‘gifts’ inside questions

It’s not just, “know your audience.” love It’s your audience

It’s not just, “know your audience.”

Thank you!

Thank you!