1. Breakthrough Communications

2. Course Learning Objectives
Be engaging to awaken an interest in others
Be convincing to move others to action
Be flexible to adjust to diverse situations
Be Structured to convey a message with feeling
Be assertive to remain poised under pressure
Be strategic to achieve desired objectives

3. Course Overview Be Engaging Be Convincing
Creating a Positive First Impression
Representing Your Organization
Be Convincing
Presenting in Impromptu Situations
Motivating Others to Action

4. Course Overview Be Flexible Be Structured
Communicating with Greater Impact
Presenting Complex Information
Be Structured
Recognizing Others
Inspiring People to Embrace Change

5. Course Overview Be Assertive Be Strategic
Communicating Impromptu on Current Events
Presenting in Pressure Situations
Be Strategic
Presenting a Topic of Choice
Committing to Continuous Improvement

7. Creating a Positive First Impression

8. Creating a Positive First Impression
Establish a positive first impression
Communicate with enhanced credibility
Identify personal objectives for the training
Develop rapport with the audience
Understand how you are interpreted by others

9. First Impressions
Attributes:
Name
Company
Position
Need
Incident

10. The Secret Speak about something you: earned the right
are eager to share
are excited about

12. Fundamentals

13. Fundamentals Own your material Feel positive about your subject
Relate the value of your message to your audience

14. Guidelines Research material Make brief notes
Use examples and analogies
Control nerves
Be open
Practice

15. Rapport Consider yourself honored Give sincere appreciation
Mention names
Play yourself down — not up
Smile

16. Rapport (2) Say “We” — not “You” Talk in listener’s interests Have fun
Don’t apologize

17. Rapport (3) Appeal to nobler emotions Welcome criticism
Be “a good person skilled in speaking”

18. Preparation Who is my audience? What is the purpose? How will I open?
What are the major points?
What are the supporting ideas and evidence?
How will I close?

20. Representing Your Organization

21. Representing Your Organization
Present a positive image of your organization
Project enthusiasm
Communicate competency with confidence
Reinforce an informative message with supportive evidence

22. Representing Your Organization
Opening
First fact / benefit
Second fact / benefit
Incident to support these facts/ example
Closing

23. Openings Startling statement Question Mystery statement Compliment
Dramatic incident

24. Closings Summarize in a few words Appeal to nobler motives
Throw down a challenge
Dramatize
Use a motivating statement
Use a quote
Speak on a personal level

26. Presenting in Impromptu Situations

27. Presenting in Impromptu Situations
Display confidence and competence under pressure
Be convincing even in unexpected circumstances
Think on your feet more effectively
Practice using evidence in impromptu situations

28. Think — Speak What is my opinion on this subject? Why do I say that?
What examples support this?
An example?
The example shows…
Therefore, my opinion is...

30. Motivating Others to Action

31. Motivating Others to Action
Present in a results-oriented way
Persuade an audience to take action
Offer reliable, verifiable evidence
Relate to an audience at their level
Communicate in a convincing manner

32. The Magic Formula
Planning
Evidence
Action
Benefit

33. The Magic Formula (2)
Delivery
Benefit
Action
Evidence

34. Evidence Defeats Doubt
Demonstrations
Examples
Facts
Exhibits
Analogies
Testimonials
Statistics
Doubt
Evidence
Doubt

35. Motivating Others to Action
Open
Evidence
Action
Benefit

37. Communicating with Greater Impact

38. Communicating with Greater Impact
Develop increased flexibility
Communicate material that is not your own
Present written material in an engrossing and captivating manner
Overcome barriers that tend to restrict your ability to emphasize

39. Marking Written Materials
(To make material more varied and lively), a presenter may use word emphasis, pauses, // and pacing.~
(For maximum impact ~), // (a presenter may also use voice modulation , phrasing , and gestures*.)

40. Making Written Material Come Alive
Use large print with adequate lighting
Use oral expression to add interest
Mark pages for oral interpretation
Keep eye contact with listeners
Slide numbered pages
Rehearse until familiar

42. Presenting Complex Information

43. Presenting Complex Information
Develop flexibility in making complex material simple and understandable
Communicate information in an interesting manner
Use analogies to effectively communicate complex information

44. Presenting Complex Information
Opening
Analogy
Explanation
Closing
Questions & Answers
Final Closing

45. Question & Answer Period
Clarifies message
Reinforces key points
Exposes resistance
Encourages audience interaction
Provides opportunity to add evidence

