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Dale Carnegie Training®
High Impact Presentations ISO-404-PD-EV-0715-V6.0
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Consider the Challenge
3% Stimulating 13% Other 44% Boring 40% Sleepy WSJ: Motivational Systems survey of 200 large company V.P.s
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Impact of Message When Incongruent Visual Vocal 38% 55% 7% Verbal
Dr. Albert Mehrabian, UCLA Professor 10 year study of non-verbal communication
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The Message? ? “What is the message?”
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The Message “You are the message.” —Roger Ailes
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Presentation Impact Structure Content Delivery Impact
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Program Objectives Plan and organize professional presentations
Create and maintain positive impressions Be more natural and relaxed when making presentations Communicate ideas with clarity and force Sell ideas and inspire others
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1 Day Day One Creating a positive first impression
Increasing credibility Presenting complex information Day 1
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2 Day Day Two Communicating with greater impact
Motivating others to action Responding to pressure situations Inspiring people to embrace change Day 2
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Professional Competence
Image Factors Impacting Influence Professional Competence How We Relate to People Our Attitude & Self Control How We Communicate Our Appearance
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Coaching Just in time Active Helpful Stretches you Challenges you
Holds accountable Models outcomes
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First Impressions
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Presentation Objectives
Establish a positive first impression Establish a personal benchmark as a presenter Identify personal objectives for the training Develop rapport with the audience Create a vision for yourself as a communicator with great impact
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Presentation Structure
Attributes- Your qualities Name Organization/Position Types of presentations you give most often? Why important— To your organization? To you?
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Fundamentals Own your material Feel positive about your subject
Project the value of your message to your audience
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Guidelines Make brief notes Don’t write out Never memorize
Use evidence Know more than you can use Rehearse
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Guidelines Use visual aids Control butterflies
Deep breaths Pep talks, Success Cards Physical activity Don’t imitate others––be yourself
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Rapport Consider yourself honored to be asked to speak
Give sincere appreciation Mention the names of some of your listeners Play yourself down-not up Say “we”––not “you”
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Rapport Don’t talk with a scowling face or upbraiding voice
Talk in terms of your listeners’ interests Have a good time Don’t apologize
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Rapport Appeal to the nobler emotions of your audience
Welcome criticism Be “a good person skilled in speaking”
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Preparation Who is my audience?
What is the purpose of my presentation? How will I open? Major points I’ll make? Supporting ideas and evidence that I’ll use? How will I close?
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The Four Purposes of Communication
To Convince or Impress To Inform To Persuade or Inspire to Action To Entertain
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Increasing Credibility
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Presentation Objectives
Communicate with enhanced credibility Present a positive image of our organization Project enthusiasm Communicate competency with confidence Reinforce an informative message with supportive evidence
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Presentation Structure
Opening 1st fact/benefit/evidence 2nd fact/benefit/evidence 3rd fact/benefit/evidence Closing
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Openings: Key Points Get favorable attention
Lead naturally into the presentation Build goodwill Create points of agreement
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Openings: Techniques Use an exhibit Dramatize your ideas
Get participation Cite points of agreement or common ground
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Option 1: The Captivating Statement
Analogy Startling statement Good news
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Option 2: Questions To gain information To gain participation
Create agreement on a need or interest
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Option 3: The Incident Personal experience Third party Historical
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Option 4: The Compliment
Listeners Organization Individual
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Defeats Evidence Doubt Demonstrations Examples Facts Exhibits
Analogies Testimonials Statistics
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Closings: Key Points Leave a positive lasting impression
Persuade with logic Inspire with emotion
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Closings: Techniques Tie back to the opening Speak on a personal level
Dramatize your ideas Use an impactful visual Be brief Build to a crescendo so your last words impact
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Option 1: To Convince or Impress
Repeat major benefit Use a quotation
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Option 2: To Inform Repeat your key points
Repeat the steps of a process or plan
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Option 3: To Persuade Action and benefit Final recommendation
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Option 4: To Inspire Throw down a challenge
Appeal to the nobler motives
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Presenting Complex Information Clearly
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Presentation Objectives
Develop flexibility in making complex material simple and understandable Communicate information in an interesting manner Relate to the audience at their level Follow a logical progression of ideas Develop emotional contact
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Presenting Complex Information Clearly
Opening (Analogy) Explanation Message Closing
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take-offs and landings
Analogy As ______________________ are critical to so are ___________________________ to ________________________. take-offs and landings a NASA spaceflight openings and closings a competent presenter
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Using Visuals
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Benefits of Visuals Dramatize ideas Guide the presentation direction
Make the message easy to understand
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Learning 83% more through Eyes
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Retention Reading 10%
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Retention Hearing 20%
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Retention Seeing and Listening 55%
Source: United States Armed Forces Study
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Visual Choice Factors Number of visuals required Degree of permanency
Size of audience Message content Time to prepare Cost
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Presenting Complex Information
Opening Analogy Explanation Message Closing Questions & Answers Final Closing
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Question & Answer Period Benefits
Clarifies message Reinforces key points Exposes resistance Provides opportunity to add evidence Encourages audience interaction A Q &
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Question & Answer Period Risks
Some questions are difficult to answer One audience member may dominate discussion Time constraints may be hard to enforce Some audiences are non-responsive Some audiences are hostile A Q &
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Q A & Q&A Guidelines “We have (time) for questions and answers.”
