1、Copyright 2009. Jack E Rossin ,Presenting With Confidence,Techniques for more powerful presentations,Jack E Rossin,Jack E Rossin,Making decisions,“Jury” votes for the lawyer they have the most confidence in (not on the merits of the case).,Jack E Rossin,If you appear confident, they will buy what yo

2、ure selling!,Jack E Rossin,I cant make you be confident.,Jack E Rossin,I can make you appear confident.,Jack E Rossin,10 Techniques to Make You Appear Confident.,Strong eye contact Good posture Varying facial/hand/arm expressions Speaking volume Command of material,Jack E Rossin,Techniques that make

3、 you Appear confident.,Speaking more slowly Storytelling Experience presenting Listening Skills Preparation/rehearsal,Jack E Rossin,3 determinants of communications impact,Words Voice (confident and comfortable) Non-verbal (posture, eye contact, gestures) blink,Jack E Rossin,Tricks to Appearing Conf

4、ident,Business theatrics Physical techniques Losing inhibitions,Jack E Rossin,Stretching Exercises,Just as real stretching reduces tension in your muscles, this stretching is designed to reduce the inhibitions of your workshop exercises.,Jack E Rossin,10 Techniques to Make You Appear Confident.,Stro

5、ng eye contact Good posture Varying facial/hand/arm expressions Speaking volume Command of material,Jack E Rossin,Techniques that make you appear confident.,Speaking more slowly Storytelling Experience presenting Listening Skills Preparation/rehearsal,Jack E Rossin,The 11th Technique,Your team. Lear

6、n to give honest, specific feedback to each other that is clear and actionable.,Jack E Rossin,3 Key Presentation Techniques?,Jack E Rossin,Eye Contact,Eye contact wins people to your side One thought, one person Dont talk without eye contact Straight shooters make eye contact,Jack E Rossin,Speaking

7、Volume,Your voice level drives your energy level, posture, animation, body language. On a volume scale of 1-10, speak at 7 or 8,Jack E Rossin,V,Volume Eye Contact,Jack E Rossin,Introduce yourself focusing on eye contact and volume.,Take 5 to organize Visualization technique,Jack E Rossin,Warning,The

8、 3rd key skill technique coming up!,Jack E Rossin,Storytelling,The secret weapon of speaking Stories relax you and the audience An immediate way to start great and stay great Great pitches use stories frequently.,Jack E Rossin,“If you have something important to say, wrap it in a story.”,Jack E Ross

9、in,Story Guidelines,A story has an open, middle and close. Give your story a visual location and mood. Stories need an intro like.”I want to tell you a story about a ” In telling a true story, you are allowed to twist facts and sequence to make the story flow better.,Jack E Rossin,Story Guidelines,Y

10、ou dont need to tell everything that happened, especially if it requires a side story to explain. A short sweet story is better than a long rambling one.,Jack E Rossin,Story Guidelines,Before you tell a story, decide what the ending will be. Before you tell a story, decide what the ending will be. B

11、efore you tell a story, decide what the ending will be.,Jack E Rossin,Tell Us a Story,2 minutes long Take 10 to prepare,Jack E Rossin,Critique,Name a spokesperson,Jack E Rossin,Confidence Techniques,Posture Hands SMILE. Really! Vocal pace. Pause for learning.,Jack E Rossin,Non-words,Ah Oh Um Hmm Aaa

12、 $1 exercise,Jack E Rossin,Comprehension,The single most important factor in comprehension is sentence length. Short sentences work better. One thought per sentence.,Jack E Rossin,Elevator Speech,An elevator speech is a 30-60 second response to the business question “What do you do?” It typically co

13、nveys what you do at your specific job and what your firm does.,Jack E Rossin,Elevator Speech,Answer the question as if you have been asked “So what do you love about what you do?” And what is it you admire about what your firm is doing?,Jack E Rossin,Warning,Major “Opening” exercise coming up!,Jack

14、 E Rossin,Building the Presentation,Open Middle Close,Jack E Rossin,Focus on the Open,Audiences are most attentive in the beginning Energizes you and the audience Gives you confidence,Jack E Rossin,Dont Squander the Opening,Dont thank the audience Dont say “youre glad to be here” Never tell a joke D

