Presentation Skills - focusing on who you are, your style and how to combat fear.

1. PRESENTATION
ELEVATION
Michael Weiss
@mikepweiss

2. MY GOAL FOR
TODAY

4. Be
RESPECTFUL

5. FIRST THINGS FIRST
Most people are not
good
LISTENERS

6. There is more
LISTENING
in the room than
TALKING

7. FILTERS:
Beliefs
Values
Attitudes
Personality
Culture
Prejudices
Interests
Expectations
Assumptions
Memories
Images past and future
Past experience

8. LET’S TALK ABOUT
STORYTELLING

9. YOUR BRAIN ON DATA
ACTIVATES TWO REGIONS

10. BROCA’S:
LANGUAGE
PROCESSING
WERNICKE’S:
LANGUAGE &
COMPREHENSION

11. YOUR BRAIN ON STORIES
CAN
ACTIVATE SEVEN
REGIONS

12. MOTOR CORTEX:
MOVEMENT
BROCA’S:
LANGUAGE
PROCESSING
SENSORYCORTEX &
CEREBELLUM:
TOUCH
AUDITORY
CORTEX:
SOUNDS
WERNICKE’S:
LANGUAGE &
COMPREHENSION
VISUAL CORTEX:
COLORS &
SHAPES
OLFACTORY
CORTEX:
SCENTS

13. STORIES ENGAGE THE
BRAIN MORE

14. STORIES TRIGGER
EMOTIONAL RESPONSES

15. YOUR MAIN OBJECTIVE:
ELICIT EMOTION

16. MAKE ME CARE

17. VULNERABILITY & FEAR

18. “IN ROCK ‘N’ ROLL
IT’S REALLY ABOUT
BEING AS
VULNERABLE AS
POSSIBLE AND
GIVING THEM WHAT
THEY WANT”
- COURTNEY LOVE

19. “WE FEAR THAT WE
ARE NOT WORTHY –
AND THAT
DISCONNECTS US”
- Brene Brown

20. WE HAVE TO BE
WILLING TO BE
VULNERABLE*
*DO SOMETHING WHERE THERE ARE NO
GUARANTEES

21. WHEN YOU WALK INTO THE ARENA
– EXPECT A FEW THINGS:
Fear
Self Doubt
Comparison
Anxiety
Uncertainty

22. FEAR

23. “According to most studies,
people’s #1 fear is public
speaking. #2 is death.
Death is number two. This
means to the average
person, if you go to a
funeral, you’re better off in
the casket than doing the
eulogy.”

25. FIGHT OR
FLIGHT

27. Stress Hormones
CORTISOL &
ADRENALINE

31. If you feel like
you shouldn’t
be somewhere;
FAKE IT. Do it
NOT until you
make it –
but until you
BECOME IT.
- Amy Cuddy

34. YOU

35. #1 RULE:
This is not about you.
It’s about the
AUDIENCE.

36. You are not the HERO

37. You are YODA
The audience is
LUKE
SKYWALKER

38. You are here to
SERVE

39. We are in the business
of
PERSUASION

40. Aristotle said that
one of the most
important parts
of a speech is to
PRODUCE
PERSUASION

41. Communication is the
TRANSFER OF
EMOTION
Seth Godin

42. What is your
STYLE?

43. It is critical that you
IDENTIFY &
ACCEPT
your style.

44. Until you do, you will
not be able to
FOCUS
on what you want
to say.

45. Get
OUT
of your
HEAD

46. “Wanting to be
SOMEONE
else is a waste of
the person YOU
ARE”- Marilyn Monroe

47. “Once we believe in
OURSELVES,
we can risk curiosity,
wonder, spontaneous
delight, or any other
experience that
reveals the
HUMAN
SPIRIT.”
- ee cummings

48. If you are not
NERVOUS you are
not HUMAN

49. Be
COMFORTABLE

50. Be
NATURAL

51. “You’re never really
COMFORTABLE.
Even though you
may think you
are…you really
aren’t.”

52. Are you
CASUAL?

53. Are you
FORMAL?

54. What about your
CADENCE?

55. Are you a
FAST
talker?

56. Or do you
TAKE YOUR TIME?

57. The power of the
PAUSE

58. Punctuation is to readers
as pausing is to your
LISTENERS- Keith Bailey

59. “The right word may be
effective, but no word
was ever as effective
as a rightly timed
PAUSE”- Mark Twain

60. SHOWS
CONFIDENCE
SLOWS YOU
DOWN
GIVES YOU TIME
TO CATCH UP
GIVES THE
AUDIENCE TIME
TO ABSORB

61. How do you use your
HANDS?

62. Are you aware of your
FACE?

63. How do you use
your
BODY?

64. Confidenc
e

65. If you don’t believe it
NEITHER
WILL THEY

66. The human brain not
only looks for the
UNEXPECTED
but actually craves it
Gregory Berns

67. Bottom Line
YOU ARE IN THE
ROOM FOR A
REASON

68. Now is NOT the time to talk about
ME ME ME

69. Now is the time to talk about
THEM

70. This is just another
MEETING

71. A Presentation Is Not A
Meeting;
IT’S A PERFORMANCE

72. ve learned that people will forget what yo
said, people will forget what you did, but
people will never forget how you
made them feel.”
- Maya Angelou

