1. Copyright 2009. Jack E Rossin www.jackerossin.com Presenting With Confidence Techniques for more powerful presentations

2. Jack E Rossin

3. Making decisions… “Jury” votes for the lawyer they have the most confidence in (not on the merits of the case).

4. Jack E Rossin If you appear confident, they will buy what you’re selling!

5. Jack E Rossin I can’t make you be confident.

6. Jack E Rossin I can make you appear confident.

7. 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…

8. Jack E Rossin Techniques that make you Appear confident... Speaking more slowly Storytelling Experience presenting Listening Skills Preparation/rehearsal

9. Jack E Rossin 3 determinants of communication’s impact Words Voice (confident and comfortable) Non-verbal (posture, eye contact, gestures) – blink

10. Jack E Rossin Tricks to Appearing Confident Business theatrics Physical techniques Losing inhibitions…

11. 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.

12. 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…

13. Jack E Rossin Techniques that make you appear confident... Speaking more slowly Storytelling Experience presenting Listening Skills Preparation/rehearsal

14. Jack E Rossin The 11 th Technique Your team. Learn to give honest, specific feedback to each other that is clear and actionable.

15. Jack E Rossin 3 Key Presentation Techniques??

16. Jack E Rossin Eye Contact Eye contact wins people to your side One thought, one person Don’t talk without eye contact Straight shooters make eye contact

17. Jack E Rossin 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

18. Jack E Rossin V Volume Eye Contact

19. Jack E Rossin Introduce yourself focusing on eye contact and volume. Take 5 to organize Visualization technique

20. Jack E Rossin Warning The 3 rd key skill technique coming up!

21. 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.

22. Jack E Rossin “If you have something important to say, wrap it in a story.”

23. Jack E Rossin 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.

24. Jack E Rossin 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.

25. Jack E Rossin Story Guidelines Before you tell a story, decide what the ending will be.

26. Jack E Rossin Tell Us a Story 2 minutes long Take 10 to prepare

27. Jack E Rossin Critique Name a spokesperson

28. Jack E Rossin Confidence Techniques Posture Hands SMILE. Really! Vocal pace. Pause for learning.

29. Jack E Rossin Non-words Ah Oh Um Hmm Aaa $1 exercise

30. Jack E Rossin Comprehension The single most important factor in comprehension is sentence length. Short sentences work better. One thought per sentence.

31. Jack E Rossin 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.

32. 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?

33. Jack E Rossin Warning Major “Opening” exercise coming up!

34. Jack E Rossin Building the Presentation Open Middle Close

35. Jack E Rossin Focus on the Open Audiences are most attentive in the beginning Energizes you and the audience Gives you confidence

36. Jack E Rossin 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

37. 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.

38. Jack E Rossin Grand Openings Identify your Takeaway

39. Jack E Rossin 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

40. Jack E Rossin Develop the Takeaway What is the one thing you want the prospect to remember about your pitch? Why?

41. Jack E Rossin Build the Takeaway into the Opening Through logic chain Through problem-solution Through visualization Through a story…

42. Jack E Rossin Business Story Example Hut Budded Pup Con

43. Jack E Rossin Business Story Example Hot Buttered Pop Corn

44. Jack E Rossin Prepare an Opening to a Presentation MAXIMUM 2 minutes long. Take 10 to prepare. Pair off.

45. Jack E Rossin Critique Pick a spokesperson

46. Jack E Rossin Using Notes when Speaking Three schools of thought – Never – Use bulleted notes – Write word for word

47. Jack E Rossin Using Notes - Conclusion Whatever makes you feel most confident is the right technique as long as you can maintain eye contact.

48. Jack E Rossin 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

49. Jack E Rossin 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…

50. Jack E Rossin 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”

51. Jack E Rossin 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.

52. 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.

53. Jack E Rossin PowerPoint Guidelines Even the best PowerPoint can be a distraction for and from the speaker. Use sparingly

54. 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

55. Jack E Rossin PowerPoint Guidelines Set up all equipment in advance Use a remote control clicker Never turn the lights down. Never. Rehearse your animations

56. 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…

57. Jack E Rossin If you’re an inexperienced presenter… Either use one animation sparingly, or… Don’t use it at all.

58. Jack E Rossin Warning Major “Closing” exercise coming up!

59. Jack E Rossin Closing Thoughts A close has two parts -Summary -The Advance

60. Jack E Rossin Summarize with Passion Summarize with lots of supporting data Pick up pace, volume and energy Make the close a crescendo

61. Jack E Rossin Closing Rules Deliver The Advance What action do you want them to take? Thank them.

62. Jack E Rossin Sell us on something you are passionate about. Use a close and an advance to end the pitch.

63. Jack E Rossin Critique Pick a spokesperson

64. Jack E Rossin 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”

65. Jack E Rossin 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.

66. Jack E Rossin What Confident presenters have in common Eye contact Posture Facial expressions Speaking volume Command of material

67. Jack E Rossin Confident speakers Speak slowly Tell stories Experience in interviews Listening skills Preparation/rehearsal A strong team

68. Jack E Rossin 3 Key Presentation Techniques??

69. Jack E Rossin 3 Key Techniques Eye Contact Volume Storytelling

70. Jack E Rossin 3 determinants of communication’s impact Words Voice (confidence and comfortable) Non-verbal (posture, eye contact, gestures)

71. Jack E Rossin Summary - Opening Identify the takeaway Layout the supporting material Is there an opportunity for a story? Package the material Visualize success

72. Jack E Rossin Summary Rehearse your handovers with the group Use PowerPoint Sparingly and always talk to the audience, not the screen.

73. Jack E Rossin 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

74. Jack E Rossin Tips Using Notes Sit or stand? Best practice Think positive Elevator speech Lots of opportunities

75. Jack E Rossin Tips Transitions Smile Energy Pause Video tape Posture Exit

76. Jack E Rossin 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.

77. Jack E Rossin Your mother’s advice Prepare Rehearse

78. Copyright 2006. Jack E Rossin Thank You. Go forth and present.