Virtual presentation skills with Warwick Merry CSP CVP August 2023

CBA Mastering Virtual Presentation Skills

What did we learn?

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.

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 stakeholder, prepare their message, and they definitely don’t take the time to rehearse. They are likely to ‘wing it’!

There are 3 phases to a persuasive presentation in business:

1. Analysis

2. Design

3. Delivery

CBA team members excelling in presentation skills training with Michelle Bowden presentation skills trainer in March 2023

Phase 1 Analysis

There’s a cool model called the 5 Step Analysis.

1. Topic

2. Goal

3. Purpose

4. Leading statement

5. Think/Feel/Do

 

Use this before every important email, meeting, conversation, coaching session, cinference presentation – everything!

Michelle Bowden presentation skills trainer's Think/Feel/Do slide from her presentation skills training 2024
Michelle Bowden female speaker's slide from her Welcome to the Birdcage: how persuasion smart are YOU? keynote

4Mat is the model for crafting a message so it sticks in your stakeholder’s mind and they are compelled to take the action you require.

4Mat addresses the 4 x virtual questions in your stakeholder’s mind: Why? What? How? What if?/What else?

An icebreaker is one way to hook the attention of your audience.

There are 3 steps to a great icebreaker: hook; intro/welcome; link to your content.

 

Example:

“Did you know in the last 3 years, 50% of projects in XYZ portfolio at one point or another were in an idle state (pause).

And 80% of these projects were awaiting external vendor inputs?

In total we spent  X $ on project run costs in that idle state.

It’s unacceptable.

Good day, I am (name), Project Manager for XYZ, and today let’s talk through

a) the project blockers that have brought our projects to an idle state,

b) as well as a way forward from here.”

 

Michelle Bowden, presentation skills trainer presents for Duco Limited in the Barossa Valley March 2024
Michelle Bowden female speaker's slide from her Welcome to the Birdcage: how persuasion smart are YOU? keynote

Rapport is all about a relationship or connection with your stakeholders. It’s easier to build rapport with people who are like you.

Pacing is being as ‘like’ the other party as possible without mimicking them. You build rapport though matching, mirroring (pacing) people’s body language, eye contact, voice, language, interests, dress and attitudes (to name just a few areas).

The way that you pace someone’s attitude is with universals and truisms. Universals and truisms are statements that reflect back to the other party what they already know to be true. We call them ‘pacing statements’ because universals and truisms ‘pace’ your stakeholder’s attitudes.

 

Your leading statement is your key message, it’s often contentious and it must be reasonable. Your leading statement is the thing you are asking your stakeholder for. You don’t have permission to lead an audience without first pacing them.

The number of pacing statements that you need to use to be a master of influence is directly related to your existing level of rapport. Note that you can be in (or out) rapport using two separate criteria: 1. Personally; 2. Contextually. If rapport is non-existent using either criteria you need at least 3 pacing statements before you lead.

The filter that determines our propensity to accept information on face value or not is called the Matcher/Mismatcher filter. People with a matching preference look for what matches what they know to be true. People with a mismatching preference look for what is different to what they know to be true – where their reality is different to the presenter’s reality.

To meet the needs of your stakeholder, avoid absolutes in your pacing statements such as “never”, “all”, “everyone”, “must”, “should” and use CABS instead: “or not”, “many”, “most”, “some”, “few”.

Remember when it comes to persuasion, “No” is just feedback that you didn’t pace enough or properly. “Yes” is feedback that you did.

 

Some people are motivated to move away from pain, other move toward reward. When you motivate your audience try telling them what they will reduce, maintain and improve.

You must stick to this order.

You can take ‘maintain out if you like.

Find another word that means the same thing.

Michelle Bowden presentation skills trainer's WIIFM slide from her presentation skills training 2024
Michelle Bowden female speaker's slide from her Welcome to the Birdcage: how persuasion smart are YOU? keynote

We manage objections with the POO technique. POO stands for: Pacing Out Objections.

