It can be difficult to keep your audience engaged during business presentations. How do comedians keep their audiences engaged? Some of us are naturally funny. Others think that being funny is a gift from birth that only the chosen few are blessed with, and that the rest of us should stay far, far away from trying to make people laugh. The fact is, being funny is a skill like anything else, like driving a car, learning a new language, or learning presentation techniques.
Comedians spend years crafting and honing their content and delivery, making them one of the few public speakers that clock upMalcolm Gladwell’s 10,000 hours that he says make a master.
Performers learn a lot the hard way. there’s just no other way to do it. You can practice, practice, and practice until the cows come home but at the end of the day you have to get up in front of a real audience to test it out.
Here are a few interesting presentation techniques from the world of comedy to help speakers in the business world master the art of keeping audiences engaged.
Rock It From The Start
Everyone knows that getting off to a good start sets the tone for the rest of your journey. When you’re practicing your speech or presentation, the first 30 seconds will make or break you.
A killer start to your presentation will set the tone for the rest of your talk and keep your audience engaged. So practice this, hone it, and know it until you can do it in your sleep.
Know Your Timing
When you’re practicing, breakdown the sections of your content.
First 30 seconds
Numbers of key areas
Time yourself so you know how long each takes and how much time the whole presentation will be and when in doubt, keep it short. you will keep your audience engaged, and they will thank you for it.
Don’t Wait To Work The Room – keep you audience engaged from the get go!
Comedians are clever at working the room. They ‘cast’ someone in the audience so they have instant familiarity with the room. Introduce yourself to people as they come into the room; don’t wait to find common ground with your audience until you start your talk.
Break the ice with them from the outset, greet them as they come in, have a bit of banter with them. You’ll automatically have back story with them when you start your presentation.
Warm Up First
All performers warm up and do something to get them in the ‘zone’ as TEDTalk presenter Julien Treasure talks about here. Stretch your arms up over your head before you step onto the stage, take some deep breaths, loosen up your muscles or do some articulation exercises. Whatever you do, do something. This will help calm any nerves and also get your body and mind focused on the task at hand.
Whenever you get the chance to present or speak in front of an audience, always film or video yourself. Always. It’s so easy now to do it now with phones and tablets. Get a friend or someone you know will be there to video you so you can watch it back and see exactly what you’re doing and sounding like. Performers and comedians love this because it gives them instant feedback on everything they’re doing and how they are keeping audiences engaged.
No one feels comfortable around people who seem like they’re perfect all the time. We connect with people we trust, who feel familiar to us. Really funny material comes from comedians who know it’s not necessarily about making people laugh; it’s about making people think, it’s about showing them that you know what it’s like to be human. The audience finds something in you that resonates with them. Comedian and writer Ricky Gervais talks brilliantly about this here.
As a public speaker, take heed of some of these techniques from comedians and see if they help in your performance. Comedians face the toughest audiences in the world so they know what they’re talking about.
Remember, good preparation and practice will pay off in dividends when it comes to getting up in front of an audience and delivering the goods.
Great communicating is learned; no one is born a great speaker.
Remember that you’re a human being in a room full of human beings and every audience loves to see people succeed.
They want you to be great! It makes their job of listening so much easier.
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Mark Twain once said ‘There are two kinds of speakers in the world: Those who get nervous and those who are liars..’ And he wouldn’t be far off. Everyone gets a dose of presentation nerves, some just hide it better than others! Even the greatest orator in history Marcus Tullius Cicero once ran from the forum where he was set to speak because he was terrified with nerves.
TED coaches, CEO’s of Fortune 500 companies, even presidents get nervous. But the trick is to look and sound cool, calm, and collected even when you’re not feeling the love.
Cicero knew that you have to “fake it ‘till you make it”, but it’s actually more than that; it’s fake it until you become it. Unless you’re soaked in sweat and physically unable to speak, audiences don’t know what you don’t tell them.
The ancient Romans and Greeks invented this kind of thinking; they called the art of oratory actio as in ‘acting’. A speaker is an actor, and the best actors are the ones who are most truthful, convincing, and authentic on stage.
These ancient orators also knew about nerves and that they can be an important part of pumping up your energy before you go on, and, if managed properly, you can channel that energy to give your performance passion, charisma, and memorability.
People won’t be able to take their eyes off you and they may not even know why. Here’s Cicero’s 5 Cannons and how they can help you knock it out of the park even when you’re feeling like you can’t even suit up to bat.
The 5 Canons
Cicero, that great orator, came up with five aspects of giving a great speech or ‘Canons’. There’s no substitute to combat presentation nerves than being well prepared and he was the king of relentless preparation and practice, as he was taught by his Greek tutors.
