1. Dale Carnegie Training®
High Impact Presentations
ISO-404-PD-EV-0715-V6.0

2. Consider the Challenge
3% Stimulating
13% Other
44% Boring
40% Sleepy
WSJ: Motivational Systems survey of 200 large company V.P.s

3. Impact of Message When Incongruent Visual Vocal 38% 55% 7% Verbal
Dr. Albert Mehrabian, UCLA Professor 10 year study of non-verbal communication

4. The Message? ?
“What is the message?”

5. The Message
“You are the message.”
—Roger Ailes

6. Presentation Impact
Structure
Content
Delivery
Impact

7. 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

8. 1 Day Day One Creating a positive first impression
Increasing credibility
Presenting complex information
Day 1

9. 2 Day Day Two Communicating with greater impact
Motivating others to action
Responding to pressure situations
Inspiring people to embrace change
Day 2

10. Professional Competence
Image Factors Impacting Influence
Professional Competence
How We Relate to People
Our Attitude & Self Control
How We Communicate
Our Appearance

11. Coaching Just in time Active Helpful Stretches you Challenges you
Holds accountable
Models outcomes

12. First Impressions

13. 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

14. Presentation Structure
Attributes- Your qualities
Name
Organization/Position
Types of presentations you give most often?
Why important— To your organization? To you?

15. Fundamentals Own your material Feel positive about your subject
Project the value of your message to your audience

16. Guidelines Make brief notes Don’t write out Never memorize
Use evidence
Know more than you can use
Rehearse

17. Guidelines Use visual aids Control butterflies
Deep breaths
Pep talks, Success Cards
Physical activity
Don’t imitate others––be yourself

18. 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”

19. 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

20. Rapport Appeal to the nobler emotions of your audience
Welcome criticism
Be “a good person skilled in speaking”

21. 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?

22. The Four Purposes of Communication
To Convince or Impress
To Inform
To Persuade or Inspire to Action
To Entertain

23. Increasing Credibility

24. 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

25. Presentation Structure
Opening
1st fact/benefit/evidence
2nd fact/benefit/evidence
3rd fact/benefit/evidence
Closing

26. Openings: Key Points Get favorable attention
Lead naturally into the presentation
Build goodwill
Create points of agreement

27. Openings: Techniques Use an exhibit Dramatize your ideas
Get participation
Cite points of agreement or common ground

28. Option 1: The Captivating Statement
Analogy
Startling statement
Good news

29. Option 2: Questions To gain information To gain participation
Create agreement on a need or interest

30. Option 3: The Incident
Personal experience
Third party
Historical

31. Option 4: The Compliment
Listeners
Organization
Individual

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

33. Closings: Key Points Leave a positive lasting impression
Persuade with logic
Inspire with emotion

34. 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

35. Option 1: To Convince or Impress
Repeat major benefit
Use a quotation

36. Option 2: To Inform Repeat your key points
Repeat the steps of a process or plan

37. Option 3: To Persuade
Action and benefit
Final recommendation

38. Option 4: To Inspire Throw down a challenge
Appeal to the nobler motives

39. Presenting Complex Information Clearly

40. 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

41. Presenting Complex Information Clearly
Opening (Analogy)
Explanation
Message
Closing

42. 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

43. Using Visuals

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

45. Learning
83% more through Eyes

46. Retention
Reading 10%

47. Retention
Hearing 20%

48. Retention Seeing and Listening 55%
Source: United States Armed Forces Study

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

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

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

52. 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
&

53. 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
&

54. Q A & Q&A Guidelines Repeat or paraphrase Respond
“Who has the final question?”
Reiterate closing point A Q
&

55. 1 Day Review of Day One Creating a Positive First Impression
Increasing Credibility
Presenting Complex Information
Day 1

56. 1 Day Review of Day One Creating a Positive First Impression
First impressions come quickly
Nervous action detracts
Be yourself
Be congruent
Day 1

57. 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

58. 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

59. 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

60. 2 Day Preview of Day Two Communicating with Greater Impact
Read manuscript––mark for: - Emphasis - Pauses - Pacing - Modulation - Phrasing
Day 2

61. 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

62. 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

63. 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

64. Dale Carnegie Training®
High Impact Presentations
ISO-404-PD-EV-0715-V6.0

65. High Impact Presentations Day 2
Welcome Back!
High Impact Presentations Day 2

66. 1 Day Day One Creating a Positive First Impression
Increasing Credibility
Presenting Complex Information
Day 1

67. 2 Day Day Two Communicating with Greater Impact
Motivating Others to Action
Responding to Pressure Situations
Inspiring People to Embrace Change
Day 2

68. Communicating with Greater Impact

69. 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

70. 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.

71. 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*.

