Presenting to Win: Chs. 10 & 11 Presented By: Charles Hunter EG40422 Debartolo Hall 5/24/2012
Overview • Chapter 10 – Verbalization – Spaced Learning – Internal Linkages – Phraseology
• Chapter 11 – The Illusion of the First Time – External Linkages – Gathering Materials for Customization
Chapter 10: Bringing Your Story to Life
Verbalization: The Magic Ingredient • Turn outline into full presentation by practice beforehand. • “Only way to prepare a Power Presentation is to speak it aloud, just as you will on the day of the actual presentation.” • Avoid “I’ll rehearse my presentation before I have to deliver it, and it’ll be just fine.”
Sales Revenue
R&D
Verbalization: The Magic Ingredient • Turn outline into full presentation by practice beforehand. • “Only way to prepare a Power Presentation is to speak it aloud, just as you will on the day of the actual presentation.” • Avoid “I’ll rehearse my presentation before I have to deliver it, and it’ll be just fine.” • Avoid mumbling
Spaced Learning • Distributed learning allows for absorption and understanding • Revisit presentation after brief interval and see new ways of improving it
Internal Linkages • Meaningful verbal transitions from one slide to the next. • 12 Internal Linkages 1 – Reference the Flow Structure 5 – Recurring Theme
9 – Enumeration
2 – Logical Transition
6 – Symmetry
10 – Do the Math
3 – Cross-Reference
7 – Mantra
11 – Point B Reinforcement
4 – Rhetorical Question
8 – Internal Summary
12 – Say Your Company Name
Internal Linkages cont… • Reference the Flow Structure – Remind the audience where they are
• Logical Transition – State logical connection between one idea and the next
• Cross-Reference – Introduce a technical concept early – Cover the concept in greater detail later
Internal Linkages cont… • Rhetorical Question – Pose a question then provide the answer
• Recurring Theme – Subject that weaves throughout the entire presentation
• Symmetry – Reference the theme at the beginning of the presentation then never mention it until the end
Internal Linkages cont… • Mantra – Running phrase or slogan that is repeated several times during the presentation
• Internal Summary – Clear the audiences minds by pausing and reviewing what was covered
• Enumeration – Give an overall view before breaking down to one by one
Internal Linkages cont… • Do the Math – Provide the audience with perspective by comparing, contrasting, or interpreting numbers for them
• Point B Reinforcement – Highlight call to action at the beginning and end
• Say Your Company Name – Reinforce company name in the audience’s mind
Internal Linkages in Action • How many linkages should you use in your presentation? – Best answer – “Enough”
Phraseology • “Now I’d like to…” – Presenter focused
• • • • •
Fix: “I’m going to talk about…” Never apologize Never be gender-specific Be certain (No “I think”) Remove negativity and arrogance
Chapter 10 Summary • Verbalize in advance • Select and plan Internal Linkages • Monitor your phraseology to develop a positive, respectful, and confident vocabulary
Chapter 11: Customizing Your Presentation
The Illusion of the First Time • “Create the illusion of the first time, every time” • Make a deliberate effort to focus your energy every time you present • Treat as if no one in your audience has ever seen you present before
External Linkages • Ways to bond your presentation to each specific audience 1 – Direct Reference 5 – Localize 2 – Mutual Reference
6 – Data 3 – Ask Questions 4 - Contemporize
7 – Customized Opening Graphic
External Linkages cont… • Direct Reference – Specific mention, by name, of one or more members of your audience
• Mutual Reference – Reference to a person, company, or organization that is linked to both you and your audience
• Ask Questions – Address a question directly to one or more audience members
External Linkages cont… • Contemporize – Reference the most current events
• Localize – Reference the venue of your presentation
• Data – Cite current data that links and supports your persuasive message
External Linkages cont… • Customized Opening Graphic – Begin the presentation with a slide that shows the audience, the location, and date of your presentation
Gathering Materials for Customization • Prior to Presentation Day – Research your audience – Learn names of some key members – Get current on industry news and trends
• On the Day of the Presentation – Customize your opening graphic – Search for ways to contemporize your presentation – Mingle with your audience
BE IN THE MOMENT