9/8/09




The top 3 challenges are…




Poor Presentation Psychology
Mindset 

Poor Presentation Structure

Lack of Influ...
9/8/09




  As   vezes da vontadde de chorar




We have 3 solutions for you….




                    You




         ...
9/8/09




       You




You

You         You
      Positive +




                       3
9/8/09




What if YOU could?




Presentation Context

Your Topic:
________________________________________________
_____...
9/8/09




        “Drugs are not always necessary,
         but belief in recovery always is.”

                         ...
9/8/09




I) PIP – 20 Beliefs of Master Influencers

Every presentation is a golden ___________________.

Do not make the...
9/8/09




I do not like presenting!




     I love presenting!




                                7
9/8/09




                              What beliefs are
                            stealing your wallet?




I) PIP – B...
9/8/09




I) PIP – Beliefs Exercise


  What is the danger, cost, or consequence of
  believing that? .

  ______________...
9/8/09




I) PIP – Beliefs Exercise


  What do you have to believe to be able to
  deliver your message so powerfully th...
9/8/09




     “Preach not because you have to
      say something, but because you
         have something to say”.

   ...
9/8/09




“Focus on where you want to go,
     not on what you fear.”

         Anthony Robbins




    AUDIENCE         ...
9/8/09




III) PIP – Presentation Focus

 What is great about this meeting? What is great about this client?
 ___________...
9/8/09




 What are the emotional
 states that will help you
    become extremely
  resourceful before and
       during ...
9/8/09




Almirante Hiram Rickover
“Quanto mais que você suar
   em paz, menos você vai
      suar em guerra”




Prepara...
9/8/09




Additional Strategies
Meeting people before the meeting
Focus on previous references
Glass of water
Back up not...
9/8/09




#1 because………


FUDA  THEM




                   17
9/8/09




  4. The 8-steps of Presentation Creation
 1.    Know your __________
 2.    Know their __________
 3.    Start...
9/8/09




  Select a topic now…




WHAT?



        What is your topic?
 What are you going to talk about it?




WHY?

...
9/8/09




HOW?



    How can the audience apply it?
     How can they test it or do it?
         How is the process?



...
9/8/09




WHAT IF YOU DO NOT?



  What if they do not take action?
What is the danger, cost, consequences
           or ...
9/8/09




Presentation Structure
           Opening
          Pre-Frame
            Body
           Pre-close
           ...
9/8/09




How long have we been
   telling stories?




                           23
9/8/09




1) Emotion X Logic




Left-brain thinking       Right-brain thinking
Mathematical              Visualizing
Num...
9/8/09




Ownership of the meaning




                              25
9/8/09




   26
9/8/09




Curiosity




               27
9/8/09




                   Why not?
    Lack of awareness

    Disbelief on the communication style

    Lack of for...
9/8/09




Why I am?




Why am I here story?




Vision Story




                          29
9/8/09




Teaching




Values




           Action




                       30
9/8/09




TOP 21 AMERICAN FILMS                 1. Titanic (1997)
                                2. The Dark Knight (200...
9/8/09




   32
9/8/09




     What it the secret code?




Signature Story

     Slavery / Call to adventure


               Event


  ...
9/8/09




   34
9/8/09




Unleashing Your Sales
    and Influence
 Using StorySelling




                           35
9/8/09




        Understanding
     Objection X Condition




Objections are not a fixed thing




Beliefs change....


...
9/8/09




True?




        Quem define o limite?

          Aonde é o limite?