“Who has the first question?” If no questions––state and answer your own “Who has the next question?” Listen A Q &
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Q A & Q&A Guidelines Repeat or paraphrase Respond
“Who has the final question?” Reiterate closing point A Q &
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1 Day Review of Day One Creating a Positive First Impression
Increasing Credibility Presenting Complex Information Day 1
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1 Day Review of Day One Creating a Positive First Impression
First impressions come quickly Nervous action detracts Be yourself Be congruent Day 1
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1 Day Review of Day One Increasing Credibility You are the message
Openings/Closings/Evidence Facts/Benefits Be congruent––“This is good news!” Day 1
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1 Day Review of Day One Presenting Complex Information
Eliminate jargon Use analogies Use visuals Proper use of visual equipment Handling Q&A Day 1
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2 Day Preview of Day Two Communicating with Greater Impact
Motivating Others to Action Responding to Pressure Situations Inspiring Others to Embrace Change Day 2
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2 Day Preview of Day Two Communicating with Greater Impact
Read manuscript––mark for: - Emphasis - Pauses - Pacing - Modulation - Phrasing Day 2
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2 Day Preview of Day Two Motivating Others to Action
Consider a topic where you would like to influence an individual or a group to do something––to take action! Day 2
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2 Day Preview of Day Two Responding to Pressure Situations
Consider other participants in class–– what are some DIFFICULT questions they might encounter? Day 2
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2 Day Preview of Day Two Inspiring Others to Embrace Change
Consider a topic where you must get a group to change a course of action–– and you will present reasonable alternatives for them to review & come to a decision! Day 2
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Dale Carnegie Training®
High Impact Presentations ISO-404-PD-EV-0715-V6.0
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High Impact Presentations Day 2
Welcome Back! High Impact Presentations Day 2
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1 Day Day One Creating a Positive First Impression
Increasing Credibility Presenting Complex Information Day 1
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2 Day Day Two Communicating with Greater Impact
Motivating Others to Action Responding to Pressure Situations Inspiring People to Embrace Change Day 2
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Communicating with Greater Impact
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Presentation Objectives
Develop increased flexibility through the use of expressions, gestures, and voice modulation Demonstrate ownership of unfamiliar material Present written material in a captivating manner Overcome barriers that restrict flexibility
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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.
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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*.
