APRIL 2015
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IN THIS ISSUE 

Speaker Tina Tower shares her tips for presenting in business Close sales with CONFIDENCE 3 pieces of ADVICE every entrepreneur needs to hear What NOT do to! Persuasion Tips Conference Speaking Tips How to STAND Addressing NEGATIVITY at work How to handle buyer REJECTION Stop taking things PERSONALLY What would your clothes say if they could talk? www.michellebowden.com.au
PLUS: FREE book giveaway Success Stories How to Present Magazine
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DIARY DATES PERSUASIVE PRESENTATION SKILLS MASTERCLASS (2-day Public Program)
Michelle’s Update Welcome to the April issue of How to Present - this issue is packed with articles that will assist you to present with greater confidence and influence at work. NEWS BREAK: Welcome BHP Billiton, Belle Property, Port Stephens Council, Coping with Jane, TPG, and Seven.
And welcome back Family Court of Australia, Estee Lauder, Acon, and Clinique! You’ll see some terrific photos in the back of this edition!
SYDNEY 2014 April 28-29 May 19-20 June 9-10 July 21-22 August 18-19
My world famous Persuasive Presentation Skills Masterclass is nearly full for May and June (only 10 places per program). If you are thinking of coming along please don’t delay. Register today to be sure you can attend on the date you prefer. Visit my website.
To register or chat about your Tina Tower is our gorgeous cover this month! Tina is a terrific speaker specific needs please email: michelle@michellebowden.com.au and you’ll enjoy reading her extremely helpful tips for presenting in business.
PLUS in this edition I will help you with What NOT to do! plus Conference Speaking Tips and Persuasion Tips. Plus I share some of my favourite ideas on How to Stand when Presenting and Robin Powis and I team up to ask you If your Clothes could Talk what would they SAY?
WHO IS MICHELLE BOWDEN? Michelle is an expert in persuasive presentation skills in business. She has run her 2-day Persuasive Presentation Skills Masterclass over 680 times with more than 6800 people and she’s been nominated for Educator of the Year for 7 years running. Michelle is one of only 35 Australian females who is a Certified Speaking Professional the highest designation for speakers in the world. For a list of Michelle’s clients please go to: www.michellebowden.com.au
David Penglase helps us Close Sales with Confidence and Handle Buyer Rejection while Ty Bennett gives us 3 Pieces of advice every entrepreneur needs to hear.
Ken Warren shares his tips on how to Address Negativity at Work, Lorna Patten gives us her tips on STOP taking things Personally and Amanda Rose suggests we should Know our Enemies! Plus read some inspiring presentation Success Stories.
So grab yourself a ’cuppa’, put your feet up and have a read! And most importantly, make sure you put the invaluable advice into immediate action so you see some fast results.
Happy Presenting!
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Michelle Bowden’s Proven Presentation System The ultimate guide to presenting your ideas and influencing people using techniques that actually work Do you get nervous when presenting at work? Do you want to showcase your knowledge, influence people and accelerate your career? Would you like to learn the secrets of successful speaking, communicating and presenting? How to Present reveals how you can be a confident, clear and influential presenter every time. Presentation skills expert Michelle Bowden shares her internationally proven 13-step system to exceptional presenting, starting with analysis (plan what you would like to achieve), then design (put your presentation together) and delivery (communicate your message for results). Whether you’re presenting or speaking to one person or thousands, this is the essential guide to becoming an outstanding presenter.
How to Present will help you: • Maximise your impact in meetings, conferences and conversations • Manage your nerves so you feel calm and confident • Engage your audience and master the art of persuasion • Deliver your message clearly and with authority • Command attention and achieve your goals!
There is no other book on the market like this that will take you step-by-step through the process of successful presenting. — Steve Weston, Managing Director of Retail Lending, UK Retail and Business Banking division, Barclays
it now! Purchase your copyBuyhere
RRP AUD $27.95, NZD $31.99 | Available in print and ebook formats
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SUCCESS STORIES! DAVID MEHARG MANAGER, PRIMARY & COMMUNITY HEALTH SERVICES, ORANGE
The APHTI is delivered through partnerships between the NSW Ministry of Health and Local Health Districts. It is open to Aboriginal and Torres Strait Islander people who have an undergraduate degree and an interest in population health. Trainees are employed for a period of 3 years, during which time they undertake a range of work placements designed to provide a broad exposure to population health practice. Concurrently, they study a Master of Public Health at a university of their choice within NSW. The trainees receive regular training, networking and professional development opportunities as they progress through the competency-based work placements.