Cicero’s canons are thus:
Invention, Style, Memory, Arrangement, Delivery.
1. Invention: The Hook
This is the nugget of what you want to say. It’s the distilled essence of what your speech or presentation is all about and why people should listen.
It’s usually around 40 words or less and about 12 seconds, roughly the length of a human breath, and it is one sentence. But that’s it!
Brevity is beauty. Keep it simple and keep it short and audiences will love you for it.
2. Arrangement: Road Map The Journey Of A Presentation
Before you open PowerPoint, sit down and map out your story. Every speech or presentation is a story that has a beginning, middle, and end, and once you’ve got that clear, it’s time to open PowerPoint and see what you need to support and illustrate your message that will add colour, texture, and memorability.
Story first, PowerPoint after. This will ensure you are clear in your journey and will help you avoid using PowerPoint as a report or crutch.
3. Style: Channel Your Inner Obama
Everybody has their own style and in order to develop that style, watch as many people as you can give presentations and speeches. What are they doing well? Using pace, pause, pitch, volume?
Observe what they’re doing that works and, equally importantly, what doesn’t. Steal from the best and leave the rest. As you practice and video yourself, you’ll begin to discover and develop your own style.
No two speakers are the same so don’t worry about being like someone else. Remember, it’s about being the best YOU, not becoming someone else.
Great sources are Youtube, TEDtalks, and people at your own company or place of work.
4. Memory: Build Your Palace! It Helps Reduce Presentation Nerves
Presentation nerves are often brought on by that fear of forgetting. Mnemonics is the learning of techniques to aid in human memory. A mnemonic device could be an acronym or image that helps you to associate information and recall it more efficiently.
The Roman orators often used the image of a palace or great house with many rooms where they attributed sections of their speeches to different rooms in order to remember the information better.
5. Delivery: Bring It On, Superman
After you do your warm up (and everybody does something), the last thing you do is stand with your feet wide apart and hands on hips a la Superman/Wonder Woman and smile (master of all your survey)
It will help banish those presentation nerves and give you a sense of expansion, positivity, and being grounded.
Then, picture your audience and send out a thought of generosity, ‘I love you guys!’ and make it all about them, not you.
So take it from the guys who started it all and use the five canons and take heed of Cicero;
‘Whatever you do, do it with all your might.’
It’s all there for the taking so practice, practice, practice and give it your best shot. The worst thing that can happen is you try and fail, so try and fail again, and then try again.
“ConfidentSpeak is a Voice and Communications consultancy based in Dublin, Ireland. We have worked with leading Irish and international companies and executives. Contact us for details on our range of corporate/private programmes for executives, sales teams and technical professionals.”
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We’ve all been there. You’re sitting in the conference room for a business presentation and you start to nod off. You zone out, you’ve stopped listening to the person up at the top of the room giving the presentation. Here are five key business presentation skills you can learn so that you can captivate your audience of staff or potential clients when it’s your turn to give one.
By Olivia MacDonnell, ConfidentSpeak
You know what a boring business presentation is like to sit through.
When the speaker’s voice has become so dull and annoying that it starts to sound like a mosquito buzzing in your ear.
But are you aware of the pitfalls so that you can avoid them next them you stand up to deliver a presentation?
Follow these five steps to avoid the Death by Monotony presentation.
First: How to Know What Makes a Boring Business Presentation
So what’s happening?
Most of the time this unfortunate situation arises because the presenter has fallen into the Monotony Trap.
They speak from one place in their voice in one rhythm and don’t vary either one at all, and this happens without them even knowing it.
Now, this could be someone your know. It could—let’s face it—even be you and you don’t even know it.
A monotone vocal delivery is one of the worst sins and most common mistakes you can make when it comes to public speaking. Luckily, there are lots of skills and voice coaching techniques you can implement to prevent it.
Here are just a few tips you can use to stay out of the monotony trap and keep your audience interested and engaged.
The Five Key Business Presentation Skills, 1: Vary Your Pitch
Here’s one basic fact of physiology.
The ear needs to be entertained and kept interested
So first off, vary your pitch.
Pitch is your vocal range, it’s the movement in tone between the top of your vocal range and the bottom and everywhere in between. (We’ve written a whole article on pitch range and its importance here.)
As children, we naturally have a varied vocal range. As we learn to speak we explore the range of sound our voices can make.
Then as we grow older, something happens. We start to have opinions and start editing ourselves. We start to become self-conscious.
