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Workshop/Seminar 2009
Developed by Rob Buccino
www.neocortexconsult.com
Advancing your
Persuasive
presentati
on 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
What are your
dreams
of presentation success?
What’s your presentation
nightmare?
Agenda
Form
Feedback
Roles and goals
Content
Fear
“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
apted from D. Maister, ...
failure
clients fear
Let us be afraid for them,
not of them
changes
Fear of………………………………
Manipulation…………………
About you……………………..
Presentation…………………
Fear for
Cooperation
About them
Co...
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 organiza...
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
In the
moment
Observing
Asking
Listening
Responding
close
The Ten Commandments of Presentations. Harvard Management
Communication Letter. Reprint No. C9907C.
“…shift your foc...
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?
Open with a
grabber
Declaration/Vision
Short true story
Quotation
Analogy/parable
Provocative
question
Tie it all
together
• Link to team-
mates’ ideas
• Name names
• Avoid loose ends
Finish with a
call to
action
Form
Source: Albert Mehrabian, Nonverbal Communication. Chicago; Aldine-Atherton, 1972, p 182.
looked like
said
Clients will re...
Signal
Noise
Noise
Busy slides
Filler sounds
Fidgets
Environment
Signal: voice
Rate (pace)
Volume
Articulation
Pauses
Inflection and
variation
Finish
Eye contact“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
Summary
• About them—not you
• Learn how to be on their
side
• Apply the five A’s
• Know your intentions
• Grab, tie together, and...
It’s not just, “know
your audience.”
love
It’s
your audience
If you found this useful, there’s even more like it that
you’ll find in The Pitch Book
www.neocortexconsult.com
Available ...
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Advancing Persuasive Presentation Skills

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A presentation on how to make better presentations and how to overcome stage fright. For people in communication services, eg, advertising, PR, professional education, Web, design, branding, etc.

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    Sind Sie sicher, dass Sie …  Ja  Nein
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    Ihre Nachricht erscheint hier
  • DOWNLOAD THIS BOOKS INTO AVAILABLE FORMAT (2019 Update) ......................................................................................................................... ......................................................................................................................... Download Full PDF EBOOK here { https://soo.gd/irt2 } ......................................................................................................................... Download Full EPUB Ebook here { https://soo.gd/irt2 } ......................................................................................................................... Download Full doc Ebook here { https://soo.gd/irt2 } ......................................................................................................................... Download PDF EBOOK here { https://soo.gd/irt2 } ......................................................................................................................... Download EPUB Ebook here { https://soo.gd/irt2 } ......................................................................................................................... Download doc Ebook here { https://soo.gd/irt2 } ......................................................................................................................... ......................................................................................................................... ................................................................................................................................... eBook is an electronic version of a traditional print book THIS can be read by using a personal computer or by using an eBook reader. (An eBook reader can be a software application for use on a computer such as Microsoft's free Reader application, or a book-sized computer THIS is used solely as a reading device such as Nuvomedia's Rocket eBook.) Users can purchase an eBook on diskette or CD, but the most popular method of getting an eBook is to purchase a downloadable file of the eBook (or other reading material) from a Web site (such as Barnes and Noble) to be read from the user's computer or reading device. Generally, an eBook can be downloaded in five minutes or less ......................................................................................................................... .............. Browse by Genre Available eBooks .............................................................................................................................. Art, Biography, Business, Chick Lit, Children's, Christian, Classics, Comics, Contemporary, Cookbooks, Manga, Memoir, Music, Mystery, Non Fiction, Paranormal, Philosophy, Poetry, Psychology, Religion, Romance, Science, Science Fiction, Self Help, Suspense, Spirituality, Sports, Thriller, Travel, Young Adult, Crime, Ebooks, Fantasy, Fiction, Graphic Novels, Historical Fiction, History, Horror, Humor And Comedy, ......................................................................................................................... ......................................................................................................................... .....BEST SELLER FOR EBOOK RECOMMEND............................................................. ......................................................................................................................... Blowout: Corrupted Democracy, Rogue State Russia, and the Richest, Most Destructive Industry on Earth,-- The Ride of a Lifetime: Lessons Learned from 15 Years as CEO of the Walt Disney Company,-- Call Sign Chaos: Learning to Lead,-- StrengthsFinder 2.0,-- Stillness Is the Key,-- She Said: Breaking the Sexual Harassment Story THIS Helped Ignite a Movement,-- Atomic Habits: An Easy & Proven Way to Build Good Habits & Break Bad Ones,-- Everything Is Figureoutable,-- What It Takes: Lessons in the Pursuit of Excellence,-- Rich Dad Poor Dad: What the Rich Teach Their Kids About Money THIS the Poor and Middle Class Do Not!,-- The Total Money Makeover: Classic Edition: A Proven Plan for Financial Fitness,-- Shut Up and Listen!: Hard Business Truths THIS Will Help You Succeed, ......................................................................................................................... .........................................................................................................................
       Antworten 
    Sind Sie sicher, dass Sie …  Ja  Nein
    Ihre Nachricht erscheint hier
  • DOWNLOAD THIS BOOKS INTO AVAILABLE FORMAT (2019 Update) ......................................................................................................................... ......................................................................................................................... Download Full PDF EBOOK here { https://soo.gd/irt2 } ......................................................................................................................... Download Full EPUB Ebook here { https://soo.gd/irt2 } ......................................................................................................................... Download Full doc Ebook here { https://soo.gd/irt2 } ......................................................................................................................... Download PDF EBOOK here { https://soo.gd/irt2 } ......................................................................................................................... Download EPUB Ebook here { https://soo.gd/irt2 } ......................................................................................................................... Download doc Ebook here { https://soo.gd/irt2 } ......................................................................................................................... ......................................................................................................................... ................................................................................................................................... eBook is an electronic version of a traditional print book THIS can be read by using a personal computer or by using an eBook reader. (An eBook reader can be a software application for use on a computer such as Microsoft's free Reader application, or a book-sized computer THIS is used solely as a reading device such as Nuvomedia's Rocket eBook.) Users can purchase an eBook on diskette or CD, but the most popular method of getting an eBook is to purchase a downloadable file of the eBook (or other reading material) from a Web site (such as Barnes and Noble) to be read from the user's computer or reading device. Generally, an eBook can be downloaded in five minutes or less ......................................................................................................................... .............. Browse by Genre Available eBooks .............................................................................................................................. Art, Biography, Business, Chick Lit, Children's, Christian, Classics, Comics, Contemporary, Cookbooks, Manga, Memoir, Music, Mystery, Non Fiction, Paranormal, Philosophy, Poetry, Psychology, Religion, Romance, Science, Science Fiction, Self Help, Suspense, Spirituality, Sports, Thriller, Travel, Young Adult, Crime, Ebooks, Fantasy, Fiction, Graphic Novels, Historical Fiction, History, Horror, Humor And Comedy, ......................................................................................................................... ......................................................................................................................... .....BEST SELLER FOR EBOOK RECOMMEND............................................................. ......................................................................................................................... Blowout: Corrupted Democracy, Rogue State Russia, and the Richest, Most Destructive Industry on Earth,-- The Ride of a Lifetime: Lessons Learned from 15 Years as CEO of the Walt Disney Company,-- Call Sign Chaos: Learning to Lead,-- StrengthsFinder 2.0,-- Stillness Is the Key,-- She Said: Breaking the Sexual Harassment Story THIS Helped Ignite a Movement,-- Atomic Habits: An Easy & Proven Way to Build Good Habits & Break Bad Ones,-- Everything Is Figureoutable,-- What It Takes: Lessons in the Pursuit of Excellence,-- Rich Dad Poor Dad: What the Rich Teach Their Kids About Money THIS the Poor and Middle Class Do Not!,-- The Total Money Makeover: Classic Edition: A Proven Plan for Financial Fitness,-- Shut Up and Listen!: Hard Business Truths THIS Will Help You Succeed, ......................................................................................................................... .........................................................................................................................
       Antworten 
    Sind Sie sicher, dass Sie …  Ja  Nein
    Ihre Nachricht erscheint hier

