Presentation Skills Workshop

2. Presentation Skills Workshop Gary Naphtali

3. 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. !!

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

5. Introduction – Gary Naphtali

6. 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’ • Impactcan be made when presenting your material correctly and appropriately

7. How Audiences Listen Hear 15% Hear & See 30% Hear, See, Do or Revise 80% 10% Words 40% Voice 50% Body Language 100% Face to Face LISTENING RETENTION SPEAKER’S WEAPONS CONCENTRATION

8. What tools do we have? • Ourselves • Materials • PowerPoint slides • Samples • Handouts

10. NLP – The Basics.....

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

12. Body Language BODY EYE CONTACT HANDS MANNERISMS

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

14. 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?

15. 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

16. Visual Impact • Images • Transition • Colour • Backdrop • You...!

17. Verbal • Voice • Words

18. Use of Voice VOICE VOLUME PITCH PAUSE PACE

19. Verbal Techniques

20. 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

21. Neutral Words • Hopefully • Maybe • Perhaps • (I’ll) Try • (I’ll) Think • Possibly

22. Negative Words • Can’t • Won’t • Bad • Problem • Unfortunately • Shouldn’t • Couldn’t • No & Not

23. 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

24. Not & Bad are the 3rd and 4th most negative words in the English Dictionary • What do you think are the 1st & 2nd?

25. No • Problem

26. Positive Words • Definitely • Will • Certainly • Yes • Absolutely • Guaranteed

27. 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

28. 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

29. 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

30. Information Impact • Tell ‘em • Tell’ em • Tell ‘em

31. 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)

32. Information Impact – maintaining interest E-O-S C A R E • 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 Challenge Action Agreed Roadblocks End result

33. 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

34. Personal • Appearance • Situation-specific • Audience/company culture • Mirror / compliment • Client ‘image’ • Passions and Enthusiasm • Mirrored • Justified – experiences and beliefs • Being YOU!!!!

35. 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

36. 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

37. PowerPoint presentations

38. 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

39. What materials do we need? • Marketing • Samples • Handouts

40. 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

41. 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

42. Venue & Equipment • Lighting • Heating and Ventilation • Power source • Equipment • Layout • Acoustics • Footnote

43. Using Notes • Using Cards • Using A4 paper Notes • Using a Manual

44. 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 Questioning

45. Handling Interruptions Stop Take Control Organise the Interruption Proceed STOP

46. Preventing Problems • Anticipate • Listen • Acknowledge • If complex – jot down key points • Is question of general interest? • If you don’t know the answer......

47. The Right Reactions LISTEN – SHOW THAT YOU ARE LISTENING • 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

48. The Wrong Reactions • Don’t pounce • Don’t respond glibly • Don’t argue • Don’t try to score a victory

49. 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!

50. How to do it.......