One big mistake we make is thinking that a deep, weighty, monotonous tone for credibility, maturity and gravity.
In short, we stop using the full range of our voices.
Experiment with your vocal range—it’s there for a reason. Remember that the ear needs to be entertained and kept interested so change it up, vary your tone, and use the full range of your vocal pitches.
Here’s a great example:
The Five Key Business Presentation Skills, 2: Do Not Underestimate the Power Of Articulation & Pace
Next, make sure you’re articulating and speaking clearly and slowly.
It may seem obvious but do not underestimate the power of clarity.
We may have heard our message a hundred times but we forget our audience is hearing it for the first time. Everyone can afford to slow down their delivery.
We often rush and end up mumbling our words together because we want to get through the material as quickly as possible or are afraid of forgetting what we have to say next.
Think into your consonants, breathe, and you will slow down. This eliminates rushing and your audience will thank you for it.
The Five Key Business Presentation Skills, 3: Use of Pause
Pause is perhaps the most effective and underused of voice coaching techniques.
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There’s a lot to be learned from studying the presentations and public speaking techniques of some of the world’s great leaders. Here we take a look at an Elon Musk presentation, and ask: Despite a number of obvious flaws in his technique, what makes his presentations so popular?
By Olivia MacDonnell, ConfidentSpeak
So, a few things about Elon Musk straight off the bat.
Musk is rich, he’s passionate about his projects and he’s most probably a genius!
And yet when he gets in front of an audience he can turn into a public speaking car crash.
He gave a presentation earlier this year outlining his very ambitious plans for rocket company SpaceX.
SpaceX plans to land an unmanned spaceship on Mars in 2022. (It will then start preparing for human visitors to arrive two years later!)
That presentation garnered him a lot of social media attention, but for the wrong reasons: there was his stammering, and his style of delivery, which was clunky and awkward.
And yet that long speech was watched over 400,000 times online less than 24 hours after it was posted.
So the question is.
Why are we still interested in watching an Elon Musk presentation when so much of his delivery is soooooo bad?
Well, here are a few insights that might make sense of this bizarre dichotomy of brilliance and bumbling.
1. He Gives You The Why Before the What
Elon Musk does big plans big style – humans on Mars in just a few years!
He tells you WHY his projects are important right off the bat.
When he outlined the SpaceX plan to go to Mars, he tells you ‘why’ it’s important before he tells you the ‘what’.
In this case, that SpaceX will ensure the survival of humans as a species and to inspire the belief that the future will be better than the past. He always gives his audience a reason to listen and engage with him.
2. Master the Art of Imperfection to Master the Art of Authentic Presenting
Musk is very good at making his audience feel like he’s just like them, that we’re all in it together, so his stammering and stumbling actually doesn’t bother us so much.
Many great speakers, like Steve Jobs for instance, talk as if they’re on a higher plane and that they’ve got everything perfectly down pat and present you with a finished product. That’s great and we buy into it.
But Musk does the opposite. He tells you that he and his employees have been figuring things out. He shares with you how a product crashed and burned and landed in the ocean. Musk lets us know that he has failed more than he’s succeeded.
That shows us Elon Musk’s humanity, and we love people who are human. Perfection is overrated, this is authentic presenting.
Musk and other imperfect speakers may not have the best delivery on the planet but they can make up for it with vulnerability,honesty, and passion for their subject. You can teach techniques for great delivery, but it’s mighty hard to manufacture real, honest feeling.
TAKEAWAY: Next time you present, be sincere and your audience will follow you anywhere, regardless of how much you stumble or stammer.
3. Elon Musk is the Definition of an Authentic Presenter: What You See is What You Get
True to one’s own personality, spirit, or character. Not false or imitation.
Musk gets down to brass tacks, lets the audience know that he’s down-to-earth and vulnerable, and lets his feelings show about what inspires him.
The idea of living out amongst the stars excites him and he tells the audience exactly that. He is telling us his dream—and audiences love people who follow their dreams.
Especially when it led them to become billionaire entrepreneurs.
There’s a lot to be said for credibility when presenting. Sometimes we gain credibility because of our position or from the amount of money we have or how many accolades we’ve collected. All these factors do carry a certain weight and give the speaker gravitas, ensuring they have a better chance to get the audience on-side before they’ve even stepped on stage.
Yet when it comes down to it, two things will always sway an audience.
Great delivery, and humanity.
TAKEAWAY: Next time you get up in front of an audience, give them a clear, confident, credible delivery and you’re on your way to a winner. Give them humanity, vulnerability, and passion in addition to that and you’re on your way to home-run World Series victory.
