iso-404-pd-ev-0715-v6.0 high impact presentations dale carnegie training ®

ISO-404-PD-EV-0715-V6.0

High Impact Presentations

Dale Carnegie Training®

13% Other

Consider the Challenge

44%Boring40%

Sleepy

WSJ: Motivational Systems survey of 200 large company V.P.s

3% Stimulating

Dr. Albert Mehrabian, UCLA Professor 10 year study of non-verbal communication

Impact of Message

When

Incongru

entVisual

55%Vocal

Verbal

38%

7%

The Message?

“What is the message?” ?

The Message

“You are the message.”

—Roger Ailes

Presentation Impact

StructureContentDelivery

Impact

Program Objectives

• Plan and organize professional presentations

• Create and maintain positive impressions

• Be more natural and relaxed when makingpresentations

• Communicate ideas with clarity and force

• Sell ideas and inspire others

Day One

• Creating a positive first

impression• Increasing credibility• Presenting complex

information

Da

y1

Da

y2

Day Two

• Communicating with greater impact• Motivating others to action• Responding to pressure situations• Inspiring people to embrace change

Image Factors Impacting Influence

Professional Competence

Our Attitude & Self Control

How We Communicate

Our Appearance

How We Relate to People

• Just in time

• Active

• Helpful

• Stretches you

• Challenges you

• Holds accountable

• Models outcomes

Coaching

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

• Name

• Organization/Position

• Types of presentations you give most often?

• Why important—To your organization?To you?

Presentation Structure

• Attributes- Your qualities

• Own your material

• Feel positive about your subject

• Project the value of your message to your audience

Fundamentals

• 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

Guidelines

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”

• 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?

Preparation

• To Convince or Impress

• To Inform

• To Persuade or Inspire to Action

• To Entertain

The Four Purposes of Communication

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

• Opening

• 1st fact/benefit/evidence

• 2nd fact/benefit/evidence

• 3rd fact/benefit/evidence

• Closing

Presentation Structure

• Get favorable attention

• Lead naturally into the presentation

• Build goodwill

• Create points of agreement

Openings: Key Points

• Use an exhibit

• Dramatize your ideas

• Get participation

• Cite points of agreement or common ground

Openings: Techniques

• Analogy

• Startling statement

• Good news

Option 1: The Captivating Statement

• To gain information

• To gain participation

• Create agreement on a need or interest

Option 2: Questions

• Personal experience

• Third party

• Historical

Option 3: The Incident

• Listeners

• Organization

• Individual

Option 4: The Compliment

Evidence

DoubtEvidence

Doubt

Demonstrations

Examples

Facts

Exhibits

Analogies

Testimonials

Statistics

Evidence Doubt Defeats

• Leave a positive lasting impression

• Persuade with logic

• Inspire with emotion

Closings: Key Points

• 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

Closings: Techniques

• Repeat major benefit

• Use a quotation

Option 1: To Convince or Impress

• Repeat your key points

• Repeat the steps of a process or plan

Option 2: To Inform

• Action and benefit

• Final recommendation

Option 3: To Persuade

• Throw down a challenge

• Appeal to the nobler motives

Option 4: To Inspire

Presenting ComplexInformation 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

• Opening

(Analogy) • Explanation• Message• Closing

Presenting Complex Information Clearly

Analogy

As ______________________ are critical

to

so are ___________________________

to ________________________.

take-offs and landings

take-offs and landings a NASA

spaceflight a NASA

spaceflightopenings and closings

openings and closings a competent

presenter a competent

presenter

Using Visuals

• Dramatize ideas

• Guide the presentation direction

• Make the message easy to understand

Benefits of Visuals

83% more through Eyes

Learning

Reading 10%

Retention

Hearing 20%

Retention

Seeingand

Listening 55%

Source: United States Armed Forces Study

Retention

• Number of visuals required

• Degree of permanency

• Size of audience

• Message content

• Time to prepare

• Cost

Visual Choice Factors

• Opening• Analogy• Explanation• Message• Closing

• Questions &

Answers• Final Closing

Presenting Complex Information

Question & Answer Period Benefits

AQ&

• Clarifies message

• Reinforces key points

• Exposes resistance

• Provides opportunity to add evidence

• Encourages audience interaction

Question & Answer Period Risks

AQ&

• 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

Q&A Guidelines

AQ&

• “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

Q&A Guidelines

• Repeat or paraphrase

• Respond

• “Who has the final question?”

