PERSUASIVE

SPEAKING &
PRESENTATIONS

Dr Surbhi Kapur
Did you know that fear of
public humiliation is
greater than fear of death?

Universally true across

cultures

That’s why most people are

afraid of public speaking
But the Paradox is that
To reach that “next level” of
success, socially, professionally, the
ability to speak in front of a group is
a fundamental necessity.

Overcoming this fear could unlock

opportunities that you currently find
unattainable

Being able to effectively

communicate to groups of people
gives you an incredible advantage
You could be presenting
• To pitch a proposal at a company
meeting
• Give a sales presentation to
prospective clients
• Or simply voicing your opinion
in front of friends or colleagues

No matter how big or small your audience,

following a few guidelines to structure and
connect with your audience will help you deliver
persuasive, powerful presentations – guaranteed!
 LET NOT THY NEIGHBOR
RUN WITH THE CAKE

 The good ideas you have and the hard work you
put might not speak for themselves
 So speak and present persuasively to

subordinates, colleagues, superiors and clients

and use this essential ingredient of managerial
success
 The requisite ingredients to bake the cake and

eat it too were given way back in 300BC by the

ancient Greeks
Aristotle’s three ways to influence people were

ETHOS (Credibility)

PATHOS (emotion)

LOGOS (logic)
By incorporating these three
elements competently, speakers
can enhance their persuasive power
 To make the perfect curry blend
the three

Credibility(ethos): Introduce yourself, Mention your bona fides,

your years of experience, your academic qualification that may be
relevant to your audience

Reasoning(logos): Audiences accept arguments that are logical and

well reasoned. Your speech or presentation therefore needs a logical
framework. Back up your assertions with statistics, examples and
testimony to become a more powerful and persuasive speaker.
Emotion (pathos): Emotion is an essential element of persuasion.
Human beings make important decisions emotionally and only
afterward justify their behavior with rational arguments
PLANNING A PRESENTATION: The W’s first

WHO WHY WHERE WHEN WHAT

IN A
CONFERENCE CONTENT,
AUDIENCE, HALL OR A VISUAL
AFTER
SIZE, PURPOSE CLIENT’S AIDS, WHAT
LUNCH, AT
EXPECTATIO (TO INFORM PLACE, IS WILL
THE END OF
NS, NEEDS OR EQUIPMENT INTEREST
THE
PERSUADE) AVAILABLE/ THE
DAY/WEEK
ELECTRIC AUDIENCE
SUPPLY
RELIABLE
 STRUCTURE OF PRESENTATION

Introductio Road
Body Conclusion
n Map
Try to start with a bang with a
• Zinger (Lively or Memorable Statement,
Quotation or Question)
• An Anecdote or A Story (pathos)
• Statistical data
• Background Information
• Don’t forget to Wish the Audience, Introduce
Yourself and the Topic
• Build Your Credibility (ethos)
 INTRODUCTION: TELL A STORY

A student who had come from Bombay to attend college

in the United States began his university commencement
speech with a story( personal experience)

“I can visualize the scene again and again: 11:30 pm,

Saturday night, 15 August, 2005, Bombay international
airport, India. I was leaving home for the University of
Richmond. And as I said that final goodbye to my
parents, my family and my friends; and as I saw hope,
expectation, even a tinge of sadness, in their eyes; and
as I stepped aboard the Air India flight in front, I knew
my life had changed forever.”
 Outline of Presentation by President of small
computer firm to a group of Industry Analysts.

Introduction – Zinger

You’ll read tomorrow in the Wall Street

Journal that J.D. Power & Associates has
ranked our firm first in customer
satisfaction among all firms in the
computer industry based on their survey of
mail-order customers.
ROAD MAP (Agenda or Plan)

A preview of the
contents or the
body of speech

A statement that identifies

the main points to be
discussed in the body of
the speech. It signals that
the body of the speech is
going to begin
 ROAD MAP

 Preview/Road Map
We’ve topped $3 billion in
sales because
 our technology is superior,

 our prices are competitive,

and
 our customer service is

better and faster.