Here’s the full Elon Musk presentation from SpaceX. Watch for yourself
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But specifically on her phenomenal Golden Globes performance, allow me to break down and analyse the vocal delivery techniques Oprah used to ensure her message was loud and clear.
These are delivery techniques that you too can take into your speeches and presentations.
1. Showing up Authentically is a Key Vocal Delivery Technique
There is no question with this speech, Oprah delivered her message with authenticity and honesty.
The reality is that any audience will connect and engage with people who are truly themselves. Yes, the content is emotive, but you really get a sense that she truly believes her message.
Once there is authenticity in your message, then strong vocal techniques will be easier to access.
When you deliver a business presentation, how authentic are you with your audience? Or do you drop into presenter mode? Because, so many do.
Ahead of your next presentation, consider these two questions carefully:
What do you feel about your message to the audience?
What do you want your audience to feel about your message?
“Feel?” I hear you ask!
Not what you want them to know and understand, but what you want them to FEEL.
Do you want them to feel excited, curious, frustrated, sad? Whatever that feeling is, you need to think carefully about it, as it needs to be conveyed in your vocal delivery.
2. Great use of timing. She combines pause and pace brilliantly.
The space between your thoughts can be as powerful as the thoughts themselves. She makes great use of pause throughout her speech.
With such strong words she understands her audience needs this time to process her message. Pause is used to strong dramatic effect also.
We can implement pauses to gain different effects.
When we pause before a word or phrase, it creates the classic tension/release.
If we pause after, it allows the audience a moment for the information to sink in.
As opposed to highlighting specific examples in this speech I would simply urge you to listen to the full ten minutes for her use of pause.
It requires bravery for any presenter to accept that silence. If we trust the pause we will hold a listener’s attention.
There is no question about this. It’s so compelling.
When we use pauses, we can also vary the pace of our delivery and the two go hand in hand.
Varying our pace and using the power of pause keeps the rhythm of our vocal delivery varied and keeps the ear from falling asleep.
You can hear throughout this speech she varies pace – for important statements, you’ll hear she slows right down to emphasise the importance of her words. You’ll hear increases the pace to create energy.
For your next presentation, accept the silence.
Try this useful Tempo Technique to engage your audience
Speed up the tempo before you make that important point
Then slow down to deliver it
It carries your listeners forward and then make them wait. It’s a classic tension/release at work. It takes practice, but it’s a very clever device, and it’s powerful.
(Example: Listen to 5.00-5.16 minutes in Oprah’s speech)
3. The Power of Your Consonants in Vocal Delivery
This is where the voice geek in me comes out!
They don’t get much airtime, but consonants can really work for us when we speak and they are used well in Oprah’s speech.
They can grab our listeners’ attention and hold onto it. I believe they give speech emphasis and intent. People often think that they need to speak louder to make their messages stand out, but this is not the case.
I think by Oprah focusing on her consonants she really drives home her message throughout. Any time you want to drive home a point, implant a thought, do it by giving more thought to the consonants in your words. They will make what you say more effective and dynamic.
Try this useful Consonant Technique to drive your message home.
Lengthen the consonants in the word or syllable you want to emphasise.
This creates the illusion of being louder by bringing everything to a halt while we wait for that word.
4. The Importance of Power words: What They Are, and How to Make Them Powerful
All words are not created equally.
When we speak we do not pronounce each and every word and syllable with the same importance.
It is so evident in Oprah’s speech.
If you want your audience to listen and engage then you need to understand
What are power words, and
How to give these power words the power!
Power words are the 1-3 words in each phase or sentence that absolutely reduce it down to its basic meaning.
They communicate the essence of what we are saying.
These words require more time more emphasis, more vocal importance, if they are to resonate with the audience.
But how does Oprah do this? And how do we do it?
First things first: like Oprah does, you need to be authentically communicating your message. To be really connected to and truly believe your message.
Change of volume: Listen how Oprah either increases or decreases volume on specific power words
Pitch variation: She changes the pitch on certain power words to highlight and bring importance to them—she makes them stand out
Articulation: She will overly articulate certain consonants in the power words to bring the word out further—lest the audience forget!
Change of pace: She tends to speed up and then slows down on her power words/phrases.
Pause: She will pause before or after key power words
Try combinations of any of the above.
They are vital to a strong vocal delivery – that will be listened to and understood by your audience.
