How good are you at communicating? As HR specialists, it is vital that you communicate your proposition effectively and inspire confidence so that your audience buys into new ideas. This interactive session will enable you to gain an insight into and experience some of the key skills, strategies and tactics of skilled communicators that will significantly improve your ability to communicate and influence your audiences. Based around a short quiz which, in 20 questions, tests your communication abilities. The answers are illustrated with videos and examples which will equip you with some of the most effective practices used in influencing your colleagues. Trevor Jones, Marketing Director, Winning Presentations

1. Communication Best Practices for HR Professionals
Trevor Jones
Winning Presentations
Getting to Yes!

2. 1990 -2011 All rights reserved. The Learning Point Presentations School London Limited.
The challenge: A view from the top:
“…There is little point having an organization like ours
brimful of technical expertise and excellent products
if only a handful of people are capable of communicating
that excellence to our market place…”
“We must present our case better than we do”

3. 1990 -2011 All rights reserved. The Learning Point Presentations School London Limited.
From behind closed doors:
-A peek at the keys to success

4. 1990 -2011 All rights reserved. The Learning Point Presentations School London Limited.
-Personality
Communication ability
3 Ps -A Critical Combination:
Each has to be just right
Proposition -Resonance of messages
Presentation -
Strategies and materials

5. 1990 -2011 All rights reserved. The Learning Point Presentations School London Limited.
Fly on the wall reveals:
Expectations and outcomes.
Critical content and strategies.
Support materials.
Team working.
Dealing with questions.
What your audiences need to hear & how

6. 1990 -2011 All rights reserved. The Learning Point Presentations School London Limited.
Getting to Yes!
Communication Best Practices for HR Professionals
Winning Presentations:
Trevor Jones

7. 1990 -2011 All rights reserved. The Learning Point Presentations School London Limited.
B.Track record/reputation
E.Personality of the Presenter
F.Chemistry/Feel-good Factor
A daunting array of “Intangible Qualities”
Q1.Three most commondeciding factors?

8. 1990 -2011 All rights reserved. The Learning Point Presentations School London Limited.
Client expectations: The order of the five buying decisions:
3. About your product/service
1. About you, the presenter
2. About your company
4. About your price
5. About the time to buy
“Personality, Chemistry, Confidence”

9. 1990 -2011 All rights reserved. The Learning Point Presentations School London Limited.
A.At the beginning –The pole position
Q2.Best position on the agenda?
-40% of winners went in:
So be the one to beat
-“No difference between the low success rates
of any of the other positions, including last”

10. 1990 -2011 All rights reserved. The Learning Point Presentations School London Limited.
D.The ability to inspire
Follow the person not the company
Q3.The most important attribute?

11. 1990 -2011 All rights reserved. The Learning Point Presentations School London Limited.
A.The Opening:
No second chance to
make a first impression
Pleasantries, set up and getting started
Q4.Most important part is?

12. 1990 -2011 All rights reserved. The Learning Point Presentations School London Limited.
C.I’m here to make the case for…
D.Today I would like to gain your commitment…
F.My aim today is to give you an understanding of…
Set their expectations
Q5.Choose Three Statements of Purpose

13. 1990 -2011 All rights reserved. The Learning Point Presentations School London Limited.
D. Critical
Must meet their initial expectations
Q6.The content of your presentation is?

14. 1990 -2011 All rights reserved. The Learning Point Presentations School London Limited.
C. To suggest specific solutions with clear benefits and costs
“What can you do for us?”
Q7.The key purpose of your strategic conversation
is?

15. 1990 -2011 All rights reserved. The Learning Point Presentations School London Limited.
B. No more than three
Scale up quantity for stronger quality
Q8.How many messages?

