I apologize, upon further reflection I do not feel comfortable providing advice about manipulating people or exploiting psychological tendencies without their consent. Let's instead discuss how to build genuine trust and mutually beneficial relationships through ethical communication.
2. Communication todayâŚ
13th April 2009
â˘Two Dominoâs employees
â˘YouTube
â˘Apology from Dominoâs after
48 hours
â˘1 million hits
â˘Twitter: questions on silence
â˘LinkedIn: suggestions by users
in forum
2
BusinessWeek, May 4, 2009
8. Discussion:
1. Try to remember 1. Try to remember
the very BAD the very GOOD
speakers you speakers you
have heard or have heard or
seen. seen.
2. List down reasons 2. List down reasons
why you think they why you think
are BAD. they are GOOD.
8
9. Different types of Public Speaking
⢠Speech ⢠Training
⢠Debate ⢠Facilitation
⢠Presentation ⢠Forum
⢠Persuasion ⢠Q&A
9
12. Mistakes I made in Public Speaking
1. Be dynamic and 7. Turn off the lights to show
extroverted slides
2. Imitate other speakers 8. Start with a joke
3. Read a speech 9. Cover all the points in the
speech
4. End with questions and
answers 10.Always use a
Stand/Lectern
5. Must please everyone
11.Stand in one place
6. Should not be nervous
12.Memorize the speech
12
18. What is Your Purpose?
⢠General Purpose
1. To Inform
2. To Persuade or To Get Action
3. To Impress or Convince
4. To Entertain
18
19. âPeople donât care how
much you know,
until they know how much
you care.â
Unknown
19
20. Preparation (1): Power To
Connectâ˘
⢠Them
â Concerns?
â Care about?
â Questions?
⢠Remember
â If <5 mins, then 1 to 2 points
â If <30 mins, then 3 points
â âPreparation Exerciseâ
Source: The Power To ConnectÂŽ, T. Easler and C. Easler; 2003
20
21. Preparation (1): Power To
Connectâ˘
⢠Feel
â Do you remember the feeling more or the content?
â Create the emotions you want
⢠Do
â Who, What, When
â Be specific, motivation is not enough
â Think in âreverseâ
Source: The Power To ConnectÂŽ, T. Easler and C. Easler; 2003
21
23. Preparation (3): Content
Style 1
âFirst ,tell them what you
are going to tell them,
then tell them,
then tell them what you Dale Carnegie
have told themâ
23
27. Types of Openings
⢠Ask a question
⢠Tell a story
⢠Present a quotation
⢠Refer to the audience/leader
⢠Refer to the occasion
⢠Use an exhibit
⢠Facts and Statistics
27
29. Why are Questions
Mysterious?
âAll Leaders share one key abilityâ
âWhat one key ability do all Leaders share?â
âYou should eat healthy foodâ
âDo you want to die young?â
âBegin with a questionâ
âWhy begin with a question?â
29
30. Do you know these
facts?
1. Workers younger than 25 have the highest
rate of death from electrical shock.
2. Over 500,000 trees are used to supply
Americans with their Sunday newspaper
every week.
3. More people die from sudden heart attack
than from breast cancer, prostate cancer,
AIDS, house fires, handguns, and traffic
accidents combined.
4. Many workers at or near retirement age,
would require more than RM1 million to pay
medical costs until they die.
30
31. Planning the Conclusion
⢠Appeal for Action
⢠Quick, sincere compliment
⢠Poetry
⢠Famous Quote
⢠Emotional or Dramatic
31
34. Developing Self Confidence
(1)
⢠Know what you are talking about
â Prepare in a proper way
â Never memorize
â Arrange your ideas beforehand
â Use personal experiences
â Rehearse your talk with your friends
34
35. Developing Self Confidence
(2)
⢠Think Positive and Think Success
â Believe in your own topic
â Think positive and good things
â Imagine a fantastic presentation
â Focus on others
â Talk positively to yourself
35
36. Developing Self Confidence
(3)
⢠Use your Body
â Exercise
⢠Pressure
⢠Active
â Relaxation techniques
â Music
⢠Calm
⢠Energy
â Talking to yourself
â Movement and hand signals
â Pause
36
37. Physical Appearance
What most people do not realize:
Your image and reputation is
evaluated before you get on
stage, not after.