You can hear examples of Oprah using power words effectively throughout her speech, but skip to 8.00 mins and onwards for a series of great examples, such as:
“ability to maintain hope for a brighter morning“
“even during our darkest nights“
“when that new day finally dawns”
“the time when nobody has to say me too again”
5. Mastering the Skill of the “Clap Trap” is One of the Best Vocal Delivery Techniques
She doesn’t wait for the applause and she doesn’t wait for clapping to stop before she continues. Pausing and waiting for the audience to clap is a faux pas, it removes the sense of spontaneity. Carrying on with her message and refusing the applause implies that she is not expecting a clap, she is more focused on her message than herself. A speaker always needs to be more committed to the message than to accepting praise. This she does very well throughout her speech
Skip to minutes 2:22, 3:22 and 7:02 to see Oprah do this.
Be under no illusions, Oprah would most certainly have practiced and rehearsed this speech many times to refine her vocal delivery techniques.
It would have been a shame to have a great message delivered poorly. My message to you is that it’s not enough to have a strong message—your vocal delivery needs to support that importance of your message.
So, finally, record yourself when you’re preparing and practicing your words.
It is the only way you can hear exactly what you sound like and then you can make changes accordingly.
Are your showing up authentically in your speech?
Are you using pause and pace combined to engage your audience?
How are you making your power words standout and be POWERFUL?
Are you giving Consonants the importance they deserve?
Finally, don’t fall into claptrap mistakes!
Here’s Oprah’s Full Speech
ConfidentSpeak is a Voice and Communications consultancy based in Dublin, Ireland.
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Brene Brown is an Internet phenomenon. Her speeches have been viewed tens of millions of times on YouTube, TED and elsewhere online. But just what is it about Brene Brown that makes her talks so compelling? I want to share with you what can be learnt from her presenting style that will help you also become a confident presenter and perhaps transform how you approach your next presentation. Here we break down the key things to take away from Brene Brown’s confidence, to help you become a better speaker, presenter and communicator.
By Olivia MacDonnell, ConfidentSpeak
Firstly, who is Brene Brown?
Brene Brown is a researcher of shame, vulnerability, courage and empathy.
Like, there’s not many of those people around, right?!
She is also the author of three #1 New York Times bestsellers.
But the real reason I’ve put this blog together is because Brown is a stunningly powerful presenter. Brene Brown’s confidence on stage is a sight to behold. Here we analyse why.
Brene Brown’s Confidence is Based on Wholehearted Living and Wholehearted Presenting
One important thing to know about Brown’s teachings is that she speaks about wholehearted living.
This roughly translates to:
By accepting vulnerability in our lives we can live more meaningful, more connected, successful lives.
Her research is based on following 10 guideposts which she urges us to practice daily.
But does she practice these guideposts when she speaks to her audiences?
In short, is Brene Brown a wholehearted presenter?
The answer is “Hell Yes!”
And you can learn so much from her if you want to connect in an authentic way with your audience.
Let’s discuss a number of her 10 guideposts in the context of her presentation approach, so that you too can bring Brene Brown’s confidence into your own presentations.
Guidepost 1: Cultivating Authenticity– Letting go of what people think
‘‘To be willing to let go of who you think you should be, to be able to connect” Brene Brown
Brown communicates with her audience as if she’s having a chat over coffee.
She talks in an authentic, conversational easy way. She has the courage to be herself (in true Texan fashion), to “show up authentically”, no pretense, no facade.
To adopt Brene Brown’s confidence and become a more powerful, impactful, confident presenter, we need to let go of what others might think of us—our colleagues or managers.
You need to have the courage to show up for your presentation as your true self, not trying to be something you are not—this honesty connects powerfully with any audience.
Guideposts 2 & 3:Cultivating Self-Compassion– Letting go of perfectionism, and Cultivating A Resilient Spirit– Letting go of numbing and powerlessness
Brown’s TEDx talk—“The Power of Vulnerability”—was originally going to be named something like “Variables Mitigating Self Actualising”.
Which begs the question: why the change?
Well, how often do we intellectualise our language? Speaking in conceptual language stifles audiences.
Why do we do it?
In truth, we do it to protect ourselves, to appear like we are worthy and perfect. We put “armour” on—complex language, or a data dump on a PowerPoint slide—to protect ourselves from being vulnerable.
We strip the humanness from our presentations, and this results in numbing and stifling both presenter and audience.
By allowing self-compassion (as Brene does in her talks) we allow ourselves the permission to be imperfect in our presenting. This allows us to show vulnerability, to show emotion when we speak, whether that’s fear, anger or asking for help if we need it.
By allowing this self-compassion, a presenter becomes more resilient as a result. And ultimately creates a more honest, authentic, stronger relationship with the audience.
