Transcript
“Not all Great speakers are born…..
….some are trained too.”
Presenting is a Skill…Presenting is a Skill…
Developed through
training, practice, and experience.
EXERCISE
Myself
• 5 minutes preparation
Each Participant Gets 5 mins to prepare a speech on
“Myself”
• 5 minutes preparation
• 2 minutes Delivery
• Final FeedbackEvaluation: Content 25% & Presentation Skills 75%
This can be used as a quick Pre-Training Evaluation for
gauging participants level
PLAN -The Core Message
Why????
– Reason For Presentation
– Impact on Audience
– What Action– What Action
REMEMBERYOUR 3E’sEDUCATE ENTERTAIN EXPLAIN
Who???? - Assess Your Audience– “Success depends on your ability to reach your
audience.” So Pitch to your audience:
– Size
– Demographics
PLAN -The Core Message
– Knowledge Level
– Bias
– Motivation
REMEMBER:
Talk to Your Audience, rather than at them
PREPARE - Research
What
– Excerpts
– Web
– Newspaper
– Testimonials– Testimonials
– And any sources that could add to your presentation
REMEMBER TO GRADE INFORMATION:
MUST KNOW SHOULD KNOW NICE TO KNOW
INTRODUCTION
BODY
PREPARE - Structure
Tell them what you are going to tell them
BODY
SUMMARY
Tell them
Tell them what you told them
• I - Interesting
• N - Need
• T - Title
INTRODUCTIONTell them what you are going to tell them
• T - Title
• R - Range
• O - Objectives
MAIN BODYTell Them
• Structure the Theme
• 5 Need to know statements
• 5 Key words• 5 Key words
• 5 Mini speeches / Excerpts
• Check Focus
SUMMARYTell them what you told them
• Tell them what you told them
• Draw conclusions – capitalize
• Point way forward• Point way forward
• Closing statement -impressive
• Give time for questions
PRACTICE – Give a Mock
• How????????? – practice, practice, practice……
– Strong Opening
– Clear Point
– Reduces nerves
– Improves performance– Clear Point
– Logical Flow
– “So What” test?
– Strong Ending
– Improves performance
– Helps judge timing
– Get familiar with aids
– Avoid over rehearsing
– Vary Voice : Voice Modulation to express emotion and emphasize point
– Body Language: eye contact and articulation
PRACTICE – Delivery
– Other aids: Slides, OHP, Handouts
– Timing: Not too long, Not too short – Edit
– Pace : Fast enough not to bore, slow enough to be grasped
An objection is anything the prospect says or
does that is an obstacle to smooth closing.
i.e. interruptions, questions, point oppositions,
doubts, clarifications.
PRACTICE – Objection Handling
They happen when………….– All or part of the presentation was misunderstood
– Prospect is not convinced
– Hidden reason (stall)
• Learn to Accept Objections as a Challenge Which, When Handled Correctly, Will benefit you and Your Prospect.
• If You Fear Objections You Will Fumble Your Response Often Causing You to Fail.
OBJECTION HANDLING FACTS
Causing You to Fail.
• Prospects that are usually convinced, are the once that have 58% more objections, so if you can handle them and are prepared for them then you are on your way to being a winner
Tips for Objection Handling
• Listen Carefully before you say anything.
• Confirm your Understanding of Objection
• Acknowledge their point of View.
• Base your technique of answering on:– The prospect's behavioral style
– Phase of the presentation
– The prospect's mood
– The number of times that this objection came up
– The type of objection
• Answer the Objection
• Attempt to close
Answer Based on Concrete
Evidence
• Case history or Testimonials,
• Demonstration,
• Guarantee/Warrantee,• Guarantee/Warrantee,
• Pre- Worked Cost derivatives, etc…
,,,,,,,,,,,And these can only be done if
the objections are foreseen and prepared for
in advance while practicing
PRESENT- On The ‘D’ Day
Introduce Yourself – Why Should They Listen
Get Attention, Build More Rapport, Introduce Topic– Humor
– Short Story
– Starling Statistic
– Make Audience Think
– Invite Participation
Get Audience Response
…Completing the Opening
• Clearly Defining Topic
• If Informative…– Clear parameters for content within time
• Overview • Overview
REMEMBER TO:
Gauge your audiences’ to match your delivery style with their temperament and be more receptive.
3 Steps to being a great Speaker
1. Vocal Techniques– Loudness
– Pitch
– Rate
– Pause
2. Body Language – Eye Contact, Gestures, Posture
3. Use of Space– Can Everyone See You?
– Movement
Keep Your Eyes on………
• Verbal fillers– “Um”, “uh”, “like”
– Any unrelated word or phrase
• Movements that show nervousness• Movements that show nervousness– Swaying, rocking, and pacing
– Hands in pockets
– Lip smacking
– Fidgeting
• Failure to being audience-centered
Always Remember that…..
Visual Aids are merely to………
– Enhance Understanding
– Add Variety
– Support Claims– Support Claims
– Create Lasting Impact
When they are used poorly they only serve to be…
A Distraction…Deliver Ineffective Presentation…… Reduce impact of topic
Polishing Presentation Skills
• Voice Modulation – Express Better
• Body Language – Kinetics• Body Language – Kinetics
Voice Modulation
“Friends, Romans, countrymen, lend me your ears;
I come to bury Caesar, not to praise him.
The evil that men do lives after them; ”
Task: Task: Ask about 7 -8 participants read this aloud……… without
telling anything about Voice Modulation.
Learning: You will notice, each one speaking in different tones,
pauses etc…. Only to convey various meanings.
Questions:
Why did every one have a different tone for the same sentence?
What did each tone deliver?
Uses of Tone as Non-Verbal communication?
USE….Voice projectionMeaningful PausesPitchConsonants, VowelsSpeak S L O W L Y ….
Kinetics
• Stance
• Dress
• Facial Expression
Pleasant grin
Firmly planted feet,
square with
shoulders
Clean-cut, pleasant
dress
Typical Eye Movement
• Upper left
• Upper right
• Lower left
• Lower right• Lower right
Correct Eye MovementInto the Eyes of the Audiences talking to them
through expressions while gauging them through
their expressions
Remember………….
60%40%
While Preparing your Time resources, ideally must be
divided between
60%Content Development
Objection handling
40%Tone / Pitch
Body Language
AV / aids for Presentation
Revise Your Learning…..
– 4 P’s of Presentation– Plan
– Prepare
– Practice
– Present– Present
–3 Steps to Being a Great Speaker
–5 Presentation Tips
–Keep Your Eye’s On
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