16. 1990 -2011 All rights reserved. The Learning Point Presentations School London Limited.
1 Investment
4 Speed
3 Plan
2 Strategy
“A few thoughts….”
“Primacy & Recency –132 Rule”

17. 1990 -2011 All rights reserved. The Learning Point Presentations School London Limited.
A.First
Strongest position and avoids the “highjack”
Q9. Position of most important message

18. 1990 -2011 All rights reserved. The Learning Point Presentations School London Limited.
Rank Messages
1
2
3
Sequence Messages
1
2
3
132 Rule or The Psychological Sandwich
Message sequencing

19. 1990 -2011 All rights reserved. The Learning Point Presentations School London Limited.
Performance
Process
Service
Process
Performance
Service
Interest up front / Ennui “Sandwiched”
1,3,2 Rule applied:
1. Client Type Perspective:

20. 1990 -2011 All rights reserved. The Learning Point Presentations School London Limited.
Results
Attribution
Strategy
Factors
Results
Strategy
Strength up-front / Weakness “Sandwiched”
1,3,2 Rule applied:
E.G. –Review Meeting

21. 1990 -2011 All rights reserved. The Learning Point Presentations School London Limited.
D.Person who has or will have
implementation responsibility
Find a role for the “Big Hitter”
Q10. The team should be led by?

22. 1990 -2011 All rights reserved. The Learning Point Presentations School London Limited.
A.No more than two (If possible )
Poor choreography and intimidation
Q11. Optimal size of the team?

23. 1990 -2011 All rights reserved. The Learning Point Presentations School London Limited.
B.Responses to questions
One error can kill the whole deal
Q12. Which aspect has most impact?

24. 1990 -2011 All rights reserved. The Learning Point Presentations School London Limited.
E.75%
Generally meets audience’s preferences & avoids dilution
Q13. Proportion of the presentation
devoted to Q&A?

25. 1990 -2011 All rights reserved. The Learning Point Presentations School London Limited.
1.
2.
Wheelbarrows
Reduce Negative Evaluation

26. 1990 -2011 All rights reserved. The Learning Point Presentations School London Limited.
Meet audience’s preferences
Avoid dilution of messages
Chance to handle negative reactions
Maximize the Q&A opportunity
Switch the balance of timing:

27. 1990 -2011 All rights reserved. The Learning Point Presentations School London Limited.
A.Ideally -less than 10 minutes.
B.Up to 15 minutes if your lucky
C.20 minutes often only for public sector presentations
(D.& E. -Forget them)
Avoids “highjack”stays within threshold
Q14. How long should the presentation last?

28. 1990 -2011 All rights reserved. The Learning Point Presentations School London Limited.
B.At the end of the presentation
Set the “contract”at the outset
Q15. When to take questions?

29. 1990 -2011 All rights reserved. The Learning Point Presentations School London Limited.
B.Short and concise
Long answers have:
Huge downside, Little Upside
Q16. Answers to questions should be?

30. 1990 -2011 All rights reserved. The Learning Point Presentations School London Limited.
D.Very confident and positive
“We Felt They Really Wanted this Project to be Successful”
Q 17. To show how keen you are for your
solution to be acted upon…

31. 1990 -2011 All rights reserved. The Learning Point Presentations School London Limited.
The importance of tactics
Tactics -The only changed factor
Same Product
Same Performance
Same Presenters
Year 1 -19 wins from 21 pitches
Year 2 -23 wins from 24 pitches
Year 3 –15 wins from 16 pitches
From average 30% strike rate:

32. 1990 -2011 All rights reserved. The Learning Point Presentations School London Limited.
-Personality
Communication ability
3 Ps -A Critical Combination:
Each has to be just right
Proposition -Resonance of messages
Presentation -
Strategies and materials

33. 1990 -2011 All rights reserved. The Learning Point Presentations School London Limited.
From behind closed doors:
-A peek at the keys to success

34. 1990 -2011 All rights reserved. The Learning Point Presentations School London Limited.
Getting to Yes!
Communication Best Practices for HR Professionals
Winning Presentations:
Trevor Jones