• Reiterate closing point

AQ&

Review of Day One

• Creating a Positive First Impression• Increasing Credibility• Presenting Complex Information

Da

y1

Review of Day One

• Creating a Positive First Impression

• First impressions come quickly

• Nervous action detracts

• Be yourself

• Be congruent

Da

y1

• Increasing Credibility• You are the message• Openings/Closings/Evidence• Facts/Benefits• Be congruent––“This is good news!”

Review of Day One

Da

y1

Review of Day One

• Presenting Complex Information

• Eliminate jargon

• Use analogies

• Use visuals

• Proper use of visual equipment

• Handling Q&A

Da

y1

Preview of Day Two

• Communicating with Greater Impact• Motivating Others to Action• Responding to Pressure Situations• Inspiring Others to Embrace Change

Da

y2

Preview of Day Two

• Communicating with Greater Impact

• Read manuscript––mark for:

- Emphasis

- Pauses

- Pacing

- Modulation

- Phrasing Da

y2

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!

Da

y2

Preview of Day Two

• Responding to Pressure Situations

• Consider other participants in class––

what are some DIFFICULT questions

they might encounter?

Da

y2

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! Da

y2

ISO-404-PD-EV-0715-V6.0

Dale Carnegie Training®

High Impact Presentations

High Impact Presentations

Day 2

Welcome Back!

Day One

• Creating a Positive First Impression• Increasing Credibility• Presenting Complex Information

Da

y1

Day Two

• Communicating with Greater Impact• Motivating Others to Action• Responding to Pressure Situations• Inspiring People to Embrace Change

Da

y2

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 Othersto 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

• Open• Evidence• Close

• Action• Benefit

Presentation Structure

The Magic Formula

Open

Example

ActionBenefit

90% 5% 5%Time

Close

Planning

The Magic Formula

Action

Example

Benefit

Delivery

The Magic Formula

Example

Benefit

Action

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

Cushion

Respond

Bridge

Paraphrase

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

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

Presentation Structure

Three Possible Solutions

Best Solution

ISO-404-PD-EV-0715-V6.0

Dale Carnegie Training®

High Impact Presentations

ISO-404-PD-EV-0715-V6.0

High Impact Presentations

Resource Section

Introducing a Speaker

Title (or topic)TImportance (to audience)IQualifications (of speaker)QSpeaker’s name (announced)S

Thank you (informal)T

Interest (specific)IFormal (thank you)F

Thanking a Speaker

Guidelines for Using Visuals

Less is Best

Instead use:• bullet points• single words• visuals

AvoidSentences

Less is Best

View and understand withinten seconds

Ten Second Rule

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 Title32 Text

Large font

Eye-Friendly Fonts

Arial

Times

San Serif fonts for easy reading

Serif fonts can be distracting

Eye-Friendly Fonts

Use Upper and Lower Case

DON’TSHOUT

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

• Indent only once per visual

• Wipe in the direction people read

Visual Appeal

A picture is worth 1,000 words

Visual Appeal

Bar graphs for comparing items

Visual Appeal

Line charts for changes over time

Visual Appeal

Pie charts for parts of a whole

Lighting Factors

Dim room lighting

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:

BlackBlue

Green

Choose Colors with Care

Good contrast:

Black and BlueGreen and Black

Choose Colors with Care

Redcan be hard to read

Choose Colors with Care

Avoid using too many

Colors

Choose Colors with Care

General Tips

Check visuals inpresentation mode

General Tips

Document formatting sometimeschanges on different computers

General Tips

Avoid creating competition withirrelevant or distracting visuals

General Tips

Have electronic backup of yourpresentation and equipment

Stay Connected

Maintain eye contact

Stay Connected

The computer monitor is your screen

Stay Connected

Paraphrase rather thanread aloud

Stay Connected

Don’t get trapped behinda lectern

Room Factors

Check out your meeting room the day before

Room Factors

Place the screen in the corner of the room

Room Factors

Check audience for lines of sight

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 visualsbecome

your message

Equipment

Check the power supply

Equipment

Be ready to present evenif the power fails

Equipment

Test your equipment immediatelybefore presenting

Equipment

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

Keep Listener Focus

Keep the power position, frontcenter of the room

Keep Listener Focus

Direct your listeners where to look -you or the screen

Keep Listener Focus

Set up what people areabout to see

Keep Listener Focus

Read the audience

Be Conversational

Maintain congruent and expressive voice,face, and body language

Be Conversational

Gesture and walk with purpose

Be Conversational

A person’s name is theirbadge of honor

H E L L Omy name is

Be Conversational

Customize the delivery to your listeners

ISO-404-PD-EV-0715-V6.0

Dale Carnegie Training®

High Impact Presentations