What kind of presenting do you do at work?Â
David Meharg has held operational, management and strategic positions within the NSW public health service for fifteen years. David manages Primary & Community Health Services at Orange where he works with a dedicated team of health professionals delivering clinical initiatives. David is passionate about Aboriginal Health, particularly improving models of care that increase access and utilisation of services for his community. What is the Aboriginal Population Health Training Program? Established in 2011, the Aboriginal Population Health Training Program (APHTI) aims to build the Aboriginal population health workforce in NSW to help close the gap in Indigenous health outcomes. It also aims to ensure that future population health programs are more culturally appropriate and safe for Aboriginal communities, as well as being inclusive of the needs of Aboriginal people.
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During my career the kind of presenting I do has changed dramatically. I initially began presenting to the Aboriginal community regarding the prevention, treatment and management of sexually transmitted infections about ten years ago. This type of presenting required a unique non-judgemental and engaging approach. I now mostly present in a formal capacity as part of the hospital executive team or to my own team of health managers and health professionals. Like most managers, I also frequently present informally at team meetings where I am attempting to engage sta in open dialogue about our s e r v i c e s a n d p ro d u c t s , o r e x p l o r i n g opportunities to change or close service gaps.
What prompted you to attend Michelle's Persuasive Presentation Skills Masterclass? I attended Michelle's program as part of the Aboriginal Population Health Training Initiative. It was a great opportunity attending with my
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SUCCESS STORIES! entire trainee cohort as it consolidated team relationships. This program is a NSW Health initiative aimed at developing future population health leaders. Considering the program’s aim, it was realised presentation skills are an essential skill to effectively and confidently communicate and influence the decisions of others and support us to transition into leadership. I have also been self-conscious about my presentation capacity. My presentations were always delivered too quickly and covered too much information. When I heard about the opportunity to complete Michelle’s program, I jumped at the chance to take my skills to the next level.
Overall, it changed my attitude about how valuable presenting is in business and leadership. It also my attitude about my self and my own skill and ability to communicate effectively.
In general, what positive outcomes have y o u a c h i e v e d f ro m i m p ro v i n g y o u r presentation skills? Since attending the program, I’ve had the opportunity to present at several large and important events. I seriously doubt I would have been given these opportunities had I not attended Michelle’s training.
I have also received positive feedback about how my skills have dramatically improved from my skills from my colleagues. This positive feedback has been very encouraging. What has been even more important than receiving external praise, has been how I feel about myself when I present – such a huge change internally.
How did Michelle's program change your attitude to presenting in business? I honestly hated having to present to a group. One on one was not a problem for me, but if I had to present to a group, goodness throw me a life jacket…. I got so nervous!
I would often struggle preparing my presentation, wondering how best to tell my story and what I needed to leave out. I ended up spending hours writing and rewriting a ten minute presentation, trying to cram everything possible into the presentation in an attempt to make it comprehensive and interesting. What I did not realise that it was over loaded with information and was delivered so quickly that my audience could not digest the information and became disengaged.
Michelle’s program gave me what I needed - direction, structure and useful tips to guide me from start to finish. I was relieved to be able to follow a step by step process, which allowed me to finally deliver a great presentation with confidence, clarity and at an appropriate pace for my audience.
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Michelle’s program was so good that I have often revisited my folder, video and book to refresh the skills I learnt. You know when a program has been worthwhile, because you continually use the new skills and go back to the training material - it has been my little secret weapon!
I n w h a t s p e c i fi c w a y s h a v e y o u r p re s e n t a t i o n s k i l l s i m p ro v e d s i n c e completing Michelle's training? I am more relaxed, prepared and influential when I present which means I communicate more professionally and have a clearer purpose and structure. This improvement has allowed me to take my audience on a journey with me and convince them to take a specific course of action.
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SUCCESS STORIES! What were your top three take aways from Michelle's program?
Only three? They would have to be the importance of pace, pace, pace, lead. I use this approach in meetings and almost all of my contact with staff. This approach has made a significant difference in obtaining staff engagement and support. The other is to “Love your guts” and “Extend yourself”. You need to remember to treat yourself with kindness and include and connect with the audience.