15、ont say “Ive been asked to speak about.” Dont apologize,Jack E Rossin,Play the Audience,The prospect will be most attentive to anything that makes his/her job easier, smoother, worry free, faster, cheaper and/or less complicated.,Jack E Rossin,Grand Openings,Identify your Takeaway,Jack E Rossin,The

16、Takeaway,What is the one thing you want them to remember from your pitch? A takeaway is something that is very important to the audience. Put the takeaway in the open, middle and close,Jack E Rossin,Develop the Takeaway,What is the one thing you want the prospect to remember about your pitch? Why? W

17、hy? Why?,Jack E Rossin,Build the Takeaway into the Opening,Through logic chain Through problem-solution Through visualization Through a story,Jack E Rossin,Business Story Example,Hut Budded Pup Con,Jack E Rossin,Business Story Example,Hot Buttered Pop Corn,Jack E Rossin,Prepare an Opening to a Prese

18、ntation,MAXIMUM 2 minutes long. Take 10 to prepare. Pair off.,Jack E Rossin,Critique,Pick a spokesperson,Jack E Rossin,Using Notes when Speaking,Three schools of thought Never Use bulleted notes Write word for word,Jack E Rossin,Using Notes - Conclusion,Whatever makes you feel most confident is the

19、right technique as long as you can maintain eye contact.,Jack E Rossin,Listening Skills,Listen more, talk less. Listeningunderstanding what the client needsis the foundational skill of great professionals. 55% of listening is watching body language,Jack E Rossin,Answer questions when asked,If asked

20、a question, never say “well get to that later.” It makes you look inflexible. If interrupted, deal with it. This may be a test. Audience questions and comments always trump what you have to say,Jack E Rossin,Handling the handover,Introduce your colleague, but dont cover the specifics of what he is g

21、oing to say. A better hand-off is to say “We know the budget is important to you, so Joe, our account supervisor with lots of expertise in this area took a look at your project. Joe”,Jack E Rossin,Handover exercise,Go around the room handing over the interview to the next person. A well rehearsed ha

22、ndover is the sign of a well oiled team. Take 5 minutes to prepare.,Jack E Rossin,PowerPoint Guidelines,The secret to effective PowerPoint is to use it as support, not as a cue card. Refer to the screen, but do not read the screen. Talk to your audience. Never speak without eye contact.,Jack E Rossi

23、n,PowerPoint Guidelines,Even the best PowerPoint can be a distraction for and from the speaker. Use sparingly,Jack E Rossin,PowerPoint Guidelines,Keep word count low, type size large. Keep the number of pages to a minimum. Avoid clip art and gratuitous photos,Jack E Rossin,PowerPoint Guidelines,Set

24、up all equipment in advance Use a remote control clicker Never turn the lights down. Never. Rehearse your animations,Jack E Rossin,PowerPoint Guidelines,Animation is OK, but be consistent Animation can slow you down If I have to turn Each time I add a line It can get annoying,Jack E Rossin,If youre

25、an inexperienced presenter,Either use one animation sparingly, or Dont use it at all.,Jack E Rossin,Warning,Major “Closing” exercise coming up!,Jack E Rossin,Closing Thoughts,A close has two parts -Summary -The Advance,Jack E Rossin,Summarize with Passion,Summarize with lots of supporting data Pick

26、up pace, volume and energy Make the close a crescendo,Jack E Rossin,Closing Rules,Deliver The Advance What action do you want them to take? Thank them.,Jack E Rossin,Sell us on something you are passionate about.,Use a close and an advance to end the pitch.,Jack E Rossin,Critique,Pick a spokesperson

27、,Jack E Rossin,Answering Q&As,An opportunity to advance your premise Dont repeat the question If you dont know, say so! Never say “Thats a good question” Answer Yes and No Qs with “.let me tell you why”,Jack E Rossin,Summary of today,Most juries vote for the presenter who is most confident, regardle

28、ss of content. Juries want to trust you and like you. The more confident you appear, the more they buy what youre selling.,Jack E Rossin,What Confident presenters have in common,Eye contact Posture Facial expressions Speaking volume Command of material,Jack E Rossin,Confident speakers,Speak slowly Tell stories Experience in interviews Listening skills Preparation/rehearsal A strong team,Jack E Rossin,3 Key Presentation Techniques?,Jack E Rossin,3 Key Techniques,Eye Contact Volume Storytelling,Jack E Rossin,3 determinants of communications impact,Words Voice (confidence and comfortable