46. Q&A Guidelines “We have (time) for questions...”
“Who has the first question?”
“Who has the next question?”
The question was...
Repeat or paraphrase
Conclude and end

47. Q&A Guidelines (2) “Who has the next question?”
If no questions — state / answer own
“Who has the final question?”
Reiterate closing point

49. Recognizing Others

50. Recognizing Others
Recognizing the value of structure in delivering presentations with feeling
Practice giving genuine appreciation in an appropriate way
Realize the impact that sincere recognition has on morale
Realize the value of this process as a tool in professional and social situations

51. Recognizing Others Addressing the person Importance of occasion
Incident
3 specific qualities or attributes
Future
Closing

52. Inspiring People to Embrace Change

53. Inspiring Others to Embrace Change
Logically and emotionally appeal to the audience
Handle objections before they arise
Give people options with a specific recommendation

54. Alternative Solutions?
Embrace Change (2)
Change
Alternative Solutions?

55. Embrace Change (3)
Change
Possible Solutions

56. Inspiring People to Embrace Change
Opening
Statement of need
Example of need
3 possible solutions (+, -)
Best solution with evidence
Closing

58. Communicate Impromptu on Current Events

59. Communicate Impromptu on Current Events
Remain poised under pressure
Explore your ability to think creatively
Speak about current topics in a relevant manner through personal associations

60. Presenting in Pressure Situations

61. Presenting in Pressure Situations
Maintain professional composure under pressure
Communicate leadership ability to handle stressful situations
Become a proactive listener
Sell strategic ideas concerning self and organization

62. Responding in Pressure Situations
Project professional posture
Prepare positive messages
Make your hands comfortable

64. Presenting a Topic of Choice

65. Presenting a Topic of Choice
Select a topic and choose the right structure that provides the greatest impact
Facilitate a question and answer period to enhance audience understanding

66. Guidelines Select an upcoming presentation
Identify the objective and audience
Prepare the facts and evidence
Develop an enthusiasm for the subject
Rehearse out loud

67. Committing to Continuous Improvement

68. Committing to Continuous Improvement
Celebrate the progress achieved and commit to continuous improvement
Identify relevant opportunities to apply concepts from this training
Set measurable goals for future growth

69. Committing to Continuous Improvement
Opening
Fact/ benefit
Example
Commitment/ future goal
Closing

70. Breakthrough Communications
Leadership Training for Managers
ISO-404-PD-EV-0730-T1.0
Copyright © 1999

71. Using Visuals

72. Benefits of Visuals Dramatize ideas Guide the presentation direction
Make the message easy to understand

73. Visual Choice Factors Number of visuals required Degree of permanency
Size of audience
Message content
Time to prepare
Cost

74. Basic Design Guidelines
6 x 6 Rule

75. 6 x 6 Rule
Six words per line
Six lines per screen

76. 6 x 6 Rule Violated Here’s the first bullet item for this screen
The next bullet item - it has more to say
This bullet item was hard to fit in this space
This bullet was very important to include
Now it’s time to see this very important bullet
Pretty soon the screen is filled with text
And the audience has to work too hard
Interest in speaker’s presentation may be lost

77. Basic Design Guidelines
6 x 6 Rule
The 10-Seconds Rule

78. Basic Design Guidelines
6 x 6 Rule
The 10-Seconds Rule
Check Spelling

79. Spelling Make sure to spell correctly Eye is distracted by mistake
Listeners may miss message

80. Basic Design Guidelines
6 x 6 Rule
The 10-Seconds Rule
Check Spelling
Font Size
Font Size

81. Legibility 54 Impact Font Size
Legibility 12 Size of print on typed page
Legibility 18
Legibility 24 Minimum
Legibility 28
Legibility 36 Recommended
Legibility 44 Titles
Legibility 54 Impact

82. Basic Design Guidelines
6 x 6 Rule
The 10-Seconds Rule
Check Spelling
Font Size
Words and Graphics

83. Reporting Data as Text January Sales at 300 units
February Sales down to 250 units
March Sales best yet = 425 units!
Let’s go for April = 500 units

84. Make Data Visual Let’s Go! 600 500 500 425 400 300 300 250 200 100 Jan
Jan
Feb
Mar
Apr

85. Basic Design Guidelines
6 x 6 Rule
The 10-Seconds Rule
Check Spelling
Font Size
Words and Graphics
Vertical vs. Horizontal

86. Vertical vs. Horizontal
Limiting
Don’t Use
Horizontal Preferred
Computer Screens
TV Monitors
Natural Left to Right