CLOSE SALES WITH CONFIDENCE BY DAVID PENGLASE How can I 'close sales' with more confidence? Theme words that also relate to this include, trial closing and closing the sale. If you've Built rapport, Asked appropriate questions, Shown value to match needs, Identified obstacles or objections and have successfully dealt with each obstacle or objection, what's left to do but to check whether the client is ready to buy? If you believe you've done your job properly, and you would like to know whether the client is ready to move forward, try asking the 'checkpoint' question. The checkpoint question doesn't ask the client if they're ready to buy. The checkpoint question checks whether there are still some things that need to be discussed or completed before they make a decision. Here is a sample checkpoint question? "Other than what we've covered so far, is there
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anything else we need to cover before we proceed?” In response to this checkpoint question the client is usually going to say one of two things: The first is that they could say "Well, actually yes, there are still some concerns that I'd like to discuss" and when they say this, it's simply a matter of asking what those concerns are and dealing with them one by one. The second response they could have goes something like this "Well, no, that sounds fine....what happens next?" And as soon as they say something like this.....they've bought. They're asking you to let them know what needs to happen to make the purchase a reality. Remember, what we're trying to do is to create environments where people feel comfortable and confident to make wise buying decisions. We want people to buy, we don't want them to feel sold. www.intentionomics.com
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YOUR VOICE TELLS YOUR AUDIENCE MORE THAN YOU THINK BY MICHELLE BOWDEN Many people tell me that they frequently present information that they find dry, boring or that’s not really in their area of expertise. Well there’s a problem with this that may well be really obvious to you as you read this article.
Love your content You can’t fake enthusiasm – it has to be authentic and from your heart or your voice will give you away.
Use people’s names
Vocal variety (otherwise know as your vocal range) is the natural highs and lows in your voice. Range is what makes you sound authentic, interesting and this in turn will help you engage your audience.
When you do this your vocal range will kick in naturally.
You may have heard me say this before: “It doesn’t matter how good your message is if no one’s listening!” That means it doesn’t matter how good your company is, how good your products and services are, or how smart you are. If no one is listening to what you have to say – they’ll never know any of it! And your expertise will sadly be a well-kept secret.
As you present your story your voice will unsurprisingly move up and down with the highs and lows of your tale.
It’s critical to demonstrate enthusiasm so people will see you as committed, engaged, and meaningful. And one of the best ways to do this is to use your voice properly.
Ask questions that elicit emotion and intrigue
Here are my tips to help you ensure your voice is an asset for you:
Tell stories and take your audience on a journey
Look people in the eye Your voice will automatically go up and down when you look directly at people and ‘see’ them. Vocal range is linked to eye contact.
You’ll find your voice is at it’s most natural when you are answering questions on a topic you love.
Use appropriate humour where you can Even try googling jokes that are tasteful on your topic area. Try them on your friends first and then be brave and try them in your presentation.
All these things will help your voice do the natural, engaging thing when you speak and will encourage your audience to sit up and listen to your message.
Happy Presenting!
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3 PIECES OF ADVICE EVERY ENTREPRENEUR NEEDS TO HEAR BY TY BENNETT I started two businesses in High School that each did well over $100,000 in revenue. Then when I was 21 my brother Scott and I started a business in direct sales, which we built to over $20 Million in annual sales while still in our twenties. It was in the process of building our business that I received three pieces of advice that were transformational for me. I think they are three pieces of advice every entrepreneur needs to hear.
Advice #1 – Treat Your Business Like A Business – Not A Hobby In the beginning stages of our business my brother and I had a mentor named Lon Wardrop. Lon is a successful entrepreneur who used to tell us – “If you treat your business casually – you will become a casualty.” In the beginning we were part time (building our business on the side) and Lon helped us recognize that part time hours does not mean part time effort. Entrepreneurs work hard, and those that really grow businesses do so because they treat it like a business.
Advice #2 – Never Stop Knocking Doors Every business is based on volume and retention. Discovering the marketing efforts that drive that volume and retention for you are crucial (but not complete). A good friend of m i n e , B re t t P ro c t o r, i s a s u c c e s s f u l chiropractor. He hires people to knock doors and pass out flyers. We were talking once and he said, “I think the secret is you never stop knocking doors.” Once you find the marketing efforts that work to drive your volume and retention – you never stop knocking doors.
