POWER PLAY #17 It All Starts With Connection

If you could pick just one emotion to have at your core as a presenter, what would it be? I’ve asked this question of thousands of people, and the most common answers are confidence and passion. While I agree that these are critical, I believe there’s another emotion that, when combined with confidence and passion,

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POWER PLAY #16 Feel Like You’re On a Mission

Have you ever had to do a task and felt motivated and inspired to do whatever it took to succeed—as if you were on a mission to accomplish it? If so, capture that feeling and bring it into every presentation, and you’ll be unstoppable. Back in my mid-twenties, I was booked to do a presentation

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POWER PLAY #15 Be Ready at a Moment’s Notice

If you’ve ever been caught off guard and asked to “say a few words,” you know how tough impromptu presentations can be. They pose a real challenge because being unprepared tends to get the adrenaline going: if you freak out even a little bit, your fight- or-flight response kicks in, your brain shuts down, and

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POWER PLAY #14 Flash Your Brilliance

You’ve heard of an “elevator pitch,” a presentation that’s over in a flash and designed for maximum impact, a super-streamlined message delivered with crystal clarity. As a master persuader, it’s something you want to have at the ready. Imagine you found yourself riding in an elevator with the most influential decision- maker you could ever meet, and you have sixty seconds to spark interest

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POWER PLAY #13 FIRE-UP Your Audience!

POWER PLAY #13 FIRE-UP Your Audience! Years ago I came up with a system for a persuasive presentation, something anyone could use, no matter what they’re selling. After studying all the research and methods I could find on persuasive presenting, I arrived at this acronym: FIRE-UP. Each letter stands for a step you need to

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POWER PLAY #12 End With an Action

In the final stage of your presentation, audiences should be led to take an action that improves their situation: to fulfill the outcome you established at the very beginning of the process (see Power Play #1). Sometimes, they’ll do something right then (e.g., register, buy something, give you a purchase order), and sometimes you’ll ask

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POWER PLAY #11 Use the “Invisible Call to Action

Years ago, I was taught that you had to deliver a powerful “close.” You almost had to strong-arm people into doing what you wanted, and it didn’t feel good to me. Getting people to do something they don’t want to do isn’t fun. Everybody feels uncomfortable…Uh-oh. Here comes the catch. They stop listening and start

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POWER PLAY #10: Give Them Exactly What They Want

POWER PLAY #10: Give Them Exactly What They Want It’s always exciting when you get to the part of the presentation where you tell your audience about the solution you have for them. The problem is that many presenters get so hung up on telling every single aspect of the solution, every benefit and feature, that

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POWER PLAY #9: Use Pictures Instead of Bullet Points

POWER PLAY #9 Use Pictures Instead of Bullet Points Whenever I ask people to tell me what qualities they associate with ineffective speakers, one that always comes up is slide presentations with too much information on them. Probably the worst are entire paragraphs, which the presenter then recites to the audience. Second worst are endless

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