7. 10 Techniques to Make You Appear
Confident.
Strong eye contact
Good posture
Varying facial/hand/arm expressions
Speaking volume
Command of material…
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8. Techniques that make you Appear
confident...
Speaking more slowly
Storytelling
Experience presenting
Listening Skills
Preparation/rehearsal
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9. 3 determinants of communication’s
impact
Words
Voice (confident and comfortable)
Non-verbal (posture, eye contact, gestures)
– blink
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10. Tricks to Appearing Confident
Business theatrics
Physical techniques
Losing inhibitions…
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11. Stretching Exercises
Just as real stretching reduces tension in
your muscles, this stretching is designed to
reduce the inhibitions of your workshop
exercises.
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12. 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
13. Techniques that make you appear
confident...
Speaking more slowly
Storytelling
Experience presenting
Listening Skills
Preparation/rehearsal
Jack E Rossin
14. The 11th Technique
Your team. Learn to give honest, specific
feedback to each other that is clear and
actionable.
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16. Eye Contact
Eye contact wins people to your side
One thought, one person
Don’t talk without eye contact
Straight shooters make eye contact
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17. Speaking Volume
Your voice level drives your energy level,
posture, animation, body language.
On a volume scale of 1-10, speak at 7 or 8
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19. Introduce yourself focusing on eye
contact and volume.
Take 5 to organize
Visualization technique
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20. Warning
The 3rd key skill
technique coming up!
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21. 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.
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22. “If you have something
important to say, wrap it in a
story.”
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23. 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.
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24. Story Guidelines
You don’t 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.
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25. Story Guidelines
Before you tell a story, decide what the
ending will be.
Before you tell a story, decide what the
ending will be.
Before you tell a story, decide
what the ending will be.
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26. Tell Us a Story
2 minutes long
Take 10 to prepare
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28. Confidence Techniques
Posture
Hands
SMILE. Really!
Vocal pace. Pause for learning.
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29. Non-words
Ah
Oh
Um
Hmm
Aaa
$1 exercise
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30. Comprehension
The single most important factor in
comprehension is sentence length.
Short sentences work better.
One thought per sentence.
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31. Elevator Speech
An elevator speech is a 30-60 second
response to the business question “What do
you do?”
It typically conveys what you do at your
specific job and what your firm does.
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32. 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?
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33. Warning
Major “Opening”
exercise coming up!
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35. Focus on the Open
Audiences are most attentive in the
beginning
Energizes you and the audience
Gives you confidence
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36. Don’t Squander the Opening
Don’t thank the audience
Don’t say “you’re glad to be here”
Never tell a joke
Don’t say “I’ve been asked to speak about...”
Don’t apologize
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37. 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.
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39. The 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
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40. Develop the Takeaway
What is the one thing you want the prospect
to remember about your pitch?
Why?
Why?
Why?
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41. Build the Takeaway into the Opening
Through logic chain
Through problem-solution
Through visualization
Through a story…
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46. Using Notes when Speaking
Three schools of thought
– Never
– Use bulleted notes
– Write word for word
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47. Using Notes - Conclusion
Whatever makes you feel most confident is
the right technique as long as you can
maintain eye contact.
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48. Listening Skills
Listen more, talk less.
Listening…understanding what the client
needs…is the foundational skill of great
professionals.
55% of listening is watching body language
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49. Answer questions when asked
If asked a question, never say “we’ll 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…
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50. Handling the handover
Introduce your colleague, but don’t cover the
specifics of what he is going 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”
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51. Handover exercise
Go around the room handing over the
interview to the next person.
A well rehearsed handover is the sign of a
well oiled team.
Take 5 minutes to prepare.
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52. 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.
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53. PowerPoint Guidelines
Even the best PowerPoint can be a
distraction for and from the speaker.
Use sparingly
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54. PowerPoint Guidelines
Keep word count low, type size large.
Keep the number of pages to a minimum.
Avoid clip art and gratuitous photos
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55. PowerPoint Guidelines
Set up all equipment in advance
Use a remote control clicker
Never turn the lights down. Never.
Rehearse your animations
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56. 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…
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57. If you’re an inexperienced presenter…
Either use one animation sparingly, or…
Don’t use it at all.
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58. Warning
Major “Closing”
exercise coming up!
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59. Closing Thoughts
A close has two parts
-Summary
-The Advance
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60. Summarize with Passion
Summarize with lots of supporting data
Pick up pace, volume and energy
Make the close a crescendo
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61. Closing Rules
Deliver The Advance
What action do you want them to take?
Thank them.
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62. Sell us on something you are
passionate about.
Use a close and an
advance to end the
pitch.
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64. Answering Q&As
An opportunity to advance your premise
Don’t repeat the question
If you don’t know, say so!
Never say “That’s a good question”
Answer Yes and No Qs with “...let me tell you
why”
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65. Summary of today
Most juries vote for the presenter who is
most confident, regardless of content.
Juries want to trust you and like you.
The more confident you appear, the more
they buy what you’re selling.
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66. What Confident presenters have in
common
Eye contact
Posture
Facial expressions
Speaking volume
Command of material
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67. Confident speakers
Speak slowly
Tell stories
Experience in interviews
Listening skills
Preparation/rehearsal
A strong team
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70. 3 determinants of communication’s
impact
Words
Voice (confidence and comfortable)
Non-verbal (posture, eye contact, gestures)
Jack E Rossin
71. Summary - Opening
Identify the takeaway
Layout the supporting material
Is there an opportunity for a story?
Package the material
Visualize success
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72. Summary
Rehearse your handovers with the group
Use PowerPoint Sparingly and always talk to
the audience, not the screen.
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73. Summary - Close
Close with energy and pace
Review all key points
Reiterate your Takeaway
The Advance
Use Q&A to advance your agenda
Listen when the prospect speaks
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74. Tips
Using Notes
Sit or stand?
Best practice
Think positive
Elevator speech
Lots of opportunities
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75. Tips
Transitions
Smile
Energy
Pause
Video tape
Posture
Exit
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76. One last exercise
Go around the room and tell us the one thing
(ONLY ONE) that you would want to work on
to be a better presenter.
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