Guideposts 4 & 5: Cultivating Gratitude and Joy—Letting go of Scarcity and Fear of the Dark, and Cultivating Meaningful Work—Letting go of Self-Doubt
Brown refers to scarcity as a mindset of “never enough, never perfect enough, never relevant enough…”
Many presenters live in constant scarcity, or what some people might recognise as “imposter syndrome”.
Brown admits to working daily to overcome her scarcity self-talk and to conquer her “imposter syndrome”.
Moving from “I am not worthy” to I am worthy and enough. In the context of becoming a confident presenter, we need to let go of our scarcity self-talk. This is a huge factor to overcoming fear/lack of confidence when presenting.
Guidepost 6: Cultivating Creativity – “Stories are just data with a soul”
One of the most striking things about Brown is the skill with which she weaves years of research with her personal, vulnerable, honest stories—both funny and painful.
I just love the quote: “Stories are just data with a soul.”
The vulnerability in her stories, metaphors and analogies resonate very strongly with her audience.
Stories help audiences to remember important points and they also build that important empathy with listeners.
In order to connect with audiences, there needs to be a balance of Evidence-Based-Content (Head content) mixed with emotive content (Heart content). Brown achieves this balance perfectly. This results in a fully engaged audience when presenting.
Throwing data coldly at audiences will numb them, and yet we see this all the time.
So I strongly encourage you on your journey be becoming a confident presenter that you close your laptop, get pen and paper out or go for a walk.
Get creative, brave, and playful with your presentation content. This is powerful and I would say mandatory to fully engage your audiences.
Guidepost 8: Cultivating Calm and Stillness
This one is, I believe, absolutely essential to becoming a confident presenter.
Listen to Brene Brown speak (I’ve included the videos at the bottom).
There is no rush, no anxiety, no sense of urgency. She pauses, to think and reflect.
Now this is confident presenting.
She’s not distracted with whatever content is coming next. She’s not worried about “getting through” her content. She remains present with what she is speaking about.
Of course she has researched and prepared her talk.
But she is also a big believer in the power of meditation and the importance of breathing, and we experience this as she speaks. Working to understand the role breath plays is vital to help connect with both our content and our audience.
Guidepost 10: Cultivating Laughter, Play, Intuition, Trust – Letting go Being Cool and “Always in Control”
Brown has fun in her presentations, and as a result the audience has fun.
She laughs at her stories, she laughs at herself!
Whilst her content is grounded in strong evidence, she allows herself not to take herself too seriously.
She doesn’t rely heavily on a script or slides, and she reacts to her audience’s reactions throughout. She “lets go of total control and certainty” – not totally but just enough!
Conclusion: How to Gain Confidence from Wholehearted Presenting
Implementing all of this in your own talks, speeches and presentations is easier said than done, of course, but as we’ve seen from Brown, weaving personal stories through your talks certainly makes it easier.
To reach the level of confidence embodied by Brene Brown requires preparation, practice and BRAVERY, but when achieved it will totally captivate an audience.
https://www.confidentspeak.com/wp-content/uploads/2017/12/Brene-Brown-an-authentic-speaker.jpg402525adopt15https://www.confidentspeak.com/wp-content/uploads/2018/04/logo.pngadopt152017-12-04 11:48:152018-07-27 17:22:41With 32 Million Views Of Her TED Talk, We MUST Learn From Brene Brown About Becoming A Confident Presenter
The movie The King’s Speech won so many awards and so many admirers when it arrived in cinemas. But what can you learn about speaking from the real King’s Speech techniques? Read on for more.
By Olivia MacDonnell, ConfidentSpeak
A few years back I watched a documentary, which looked at the true story behind one of my favourite movies, The King’s Speech.
Winner of a host of awards, the critically acclaimed The King’s Speech highlights the inspiring story of Prince Albert (later to become King George VI) struggle to overcome his crippling stammer.
Prince Albert suffered with a nervous stammer from childhood and prior to his succession to the throne, his wife Elizabeth, sought the help of Lionel Logue, an Australian Speech Therapist practicing in London.
Albert was at first rather reluctant, but he began seeing Logue and partaking in his then perceived, unorthodox training, and his speech, gradually, improved.
Logue and the Prince (and later King) maintained a strong bond and Logue was present in the room to provide support for the King’s important wartime address to the British people in September 1939.
I remember that it stuck me at the time (and this was very evident from the documentary I watched) how vital was the importance of correct breathing in helping “Bertie” to overcome his stammer.
When he had control of his stammer he was described as having gravitas, with a slow paced, clear and articulate style.
As a voice coach, the importance of breathing is a constant focus of my training in helping to establish composure and confidence.
