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    Workshop/Seminar2009Developed by Rob Buccino

    Advancing your

    Persuasivepresentati

    on skills

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    at a funeral, most people would rather be

    the guy in the coffinthan have to stand up and give a eulogy.

    Jerry Seinfeld

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    What are your

    dreamsof presentation success?

    Whats yourpresentation

    nightmare?

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    AgendaForm

    Feedback

    Roles and goals

    Content

    Fear

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    Change the way

    you look at things,

    and the things you

    look at

    change-Sun Tzu

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    criticism

    we fear

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    youare theclient?

    How do you feel when

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    Clientsfeel

    Worried

    Insecure

    Personally at risk

    Impatient

    Exposed

    UninformedSkeptical

    Suspicious

    Adapted from D. Maister, Managing the Professional Service Firm, 1993

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    clients fear

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    Let us be afraid for them,

    notof

    them

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    changes

    Fear of

    Manipulation

    About you..

    Presentation

    Fear for

    Cooperation

    About them

    Conversation

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    Clients and you vs

    together

    What theyfear

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    persuasion is not convincingand selling, but

    learningand 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.

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    You cant sail anywhere until you learn which waythe wind wants to blow

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    How do we

    discover/learnclient interests, needs, and concerns?

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    Pre-workDesk researchNetworking

    Inquiry

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    In the

    moment

    Observing

    Asking

    Listening

    Responding

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    close

    The Ten Commandments of Presentations. Harvard Management

    Communication Letter. Reprint No. C9907C.

    shift your focus from your own

    symptoms to the audiences receptionof your presentation

    Move in

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    interestsFive key client

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    Affability

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    Authenticity

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    Authority

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    Ardor

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    Accessibility

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    Your performance

    content

    FORMFORMFORMFORMFORMFORM

    FORMFORMFORMFORMFORMFORM

    F

    ORMFORMFORMF

    ORMFORMFOR

    M

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    Start with

    intention What beliefs

    should linger?

    Whats in it for

    them?

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    Open with a

    grabberDeclaration/Vision

    Short true story

    Quotation

    Analogy/parableProvocative

    question

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    Tie it alltogether Link to team-

    mates ideas

    Name names

    Avoid looseends

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    Finish with a

    call to

    action

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    Form

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    Source: Albert Mehrabian,Nonverbal Communication. Chicago; Aldine-Atherton, 1972, p 182.

    looked like

    said

    Clients will remember what you

    more than what you

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    SignalNoise

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    Noise

    Busy slides

    Filler soundsFidgets

    Environment

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    Signal: voice

    Rate (pace)

    Volume

    Articulation

    Pauses

    Inflection and

    variation

    Finish

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    Eye contactGrab-a-lineComplete each thought

    Include everyone

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    truth

    Q&A:The moment of

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    How do you feel when clients

    raise objections

    or

    ask questions?

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    Q&Aguidelines

    Understand

    ExploreAnswer once

    Get feedback

    No add-ons

    Call for help

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    Summary

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    About themnot you

    Learn how to be on theirside

    Apply the five As

    Know your intentions

    Grab, tie together, and call

    to action Increase signal/noise ratio

    Find gifts inside questions

    Be part of a conversation

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    Its not just, knowyour audience.

    love

    Its

    your audience

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    Thank you!


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