Advice #3 – If You Want To Succeed – Serve One of the great mentors of my life was Dr. Stephen R. Covey – author of The 7 Habits of Highly Effective People. The first time I met Dr. www.michellebowden.com.au
Covey was at an event he hosted in his home. A mutual friend introduced us by saying, “Stephen, this is Ty Bennett, he’s writing a book.” Stephen asked me what the name of the book was. I said the, “The Power of Influence”. He asked me a little bit about the subject matter and then he said, “Ty can I give you some advice?” I’m not very good with math, but his book has sold about 26 million copies and that seemed like a lot to me, so I said, “I would love your advice.”
He said, “Make sure you write your book for the reader and not the writer.” I asked, “What do you mean by that?” He said, “A book that’s written for the writer, to build him up, to make him successful, will never achieve what it desires. A book that’s written for the reader, to teach, to inspire, to help people, will be a home run.” He continued, “it’s much more about contribution than achievement.” I asked, “But isn’t achievement a good thing?” He said, “Actually, life is about contribution and when you really learn how to contribute, you’ll achieve all you’ve ever wanted.” Successful entrepreneurs and mentors gave these three ideas to me and they have served me very well. Good luck on your journey as an entrepreneur. www.tybennett.com
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HOW TO STAND WHEN PRESENTING BY MICHELLE BOWDEN Is there a recommended way to stand when presenting?
Most presenters are at their most ‘nervous' at the start and finish of their presentation, and in the body of their presentation if situations of conflict or discomfort arise. It's during these times that I recommend you consider standing in what is called the Natural Stance.
1. Place your feet under the bones of your hips.
2. Ensure your weight is fully over both of your feet.
3. Slightly relax your knees.
4. Imagine a bowl of your favourite drink all around your pelvis that's full to the brim. And don’t let yourself spill a single drop over the sides! In other words, brace your core - your deep down tummy muscles.
6. Relax your shoulders (this is very important so you don't look or feel stiff).
7. Ensure your head is to the front.
It's called the Natural Stance because it's how we learnt to stand when we were little - it was the natural way for us to stand when we were first learning to hold up our own body before learning to walk. We all once stood naturally in the Natural Stance.
Can I stand in other ways too?
Interestingly though, there is some research that suggests that in western society we are attracted to patterns of asymmetry. So, although most of us stood in the Natural Stance when we were little, when we hit adolescence we mostly ‘unlearn' the Natural Stance in favour of more asymmetrical postures.
Yes, the Natural Stance is for the times when you need to look and feel strong and unflustered! At other times in your presentation you will choose to stand in the plethora of other body postures that reinforce your message. For example, sometimes you will choose lean because want to come across as more casual and approachable.
Why is the Natural Stance effective?
The point is: you need to do what's necessary with your body to maximise the chances of influencing your audience.
Standing symmetrically assists in diaphragmatic rather than chest breath. It's important to breath diaphragmatically if you want a strong voice. The Natural Stance will also help you feel solid and more confident as you stand to address your audience. Finally, standing in this posture helps your audience to feel confident about you too!
How do I do the Natural Stance?
It's a really simple stance to master. Here's what you do:
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WHAT NOT TO DO #2 BY MICHELLE BOWDEN Welcome to an important segment in How to Present called What NOT to do! This segment is dedicated to remind you of all the funny little habits that you should get rid of immediately.
Is it OK to stand with your legs crossed over? In one word….No! The main reason is that it draws people’s gaze to your nether region! It also makes you look
unstable. Women stand like this a lot. And it’s not a good choice. Instead go for feet hip-width apart. This is a more stable stance. You’ll feel stronger and more confident and it looks good too.
Happy Presenting!
PERSUASION TIP #3 BY MICHELLE BOWDEN Don’t be too pushy and rush towards the hard close! No one likes the hard sell.
When closing techniques are used at the wrong time, in the wrong place, or with the wrong person, it increases resistance.
This is because when people sense that they are about to be hit with the traditional ‘hard close’, they mentally switch-off and the persuasion process stops.
A more effective approach would be to help your stakeholder to convince themself that they need what you are suggesting.
Focus on helping them work through why they need what you’ve got rather than on your closing techniques.