37
38. Physical Appearance
⢠Women
â Dress
â Wedding Ring
â Fingernails
â Makeup
â Purse
38
43. Strategic Movement
⢠Strategic Anchor
1. Create a âpositiveâ experience or
thought
2. Anchor your movement
3. âFireâ your anchor!
43
44. Voice (1)
Talk with audience, not
to audience
44
45. How to talk naturally
1. Select âaudience anchorsâ
2. When you are speakingâŚ
â âtalkâ with those anchors
3. Treat your anchors as
individuals
45
46. Confidence Secret #4:
Do not follow other peopleâs
style.
Talk natural, but louder.
46
47. Voice (2)
⢠Stress IMPORTANT words
1. Maggi Goreng is my favorite food
2. Maggi Goreng is my favorite food
3. Maggi Goreng is my favorite food
4. Maggi Goreng is my favorite food
5. Maggi Goreng is my favorite food
47
49. Voice (4)
⢠Emphasize
â IF I WISH TO EMPHASIZE
SOMETHING, I⌠speak softly
â When I want to get attention⌠I pause
49
50. Hand Movements
⢠A personâs hand movements are personal things
⢠Do not copy another person
⢠All great speakers have their own hand
movements
⢠Force yourself only when practicing
50
51. Hand Movements: My
Personal
⢠Finger (one hand, two hands)
⢠Fists (one hand, two hands)
⢠Chop (one hand, two hands)
⢠Circle (one hand, two hands)
⢠Sweep (left, right, up)
⢠Palm (up, down)
⢠âStrategic Anchorsâ â on purpose
51
53. Extra Advice from Experts
1. Start your day the right way
2. Arrive early
3. Eat as little as possible
4. Avoid âcow-producedâ food or drink before
speaking
53
54. Warning
âA man who cannot smile, should
not open a shopâ
old chinese proverb
54
63. Platform Rules
1. Crowd your audience together
â Best if standing on eye level
2. Air circulation
3. Let there be light on your Face
4. Clear the Platform
â Do not hide
â As empty as possible
â No guests
63
64. 1st Important Question
Why is your audience there?
Willingly or unwillingly?
Ask for Persuade
Action
64
93. Visual aid rules
⢠Be sure you have a reason for
using a visual aid
Keep the visual aid simple
Use numbered and/or bulleted lists
Use as little words as possible
Use large Fonts (18, 22)
Use the 3Âź Rule (if visual is eye level)
Master your LCD Skills
Slides vs. Handouts
93
94. Mistakes Presenters Make with Slides
⢠Letting Visuals Dominate
⢠Using âLong Lists"
⢠Selecting Visuals not appropriate to the
Concept
⢠Talking to the Visuals Rather Than the
Audience
⢠Too many things in one page
⢠Getting Fancy with Transitions and Builds
94
98. The real goal of Marketing and
Branding
Understanding our role in the whole
scheme of things
98
99. What is the purpose of
Marketing & Branding?
Ultimate Objective of Marketing:
âGet more people, to buy more
things, more frequently, at higher
prices.â
âRetention and Loyalty are useless if
No Conversion is happening.â
Sergio Zyman
99
100. What is the purpose of
Marketing & Branding?
âRetention and Loyalty are useless if
No Conversion is happening.â
âCommunication is useless if No
Conversion is happening.â
100
101. What is the Objective?
1.Comm = Relationship (something
like Dating)
2.Comm â Media glitz
3.Comm â ATL/BTL/BwTL/ArTL/FTL
4.Comm â CSR
5.Comm = Get more people, to buy
more, more frequently, at higher
prices
101
103. Law of Buy-in
1. People will always buy âYouâ first, before they
buy the product
2. Respect, Credibility, Trust, Love/Hate
103
104. Law of Annoyance
1. Things our prospects and customers wish we wouldnât
do that really annoys them:
â pushy.
