Getting to Yes – Communication Best Practices For HR Professionals

Communication Best Practices for HR Professionals

Trevor Jones

Winning Presentations

Getting to Yes!

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”


From behind closed doors:

- A peek at the keys to success


- Personality

Communication ability

3 Ps - A Critical Combination:

Each has to be just right

Proposition - Resonance of messages

Presentation -Strategies and materials


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


Getting to Yes!

Communication Best Practices

for HR Professionals

Winning Presentations:

Trevor Jones


B. Track record/reputation

E. Personality of the Presenter

F. Chemistry/Feel-good Factor

A daunting array of “Intangible Qualities”

Q1. Three most common deciding factors?


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”


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”


D. The ability to inspire

Follow the person not the company

Q3. The most important attribute?


A. The Opening:No second chance to

make a first impression

Pleasantries, set up and getting started

Q4. Most important part is?


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


D. Critical

Must meet their initial expectations

Q6. The content of your presentation is?


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?


B. No more than three

Scale up quantity for stronger quality

Q8. How many messages?


1 Investment

4 Speed

3 Plan

2 Strategy

“A few thoughts….”

“Primacy & Recency – 132 Rule”


A. First

Strongest position and avoids the “highjack”

Q9. Position of most important message


Rank Messages

1

2

3

Sequence Messages

1

2

3

132 Rule or The Psychological Sandwich

Message sequencing


Performance

Process

Service

Process

Performance

Service

Interest up front / Ennui “Sandwiched”

1,3,2 Rule applied:

1. Client Type Perspective:


Results

Attribution

Strategy

Factors

Results

Strategy

Strength up-front / Weakness “Sandwiched”

1,3,2 Rule applied:

E.G. – Review Meeting


D. Person who has or will have

implementation responsibility

Find a role for the “Big Hitter”

Q10. The team should be led by?


A. No more than two (If possible )

Poor choreography and intimidation

Q11. Optimal size of the team?


B. Responses to questions

One error can kill the whole deal

Q12. Which aspect has most impact?


E. 75%

Generally meets audience’s preferences & avoids dilution

Q13. Proportion of the presentation

devoted to Q&A?


1. 2.

Wheelbarrows

Reduce Negative Evaluation


Meet audience’s preferences

Avoid dilution of messages

Chance to handle negative reactions

Maximize the Q&A opportunity

Switch the balance of timing:


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?


B. At the end of the presentation

Set the “contract” at the outset

Q15. When to take questions?


B. Short and concise

Long answers have:

Huge downside, Little Upside

Q16. Answers to questions should be?


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…


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:


- Personality

Communication ability

3 Ps - A Critical Combination:

Each has to be just right

Proposition - Resonance of messages

Presentation -Strategies and materials


From behind closed doors:

- A peek at the keys to success


Getting to Yes!

Communication Best Practices

for HR Professionals

Winning Presentations:

Trevor Jones

Business

Getting to Yes – Communication Best Practices For HR Professionals