(from Michelle Bowden’s workshop for Nelnet International on March 31st 2021)
1. We present (persuade and influence) our family members, friends, clients, patients, colleagues and managers every day of our life. Our days and filled with negotiating, finding compromise, updating, advising, selling, influencing and persuading.
2. Most people forget that we are actually influencing people all the time, so they treat their communication scenarios like informal conversations and don’t analyse their audience, prepare their message, and they definitely don’t take the time to rehearse. They are likely to ‘wing it’!
3. Expert communicators analyse their stakeholder, prepare their messages and even rehearse the delivery so they increase their chances of success.
4. Expert communicators get into their stakeholder’s shoes and build strong rapport so they can present meaningful, needs based solutions. Expert communicators know how to design, persuasive, powerful, memorable messages and as a result, expert communicators hear the word ‘yes’ more often in their life.
5. There are 3 phases to a persuasive presenting in business: Analysis; Design; Delivery.
6. “It’s not about me, it’s all about the audience”. It’s not about what you want to say or the way you want to say it, it’s not about how you want to stand, sit or move your body, and it’s definitely not about the PowerPoint slides you want to show. It’s all about your stakeholder and what they need to hear from you in order to understand your message and change their behaviour accordingly. Understand this and you’ll never be ‘nervous’ or lacking confidence as a communicator again.
7. 4Mat is the model for crafting a message so it sticks in your audience’s mind and they are compelled to take the action you require.
8. 4Mat addresses the 4 x virtual questions in your audiences’ mind: Why? What? How? What if?/What else?
9. There are three main types of objections: content, personal and logistics. It’s best to manage most objections BEFORE they are raised. We manage objections with the POO technique. POO stands for: Pacing Out Objections.
10. There are 5 steps to the POO technique: state the objection; say ‘and’, ‘so’ or pause and say nothing, then say ‘actually’ or ‘in fact’, lead to a solution, and finally use the clever word ‘because’ with a meaningful reason.
11. Be careful of saying ‘But’, ‘However’, ‘Alternatively’, ‘Although’ because they all negate what you have just said and activate the fight/flight response in the stakeholder and incite them to fight you! Choose to say “and”, “so”, or just pause and say nothing.
12. Framing is for controlling and relaxing your audience. It is where you establish the ground rules in your meeting.
13. Never frame at the very start of your meetings – even though that’s where most people do it!
14. You frame after you have hooked your audience’s attention, built rapport, motivated them to listen to you and used the POO technique to manage their objections.
15. You can also frame as required throughout your meeting, and you can pre-frame some of the rules prior to your event.
16. The rule for slides is keep them simple: big words and images from your Nelnet tock library.
17. Where the data is complex and the audience needs the details, aim to supplement your slides with handouts.
18. If the audience can’t read it, don’t show it!
19. Always ask yourself, “is this the best way to visually reinforce my key messages?” If the answer is yes, then keep the slides as it is. If the answer is ‘no’ then change the slide!
20. Get your lighting and your sound right. It’s more important than ever when you’re presenting online.
21. Look into the camera, not at people’s faces when presenting online.
22. Make sure your gestures are right up near your face. It’s weird but it works!
I know you know this, it’s not rocket science, so take the time to plan your meetings in advance, analyse your performance at the conclusion of every meeting and continuously strive to be an expert communicator who masters the craft of persuasive communication. Joy to you all for your engagement and enthusiasm today! Mx
Ezine: For more free tips on persuading, presenting, and communicating at work go to www.michellebowden.com.au and subscribe to my FREE ezine called How to Present.
Please connect to me on LinkedIn: https://www.linkedin.com/in/michellebowdenenterprises/
To assess your persuasive strengths and weaknesses at work please visit: https://shop.michellebowden.com.au/products/persuasion-smart-profile
© Michelle Bowden 2021. Michelle Bowden is an authority on presentation & persuasion in business. She’s run her 2-day Persuasive Presentation Skills Masterclass over 900 times for thousands of people across industry. Michelle is the Creator of the Persuasion Smart Profile. She’s a CSP (the highest designation for speakers in the world), a best-selling internationally published author (Wiley), and a regular commentator in print, radio and online media. www.michellebowden.com.au