72. Motivating Others to Action

73. 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

74. Presentation Structure
Open
Evidence
Close
Action
Benefit

75. The Magic Formula
Open
Close
Example
Action
Benefit
Time
90% 5% 5%

76. The Magic Formula
Action
Benefit
Planning
Example

77. The Magic Formula
Example
Action
Delivery
Benefit

78. Responding to Pressure Situations

79. 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

80. Process for Handling Pressure Situations
Listen
Paraphrase
Cushion
Respond
Bridge

81. 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

82. Inspiring People to Embrace Change

83. 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

84. Presentation Structure
Open
Statement of need
Example of need
Possible solutions
Best solution with evidence
Closing
Questions and answers
Final closing

85. Three Possible Solutions

86. Best Solution

87. Dale Carnegie Training®
High Impact Presentations
ISO-404-PD-EV-0715-V6.0

88. High Impact Presentations
Resource Section
ISO-404-PD-EV-0715-V6.0

89. 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

90. 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

91. Guidelines for Using Visuals

92. Less is Best Instead use: • bullet points Avoid • single words
• visuals
Avoid
Sentences

93. View and understand within
Less is Best
Ten Second Rule
View and understand within
ten seconds

94. 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

95. Less is Best
1. Six
2. Lines
3. Or
4. Less
5. Per
6. Visual

96. Eye-Friendly Fonts
44 Title
32 Text
Large font

97. Arial Times Eye-Friendly Fonts San Serif fonts for easy reading
Serif fonts can be distracting

98. Use Upper and Lower Case
Eye-Friendly Fonts
DON’T
SHOUT
Use Upper and Lower Case

99. To increase visibility:
Eye-Friendly Fonts
To increase visibility:
Avoid underline,
bold and italics.
Use drop shadow.

100. Transitions and Animations
• Reveal one concept at a time
• Stay consistent and simple
• Wipe in the direction people read
• Indent only once per visual

101. A picture is worth 1,000 words
Visual Appeal
A picture is worth 1,000 words

102. Bar graphs for comparing items
Visual Appeal
Bar graphs for comparing items

103. Line charts for changes over time
Visual Appeal
Line charts for changes over time

104. Pie charts for parts of a whole
Visual Appeal
Pie charts for parts of a whole

105. Lighting Factors
Dim room lighting

106. Disable bulbs directly over the screen
Lighting Factors
Disable bulbs directly over the screen

107. Lighting Factors
Bright room:
Use light background
and dark text

108. Lighting Factors
Dark room:
Use dark background
with light text

109. Choose Colors with Care
Greatest visibility:
Black
Blue
Green

110. Choose Colors with Care
Good contrast:
Black and Blue
Green and Black

111. Red Choose Colors with Care Choose Colors with Care
can be hard to read

112. Choose Colors with Care
Avoid using too many
Colors

113. General Tips
Check visuals in
presentation mode

114. General Tips Document formatting sometimes
changes on different computers

115. General Tips Avoid creating competition with
irrelevant or distracting visuals

116. General Tips
Have electronic backup of your
presentation and equipment

117. Stay Connected
Maintain eye contact

118. The computer monitor is your screen
Stay Connected
The computer monitor is your screen

119. Paraphrase rather than
Stay Connected
Paraphrase rather than
read aloud

120. Don’t get trapped behind
Stay Connected
Don’t get trapped behind
a lectern

121. Check out your meeting room the day before
Room Factors
Check out your meeting room the day before

122. Place the screen in the corner of the room
Room Factors
Place the screen in the corner of the room

123. Check audience for lines of sight
Room Factors
Check audience for lines of sight

124. Use a microphone for 30+ people
Room Factors
Use a microphone for 30+ people

125. Minimize Distractions
Turn the projector off or to black

126. Minimize Distractions
Don’t be a shadow puppet

127. Minimize Distractions
Eliminate items in your hands or pockets

128. Minimize Distractions
Don’t let visuals
become
your message

129. Equipment
Check the power supply

130. Be ready to present even
Equipment
Be ready to present even
if the power fails

131. Test your equipment immediately
before presenting

132. Equipment Use a remote to advance the visuals.
Minimize the laser pointer

133. Keep the power position, front
Keep Listener Focus
Keep the power position, front
center of the room

134. Direct your listeners where to look -
Keep Listener Focus
Direct your listeners where to look -
you or the screen

135. Keep Listener Focus
Set up what people are
about to see

136. Keep Listener Focus
Read the audience

137. Maintain congruent and expressive voice,
Be Conversational
Maintain congruent and expressive voice,
face, and body language

138. Gesture and walk with purpose
Be Conversational
Gesture and walk with purpose

139. A person’s name is their
Be Conversational
HELLO
my name is
A person’s name is their
badge of honor

140. Customize the delivery to your listeners
Be Conversational
Customize the delivery to your listeners

141. Dale Carnegie Training®
High Impact Presentations
ISO-404-PD-EV-0715-V6.0