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

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

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

The Message? ? “What is the message?”

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

Presentation Impact Structure Content Delivery Impact

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

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

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

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

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

First Impressions

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

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

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

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

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

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”

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

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

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?

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

Increasing Credibility

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

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

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

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

Option 1: The Captivating Statement Analogy Startling statement Good news

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

Option 3: The Incident Personal experience Third party Historical

Option 4: The Compliment Listeners Organization Individual

Defeats Evidence Doubt Demonstrations Examples Facts Exhibits Analogies Testimonials Statistics

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

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

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

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

Option 3: To Persuade Action and benefit Final recommendation

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

Presenting Complex Information Clearly

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

Presenting Complex Information Clearly Opening (Analogy) Explanation Message Closing

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

Using Visuals

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

Learning 83% more through Eyes

Retention Reading 10%

Retention Hearing 20%

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

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

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

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

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 &

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 &

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

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

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

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

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

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

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

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

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

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

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

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

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

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

Communicating with Greater Impact

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

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.

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*.

Motivating Others to Action

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

Presentation Structure Open Evidence Close Action Benefit

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

The Magic Formula Action Benefit Planning Example

The Magic Formula Example Action Delivery Benefit

Responding to Pressure Situations

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

Process for Handling Pressure Situations Listen Paraphrase Cushion Respond Bridge

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

Inspiring People to Embrace Change

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

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

Three Possible Solutions

Best Solution

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

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

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

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

Guidelines for Using Visuals

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

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

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

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

Eye-Friendly Fonts 44 Title 32 Text Large font

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

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

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

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

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

Bar graphs for comparing items Visual Appeal Bar graphs for comparing items

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

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

Lighting Factors Dim room lighting

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

Lighting Factors Bright room: Use light background and dark text

Lighting Factors Dark room: Use dark background with light text

Choose Colors with Care Greatest visibility: Black Blue Green

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

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

Choose Colors with Care Avoid using too many Colors

General Tips Check visuals in presentation mode

General Tips Document formatting sometimes changes on different computers

General Tips Avoid creating competition with irrelevant or distracting visuals

General Tips Have electronic backup of your presentation and equipment

Stay Connected Maintain eye contact

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

Paraphrase rather than Stay Connected Paraphrase rather than read aloud

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

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

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

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

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

Minimize Distractions Turn the projector off or to black

Minimize Distractions Don’t be a shadow puppet

Minimize Distractions Eliminate items in your hands or pockets

Minimize Distractions Don’t let visuals become your message

Equipment Check the power supply

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

Test your equipment immediately before presenting

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

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

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

Keep Listener Focus Set up what people are about to see

Keep Listener Focus Read the audience

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

Gesture and walk with purpose Be Conversational Gesture and walk with purpose

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

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

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