Persuasive

Presentations
Charles B. Daniels
 Objectives
 Learn the most important elements of
persuasive presentations.
 Learn how to plan, develop and deliver a
persuasive presentation.

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 Persuasive
Presentations

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 Agenda
 Preparing for the presentation.
 Delivering the persuasive presentation.
 Tips for overcoming anxiety.
 Discuss some common mistakes.
 Provide some assessment tools.

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 OPEN UP!
 Organize.
 Passion.
 Engagement.
 Natural.
 Understand your audience.
 Practice.

Source: The Exceptional Presenter, by Timothy J. Koegel

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 Preparation
 Who is the audience?
 What do you already know about them?
 What are their interests?

 What is your purpose?

 What is your approach?

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 Content
 How can you get the audience’s attention?
 How can you create content that will help
them understand your message?
 What questions or objections are likely?
 What do you want to happen?

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 Delivery
 Don’t depend on your visual aids or read
your slides!
 No jokes, but a sense of humor is good!
 Don’t watch the clock!
 Do try to introduce a “catch phrase.”
 Do weave your pitch throughout the
presentation.

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 Delivery
 Know your content – be prepared to
present without slides
 Start and stay positive – don’t apologize!
 Tell a story and have a conversation.
 Pictures are better than words.

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A Picture - The Space Elevator

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 The Structure
 State your purpose. “The one thing I want
you to remember ….”
 State your objectives.
 Define the situation or issue.
 State the conclusions.
 Define next steps.

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 The Opening
 Welcome your audience and show happiness,
gratitude, honor.
 Use a quote or a statistic.
 Ask a question.
 Note current events.
 Tell a story related to your topic.
 Have the audience write something down.
 Make a prediction.
 Use a poem.
 Pause.

Source: The Exceptional Presenter, by Timothy J. Koegel

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 Passion
 It helps to care about your subject.
 Passion can be communicated through:
 Posture.
 Gestures and movement.

 Voice command.

 No hesitations or verbal gaffes.

 No “uhs”, “ers” or “you knows”.

Source: The Exceptional Presenter, by Timothy J. Koegel

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 Practice
 Content.
 Passion.
 Voice dynamics.
 Pacing and timing.
 Mirrors, recorders, family and friends.

Source: The Exceptional Presenter, by Timothy J. Koegel

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 Engaging the Audience
 Read the audience.
 Speak to their interests.
 Prepare and use stories, quotes and
anecdotes.
 Use eye contact.
 Smile.
 Learn and use names.
 Stand up if possible.
Source: The Exceptional Presenter, by Timothy J. Koegel
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 Read Body Language
 Open or closed?
 Engaged or disengaged?
 Allied or opposed?

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 Do Your Homework
 Talk to people in the organization.
 Read publically available material.
 Understand their issues, technology and
culture.

Source: The Exceptional Presenter, by Timothy J. Koegel

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 Questions and Answers
 Seek participation early.
 Seek to understand the question.
 Multi-part questions.
 Rephrase.

 Involve others.

 Seek feedback and closure … “Does that

answer your question?”
 Maintain control.
Source: The Exceptional Presenter, by Timothy J. Koegel
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 Q&A Pitfalls
 Don’t dwell on the question.
 Correct inaccuracies.
 Neutralize negative questions.
 Correct false assumptions.
 Correct inaccurate conclusions.
 If you don’t know the answer, don’t try to
fake it!

Source: The Exceptional Presenter, by Timothy J. Koegel

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 Anxiety and Fear
 Anxiety is natural.
 Prepare your mental game.
 Focus on the message.
 Arrive and set up early.
 Be careful about food and drink – room
temperature is best!

Source: The Exceptional Presenter, by Timothy J. Koegel

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 Controlling Anxiety
 Two-minute drill.
 Notes.

 Rehearse.

 Move on from mistakes.

 Tell them just enough – but not more.

 Visualize success.

 Breathe!

Source: The Exceptional Presenter, by Timothy J. Koegel

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 Closing the Presentation
 Summarize.
 Share inspiring stories.
 Bookend your message.
 Establish your credentials.
 Ask for something – specifically.

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 Avoiding Common Missteps
Don’t:
 Apologize for the
material.
 Relate your nervousness
 Mention your lack of
interest or preparation.
 Read the slides.
 Dwell on mistakes or
lapses.
 Give a speech.
Do:
 Connect with the
audience early.
 Stay positive.
 Be natural.
 Speak in your voice.
 Verbalize content to
emphasize your slides.
 Have a conversation.
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Rate Your Presentation Skills
 What are your greatest strengths as a
presenter?
 What are your greatest opportunities for
improvement as a presenter?

Source: The Exceptional Presenter, by Timothy J. Koegel

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 Rate Your Comfort Level
 Are you more comfortable:
 Presenting to people you know or strangers
 Why is there a difference?
 What can you do about it?

 Presenting standing up or sitting down?

 With a script or off-the-cuff?

 What impression do you want to make on

an audience?

Source: The Exceptional Presenter, by Timothy J. Koegel

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 Getting Feedback
 Have you ever videotaped you
performance to critique?
 When was the last time?
 What did you learn?
 What steps will you take to improve your
skills?

Source: The Exceptional Presenter, by Timothy J. Koegel

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 Summary
 Organize.
 Passion.
 Engagement.
 Natural.
 Understand your audience.
 Practice.

Source: The Exceptional Presenter, by Timothy J. Koegel

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