Advancing Persuasive Presentation Skills

  1. Workshop/Seminar 2009 Developed by Rob Buccino www.neocortexconsult.com Advancing your Persuasive presentati on skills
  2. “… at a funeral, most people would rather be the guy in the coffin than have to stand up and give a eulogy.” Jerry Seinfeld
  3. What are your dreams of presentation success? What’s your presentation nightmare?
  4. Agenda Form Feedback Roles and goals Content Fear
  5. “Change the way you look at things, and the things you look at change” -Sun Tzu
  6. criticism we fear
  7. How do you feel when
  8. Clients feel Worried Insecure Personally at risk Impatient Exposed Uninformed Skeptical Suspicious apted from D. Maister, Managing the Professional Service Firm, 1993
  9. failure clients fear
  10. Let us be afraid for them, not of them
  11. changes Fear of……………………………… Manipulation………………… About you…………………….. Presentation………………… Fear for Cooperation About them Conversation
  12. Clients and you vs together What they fear
  13. “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.
  14. You can’t sail anywhere until you learn which way the wind wants to blow
  15. How do we discover/learn client interests, needs, and concerns?
  16. Pre-work Desk research Networking Inquiry
  17. In the moment Observing Asking Listening Responding
  18. 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
  19. interests Five key client
  20. Affability
  21. Authenticity
  22. Authority
  23. Ardor
  24. Accessibility
  25. Your performance content FORMFORMFORMFORMFORMFORM FORMFORMFORMFORMFORMFORM FORMFORMFORM FORMFORMFORM
  26. Start with intention • What beliefs should linger? • What’s in it for them?
  27. Open with a grabber Declaration/Vision Short true story Quotation Analogy/parable Provocative question
  28. Tie it all together • Link to team- mates’ ideas • Name names • Avoid loose ends
  29. Finish with a call to action
  30. Form
  31. Source: Albert Mehrabian, Nonverbal Communication. Chicago; Aldine-Atherton, 1972, p 182. looked like said Clients will remember what you more than what you
  32. Signal Noise
  33. Noise Busy slides Filler sounds Fidgets Environment
  34. Signal: voice Rate (pace) Volume Articulation Pauses Inflection and variation Finish
  35. Eye contact“Grab-a-line” Complete each thought Include everyone
  36. truth Q&A: The moment of
  37. How do you feel when clients raise objections or ask questions?
  38. Q&A guidelines Understand Explore Answer once Get feedback No add-ons Call for help
  39. Summary
  40. • 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
  41. It’s not just, “know your audience.” love It’s your audience
  42. If you found this useful, there’s even more like it that you’ll find in The Pitch Book www.neocortexconsult.com Available worldwide in paperback and for Kindle readers from Amazon.com List price: paperback $14.95/£9.51/€ 11,87 Kindle $9.95/£6.52/€ 7,69

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