                                   37
9/8/09




    Overcoming Objection with Storyselling

  Understand why you are telling a story
  Understand objections...
9/8/09




Storytelling for Dummies




                              39
Upcoming SlideShare
Loading in …5
×

Influencing Influencing from the Front Day 2 Part1

512 views

Published on

Published in: Business, Technology, Education
0 Comments
0 Likes
Statistics
Notes
  • Be the first to comment

  • Be the first to like this

No Downloads
Views
Total views
512
On SlideShare
0
From Embeds
0
Number of Embeds
1
Actions
Shares
0
Downloads
6
Comments
0
Likes
0
Embeds 0
No embeds

No notes for slide

Influencing Influencing from the Front Day 2 Part1

  1. 1. 9/8/09 The top 3 challenges are… Poor Presentation Psychology Mindset Poor Presentation Structure Lack of Influence (emotional impact) 1
  2. 2. 9/8/09   As vezes da vontadde de chorar We have 3 solutions for you…. You 2
  3. 3. 9/8/09 You You You You Positive + 3
  4. 4. 9/8/09 What if YOU could? Presentation Context Your Topic: ________________________________________________ ________________________________________________ ________________________________________________ ________________________________________________ Presentation Context: ________________________________________________ ________________________________________________ ________________________________________________ ________________________________________________ Beliefs/ Identity Preparation Reasons Presentation and Influence Psychology (PIP) Action Focus Physiology 4
  5. 5. 9/8/09 “Drugs are not always necessary, but belief in recovery always is.” – Norman Cousins I) PIP – Beliefs   What is a belief?   Why should we care about our beliefs during your presentation?   What types of beliefs do you have about presenting and influencing ? I) PIP – Understanding Beliefs Hope/Hopelessness   It is possible to present and influence 100% of the room.   It is not possible to present and influence 100% of the room. Help/Helplessness   It is possible to present and influence 100% of the room, and it is possible for me.   It is possible to present and influence 100% of the room, but it is not possible for me. Worth/Worthlessness   It is possible to present and influence 100% of the room, and it is possible for me, and I deserve it!   It is possible to present and influence 100% of the room, and it is possible for me, but I do not deserve it! 5
  6. 6. 9/8/09 I) PIP – 20 Beliefs of Master Influencers Every presentation is a golden ___________________. Do not make the presentation about _____, make your presentation about __________. To be effective I must be ________, not ____________. There is no resistant audience, just inflexible _____________. It is never about closing, it is about ________________. If it works for me, I ____ ___! I) PIP – 20 Beliefs of Master Influencers The audience will always reflect the attitude and manner of the _______________. Your job is to manage the audience’s ___________. Resistance in an audience is a sign of lack of ______________. If a presentation is worth doing at all, it is worth doing extremely _________. I) PIP – 20 Beliefs of Master Influencers When conducting persuasive presentations, you always must tell them what to _______ with the information Presenting is not enough; you must ___________________ your audience 6
  7. 7. 9/8/09 I do not like presenting! I love presenting! 7
  8. 8. 9/8/09 What beliefs are stealing your wallet? I) PIP – Beliefs Exercise Identify one major limiting belief that has impacted your presentation performance. Please write this belief right now. ____________________________________ ____________________________________ ____________________________________ ____________________________________ 8
  9. 9. 9/8/09 I) PIP – Beliefs Exercise What is the danger, cost, or consequence of believing that? . ____________________________________ ____________________________________ ____________________________________ ____________________________________ I) PIP – Beliefs Exercise What is the ultimate consequence if you believe that? ____________________________________ ____________________________________ ____________________________________ ____________________________________ I) PIP – Beliefs Exercise What would be a belief that would empower you at the highest level? ____________________________________ ____________________________________ ____________________________________ ____________________________________ 9
