Presentation Show and Tell – Presentation Skills For Senior Executives

The “show” in ‘show and tell’ presentations, is slowly making a comeback in corporate America. It’s a development that is long overdue. Long, dense, dry text projected on conference room screens around the country has too long passed for the “show” criteria of executive presentations. The more text and the fewer the graphics in presentations it seemed, the more the presenter was congratulated for having prepared well.

To the long-suffering audience who had to endure these presentations, there was little reward in the effort, except getting to the end of them, where it was hoped, a few signs of life might still be found in the unscripted question and answer session.

So why are we coaches beginning to see some signs of progress? Why is it increasingly acceptable to deliver shorter presentations with more graphics and less text? Why is it now becoming acceptable to present ideas using a few simple visuals or props, or even, on their own merit with no slides at all?

Call it the rise of presentation personality or simply the maturation of that long-derided but necessary business tool: PowerPoint. Maybe it simply has to do with the groans emanating forth from every executive suite when word filters out of another request to put together, or to sit through, one of these dated presentations.

Whatever the cause, there is increasing recognition of another, more successful communication method available to executives; one best illustrated by the energy-infused performance style presentations of dynamos like Apple’s Steve Jobs.

These new wave of presentation skills share some common attributes:

1) The audience takes center stage.

Good presenters ask themselves what their audience needs and wants from each presentation. Great presenters center their presentations on those needs and wants and make the audience integral to the presentation. Start with what you know about the audience’s perceptions and assumptions of the issues you’re presenting. What will it take for them to invest in something new?

2.) No passion, no presentation.

Every presentation is an opportunity for the presenter to share a passion. If yours are about something else, a mere transfer of data for instance, find another way to get it to the people who need it (like hitting the send button). This is the difference between in person presentations and other ways of sharing ideas. If people are going to invest their time and energy to come and listen to you, you won’t be successful if you merely “tell”. You must show them your ideas through the passion with which you present them.

3.) Get visual.

Written text projected on a screen is not a “visual”. If you use slides, find a way of representing your ideas that have real and instant impact. Never use text to “say” what a visual can “show”.

4.) Presentation is performance.

Don’t present what you haven’t practiced or don’t believe in. This isn’t acting. To present well, be wholly engaged in your material and ideas before trying to communicate these well to an audience. Take your preparation seriously. And for heaven’s sake, come out from behind that lectern.

5.) Show leadership.

Your reputation for leadership is enhanced or reduced with every presentation. Seek to hit a home run then, every time you’re “on stage”, no matter your perception of what’s at stake. It may seem unfair, but the leadership skills you display during your presentation are the ones that will be used to judge the whole of your work. Even if you don’t yet have a leadership title, your moment in front of people is pivotal in determining if and when you’ll be given one. Think about what leadership looks and sounds like to you-and infuse your presentations with nothing less.

Basic Negotiation Skills You Need to Know

Learning some basic negotiation skills can go a long way in your attempt to be successful in the business market. A good negotiator will be able to save money for their business and potentially make a lot more money in the long run. Here are some of the basic negotiation skills that you need to know.

One of the basic negotiation skills to learn is how to ask for something that you want. Many people go into negotiations and they never actually get around to telling the other person what they want out of the process. You need to be able to articulate your requirements to the other party so that they can work on fulfilling them. If you do not actually alert them as to what you want, you will most definitely not get it. Even though it might feel awkward, you need to get up the courage to ask them.

Another basic negotiation skill that you need to learn is how to avoid negotiating against yourself. Many people make the mistake of taking the side of the other individual during negotiations. For example, they will make an offer to the other person and the counter party sits in silence contemplating it for a few seconds. During the silence, the person that made the offer starts to feel awkward and immediately makes another offer. Instead of negotiating against yourself because you feel awkward during the silence, you need to learn how to sit quietly. After you make an offer, sit there until the other person says something.

When you go into a negotiation, you also need to know what your bottom line is. You need to have a number that is held in the back of your mind that represents the highest amount of money that you would pay for something. By doing this, you will give yourself a little bit of room to work with and a safety net. You should always start out with a price that is significantly different than your bottom line. Then you can work your way back to that if the other party still wants to negotiate the price.

One of the most important basic negotiation skills that you can develop is the art of listening. You need to sit quietly and attentively when the other person is talking. Pay attention to what they are actually saying and try to determine exactly what they want. If you can determine exactly what it is that they want, you will have much better chance of giving it to them. If you can give the other person what they want while still getting what you want, the negotiation process will be a success.

Overall, there are several different basic negotiation skills that you should attempt to learn. These skills will be able to make a big difference for you in your overall level of business success.

Four Public Speaking Pitfalls That Trap Most Presenters

If you want to drastically improve your very next presentation, it is important to understand 4 of the pitfalls that keep most speakers in a ditch out of which they can never seem to climb. If you see where these traps are, you can easily avoid them. As a result, you will clear your pathway to a powerful and persuasive speech.

Here are the 4 costly mistakes:
 
1. They close their speech with the question and answer session. Never close your speech with the Q&A session, because people remember best what they hear first and what they hear last. If you end with the Q&A, you lose control over the last message your audience receives and much of your hard work is undone. It is still a good idea to have a Q&A session, but it is not a good idea to end your presentation with it. Instead, hold the session about 80-90% into your speech and then close the speech in your own powerful way.

2. They open their speech with a whimper. Most speakers open with statements like, “I’m so glad to be here. Thank you for inviting me to speak on this prestigious occasion. First I would like to thank Bob.” What is wrong with that kind of opening? Frankly, it’s boring. Boredom shows up when you do what is expected. Instead, come out in an unexpected way by jumping right into your message. Take the “sitcom approach” and start the show first and then transition back to the opening theme song. One good way to do this is to immediately dive into a story. That will catch your audience off guard and you will have their attention from your very first word.

Another effective way is to ask a question. For example, I start some speeches with the following question: “What do you think is the number one thing that stands in the way of most people living their dreams?” This immediately gets my audience’s attention and prompts them to think and to get involved with the speech. Questions work extremely well because they take your audience members from passive spectators to active participants and that definitely raises the energy. Once you finish your planned opening, it is then fine to go back and thank the people who brought you there. Don’t open with a whimper, open with a bang.

3. They lip-synch. I once had a CFO of a biotech company say, “Craig, we need you to coach us with our presentation. We already have the presentation, but we just need to know what to say.” That might seem confusing but I knew exactly what he meant. He meant that the company already had a slide presentation but they needed to know what to say between those slides. Once I worked with them, they came to realize that they had to look at their major points first and then determine if slides were even needed to reinforce them. Most presenters who use slides simply verbalize the same points that are made on the slide. The key to understand is this; if you say the same thing as your slides, then one of you is not needed! You are doing the equivalent of lip-synching your presentation. The best time to use slides is for real visuals such as charts, graphs, and diagrams that will help clarify what you say verbally.

4. They don’t master the essence of public speaking. Bill Gove, the first President of the National Speakers Association, once said that good public speaking is being able to “tell a story and make a point.” That is the essence of public speaking. If you want to become the kind of speaker others line up and sign up to see, then make an effort to master storytelling. People make decisions with their emotions backed up by logic. Stories reach those emotions and get people in a frame of mind to take action. When you become a master storyteller, you help other people see new stories unfold for their own lives. Like the old saying goes, “Facts tell and stories sell.” The key for effective speaking is to get to your stories early because they are the heart of your speech.

If you avoid the 4 pitfalls that trap most speakers and you work on the suggestions above, you will find yourself far ahead of most of the people who ever stood up to say anything.