73. FOUR
PERSONALITIES

74. ASK TELL
PEOPLE
TASK

75. ASK TELL
PEOPLE
TASK
Analytical

76. TO BE RIGHT

77. ASK TELL
PEOPLE
TASK
Analytical Driver

78. RESULTS

79. ASK TELL
PEOPLE
TASK
Analytical Driver
Amiable

80. APPROVAL

81. ASK TELL
PEOPLE
TASK
Analytical Driver
Amiable Expressive

82. RECOGNITION

83. ASK TELL
PEOPLE
TASK
Analytical Driver
Amiable pressive
Indifferent Handshake
Quiet In Voice & Posture
Asks Questions
Does Not Make Statements
Tends to Lean Back

84. ASK TELL
PEOPLE
TASK
Analytical Driver
Amiable pressive
Indifferent Handshake
Quiet In Voice & Posture
Asks Questions
Does Not Make Statements
Tends to Lean Back
Firm Handshake
Aggressive
Tone Changes In Voice
Quick / Clear
Makes Statements
Tends to Lean Forward

85. ASK TELL
PEOPLE
TASK
Analytical Driver
Amiable pressive
Indifferent Handshake
Quiet In Voice & Posture
Asks Questions
Does Not Make Statements
Tends to Lean Back
Firm Handshake
Aggressive
Tone Changes In Voice
Quick / Clear
Makes Statements
Tends to Lean Forward
Infrequent Eye Contact
Poker Faced
Acts With Caution
Wants Facts / Details
Limited Hand Use
No Small Talk

86. ASK TELL
PEOPLE
TASK
Analytical Driver
Amiable pressive
Indifferent Handshake
Quiet In Voice & Posture
Asks Questions
Does Not Make Statements
Tends to Lean Back
Firm Handshake
Aggressive
Tone Changes In Voice
Quick / Clear
Makes Statements
Tends to Lean Forward
Infrequent Eye Contact
Poker Faced
Acts With Caution
Wants Facts / Details
Limited Hand Use
No Small Talk
Great Eye Contact
Animated / Facial Expressions
Smiles / Nods / Frowns
Little Effort For Facts
Hands Free / Palms Open Up
Shares Personal Feelings

87. Analytical Driver
Amiable Expressive
THE WAY THEY TALK
• STATES & COMMANDS
• DIRECT ASSERTION
• STATES & COMMANDS
• DIRECT ASSERTION
• ENQUIRES
• INDIRECT ASSERTION
• ENQUIRES
• INDIRECT ASSERTION

88. Analytical Driver
Amiable Expressive
TONE OF SPEECH
• LOUDER
• USES VOICE TO EMPHASIZE
POINTS
• QUIETER
• DOES NOT VARY VOICE MUCH
• LOUDER
• USES VOICE TO EMPHASIZE
POINTS
• GETS EASILY EXCITED
• QUIETER
• DOES NOT VARY VOICE MUCH

89. Analytical Driver
Amiable Expressive
LISTENING PATTERN
• POOR LISTENER
• CONTROLS CONVERSATION
• INTERRUPTS
• SUMMARIZES
• LISTENS – BUT DOESN’T
LOOK LIKE THEY ARE
• LISTENS
• REACTS TO WHAT YOU SAY
• TALKS A LOT
• GOOD LISTENER
• REACTS TO WHAT YOU SAY
• CARES

90. WHEN DEALING WITH
DRIVER
DO’S:
• FOCUS ON PRESENT
• BE BRIEF
• SHORT-TERM RESULTS
• GIVE OPTIONS
• LET THEM “FEEL” IN CONTROL
DONT’S:
• FOCUS ON FUTURE
• GIVE TOO MUCH INFO
• BE AMBIGUOUS
• GET PERSONAL
• BACK DOWN

91. WHEN DEALING WITH
EXPRESSIVE
DO’S:
• FOCUS ON FUTURE
• TELL STORIES
• SEEK THEIR INPUT
• COMPLIMENT THEM
• ENCOURAGE CREATIVITY
DONT’S:
• GET STRAIGHT DOWN TO BIZ
• DWELL ON DETAILS
• BE IMPATIENT WITH TANGENTS
• BE TOO SERIOUS
• PUT DOWN ENTHUSIASM

92. WHEN DEALING WITH
AMIABLE
DO’S:
• FOCUS ON TRADITION
• BE FLEXIBLE
• BE PERSONAL
• ALLOW TIME TO “FEEL GOOD”
• EMPHASIZE TEAM APPROACH
DONT’S:
• PUSH FOR TOO MUCH DETAIL
• HURRY THEM
• BE COOL OR IMPERSONAL
• CONFRONT
• ATTACK

93. WHEN DEALING WITH
ANALYTICAL
DO’S:
• FOCUS ON PAST, PRESENT
& FUTURE
• TALK FACTS
• FOCUS ON DETAILS
• TELL EXACTLY WHAT YOU
WILL DO
• ALLOW TIME TO PONDER
• ASSURE THEY ARE RIGHT
DONT’S:
• BE VAGUE OR ILLOGICAL
• BE INTOLERANT OF DETAILS
• OVERLOOK THE PAST
• RUSH
• BE OVERLY CASUAL