  10. 10. 9/8/09 I) PIP – Beliefs Exercise What do you have to believe to be able to deliver your message so powerfully that people will be compelled to listen to you and to take action? Write this belief down now: ____________________________________ ____________________________________ ____________________________________ ____________________________________ I) PIP – Beliefs Exercise What will happen in the next couple of years if you integrate this belief in your life? What is the ultimate outcome of believing this? ____________________________________ ____________________________________ ____________________________________ ____________________________________ II) PIP – Compelling Reasons Understanding the Law of Familiarity ______________________________________________________ ______________________________________________________ Association ______________________________________________________ ______________________________________________________ Disassociation ______________________________________________________ ____________________________________________________ 10
  11. 11. 9/8/09 “Preach not because you have to say something, but because you have something to say”. Richard Whately II) PIP – Compelling Reasons Why is it a must for me to move my client into action? ______________________________________________________ ______________________________________________________ ______________________________________________________ ______________________________________________________ ______________________________________________________ ______________________________________________________ What is the danger, cost or consequence for me if I do not move my client into action? ______________________________________________________ ______________________________________________________ ______________________________________________________ ______________________________________________________ ______________________________________________________ ______________________________________________________ II) PIP – Compelling Reasons Why is it a must for my client to invest in my product, service or idea? ______________________________________________________ ______________________________________________________ ______________________________________________________ ______________________________________________________ ______________________________________________________ ______________________________________________________ What is the danger, cost or consequence for my client if he does not invest in my product, service or idea? ______________________________________________________ ______________________________________________________ ______________________________________________________ ______________________________________________________ ______________________________________________________ ______________________________________________________ 11
  12. 12. 9/8/09 “Focus on where you want to go, not on what you fear.” Anthony Robbins AUDIENCE YOU YOU AUDIENCE 12
  13. 13. 9/8/09 III) PIP – Presentation Focus What is great about this meeting? What is great about this client? ____________________________________________________ _____________________________________________________ How can I serve this client even more? How can I add even more value to my client? ____________________________________________________ ____________________________________________________ What am I focusing on? What does that mean? What am I going to do? (TR questions) ____________________________________________________ _____________________________________________________ “The very best way to achieve a feeling is to act as if you already had that feeling”. – William James 13
  14. 14. 9/8/09 What are the emotional states that will help you become extremely resourceful before and during your presentation? “Even if you are on the right track, if you just sit there, you are going to get hit” – Will Rogers 14
  15. 15. 9/8/09 Almirante Hiram Rickover “Quanto mais que você suar em paz, menos você vai suar em guerra” Preparation   Divide your presentation into “chunks” (sections).   Use all the senses (visual, auditory and kinesthetic).   Read your presentation out loud. (V + A)   Record your presentation (DVD and digital recorder) to listen to watch your delivery. (V + A)   Write the beginning of every single chunk. (K)   Present at least 7 times before your final presentation.   Do not get caught up on the words. What you are doing is more important than what you are saying.   The pillow strategy 15
  16. 16. 9/8/09 Additional Strategies Meeting people before the meeting Focus on previous references Glass of water Back up notes Understanding that people really want you to succeed Visualization Gratitude: “Here I am!” X “Wow, there you are!” Reframing the energy 2.4 Completion State: The battle of states “In San Diego, it snows 400 days out of the year!” I do not have the money! In San Diego…. I do not have the time! In San Diego… I will talk to my wife, dog, spouse, accountant! In San Diego…. It will work for other people, but it will not work for me! In San Diego…. 16