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Motivating Others to Action
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Presentation Objectives
Present in a results-oriented way Persuade an audience to take action Offer reliable, verifiable evidence in the form of a personal incident Be motivational, clear, and concise Communicate in a convincing manner
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Presentation Structure
Open Evidence Close Action Benefit
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The Magic Formula Open Close Example Action Benefit Time 90% 5% 5%
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The Magic Formula Action Benefit Planning Example
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The Magic Formula Example Action Delivery Benefit
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Responding to Pressure Situations
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Presentation Objectives
Maintain professional composure under pressure Communicate clear, concise, positive messages Sell strategic ideas, self, and organization Communicate competence and confidence Communicate leadership ability to handle stressful situations
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Process for Handling Pressure Situations
Listen Paraphrase Cushion Respond Bridge
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Pressure Situation Tips
Project professional posture Prepare positive messages Make your hands comfortable Keep your eyes on the questioner Use short, uncomplicated answers Respond thoughtfully and promptly
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Inspiring People to Embrace Change
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Presentation Objectives
Logically and emotionally appeal to the audience Use structure to gain the confidence of the audience Be convincing when asking listeners to take action Provide evidence to support recommendations Demonstrate objectivity when presenting different solutions
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Presentation Structure
Open Statement of need Example of need Possible solutions Best solution with evidence Closing Questions and answers Final closing
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Three Possible Solutions
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Best Solution
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Dale Carnegie Training®
High Impact Presentations ISO-404-PD-EV-0715-V6.0
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High Impact Presentations
Resource Section ISO-404-PD-EV-0715-V6.0
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T I Q S Title (or topic) Importance (to audience)
Introducing a Speaker Title (or topic) T Importance (to audience) I Qualifications (of speaker) Q Speaker’s name (announced) S
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T I F Thank you (informal) Interest (specific) Formal (thank you)
Thanking a Speaker Thank you (informal) T Interest (specific) I Formal (thank you) F 65
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Guidelines for Using Visuals
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Less is Best Instead use: • bullet points Avoid • single words
• visuals Avoid Sentences
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View and understand within
Less is Best Ten Second Rule View and understand within ten seconds
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Six words or less per line
Less is Best Six by Six Rule Six words or less per line 1 2 3 4 5 6
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Less is Best 1. Six 2. Lines 3. Or 4. Less 5. Per 6. Visual
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Eye-Friendly Fonts 44 Title 32 Text Large font
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Arial Times Eye-Friendly Fonts San Serif fonts for easy reading
Serif fonts can be distracting
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Use Upper and Lower Case
Eye-Friendly Fonts DON’T SHOUT Use Upper and Lower Case
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To increase visibility:
Eye-Friendly Fonts To increase visibility: Avoid underline, bold and italics. Use drop shadow.
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Transitions and Animations
• Reveal one concept at a time • Stay consistent and simple • Wipe in the direction people read • Indent only once per visual
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A picture is worth 1,000 words
Visual Appeal A picture is worth 1,000 words
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Bar graphs for comparing items
Visual Appeal Bar graphs for comparing items
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Line charts for changes over time
Visual Appeal Line charts for changes over time
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Pie charts for parts of a whole
Visual Appeal Pie charts for parts of a whole
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Lighting Factors Dim room lighting
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Disable bulbs directly over the screen
Lighting Factors Disable bulbs directly over the screen
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Lighting Factors Bright room: Use light background and dark text
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Lighting Factors Dark room: Use dark background with light text
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Choose Colors with Care
Greatest visibility: Black Blue Green
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Choose Colors with Care
Good contrast: Black and Blue Green and Black
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Red Choose Colors with Care Choose Colors with Care
can be hard to read
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Choose Colors with Care
Avoid using too many Colors
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General Tips Check visuals in presentation mode
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General Tips Document formatting sometimes
changes on different computers
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General Tips Avoid creating competition with
irrelevant or distracting visuals
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General Tips Have electronic backup of your presentation and equipment
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Stay Connected Maintain eye contact
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The computer monitor is your screen
Stay Connected The computer monitor is your screen
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Paraphrase rather than
Stay Connected Paraphrase rather than read aloud
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Don’t get trapped behind
Stay Connected Don’t get trapped behind a lectern
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Check out your meeting room the day before
Room Factors Check out your meeting room the day before
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Place the screen in the corner of the room
Room Factors Place the screen in the corner of the room
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Check audience for lines of sight
Room Factors Check audience for lines of sight
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Use a microphone for 30+ people
Room Factors Use a microphone for 30+ people
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Minimize Distractions
Turn the projector off or to black
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Minimize Distractions
Don’t be a shadow puppet
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Minimize Distractions
Eliminate items in your hands or pockets
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Minimize Distractions
Don’t let visuals become your message
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Equipment Check the power supply
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Be ready to present even
Equipment Be ready to present even if the power fails
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Test your equipment immediately
before presenting
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Equipment Use a remote to advance the visuals.
Minimize the laser pointer
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Keep the power position, front
Keep Listener Focus Keep the power position, front center of the room
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Direct your listeners where to look -
Keep Listener Focus Direct your listeners where to look - you or the screen
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Keep Listener Focus Set up what people are about to see
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Keep Listener Focus Read the audience
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Maintain congruent and expressive voice,
Be Conversational Maintain congruent and expressive voice, face, and body language
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Gesture and walk with purpose
Be Conversational Gesture and walk with purpose
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A person’s name is their
Be Conversational HELLO my name is A person’s name is their badge of honor
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Customize the delivery to your listeners
Be Conversational Customize the delivery to your listeners
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Dale Carnegie Training®
High Impact Presentations ISO-404-PD-EV-0715-V6.0
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