Presentation Skills Workshop

Gary Naphtali

Course objectives

• Enhance awareness of presentation skills and options!• Enhance your confidence in your ability to ‘present’• Understand the key ingredients of a good presentation

• Identify the different ways we can make a positive and lasting impact with a presentation and BE A V.V.I.P. !!

Content

• Introductions• How Audiences ‘listen’• The tools at our disposal• Using all preferred communication modes• BE A VVIP• Delivering a PowerPoint presentation• Workshops - practicals

Introduction – Gary Naphtali

Presenters/Presentations

• Effective presentations are all about how you CONNECT with your audience

• Some will ‘like’ you...others.....won’t!• Your goal for every presentation should be to make a positive

impact, be remembered (for the right reasons), clearly deliver the information required and achieve ‘retention’

• Impact can be made when presenting your material correctly and appropriately

10% Words

40% Voice

50% Body Language

100% Face to Face

How Audiences Listen

LISTENING SPEAKER’S WEAPONS

Hear 15%

Hear & See 30%

Hear, See, Do

or Revise 80%

RETENTION

CONCENTRATION

What tools do we have?

• Ourselves• Materials• PowerPoint

slides• Samples• Handouts

NLP – The Basics.....

Making an Impact

• B Body• E Eyes• A Audience Participation• V Visual• V Vocal• I Information Impact• P Personal

Body Language

BODY

EYE CONTACT HANDS MANNERISMS

Audience Participation

• Questions• Show of hands• Drawing out the ‘silent but deadly’• Technical information• Handouts

Audience Research?

• Representative few?• DM’s and DI’s

• What do they want to get from your presentation?• Do you have any questions you’d like to ask / like

me to prepare for?

Audience ‘interest’ levels

• Engaged• Heads to one side• ‘Severe’ looking• Touching face• Leaning (slightly) forward or back

• Disengaged• Folded arms• Looking elsewhere• Whispering/talking• Reading materials

Visual Impact

• Images• Transition• Colour• Backdrop• You...!

Verbal

• Voice• Words

Use of Voice

VOICE

VOLUME PACEPITCH PAUSE

Verbal Techniques

Words & word choice

• Words simply fall in to 3 categories• Positive• Negative• Neutral – non-committal/indefinite

• In the main, culturally, the words we prefer to use can be quite negative or at best neutral

• In good customer service positive words are seen as a good barometer for understanding, control and ownership

Neutral Words

• Hopefully• Maybe• Perhaps• (I’ll) Try• (I’ll) Think• Possibly

Negative Words

• Can’t• Won’t• Bad• Problem• Unfortunately• Shouldn’t• Couldn’t• No & Not

• Close your eyes and DON’T picture an elephant in your minds eye

• What happened when asked NOT to think about an the elephant

• Our brains don’t cope very well with negative messages

• Not & Bad are the 3rd and 4th most negative words in the English Dictionary

• What do you think are the 1st & 2nd?

• No

• Problem

Positive Words

• Definitely• Will• Certainly• Yes• Absolutely• Guaranteed

Persuasive Words

• These 15 words have been proven to provoke contact and meaning and are used frequently all over the world

• Use these words during conversation and presentation appropriately

• Use them in isolation or mixed for optimum impact

What are they?

• Discover – evokes a feeling of opportunity and suggests a better life

• Good – not dynamic but suggests stability and reduced/minimal risk

• Money – everybody wants more of it and to spend less of it!

• Easy – Again reduced risk• Guaranteed – Eliminates fear of decision

making• Health – If your product promotes financial,

emotional or physical health• Love – people love love

• New – If it’s new it must be better. Promise of improvement

• Proven – Reliability and reduced risk• Results – return on our investment• Safe – reduced risk• Save – Money related• Own – sense of ownership is stronger than the

sense of buying something• Free – attention seeking• Best – nobody has anything better

Information Impact

•Tell ‘em•Tell’ em•Tell ‘em

Information Impact – First Impressions

• The Opening• Stimulate the ‘ultra’ short term memory• Seven ‘facts’ or fewer....we just can’t process any

more• Tell ‘em what you are going to tell’ em • Tell ‘em what you would like them to take from

your interview (maybe USP’s or a particular dynamic piece of content/info) – given the time frame you are working with

• Short term memory• Share your knowledge of what ‘is known’• Explain the relevance of the content to them as

individuals or their functions(People will very quickly filter what they consider to be important to

‘them’ and what isn’t)

Information Impact – maintaining interest

• The ‘body’ of the presentation

• Focuses on medium-term memory• This is where all

presentations are targeted

• Lots of variable stimulation – VAK

• Enhanced audience participation / feedback etc.

