RSM Australia Marketing team members excelling in presentation skills training with Michelle Bowden presentation skills trainer in June 2024

RSM Australia Persuasive 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

RSM Australia Marketing team members excelling in presentation skills training with Michelle Bowden presentation skills trainer in June 2024

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.



“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.


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 read the book and use the Persuasion Blueprint design template as often as possible to ensure your ongoing success.

Happy presenting!

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!


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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
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).



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