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ADDRESSING NEGATIVITY AT WORK BY KEN WARREN Do you work with individuals who are continually critical, negative and resistant to change? And for some reason, it often tends to be staff who have been at the workplace for a long time. (Though, in defence of senior staff, they have often seen it all before and feel confident enough to speak up).
Of course, there may well be concerns they have that are completely out of your control to address, such as personal challenges at home. With these types of concerns, you may at least be able to give them some of what they need empathy or support from you while they are dealing with the challenges.
On the one hand, this is a very human thing to do. Social psychologists say that human beings are born with a negativity bias, which helps us to identify dangers and threats, thus ensuring our survival over millennia. But when our survival is not at risk, this negativity bias is overused, this can be frustrating for others.
Encourage acceptance of those workplace challenges that are out of their control. With major changes they are very unhappy about, you may need to let them know or remind them when a decision has already been made.
I think that we are right to cut such people slack from time to time, allow them to be human, and appreciate that they often have a number of things they are unhappy about at home and work. But, on the other hand, it is important that we act to address ongoing criticism and negativity. Over time, such behaviour can be very damaging to relationships, tends to be quite demoralising, and discourages people from showing initiative. And if negativity is modelled consistently enough by the power-brokers at work, a culture of negativity can develop, as the standard for acceptable behaviour has been set.
Good leaders allow people to be human and express their unhappiness with such changes over a period of time. But they remind people to put a time limit on such venting and move their energy into acceptance and finding a way to make things work. They also set a great example of modelling acceptance and positivity. I heard one manager say recently that she doesn’t always have to like a decision made by central office, but it is her (and everyone else’s) job to put such decisions into effect. Another manager reminds her staff that they are the 'Can Do Team' and they will find a way to get things done and do it well.
If you are dealing with ongoing criticism or negativity from an individual or a group of people, here are some options for turning such behaviour around. Address their concerns where possible. I recall one very negative team member who was particularly unhappy with not having a say in decisions that affected her work. When her supervisor delegated authority to her to make certain decisions about her work, this certainly helped to reduce her negativity.
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ADDRESSING NEGATIVITY AT WORK (CONT.) Follow up with people individually. Often people may not be aware of how they are coming across. Don’t criticise them. Instead, mention, in a caring way what you have noticed and ask if they are OK. Balance their need for empathy and understanding from you with a request from for them to speak to you sooner if they have concerns, be alert to how they are coming across, or generate solutions that also take into account the workplace’s needs.
Of course, it is essential that leaders also model positivity. One manager I know not only sets the right example, she also genuinely reminds her staff that they are the can-do-team and they will find a way to get things done and do it well.
After several work-it-out conversations such as those above, there are also times when more firm conversations are needed where you are clear about your expectations for that individual.
Certainly actions are important in generating positivity, including morning teas, finding time to talk, planned silliness such as dress-up days, etc. And actions also need to be taken to address ongoing significant challenges that are contributing to misery, at least those challenges that are within your control.
Remember to reinforce progress whenever you see it – raising concerns directly with you, beginning to explore a workplace change they were unhappy about, or generating possible solutions even if what they suggest is unviable.
But remember, it is not the total absence of stressors that contributes to high-morale and good relationships, but consistent positive actions modeled by the leadership and shared by the majority of team members.
Gain consensus on the values and behaviours to be shared by everyone at work. This approach aims to use our need to be approved of by others to shape the behaviour of negative individuals. Here there is discussion about the group rules – what everyone will do to contribute to morale, how challenges and differences of opinion will be dealt with, and the standards of service that everyone will practise. Such Statements of Shared Values and Behaviours are making obvious the group norms and dynamics that make very good teams. The leaders and senior staff obviously need to be setting the example, people need to be caught doing the right thing, but individuals are also held accountable.
What will you do to turn negativity around and generate more positivity at your workplace?
K e n Wa r r e n B A , M S o c S c , C S P i s a Relationships Specialist who helps teams to perform at their very best.Through his enjoyable and interactive speaking programs, Ken will help your people to: • Build even stronger, more positive and productive teams • Handle difficult conversations in a more confident and positive way • Enhance their resilience and well-being at work Check out all of his free resources through www.positivepeoplesolutions.com.au
Encourage more positivity. The happier the workplace and the better the relationships, the more likely that challenges are kept in perspective and negativity decreases. This is why in high-performing teams doing quite stressful work, you still tend to see a lot of playfulness, laughter and very good relationships. www.michellebowden.com.au
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IF YOUR CLOTHES COULD TALK WHAT WOULD THEY BY ROBIN POWIS & MICHELLE BOWDEN You know it takes 9 seconds to form a first impression. So what do your clothes say about you in 9 seconds?