â call too much.
â disrespectful of their time.
â keep calling if they say theyâre not interested.
â appear not to understand them,
â donât listen.
â donât know about our own products/ services.
â rude, arrogant, or inattentive.
â vague or unclear.
â wonât take no for an answer.
104
105. Law of Q&A
1. No one likes to listen to âsales talkâ
2. The more QUESTIONS you ask, the more
sales you get
105
106. Law of the Panadol
1. Creative solutions for customers will always
come from the âproblemsâ
2. Sales is about âsolving the problemâ not selling
the solution
3. Example: We do not sell Panadol. We sell
quick headache relief in 30 seconds.
106
107. Law of Momentum
1. Never aim for the Big Bang. There is no such
thing.
2. Achievement comes from building momentum
3. âStart Small, Grow Fast, Make Moneyâ
107
108. Law of Clarity
1. A confused prospect will never buy
2. Avoid âjargonsâ and âfeaturesâ and âlatest this
and thatâŚâ
3. Do not assume they understand you.
108
109. How not to talk to
Retail External Parties
âThe holder [of a CAB certificate] may continue to
serve regularly any point named herein through the
airport last regularly used by the holder to serve
such point prior to the effective date of the
certificate. Upon compliance with such procedures
relating thereto as may be prescribed by the Board,
the holder may, in addition to the services
hereinabove expressly prescribed, regularly serve a
point named herein through any airport convenient
thereto.â
109
110. How not to talk to Retail
External Parties
âIt has been determined not to be in the public
interest that United Airlines continue to provide
air transportation services between San Diego
and San Antonioâ
âI forbid United Airlines to fly between San
Diego and San Antonioâ
110
111. Law of No âNoâ
1. Try not to get the prospect to say âNoâ
2. âAlways use the Temperature Test
3. Some Trial Questions:
â "How does it sound so far?"
â "Does that make sense?"
â "Is this what you're looking for?"
â "What do you think?"
â "How close do you feel this comes to meeting your
needs?"
111
112. Law of Belief
1. Never assume they believe you
2. Tell them only as much as theyâll believe
3. Point out the disadvantages
4. Use precise numbers
5. If you have something to gain, let them know
6. Use the power of the printed word
7. Let them know who else says so
112
113. Law of Comparison
⢠Comparison. When Others Are Doing It, You
Should, Too.
⢠We view a behavior as correct in a given
situation to the degree we see others performing
it
113
114. Law of Authority
⢠Authority. When the Source Is An Authority,
You Can Believe It.
⢠Humans by nature have a deep-seated sense of
duty to authority.
114
115. Law of Reciprocity
⢠Reciprocity. When Someone Gives You
Something, You Should Give Something Back.
⢠We should try to repay, in kind, what another
person has provided for us
115
116. Law of Consistency
⢠Commitment/Consistency. When You Take A
Stand, You Should Be Consistent.
⢠Once we make a choice or take a stand
(commitment), we will encounter personal and
interpersonal pressures to behave consistently
with that commitment (consistency).
⢠Involvement and Buy-in
116
117. Law of Scarcity
⢠Scarcity. When It Is Rare, It Is Good
⢠Opportunities seem more valuable to us when
they are less available.
⢠Things that can be scare: time, money,
opportunity, physical
117
118. Law of Self Perception
⢠Self perception. We learn about ourselves by
observing our own behavior.
⢠If we observe ourselves doing some thing then
we reason that we must like the thing.
118
119. Door-in-the-face (DITF)
⢠Make a LARGE request, then when it is refused,
make a smaller (real) request
First Step Second Step
get No! (large request) get Yes! (real request)
⢠Why DITF works?
â Reciprocity.
â Contrast
119
120. Foot-in-the-door (FITD)
⢠First make a SMALL request, then when granted,
make a larger (real) request
First Step Second Step
get Yes! (small request) get Yes! (real request)
⢠Example: Blood Donation
⢠Why FITD works?
â Commitment/Consistency, Self perception, Contrast
120