7/30/2019 Advancing Persuasive Presentation Skills 1233262421406387 1
1/42
Workshop/Seminar2009Developed by Rob Buccino
Advancing your
Persuasivepresentati
on skills
7/30/2019 Advancing Persuasive Presentation Skills 1233262421406387 1
2/42
at a funeral, most people would rather be
the guy in the coffinthan have to stand up and give a eulogy.
Jerry Seinfeld
7/30/2019 Advancing Persuasive Presentation Skills 1233262421406387 1
3/42
What are your
dreamsof presentation success?
Whats yourpresentation
nightmare?
7/30/2019 Advancing Persuasive Presentation Skills 1233262421406387 1
4/42
AgendaForm
Feedback
Roles and goals
Content
Fear
7/30/2019 Advancing Persuasive Presentation Skills 1233262421406387 1
5/42
Change the way
you look at things,
and the things you
look at
change-Sun Tzu
7/30/2019 Advancing Persuasive Presentation Skills 1233262421406387 1
6/42
criticism
we fear
7/30/2019 Advancing Persuasive Presentation Skills 1233262421406387 1
7/42
youare theclient?
How do you feel when
7/30/2019 Advancing Persuasive Presentation Skills 1233262421406387 1
8/42
Clientsfeel
Worried
Insecure
Personally at risk
Impatient
Exposed
UninformedSkeptical
Suspicious
Adapted from D. Maister, Managing the Professional Service Firm, 1993
7/30/2019 Advancing Persuasive Presentation Skills 1233262421406387 1
9/42
clients fear
7/30/2019 Advancing Persuasive Presentation Skills 1233262421406387 1
10/42
Let us be afraid for them,
notof
them
7/30/2019 Advancing Persuasive Presentation Skills 1233262421406387 1
11/42
changes
Fear of
Manipulation
About you..
Presentation
Fear for
Cooperation
About them
Conversation
7/30/2019 Advancing Persuasive Presentation Skills 1233262421406387 1
12/42
Clients and you vs
together
What theyfear
7/30/2019 Advancing Persuasive Presentation Skills 1233262421406387 1
13/42
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.
7/30/2019 Advancing Persuasive Presentation Skills 1233262421406387 1
14/42
You cant sail anywhere until you learn which waythe wind wants to blow
7/30/2019 Advancing Persuasive Presentation Skills 1233262421406387 1
15/42
How do we
discover/learnclient interests, needs, and concerns?
7/30/2019 Advancing Persuasive Presentation Skills 1233262421406387 1
16/42
Pre-workDesk researchNetworking
Inquiry
7/30/2019 Advancing Persuasive Presentation Skills 1233262421406387 1
17/42
In the
moment
Observing
Asking
Listening
Responding
7/30/2019 Advancing Persuasive Presentation Skills 1233262421406387 1
18/42
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
7/30/2019 Advancing Persuasive Presentation Skills 1233262421406387 1
19/42
interestsFive key client
7/30/2019 Advancing Persuasive Presentation Skills 1233262421406387 1
20/42
Affability
7/30/2019 Advancing Persuasive Presentation Skills 1233262421406387 1
21/42
Authenticity
7/30/2019 Advancing Persuasive Presentation Skills 1233262421406387 1
22/42
Authority
7/30/2019 Advancing Persuasive Presentation Skills 1233262421406387 1
23/42
Ardor
7/30/2019 Advancing Persuasive Presentation Skills 1233262421406387 1
24/42
Accessibility
7/30/2019 Advancing Persuasive Presentation Skills 1233262421406387 1
25/42
Your performance
content
FORMFORMFORMFORMFORMFORM
FORMFORMFORMFORMFORMFORM
F
ORMFORMFORMF
ORMFORMFOR
M
7/30/2019 Advancing Persuasive Presentation Skills 1233262421406387 1
26/42
Start with
intention What beliefs
should linger?
Whats in it for
them?
7/30/2019 Advancing Persuasive Presentation Skills 1233262421406387 1
27/42
Open with a
grabberDeclaration/Vision
Short true story
Quotation
Analogy/parableProvocative
question
7/30/2019 Advancing Persuasive Presentation Skills 1233262421406387 1
28/42
Tie it alltogether Link to team-
mates ideas
Name names
Avoid looseends
7/30/2019 Advancing Persuasive Presentation Skills 1233262421406387 1
29/42
Finish with a
call to
action
7/30/2019 Advancing Persuasive Presentation Skills 1233262421406387 1
30/42
Form
7/30/2019 Advancing Persuasive Presentation Skills 1233262421406387 1
31/42
Source: Albert Mehrabian,Nonverbal Communication. Chicago; Aldine-Atherton, 1972, p 182.
looked like
said
Clients will remember what you
more than what you
7/30/2019 Advancing Persuasive Presentation Skills 1233262421406387 1
32/42
SignalNoise
7/30/2019 Advancing Persuasive Presentation Skills 1233262421406387 1
33/42
Noise
Busy slides
Filler soundsFidgets
Environment
7/30/2019 Advancing Persuasive Presentation Skills 1233262421406387 1
34/42
Signal: voice
Rate (pace)
Volume
Articulation
Pauses
Inflection and
variation
Finish
7/30/2019 Advancing Persuasive Presentation Skills 1233262421406387 1
35/42
Eye contactGrab-a-lineComplete each thought
Include everyone
7/30/2019 Advancing Persuasive Presentation Skills 1233262421406387 1
36/42
truth
Q&A:The moment of
7/30/2019 Advancing Persuasive Presentation Skills 1233262421406387 1
37/42
How do you feel when clients
raise objections
or
ask questions?
7/30/2019 Advancing Persuasive Presentation Skills 1233262421406387 1
38/42
Q&Aguidelines
Understand
ExploreAnswer once
Get feedback
No add-ons
Call for help
7/30/2019 Advancing Persuasive Presentation Skills 1233262421406387 1
39/42
Summary
7/30/2019 Advancing Persuasive Presentation Skills 1233262421406387 1
40/42
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
7/30/2019 Advancing Persuasive Presentation Skills 1233262421406387 1
41/42
Its not just, knowyour audience.
love
Its
your audience
7/30/2019 Advancing Persuasive Presentation Skills 1233262421406387 1
42/42
Thank you!