I’m worth it
….. I invest in myself
I’m clueless when it comes to fashion
….. I hate shopping
My shoes are scuffed
….. you are not important
I slept in it
….. I don’t care
I didn’t have time to iron this morning
….. you are not important enough for me to make an effort
I’m wearing a stubble
….. if George Clooney can so can I - he’s the Style Icon
My eye makeup is a mess
….. I’ve got no attention to detail
There is no excuse not to look well groomed every day! Remember you cannot not influence - you’re influencing every moment of the day.
My legs are my best asset
….. I believe if you’ve got it flaunt it
I’m a working mum
….. give me a break
Looking stylish and smart can be effortless if you know how. www.definingstyle.com.au
CONFERENCE SPEAKING TIP #3 BY MICHELLE BOWDEN Adjust to Your Surroundings. The more adjusted to your environment you are, the more comfortable you'll feel. Make sure to spend some in the room where you will be delivering your presentation. If possible, practice with the microphone and lighting, make sure you understand the seating, and be aware of any distractions potentially posed by the venue (e.g., a noisy road outside). If you think it works for you, make an effort to meet the delegates in advance. www.michellebowden.com.au
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CONFIDENT SPEAKING VOCALS–AUDIO
A confident, persuasive speaking voice lies within you! Many of us know someone who has a strong, rich, resonant voice. Maybe it’s an actor like Sean Connery or Cate Blanchett. At some point you may have found yourself wishing that you could enhance your vocal quality and projection so you were more compelling, influential and persuasive when speaking in meetings, persuading your manager, or selling to your clients. Well you know it’s possible, and it’s easy! Creating a rich, resonant influential voice is all about warming up your voice, and this CD will take you through the warm-ups that actually work one by one. Enjoy!
HOW TO PRESENT–TIPS FROM THE MASTERS–AUDIO SERIES
Fast-track your presentation and speaking skills success by discovering the presentation secrets of 14 of Australia’s top conference keynote presenters. What would be possible for your career and income if you absorbed the wisdom of Australia’s top speaking professionals and could learn from their tips and their mistakes? Well, now you can in this series of insightful interviews by Australia’s #1 Presentation Skills Expert–Michelle Bowden. Learn critical presentation tips from the amazing: Amanda Gore, Lisa McInnes-Smith, Glenn Capelli, Alan Parker, Siimon Reynolds, Rodney Marks, Sam Cawthorn, Marty Wilson, Terry Hawkins, Dale Beaumont, Catherine DeVrye, David Penglase, Avril Henry and Bruce Sullivan.
EXCEPTIONAL PRESENTATION DESIGN–DVD
You can design an exceptional presentation in a minimum amount of time! Imagine how helpful it would be if you could have your very own coach taking you through the design process for an exceptional presentation. That’s exactly what this DVD is for! If you have a presentation to write, simply play this DVD and Michelle Bowden will coach you through the design of an exceptional presentation from beginning to end. It couldn’t be simpler! An ideal accompaniment to Michelle’s book How to Present, you’ll be reminded how to identify the purpose of your presentation, analyse your audience and design a powerful message that influences your audience to change their thinking and/or behaviour using techniques that actually work!
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HOW DO I HANDLE BUYER REJECTION? BY DAVID PENGLASE Understand that if you've built rapport, asked appropriate questions, shown value, identified and dealt with obstacles, you will confirm more sales and won't have to deal with sales rejection that often. When a client doesn't want what it is that you're offering it can usually be because of one or more of the following reasons: • They didn't have a need in the first place (you should have uncovered this in the Ask Questions step. • It doesn't really address their specific needs in the way they were expecting (you haven't been able to demonstrate or show the value you can create in a way that has been tailored specifically to their needs). • They don't see the value (the price you're charging has become the focus as opposed to the value your products or services can deliver).