  17. 17. 9/8/09 #1 because……… FUDA THEM 17
  18. 18. 9/8/09 4. The 8-steps of Presentation Creation 1.  Know your __________ 2.  Know their __________ 3.  Start with the end in _______ 4.  B__________________ ideas 5.  Select the correct presentation ____________ 6.  Create the framework (opening, pre-frames, body, pre -close, close) 7.  Apply the influence __________ (story telling, pain pleasure, language patterns, emotional and logical reasons, metaphors, the 10 influence laws, the 16-human desires, group criteria, power words, and more) 8.  Rehearse, practice and improve it 5. Presentation Structure - An Introduction # 1 - There is no such thing as the perfect presentation structure # 2 - Having any presentation structure is better then not having any # 3 - There are presentation structure principles that will increase your effectiveness # 4 the oldest presentation structure is: tell them what you are going to tell them Tell them Tell them what you just told them Content Development and Impromptu Formula What? Why? How? Why not? What if you do? What if you do not? What’s next? 18
  19. 19. 9/8/09 Select a topic now… WHAT? What is your topic? What are you going to talk about it? WHY? Why is your topic important to your audience? Why should they care? 19
  20. 20. 9/8/09 HOW? How can the audience apply it? How can they test it or do it? How is the process? WHY NOT? These are the (potential) objections. Why some people do not care? WHAT IF YOU DO? What if they take action? Where else can they apply these ideas? 20
  21. 21. 9/8/09 WHAT IF YOU DO NOT? What if they do not take action? What is the danger, cost, consequences or not acting now? What is the consequence of the consequence? WHAT’S NEXT? Call to action. What do you want them to do now? Exercise 21
  22. 22. 9/8/09 Presentation Structure Opening Pre-Frame Body Pre-close Close “To be a person, is to have a story to tell.” Isak Dinesen 22
  23. 23. 9/8/09 How long have we been telling stories? 23
  24. 24. 9/8/09 1) Emotion X Logic Left-brain thinking Right-brain thinking Mathematical Visualizing Number crunching Experimenting Scientific validation Imagining Defining Innovating Analyzing Integrating Criticizing Intuitive insight Diagnosing Strategizing Articulation Conceptualizing Problem Finding Observing Logical Problem Solving Risking Documenting Left-brain Relating Right-brain relating Planning Teaching Organizing Communicating Managing Counseling Detailing Expressing Ideas Timing Sensing Problems Implementing Understanding Methodical Repeating Supporting Supervising Service Controlling Sensing people Administrating Relating to others Fixing Persuading 24
  25. 25. 9/8/09 Ownership of the meaning 25
  26. 26. 9/8/09 26
  27. 27. 9/8/09 Curiosity 27
  28. 28. 9/8/09 Why not?   Lack of awareness   Disbelief on the communication style   Lack of formal education   Lack of discipline Stories you should know how to tell… 28
  29. 29. 9/8/09 Why I am? Why am I here story? Vision Story 29
  30. 30. 9/8/09 Teaching Values Action 30
  31. 31. 9/8/09 TOP 21 AMERICAN FILMS 1. Titanic (1997) 2. The Dark Knight (2008) 3. Star Wars: Episode IV - A New Hope (1977) 4. Shrek 2 (2004) 5. E. T. The Extra-Terrestrial (1982) 6. Star Wars: Episode I - The Phantom Menace (1999) 7. Pirates of the Caribbean: Dead Man's Chest (2006) 8. Spider-Man (2002) 9. Star Wars: Episode III - Revenge of the Sith (2005) 10. The Lord of the Rings: The Return of the King (2003) 11. Spider-Man 2 (2004) 12. The Passion of the Christ (2004) 13. Jurassic Park (1993) 14. The Lord of the Rings: The Two Towers (2002) 15. Finding Nemo (2003) 16. Spider-Man 3 (2007) 17. Forrest Gump (1994) 18. The Lion King (1994) 19. Shrek the Third (2007) 20. Transformers (2007) 21. Iron Man (2008) 31
  32. 32. 9/8/09 32
  33. 33. 9/8/09 What it the secret code? Signature Story Slavery / Call to adventure Event Transformation Freedom 33
  34. 34. 9/8/09 34
  35. 35. 9/8/09 Unleashing Your Sales and Influence Using StorySelling 35
  36. 36. 9/8/09 Understanding Objection X Condition Objections are not a fixed thing Beliefs change.... 36
  37. 37. 9/8/09 True? Quem define o limite? Aonde é o limite? 37
  38. 38. 9/8/09   Overcoming Objection with Storyselling   Understand why you are telling a story   Understand objections X condition   Figuring out the “traditional objections upfront”   Find a situation that you have overcame the objection   Reframe the meaning of the objection   Transform the situation into story (emotional elements)   Practice and incorporate into your business 38
  39. 39. 9/8/09 Storytelling for Dummies 39

×