Five Important Points About Breath from the Real King’s Speech Techniques:
1. Awareness: Breath = Voice, so make sure that you are aware of your breathing.
2. Support: Breath is your key support for the voice.
3. Warm up: Always warm up first and make sure you are breathing deeply to support the sound. (Read this article on warming up your voice for every talk, speech or presentation.)
Why not take a moment to listen to Bertie himself in action.
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For over a decade in this business I have seen and heard so many sales presentations. I’ve seen good sales presentations, I’ve seen bad sales presentations. And yes, I’ve seen downright ugly sales presentations. So what are good sales presentation techniques? The kind of sales presentation techniques that can win that six-figure contract? Here are eight sales presentation habits to identify and avoid—at all costs!
By Olivia MacDonnell, ConfidentSpeak
In the years since I founded ConfidentSpeak, I’ve worked with so many sales executives on their presentations, vocal skills and executive presence. I’ve seen at first hand what makes for a successful sales presentation—and I want to share with you today some of the presenting habits which can seriously impact your confidence, the success of your sales presentations, and ultimately the bottom line in your businesses.
If you are a CEO, a sales director or a sales manager with responsibility for a team, I hope that the eight sales presentation techniques below will help you to identify whether these habits are commonplace within your teams.
Because if your team has any or all of these bad habits, they are most certainly having a detrimental effect on sales figures.
1. Stop Thinking About Yourself
I’ve seen this happen so many times. So often, in fact, that it deserves to be Number 1 in this list.
Many executives might say they are “focused on their customer”, but what happens in reality?
In reality, they might know their customer’s name and job title, but have not given a single thought to them apart that. And this is recipe for a certain letdown.
Without careful and strategic consideration for your audience and without tailoring your message to their requirements—remember here, your audience is your prospective decision maker—you are losing so much credibility.
And because of that, you are almost certain to lose out to your competitor for that prized contract.
Your audience is more than just a title, you need to understand them deeply.
You must keep your audience in mind all the time. You must tailor your message to meet their requirements, not yours.
Every audience you present to has different wants, wishes and challenges – it’s your job to find out as much as you can about your audience and tailor your message to meet their world.
Yes, it takes time but will be worthwhile when your audience feels valued and understood. Then they will feel positive towards listening—and ultimately opening the “chequebook”.
Three-Word Takeaway: Get Outside Yourself
2. Winging It
Following on from the point above, so often I hear sales executives saying they have no time to prepare for sales presentations or meetings, or that they feel they don’t need to prepare.
They say they have their “tried and tested” presentation. So they’ll just “wing it”.
It makes me tear my hair out! Even if you are an experienced presenter, this is not setting you up for success.
You need to remember that ultimately, you do not decide how good your sales presentation actually is or how good you are as a presenter; your audience (not you) is always the decision maker.
Even more importantly, they also get decide how they spend their money.
You need to get out of the habit of believing that “winging it” is enough.
If you want a greater level of success you need to realise that planning is vital. Yes, this requires thought and time, no question about that and this needs to be factored into your day/week.
How often do you start your presentation with some variation of this.
“Here’s our company, here’s our employee numbers, here are our services. Oh, here are our clients too. And here’s blah blah, blah…”
If you do just one thing today, make a commitment to yourself to notice when you’re being self-centred and to STOP right now!
Think about the last time you met someone out socially and they “rattled on and on” about their holiday, their family, their car or their job, and never once stopped to ask your opinion or about your life.
How did that make you feel?
Not great I’m guessing? You might even go so far as avoiding that person now.
Now think of that in a business context. If you want to build a relationship with a prospective client, do your research and find out about them before you launch into your message.
Then bring their world into your message.
Starting getting curious about your audience to understand their needs.
Three-Word Takeaway: Don’t Do Boring
4. Delivering 30-Minute Sales Presentations
Think about this for a moment.
What is your attention span when you sit in an audience?
How quickly do you get distracted? Of course it depends on the situation, but even if you’re being regaled with a Verdi operetta, it’s not uncommon that in any given moment of downtime you’ll feel a little twitchy and do something like checking your watch or your phone, right?
I have news for you.
Your audience is no different.
Equally they have a short attention span, so make sure you respect their time. To put it a different way, respect their attention span.
If you cannot communicate your sales presentation in 10 minutes (or under) in a concise, audience-focused and memorable way, then you probably are going to struggle getting your audience to make that decision you so badly require.
So share your short presentation and then open the meeting to a focussed discussion.
Three-Word Takeaway: Ten Minutes (Tops!)
5. Unleashing the Jargon
Tell me when you start groaning.
