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Getting to Yes – Communication Best Practices For HR Professionals

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How good are you at communicating? As HR specialists, it is vital that you communicate your proposition effectively and inspire confidence so that your audience buys into new ideas. This interactive session will enable you to gain an insight into and experience some of the key skills, strategies and tactics of skilled communicators that will significantly improve your ability to communicate and influence your audiences. Based around a short quiz which, in 20 questions, tests your communication abilities. The answers are illustrated with videos and examples which will equip you with some of the most effective practices used in influencing your colleagues.

Trevor Jones, Marketing Director, Winning Presentations

Published in: Business
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Getting to Yes – Communication Best Practices For HR Professionals

  1. 1. Communication Best Practices for HR Professionals Trevor Jones Winning Presentations Getting to Yes!
  2. 2. 1990 -2011 All rights reserved. The Learning Point Presentations School London Limited. The challenge: A view from the top: “…There is little point having an organization like ours brimful of technical expertise and excellent products if only a handful of people are capable of communicating that excellence to our market place…” “We must present our case better than we do”
  3. 3. 1990 -2011 All rights reserved. The Learning Point Presentations School London Limited. From behind closed doors: -A peek at the keys to success
  4. 4. 1990 -2011 All rights reserved. The Learning Point Presentations School London Limited. -Personality Communication ability 3 Ps -A Critical Combination: Each has to be just right Proposition -Resonance of messages Presentation - Strategies and materials
  5. 5. 1990 -2011 All rights reserved. The Learning Point Presentations School London Limited. Fly on the wall reveals: Expectations and outcomes. Critical content and strategies. Support materials. Team working. Dealing with questions. What your audiences need to hear & how
  6. 6. 1990 -2011 All rights reserved. The Learning Point Presentations School London Limited. Getting to Yes! Communication Best Practices for HR Professionals Winning Presentations: Trevor Jones
  7. 7. 1990 -2011 All rights reserved. The Learning Point Presentations School London Limited. B.Track record/reputation E.Personality of the Presenter F.Chemistry/Feel-good Factor A daunting array of “Intangible Qualities” Q1.Three most commondeciding factors?
  8. 8. 1990 -2011 All rights reserved. The Learning Point Presentations School London Limited. Client expectations: The order of the five buying decisions: 3. About your product/service 1. About you, the presenter 2. About your company 4. About your price 5. About the time to buy “Personality, Chemistry, Confidence”
  9. 9. 1990 -2011 All rights reserved. The Learning Point Presentations School London Limited. A.At the beginning –The pole position Q2.Best position on the agenda? -40% of winners went in: So be the one to beat -“No difference between the low success rates of any of the other positions, including last”
  10. 10. 1990 -2011 All rights reserved. The Learning Point Presentations School London Limited. D.The ability to inspire Follow the person not the company Q3.The most important attribute?
  11. 11. 1990 -2011 All rights reserved. The Learning Point Presentations School London Limited. A.The Opening: No second chance to make a first impression Pleasantries, set up and getting started Q4.Most important part is?
  12. 12. 1990 -2011 All rights reserved. The Learning Point Presentations School London Limited. C.I’m here to make the case for… D.Today I would like to gain your commitment… F.My aim today is to give you an understanding of… Set their expectations Q5.Choose Three Statements of Purpose
  13. 13. 1990 -2011 All rights reserved. The Learning Point Presentations School London Limited. D. Critical Must meet their initial expectations Q6.The content of your presentation is?
  14. 14. 1990 -2011 All rights reserved. The Learning Point Presentations School London Limited. C. To suggest specific solutions with clear benefits and costs “What can you do for us?” Q7.The key purpose of your strategic conversation is?
