7. ` Overcome the No. 1 Barrier to
Communication
24th October 2012
8. 80%
Of Success
Relies on "Soft
Skills"
Many recent studies have shown that “Technical Skills” (our natural skills
and learned skills through training and experience) only represent at best
20% of the input into our performance.
The remaining 80% which affects our performance comes from our
"Personal Skills”.
9. “A weak message from a good
speaker will have more impact than
a strong message from a poor
speaker, regardless of how much
we like to think the opposite might
be true.”
Deiric McCann from his book ‘Leadership
Charisma’
10. ` The Aristo Philosophy
Stop Delivering!
Sales Pitches (no one wants to be sold to)
Sermons (churches empty)
Speeches (no audience)
Pitches/Presentations (uninteresting)
11. ` The Aristo Philosophy
Start Having a Conversation
Aristo promotes the art of extended
conversation
Have a conversation be it with
1 , 5, 50 or 500 people.
13. ` The Basics
1. Open
(Connect in 20 words or 7 sec.)
2. Body
(Concentration ON-OFF-ON-OFF-ON-OFF-
ON
OFF ON OFF-ON-OFF)
3. Close
(If they remember your take home message
you are a success)
14. Template
“ Despite the fact that Father Ted was
basically an Irish ‘Only Fools and Horses‘
with a soft, surreal twist (the three male
characters in both are almost identical”
www.aristo.ie - Graham Linehan
16. “It is the ability to sell – therefore, to
communicate to another human being, be it
customer, employee, boss, spouse or child that
is the basic skill of personal success.”
- Robert T. Kiyosaki
Author of Rich Dad Poor Dad
17. ` Tip Scales in your Favour
To connect successfully,
use these 3 steps:
Are Do Get
18. “A gossip talks about others,
a bore talks about himself,
a salesman talks about his product,
and a brilliant conversationalist talks
about you.”
- Andrew Keogh
19. ` Relationship Building
Factual
Value
Based
Causativ
e
20. ` The Basics: Preparation
Are Do Get
Situation Appraisal
Objectives
Measure of Success
Value to Organisation
21. “If a potential customer has made time to meet
you, this means they have a problem to solve or a
project in mind and they expect that you are not
simply coming to tell them what you do, but that
you have put some real thought into how you are
going to help them solve their problem”
- Deirdre McPartlin
Enterprise Ireland Düsseldorf
27. ` Pitch Structure
Pitch Structure
Who is your Audience?
Connect: (get attention)
What problem do you solve?
How do you this? (KISS)
How many have you sold?
Competition (we are like)
Finances (your ambition)
Who are you? (team)
How are they better?
(always finish with how people will be better)
Call for Action
Editor's Notes
Tell the story of Chapter one and Bruce Springsteen. Also tell story of OVPR visiting VP research looking to invest. Who have we here and deliver same on presentation irrespective of Audience /Industry. You want to demonstrate this is someone/ orginisation we could work with! Nancy Dwarte . P Who is my audience as question: Start-ups / Researchers / Professional Services/ Industry/
Tell the story of Chapter one and Bruce Springsteen. Also tell story of OVPR visiting VP research looking to invest. Who have we here and deliver same on presentation irrespective of Audience /Industry. You want to demonstrate this is someone/ orginisation we could work with! Nancy Dwarte “Designing a presentation without the audience in mind is like writing a love letter to ‘whom it may concern’” Nancy Duarte Who is my audience as question: Start-ups / Researchers / Professional Services/ Industry/
Explain the basics by telling the story of Paul O ’ Connell and the Munster team or of Graham McDowell (G- Mac) Sports people always talk about getting the basics right. The same applies to presenting the basics are – open: get attention, close: tell the audience how they are better. Between Open and Close use one of 5-6 tried and trusted formats. This evening I will give you the format for Pitch talk. Regularly I meet people so say I will just wing it in the belief that It will be alright on the night nothing could be further from the truth. E.g. Billy Connelly or Dara O ’ Brien know exactly what they are doing and where they are going they skill /art is in making it look like it is ad-libbed
Why are these companies in ireland Ford EMC2 Twitter /DWS IDA Play the Irish card, find the connection build the relationship
Who her would regard them selves as a good conversationalist? Let’s have a go,
When we use the language of our industry/jargon we feel we are one of the gang. When presenting to external sources we need to have people feeling included not excluded, if you are going to be successful at pitching include people avoid jargon and language of your industry Tell the story of Italian holiday