• Metaphors and analogies

CARE

E-O-S

Challenge

Action Agreed

Roadblocks

End result

Information Impact- leaving an impression

• The ‘close’ of the presentation• Concentrates on ‘long-term reinforced’

memory• Will NOT be stimulated at presentation stage• LTR memory takes place over the next few

hours and days!!!• Call To Action (CTA) will enforce

• Think about what you’ve presented• Maybe a stimulating case study/ marketing piece• Encourage them to discuss about X after you have

done• TELL ‘EM what you’ve told them• TELL’ EM what it is you want them to concentrate

on and remember about your presentation

Personal

• Appearance• Situation-specific• Audience/company culture• Mirror / compliment• Client ‘image’

• Passions and Enthusiasm• Mirrored• Justified – experiences and

beliefs• Being YOU!!!!

Controlling Nerves

• Be confident through having prepared and rehearsed

• Do NOT assume...• Your audience knows more than you• Your audience already knows what you know• A technical skill level

• Know your speaking environment• Get there early• Prepare the environment• Where possible, chat to the audience• Take your time – what’s the rush?• SMILE• Believe in what your saying• Take a deep breath and project your voice• Try to relax• Look at a friendly face• Perform well; act as in total charge• More audience involvement will reduce nerves

What have we learned?

• A good presentation will appeal to AS MANY of the senses as possible

• We have a vast array of tools to use just as people• Main considerations:• B Body• E Eyes• A Audience Participation • V Visual• V Verbal• I Information Impact• P Personal

PowerPoint presentations

Before presenting anything what do we need to know?

• Timing• Environment• Audience• DM’s• DI’s

• Objectives – theirs.... • Must haves and would likes

• Objectives – yours• Must haves and would likes

What materials do we need?

• Marketing• Samples• Handouts

What not to do.......the 10 most common mistakes

• You don’t know your TOPIC• The SLIDES are your presentation• T.M.I – Too Much Information• Poor choice of design template• Electrifying colour choices• Poor font choices• Over use of photos and graphs• WAY too many slides• Animation mix up• Hardware malfunction

Other DON’TS

• Don’t talk and forget the slides• Do NOT walk in front of projector• Don’t read what’s on the screen• Don’t SKIP around your slides

Venue & Equipment

• Lighting• Heating and Ventilation• Power source• Equipment• Layout• Acoustics• Footnote

Using Notes

• Using Cards• Using A4 paper

Notes• Using a Manual

Questioning

• Do’s• Questions of the whole

group• Questions to get group

involved• Questions that will get

answers from the group• Questions back to the

group if there is a danger of getting too involved with one person.

• Don'ts• Don’t ask Trick

Questions• Don’t Ask silly questions• Don’t ask Yes or No

questions

Handling Interruptions

Stop

Take Control

Organise the Interruption

Proceed

Preventing Problems

• Anticipate• Listen• Acknowledge• If complex – jot down key

points• Is question of general

interest?• If you don’t know the

answer......

The Right Reactions

• Acknowledge the Objection• Clarify the Objection• Then ASK for more information• Identify the NEED• Answer only when you are really

sure you understand what the true Objection is• There and then• At the end

LISTEN – SHOW THAT YOU ARE LISTENING

The Wrong Reactions

• Don’t pounce• Don’t respond glibly• Don’t argue• Don’t try to score a victory

PowerPoint Presentation skills summary

• Avoid 10 Common Mistakes• Mix VAK impact• Practice makes perfect• NEVER pass up the opportunity to present• NEVER rely on slides to deliver your subject matter

–KNOW your topic and subject.• EVERY presenter gets nervous – work at nerve

control via preparation and honesty• Don’t be afraid of ‘failure’• A good presentation is 80% YOU!

How to do it.......

Workshop objectives

• Improve your awareness of various presentation skills and techniques!

• Enhance your confidence in your ability to ‘present’• Understand the key ingredients of a good

presentation

• Identify the different ways we can make a positive and lasting impact with a presentation and BE A VVIP !!

Gary@p1td.co.uk

www.p1td.co.uk