“It is what it is.”
“Do more with less.”
“Take it to the next level.”
“Let’s circle back.”
“Think outside the box.”
There are lots more where they came from. If you’re being really uncharitable, you could try a game of Cliché Bingo next time you hear a sales pitch.
I hear it so often—generic, clichéd, jargon-filled content that is simply meaningless to the audience.
There is absolutely nothing more exhausting for any audience. Yes, you might feel comfortable with this language and it can be your “go-to content” when you’re under pressure, but unfortunately for your business it is much more than likely to be raising the hackles of the audience.
So bear this four-step process in mind.
Make life as easy as possible for the audience
Strip back all banal clichés or complex corporate lingo
Speak in simple short sentences
Use real examples and stories to illustrate your points
Another four-step checklist. This time, four questions you should always ask yourself before any presentation:
Is this content meaningful and understandable to the audience?
Is this content relevant to the audience?
Is this content helping the audience make a decision?
Is this content relevant in helping me achieve my goal?
If you answer “No” to any of those four, you have to be ruthless. Delete!
Three-Word Takeaway: Watch Your Language
6. Sitting Down (Also Known As: Taking the Easy Option)
I am often told by sales executives I work with that they tend to sit down, open the laptop and “talk through the slides”.
Two things about this approach.
It is the safe and easy option
It is totally forgettable
Even that phrase—”Talk through the slides”—gives me the shivers.
I say, set yourself up for success.
Plan to stand up and fully own and inhabit your presentation.
If there are more than 3-4 people in your audience you will have a much greater impact in a room.
Yes, it’s true that sometimes you will be on a client’s site and there may be physical limitations. But be brave and take control.
Do whatever you need to investigate the room setup and technology in advance. It requires a quick call ahead of time, but it will send a clear message to your prospective client that you are focused on their meeting and giving them your full commitment.
Standing up does not mean you are formal. If you maintain a conversational style, you will be more memorable and professional.
Three-Word Takeaway: Stand and Deliver
7. Thinking Rehearsal is for Rookies
When we explain to our sales clients the importance of rehearsal, they look at us like we are crazy. Often they say “you don’t understand how busy we are” ! Wrong, we understand very well, we work with hundred of sales executives yearly. We also know how decisions are made by your clients and we know what a polished, confident presenter can achieve. So, imagine taking 30 minutes over the course of a few days, practicing your message aloud (not in your head pressing the slideshow button). This rehearsal will ensure you are confident, concise and polished – now that is priceless.
“Rehearse your message aloud at least three times – even if it’s in the car on the way to the meeting”
Three-Word Takeaway: Practice Makes Perfect
8. Playing the Blame Game
When we don’t secure the contract or business after a meeting or sales presentation, there are of course many reasons, but don’t jump to conclusions and blame (1) a biased member in the audience, (2) a product, (3) competitor advantage, (4) some other external factor. You must always ask yourself what you could have done differently, it is vital to do a debrief and self reflect:
Did you consider the client’s needs/challenges and create a compelling message for them?
Did you prepare relevant, tailored and memorable content for your audience?
Did you plan effectively and rehearse ahead of the meeting?
Did you have slides that were relevant to your client?
If you are answering “no” to any of these, then you need to re-assess, get feedback from the client or your colleagues and take ownership of your sales presentations. If you do you will have a much greater chance of securing that 6 figure contract.
Three-Word Takeaway: No More Blame
There you have it.
Eight things to bring into your sales presentation techniques to bring you so much closer to six-figure contracts.
Here’s a quick recap.
Get Outside Yourself
No Winging It
Don’t Do Boring
Ten Minutes (Tops!)
Watch Your Language
Stand and Deliver
Practice Makes Perfect
No More Blame
Finally, remember this.
Presentation skills are a muscle.
It responds to constant work. So NEVER stop developing your presentation muscle.
If you are an experienced sales presenter and have had great success, well done to you!
If, on the other hand, you want to stand out among today’s busy decision makers by presenting effectively to secure that contract, know that this is a skill that can be learned and practised.
At ConfidentSpeak we teach you how to use these skills and techniques to get the results you want, and we have designed a dedicated “Sales Communication Bootcamp” especially for Sales Executives.
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Would you like to be able to communicate with credibility and confidence? Imagine instantly improving any presentation or speech. Our Vocal Presence Programme is designed to help you do just that. Read on for more.
By Olivia MacDonnell, ConfidentSpeak
Imagine yourself instantly improving any presentation or speech, simply by you controlling your voice deliberately and then imagine consciously using your voice as an effective communication tool is a skill.
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