• You didn't build rapport or gain the trust of the buyer. • You didn't Ask Questions that were sufficient enough to uncover the true value, needs, wants or situation that the client was seeking. • You didn't Show Value to the client in a way that they understood how what you are offering would achieve what they were specifically looking for. • You didn't Identify Obstacles or issues that were preventing the sale from moving forward • You asked for a buying decision before you had completed each and everyone of the above steps. Finally, it's not you that they’re rejecting (hopefully) - it was what you were selling. www.intentionomics.com
When you do get a surprise "no" to a buying decision, seek the client's feedback as to why? Don't go into defence, or aggressively try to change their mind. Let them know that you want to make sure that you've done your job properly, and would genuinely like to know the reason why they don't want what you're selling. Reflect on your sales process when you get an unexpected "no". Usually you will find that it was because you didn't complete one of the following steps: www.michellebowden.com.au
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TIPS FROM A PROFESSIONAL SPEAKER Tina is passionate about inspiring and giving opportunity to young entrepreneurs. Tina also works with The Hunger Project and is determined to see the end of chronic hunger in her lifetime. Tina was also awarded the Telstra Young Business Woman of the Year in 2014.
TINA TOWER PROFESSIONAL SPEAKER, ENTREPRENEUR
Here are Tina’s tips for us when speaking in business:
Not your ordinary Gen-Y female, Tina started her first business at the age of 20 and by the time she hit 30 had built and sold 2 businesses, completed a degree, got married, had two children and started in the challenging world of building a National franchise network. Half way through a Primary Teaching degree she saw a gap in the private education market and created her own tutoring centre followed by a school readiness program called Begin Bright. Tina began licensing the Begin Bright program in 2009 and converted to a franchise system in 2011. Three years in and Begin Bright has launched 13 franchises throughout NSW, VIC and QLD with future plans to expand Nationwide. Tina was the 2012 winner of the My Business Awards for Women in Business and Begin Bright won the National Overall Winner for Commitment to Excellence. In 2013 Begin Bright took out the Australian Small Business Champion Awards for Educational Services.
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Be yourself
It’s easy to look at other fabulous presenters and think that you should try and emulate what they do and how they do it. While it’s great to get pointers from them, I’ve found you’ll always get the best results when you are totally and authentically you. For me personally, I have a fun bubbly voice which isn’t a traditional authoritarian tone by any means! I tried to lower my voice in presentations so I would be taken more seriously and I just came off sounding ridiculous and was concentrating so much on technique that I forgot to be me. Embrace what you have and own it and you will be awesome.
Have something valuable to communicate
This seems really obvious doesn’t it? I’ve sat through many business presentations where there was nothing of value communicated at all. People’s time is so precious and if they’re gifting it to you then you had better take that responsibility seriously and have them leave the room with their lives enriched in someway after hearing you speak.
Be entertaining
It was Maya Angelou who said, “People will forget what you said but they won’t forget how you made them feel”. People learn more when they’re relaxed and enjoying themselves. Just because it’s business doesn’t mean it has to be all serious and stiff. Have some fun, laugh and let you audience enjoy themselves.
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TIPS FROM A PROFESSIONAL SPEAKER (CONT.) Stick to good timing (pause)
This can be a hard one for me! When there’s so much to say and you have so much knowledge to share, it can be easy to elaborate on a particular topic and blow out your timing. Stick to you plan and keep good timing so that you finish on time. It’s also important to remember not to talk too fast when the adrenalin kicks in. Consciously slow you talking to normal speed and articulate your words.
Tell a story
A story is not only a more entertaining way of presenting, it also helps people relate to what you’re saying and to remember and relay what you said. If you’re presenting a business decision you’ve made, back it up with the story that helped you come to that decision.
Have a combination of information for different learning styles
Everyone learns differently and absorbs information in different styles so it’s important to cater for that. Use a combination of slides, of tone of voice, and of information. If you tell a story, make sure it’s supported by facts and figures. If you’re talking about marketing, you can back this up with the science of the brain. This will ensure that everyone in your audience feels connected with what you’re presenting.
Practice
The reason that public speaking and presenting is so fear riddled is that people are afraid of being judged harshly and making a fool of themselves. If you practice, you know exactly what you’re going to say and how you’re going to say it and take away that room for the unknown or saying something that you didn’t mean to. There are a few people I know that can talk beautifully off the cuff, but it takes loads of practice to do this.
