The Coaching Partnership

Mastering Persuasive Presentations.

Presentation Skills Training.

Mastering Persuasive Presentations is a Very Different Sort of Presentation skills Workshop....

Most Presentation skills courses teach you how to survive a presentation – how to put your message across while remaining confident and in control – and come out the other side feeling that the audience has responded positively to your knowledge, professionalism and intention. However – This is NOT that type of Presentation Skills course.

“Mastering Persuasive Presentation Skills” assumes that you are already comfortable with many aspects of your presentation style – after all, you have clocked up many presentation hours. Now, you realise that the effectiveness of your presentations need to move up a level.

You need to influence and persuade Key Decision-Makers (KDMs) through your presentations earlier and more often. Which of the following sounds the most familiar to you?
  • Maybe you are a Director presenting a business strategy/plan to the board for approval and investment.*

  • Maybe you are a Sales Executive presenting a proposal to a potential new account.*

  • Maybe you are a Project Manager presenting your revised project plan to the sponsorship committee for renewed commitment

  • Maybe you are a Technical Consultant presenting a difficult technical idea to a group of non-technical people for sponsorship.

  • Maybe you are an Entrepreneur or Business Owner presenting a product and company for investment to a group of VCs.*

  • Maybe you are a Managing Director presenting difficult news to your employees – but looking to ensure ongoing loyalty and commitment.*
All of these situations have one thing in common: Sitting in your audience are any number of KDMs. You have decided to use (or it has been decided for you) the Presentation as your primary approach to influence and persuade these KDMs in sponsoring your ideas and proposals.

*Delivery of support through 1:1 coaching may be more appropriate for presentations with confidential content.



THE PURPOSE OF THE MASTERING PERSUASIVE PRESENTATIONS WORKSHOP IS SIMPLE:
  • We will ADD key skills, tools and approaches to your presentation repertoire that will impact and persuade these KDMS earlier and more often in your presentation.

  • We will SUBTRACT unconscious/unnecessary behaviours and approaches that are slowing down or blocking a persuasive outcome.
We will aim for Mastery over Persuasive Presentation Skills as appropriate to your situation.




Now – here are the details:

TARGET AUDIENCE: Experienced presenters (Sales and account managers, Marketing Executives, Project Managers, Managers/Directors, business owners) – people who need to influence Key Decision Makers through their presentations.

TARGET OUTCOME: Get a Key Decision Maker to pay attention and say yes – earlier and more often – in your presentations.

PRE-REQUISITES: For experienced presenters – and those who have a genuine need to influence and persuade through their presentations. Each person attends with a sample presentation that intend to give in the weeks following the workshop.


WORKSHOP CONTENT – BEFORE:
  • Attendees submit pre-course assessment to help focus on their required outcomes and specific areas for improvement.
  • Attendees submit presentation slides for review.


WORKSHOP CONTENT – DURING:
    Key Concepts: The structure of persuasion in a presentation setting * Profiling your KDMs and your current level of influence with each * Setting the success criteria and required KDM actions for YOUR presentation * Your non-presentation strategy for reaching the KDM * You, not your slides, are the presentation.

    Your current Presentation Skill-set: Each person gives a mini persuasive presentation to assess areas of strength/weakness against requirements and earlier assessment.

    Your Message: Structuring your presentation for maximum attention and impact * Determine where you will put your “Asks” in the presentation * Build evidence around audience decision-making process

    Your Body Language: Assess your current “default settings” * Eliminating distractions * Facial Gestures * Hand gestures * Movement and stance * Your appearance * Dress code * Managing Anxiety and Confidence * Eye Contact

    Your Voice: Assess your current “default settings” * Using volume appropriately * Using Speed appropriately * Using Tone appropriately - Articulation

    Your Words: Oration – applying the rules of Oration to your speaking * Storytelling for sequencing your message and getting/keeping attention and heightened emotional impact * Metaphor and analogies * Use of humour

    The Audience: Getting and keeping REAL attention * Interaction with the audience * Handling contentious and unexpected questions * Dealing with difficult audience members * Convincer strategies for different types of audience personalities * Managing the emotional state of the audience

    Powerpoint: Relegating your slide-set to “supporting evidence” * Minimising the number of slides, maximising their impact * Structuring your slide sequence and content to support your “story” * Pictures and colour

    Other presentation support tools: Technology * Flipcharts * Demonstrations and exhibits * Handouts: Maximising their persuasion

    The Room: Setting up your presentation space * Using the room and presentation space * Anchoring * Using a timeline * Working with a lectern

    Your revised Presentation Skillset: Each person gives a number of mini persuasive presentations to integrate new approaches and skill areas – and eliminate distractive elements.


WORKSHOP CONTENT – AFTER:
    Submit revised slides by email for review * Submit self-assessment following presentation * Optional 1:1 Coaching Session


DURATION: 2 Days


OTHER: Limited to 6 persons to allow for ample practice and feedback

NOTE: The Workshop is also available through 1:1 Coaching – this typically takes place through 3 x 1.5 hour sessions and email support.



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"We call on Mike when we know behavioural change with an individual or a team is essential to the success of a department or project - and where practical results are required."
Eileen Forde, Training Manager, AkzoNobel, Ireland.
Overall Winner of the IITD Training Awards, 2009.



Contact: Mike Collins at 086 0272919.
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