Logos or logical pathway for
BODY of the speech
Break down the core content into 3
to 4 points according to logical
sequence like chronology,
importance, cause and effect, need
(problem) and plan (solution),
Illustrate main points with examples,
reasons, evidence ( statistics, rates,
facts) which is specific, recent and
from credible sources to support
argument
 Body
Our technology is superior.
• We install Intel microprocessors.
• We have state-of-the-art assembly plants.
Our prices are competitive.
• We’re able to bypass the high-cost dealers and deal directly with the
customer through the Internet or mail.
• We’re able to pass on our lower costs in the form of lower prices to our
customers.
Our customer service is better and faster.
• We customize and ship an order in five days.
• We guarantee next-day, on-site service.
• We provide replacement machines by overnight delivery.
 BODY
Arrange Connect Transitions

• the selected • Ideas using • Between the

points logically connectives like introduction and
according to therefore, your first main
chronological or because, in point “let’s start
cause-effect or addition, in with…”
difficulty or need contrast, • Between each
(problem) and moreover, finally main point “Now
plan (solution) etc let’s look at…”
method • Between the final
main point and
the conclusion
“Summing up…”
“Great is the art of beginning, but greater the art is of ending”

Your closing remarks are your last chance to drive home your ideas.
Moreover, it would linger in your listener’s mind

Signal the end of speech by phrases like “ Let me end by saying…”,

“My purpose has been…”, “summing up…”

Reinforce the central idea by summarizing your speech or restating

your main points. You could end with a relevant quotation or go back
to your introduction
 Review:
We offer competitive prices
and superior service.

Closing remark:
Let me leave with a statistic
that I am most proud of: 70%
of our buyers are repeat
customers
Supporting material to strengthen your argument in a
presentation or speech - Facts/Statistics, Testimony and
Examples
• Topic: Good Morning friends. I am XYZ and my topic of discussion today
is “Exposure to sun is essential and healthy but prolonged exposure to sun is
harmful”.
Facts/Statistics:
• According to a 1995 report by the American Cancer Society, prolonged
exposure without protection is responsible for about 90% of all skin cancers.
• Moreover, exposure without protection also accelerates the ageing process.
Expert testimony:
• According to Dr. ABC, head of dermatology, PQR College of medicine “If
you do biopsies on the thighs of people aged 35 and 65, you won’t see any
difference under the microscope…protected skin stays youthful much
longer”.
• Let’s look at one person who suffered from overexposure
Example:
• Jane was a fair-skinned girl who loved trekking and
swimming. She would often get sun burnt but did not think it
would cause any damage other than a bad tan. Now, at 35, she
was shocked when her doctor told her she had skin cancer.
Now she can’t go out into the sun, even for a few minutes,
without using a sunscreen and wearing a hat and a long
sleeved shirt.
• What does all this mean?
Restatement:
• Exposure to sun is essential and healthy but overexposure to
the sun causes cancer and premature ageing
The Art Of Delivery - Methods
Involved

• Difficult. In a long speech

Memorising memorize opening paragraph
• appropriate for policy
Reading statements, complex
presentation

Using notes, cue • preferred for most business

cards presentations

• avoid until you are a gifted

Impromptu speaker and have perfect
speaking knowledge about your topic
 Handling Questions
Anticipate questions and prepare

Focus on the Questioner

Respond accurately and concisely

Maintain control by setting a time

or question limit per person
Keep your cool, simplify
questions, avoid arguments,
diffuse hostility
Maintain a business like tone and
a pleasant expression
 Checklist

• Establish eye contact

• Speak clearly (Articulation)
DELIVERING • Use the tone and volume of your
voice to create impact (Inflection)
YOUR • Be natural, stand straight
PRESENTATIO • Use gestures naturally
• Stress important words and phrases
N • Control your anxiety
• Respond to questions
 Checklist
PLANNIN • Define your purpose
G • Analyse your audience

• Define main idea

• Limit your scope
• Prepare an outline
WRITING • Introduction, body, conclusion,
anticipate questions and
objections

PRACTISE • As much as you can

 Confidence for Public Speaking

Practise, Prepare,
Practise, prepare,
Practise prepare

Rehearse but
Keep it
do not
simple
memorize

Know your Think

room, positively,
audience, visualize
material success