Be aware
Every room you present in is filled with different types of people. As practiced and planned as www.michellebowden.com.au
you are, you want to be able to leave a little bit of room for adaptation. If it’s a relaxed and friendly audience you’ll present in a more casual way than you would for a room full of suits and blank stares.
Smile
Life’s just better when you smile! It will also calm you down, loosen your jaw and help you to speak better.
Breathe
The absolute hardest thing to keep normal when you’re in the spotlight. You’re breath keeps you centred and focussed so if you can keep it even and deep into your belly then your brain will work more efficiently and you’ll be able to give an optimum delivery. And, you won’t pass out!
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STOP TAKING THINGS PERSONALLY BY LORNA PATTEN Sounds so simple ... yet so hard to simply stop taking some things personally, particularly when you know you are right! The overwhelm of intense emotion is a sure-fire trigger for your nervous system to quickly head into “fight or flight” and with nowhere else to go, you shutdown, avoid, placate or fight hard. Whatever the choice, the outcome is usually the same: not what you want.
Well this is just another vicious and viscous cycle of “not-good-enough/making yourself wrong”... just another way your fearful ego-mind engages you in the dance of fear and down the rabbit-hole you go.
Yet there’s wisdom and resolution hidden in this gem of an oft used cliche:
When you ... stop ... and get present to who you are and what is happening ... when you ... stop ... and take a breath and remember that the feelings are not facts, they are just feelings ... and you let them move through you without making up a whole lot of “not-good-enough” stories about yourself ... when you simply accept, allow and appreciate that whatever is occurring, is occurring ... when you stop taking what happens externally as meaning anything about you and instead remember that all feedback is simply
showing you what impact you have been having in the world ... you can then choose to change the way y o u re a c t a n d b e g i n re s p o n d i n g w i t h l o v e instead.
It’s not easy but it is possible to move to a place in yourself where you can be with your feelings without becoming them, where you can truly appreciate the moments without automatically sorting everything into good/bad or right/wrong a place of equanimity and peace. And as with all things you choose to master, it does require diligence and rigor and practice ... a willingness to grow and change and do the inner work ... and support to help you along the way as you support and help others on their way.
Always the key is remaining mindful and aware of who you are - magnificent, lovable, valuable creative being - while you navigate your way through the human experience. www.openup.com.au
FREE BOOK GIVE AWAY BY 24 AUSTRALIAN THOUGHT LEADERS Concepts range from leadership to productivity; from relationships to finances.
To claim your very own copy of Ideas be one of the first 5 readers to email michelle@michellebowden.com.au with the word ‘Ideas’ in the subject line.
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YOU
IS IT TIME IMPROVED YOUR PRESENTATION SKILLS? COME JOIN ME! Dramatically improve the way you present and influence. Attend one of my Persuasive Presentation Skills Masterclasses in 2014 and change your life! Seriously, it’s a life changing
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Absorb yourself in a generative and experiential approach. Learn something then practice, then lear n something then practice…
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SYDNEY: APRIL 28-29 MAY 19-20 JUNE 9-10 JULY 21-22 AUGUST 18-19 SEPTEMBER 15-16 To chat about your specific needs or receive more information please email Michelle: michelle@michellebowden.com.au
There’s no need for you to fear public speaking. Please don’t miss a career opportunity ever again because you couldn’t speak up! Anyone can be an exceptional presenter in business - 100% guaranteed.
TESTIMONIAL about Michelle’s training: FROM TIM CASTLE, MEDIA MANAGER, ASTUS AUSTRALIA “Best course on presentation ever attended. Thank you for the last two days. Your allencompassing and thorough exploration of the topic of presentation skills is astounding and the way you encourage us is uniquely invaluable. Unlike other boring courses. Really helpful and informative. Real support and skills for real situations. I liked the interactive nature of the course, the passion, the group exercises and the rotating of seats. I'm confident that the skills you have imparted over the last 2 days will help me move my audience from their current state to my desired state and I will enjoy making this happen.” For more information on Michelle’s coaching or training go to www.michellebowden.com.au
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BOOK OF THE MONTH OK, I know it’s MY book! If you are serious about really improving your business presentation skills then you need this book. Go to my website
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Thinking of improving your presentation skills but don’t want to go on a training program? You need to grab a copy of How to Present - Tips from the Master. Tips from 14 of Australia’s top public speakers. Go to my website
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