  15. 15. 1990 -2011 All rights reserved. The Learning Point Presentations School London Limited. B. No more than three Scale up quantity for stronger quality Q8.How many messages?
  16. 16. 1990 -2011 All rights reserved. The Learning Point Presentations School London Limited. 1 Investment 4 Speed 3 Plan 2 Strategy “A few thoughts….” “Primacy & Recency –132 Rule”
  17. 17. 1990 -2011 All rights reserved. The Learning Point Presentations School London Limited. A.First Strongest position and avoids the “highjack” Q9. Position of most important message
  18. 18. 1990 -2011 All rights reserved. The Learning Point Presentations School London Limited. Rank Messages 1 2 3 Sequence Messages 1 2 3 132 Rule or The Psychological Sandwich Message sequencing
  19. 19. 1990 -2011 All rights reserved. The Learning Point Presentations School London Limited. Performance Process Service Process Performance Service Interest up front / Ennui “Sandwiched” 1,3,2 Rule applied: 1. Client Type Perspective:
  20. 20. 1990 -2011 All rights reserved. The Learning Point Presentations School London Limited. Results Attribution Strategy Factors Results Strategy Strength up-front / Weakness “Sandwiched” 1,3,2 Rule applied: E.G. –Review Meeting
  21. 21. 1990 -2011 All rights reserved. The Learning Point Presentations School London Limited. D.Person who has or will have implementation responsibility Find a role for the “Big Hitter” Q10. The team should be led by?
  22. 22. 1990 -2011 All rights reserved. The Learning Point Presentations School London Limited. A.No more than two (If possible ) Poor choreography and intimidation Q11. Optimal size of the team?
  23. 23. 1990 -2011 All rights reserved. The Learning Point Presentations School London Limited. B.Responses to questions One error can kill the whole deal Q12. Which aspect has most impact?
  24. 24. 1990 -2011 All rights reserved. The Learning Point Presentations School London Limited. E.75% Generally meets audience’s preferences & avoids dilution Q13. Proportion of the presentation devoted to Q&A?
  25. 25. 1990 -2011 All rights reserved. The Learning Point Presentations School London Limited. 1. 2. Wheelbarrows Reduce Negative Evaluation
  26. 26. 1990 -2011 All rights reserved. The Learning Point Presentations School London Limited. Meet audience’s preferences Avoid dilution of messages Chance to handle negative reactions Maximize the Q&A opportunity Switch the balance of timing:
  27. 27. 1990 -2011 All rights reserved. The Learning Point Presentations School London Limited. A.Ideally -less than 10 minutes. B.Up to 15 minutes if your lucky C.20 minutes often only for public sector presentations (D.& E. -Forget them) Avoids “highjack”stays within threshold Q14. How long should the presentation last?
  28. 28. 1990 -2011 All rights reserved. The Learning Point Presentations School London Limited. B.At the end of the presentation Set the “contract”at the outset Q15. When to take questions?
  29. 29. 1990 -2011 All rights reserved. The Learning Point Presentations School London Limited. B.Short and concise Long answers have: Huge downside, Little Upside Q16. Answers to questions should be?
  30. 30. 1990 -2011 All rights reserved. The Learning Point Presentations School London Limited. D.Very confident and positive “We Felt They Really Wanted this Project to be Successful” Q 17. To show how keen you are for your solution to be acted upon…
  31. 31. 1990 -2011 All rights reserved. The Learning Point Presentations School London Limited. The importance of tactics Tactics -The only changed factor Same Product Same Performance Same Presenters Year 1 -19 wins from 21 pitches Year 2 -23 wins from 24 pitches Year 3 –15 wins from 16 pitches From average 30% strike rate:
  32. 32. 1990 -2011 All rights reserved. The Learning Point Presentations School London Limited. -Personality Communication ability 3 Ps -A Critical Combination: Each has to be just right Proposition -Resonance of messages Presentation - Strategies and materials
  33. 33. 1990 -2011 All rights reserved. The Learning Point Presentations School London Limited. From behind closed doors: -A peek at the keys to success
  34. 34. 1990 -2011 All rights reserved. The Learning Point Presentations School London Limited. Getting to Yes! Communication Best Practices for HR Professionals Winning Presentations: Trevor Jones

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