Assertive%20Negotations

1
WORKING THE NUMBERS
How to Promote and Pitch Your Ideas
David Staughton www.bigdave.com.au
www.bigdave.com.au
2
Universals
3
THE FUTURE
4
THE KEY TO GREAT FINANCIAL PRESENTATIONS

• LESS DATA, MORE YOU
• MORE INTERPRETATION!

LESS IS MORE
5
(No Transcript)
6
FINANCIAL LITERACYDont Show Me the MONEY - SHOW
ME THE PROFIT!
COGS
7
EXERCISE

• What were the characteristics
• of the
• WORST Presentations
• youve ever seen?

8

• Blah, blah, blah
• Yadda, yadda, yadda
• Meaningless numbers
• Acronyms that nobody recognizes
• Unintelligible sentence fragment
• Even more numbers

9
Oh my God! Hes reading the slide to us.
Is this ever going to end?
10
EXERCISE

• What were the features of the
• BEST Presentations
• youve ever seen?

11
WHAT MAKES AN EXCELLENT PRESENTATION?
12
POWER UP WITH AMPS!!
Presentation
AUDIENCE
MESSAGE
PRESENTER
Feedback
SURROUNDINGS
13
A AUDIENCE
14
Know Your OUTCOME

• Are you going to
• Persuade
• Recognise
• Inform
• Motivate
• Educate

THINK FEEL DO
Learning Styles VAK
15
MAXIMUM AUDIENCE ENERGY

• Use Nametags or Nameplates
• Water on tables or available in foyer
• No more than 90 mins (120?) without break
• Group Rapport Activities Intros, Music
• Interaction - Think, Pair, Group Share
• Use Fun Rewards like chocolates prizes
• Avoid Carbs at MT Lunch Death Zones
• NO PAIN avoid beatings/ ridicule/sarcasm

16
26 TIMES!

• What does it take to really convince you?
• CONVINCER STRATEGY (Google It)
• KNOWING Vs DOING

Five frogs on a log
17
M MESSAGE
18

• The ONLY PERSON who loves
• your MATERIAL as much as you is YOU!

19
(No Transcript)
20
Interact Involve to Engage
21
MAXIMISE RETENTION Accelerated Learning
Principles

• VAK
• Props
• Anchors
• Simple Themes
• Interactivity Discussion
• Exercises DOING THINGS

SAY Vs DO
22
IDEAS - MADE TO STICK

• What makes a concept 'sticky (memorable) 
   
• Simplicity
• Unexpectedness
• Concreteness
• Credibility
• Emotions
• Stories! 

23
More Personal STORIES

• Stories engage the Imagination Emotions
• Stories are Powerful Non-threatening
• Stories Entertain Involve the Senses
• Keep it Short and to the point
• Dont Exaggerate too much
• Remember Confidentiality!
• ACT OUT THE STORY

24
CHANGE OF STATE
B
CLOSE
C.T.A.

• Focus

BODY
3

• Enthusiasm

2
1
INTRO

• Openness

OPEN

• Honesty

• Curiosity

A

• Rapport

25
The 4 MAT Structure

1. Why?
2. What?
3. How?
4. What If?

Bernice McCarthy
26
BODY STRUCTURES

• OPEN 1-2-3- CLOSE
• Structural Templates
• Timeline past/present/future
• Numeric 3/5/7 things
• Geographic locations
• 4MAT Why, What, How, WhatIf
• Mnemonic S.M.A.R.T.
• Metaphor Boat, Bike, Family, Seasons
• RULE of THREE

27
RULE OF THREE

• TIME 3 Times
• LOCATION 3 Places
• ZOOM 3 Sizes
• PENDULUM 3 Positions
• BENEFITS 3 Benefits
• ASPECTS 3 Aspects

OPEN
2
1
3
C.T.A.
CLOSE
Impromptu Man
28
THE ART OF PERSUASION
29
LESS BULLSHIT BINGO!
CEO Consultant translater
30
COMMUNICATION CHANNELS
Abs Exis ME
N W WE

• V A K

31
P PRESENTERSKILLS
32
BODY LANGUAGE What Impression are you giving?
33
USING STAGECRAFT

• Entrance / Intro
• Group Eye contact
• Avoid Barriers - Lapel
• Chin position
• Smile
• Hands Arms ????
• Blink Rate Fidgetting
• Wandering Wobbling

34
ADVANCED STAGECRAFT

• Palms Up
• Fingers Mouth cover
• BSD Pose Audience Bully
• Leaning Forward / Back
• Leg Foot position
• Personal Space to control
• Stage Anchoring PPF

35
Many people would rather DIE than speak in
PUBLIC
36
(No Transcript)
37
How to Control Your Nerves
38
TIPS TRICKS TOReducing Your Speaking Anxiety

• Visualize yourself speaking
• Know the room - Arrive early Walk around
• Meet Greet the audience beforehand
• REALLY Know your material
• Look for the NODDERS
• Get more Experience

39
HOW TO TELL youre DYING

• SYMPTOMS
• Tired yawn/sleep
• Room Lacks Energy
• Lack of Participation
• Nobody Laughs at your humour
• Not Listening checking phones
• People are leaving and chatting
• Your Eye Focus Narrows

40
What to do if youre DYINGor the room lacks
ENERGY

• Call a Break (Before you Start)
• Icebreaker Build Rapport first
• Energizer Do an Exercise (Buddy)
• Make it Brighter or Cooler
• Take a Break then cut it down
• Move on to your best material
• Cut Run Finish early

41
S SUITABLESURROUNDINGS
42
ROOM ENERGY TIPS

• Room Temperature 22 degrees! (Not gt 25)
• Room Layout Sightlines!!
• Full body exposed not behind lectern
• Stand to the Left if possible
• Stand in the Light! (Lighten the Screen)
• Get a really Bright Projector! (3500 lumens)
• Reduce Distractions (Away from Rear Door)

43
PRESENTING TIPS TRICKS

• NEVER EVER APOLOGISE ON STAGE!
• Always Keep a Paper copy handy
• Drink lots of room temp water (not iced)
• Hydrate at least 4 hrs before
• Do NOT end with Q A
• Finish with your prepared BIG CLOSE
• Powerpoint use B/W keys number ltretgt
• Give Powerpoint Handouts out at END

44
Avoid Death by Powerpoint
45
(No Transcript)
46
(No Transcript)
47
RECOMMENDED READING
48
MORE READING STORIES
49
Great speakers arent born, they are trained.

• Presenting is a Skill
• Speak from your HEART to win
• their Hearts Minds

50
NEXT STEPS WITH BIG DAVE

• HAND IN A BUSINESS CARD or
• SEND AN EMAIL for Slides Free E-Book
• www.bigdave.com.au
• Email bigdave_at_bigpond.net.au
• Phone [phone]

STAFF, SERVICE , SALES STRATEGY