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’, give a solution, and finally use the clever word ‘because’ with an extra meaningful reason.

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.

As you can’t always foresee every single objection that could be raised, you can also use the POO technique for managing objections when they are raised.

 

 

Framing is the technique we use to control and relax our audience/stakeholder. 

It’s where you set the rules and expectations for your meeting.

You frame after you have built rapport. 

If you don’t frame you’ll have a chaotic meeting that’s all over the place, with interruptions and distractions and questions out of scope.

 
Michelle Bowden presentation skills trainer's Framing slide from her presentation skills training 2024

The final 6 steps of the Persuasion Blueprint are:

Other Info – “by the way…”

In summary – 3 key messages

Call to action – clear, direct, and explicit

Q&A – “You may have some questions…”

-/+ consequences – “if” and “when”

Closing Statement – short, punchy, sells the sizzle!

Today is the day to make a serious decision to take your communication seriously. Please use the template as often as possible to ensure your ongoing success.

Go well!

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 power persuader who hears the word ‘yes’ more often!

 

Please connect to Warwick: https://www.linkedin.com/in/warwickmerry/

Please connect to me on LinkedIn: https://www.linkedin.com/in/michellebowdenenterprises/

Want to use OBS?

Our Virtual Presenting Guru Warwick has created a video that shows you step by step what you need to do to take advantage of how OBS works and how you too can become a Virtual Presenting Guru.

For those of you who are interested in using OBS to take your virtual presenting to the next level, here is the OBS training video Warwick created.

Would you like to participate in our live presentation skills training course?

We have a 25-year proven track record in developing people’s business presentation, public speaking and pitching skills. We will help YOU stand out for all the right reasons!

Master the art of public speaking and persuasive presenting in business with our life-changing public speaking training in Sydney LIVE and ONLINE via Zoom.

One presentation skills training course once is all you need. Become a more confident, engaging and persuasive business presenter & stay true to your natural style! 

Group photos from decades of Presentation Skills Training Sydney Melbourne and Brisbane with Michelle Bowden presentation skills trainer

Warwick Merry is a Senior Consultant with MBE.  He is:

– 2021 Global Outstanding Intrapreneur for his pivot to ‘online’. 

– 2022 PSA Nevin Award Winner.

– 2022 Breakthrough Speaker of the Year – he is the guru of virtual in Australia.

– Twice certified in virtual presenting. 

Warwick has joined the MBE team to sprinkle his guru-ness on our lucky delegates! How fabulous! With over 20 years working as an event host/MC/group facilitator Warwick knows what it takes to engage and energise an audience regardless of whether it is face to face, online or hybrid. He is one-part technologist, one-part passionate educator, one-part cat herder, one-part ringmaster, one-part voice of God, one-part control freak, one-part comedian, and many parts human. Warwick is the spark that ignites your people and the glue that holds all the learning together.

Do yourself a favour and select Warwick as your Persuasive Presentation Skills expert today!

Warwick Merry CSP CVP Presenting from stage
Michelle Bowden Presentation Skills Training

©2024 MICHELLE BOWDEN is an authority on persuasive presenting in business.

Michelle has delivered her Persuasive Presentation Skills Masterclass over 1000 times for more than 13,000 people over the past 25 years and her name is a synonym for ‘presentation skills’ in Australia.

Michelle is a multi-million-dollar pitch coach to her client list that reads like a who’s who of international business: banking and finance, IT, pharmaceutical, retail, telecommunications plus many more.

Michelle is the creator of the Persuasion Smart Profile®, a world-first psychological assessment tool that reports on your persuasive strengths and weaknesses at work, the best-selling internationally published author of How to Present: the ultimate guide to presenting live and online (Wiley) and her new book is called How to Persuade: the skills you need to get what you want (Wiley).

 

Visit www.michellebowden.com.au

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