Present with Power, Punch, and Pizzazz!: The Ultimate Guide to Delivering Presentations with Poise, Persuasion, and Professionalism

By Arnold Sanow

As Sanow and Lescault delve further into the heart of what makes a presentation great, they provide insight, inspiration, and a toolkit of expert advice.
Stephen M. R. Covey, author of The Speed of Trust

If you think the only ones who need to concentrate on presentation skills are professional speakers, its time to reevaluate your perspective.

Whether or not you are trying to speak in front of an audience, close a sale, or ace a job interview, you need to forge connections that last. This starts with presenting yourself as intelligent, successful, and likable.

Written by two expert public speakers, this guidebook delivers
proven tips, tools, and strategies to get your message across in a lively manner; fifteen ways to keep your audience awake and energized; guides to using humor, stories, and anecdotes to make your talk more interesting; twelve ways to instantly improve your slideshow presentations; many more proven techniques to increase audience engagement.

Whether you are speaking at a conference, staff meeting, or interview, you need a roadmap to come across as a winner. Enjoy the peace of mind that comes from knowing that you will be ready to master any presenta-tion situation. Learn how to Present with Power, Punch, and Pizzazz!

• Language: English
• Publisher: iUniverse
• Release date: Jun 8, 2011
• ISBN: 9781462020287

Arnold Sanow

ARNOLD SANOW is a Certified Speaking Professional, the highest earned designation by the National Speakers Association. He has delivered more than 2,500 presentations to over 500 different organizations and has coached thousands of people to improve their presentation and communication skills. www.arnoldsanow.com HENRY LESCAULT is a supervisory special agent with the US Department of Justice, Bureau of Alcohol, Tobacco, Firearms and Explosives. He applies diverse and time-tested techniques to successfully coach and empower his employees and clients. He is also the owner of ZERO IN on Excellence LLC, a coaching and professional development company. He lives in the Washington, DC, area. www.HenryJLescault.com

Book preview

Present with Power,

Punch, and Pizzazz!

The Ultimate Guide to Delivering Presentations with Poise, Persuasion, and Professionalism

Arnold J. Sanow,

MBA, CSP

and

Henry J. Lescault,

MS, CLEI, CLC, LMP

iUniverse, Inc.

Bloomington

Present with Power, Punch, and Pizzazz!

The Ultimate Guide to Delivering Presentations with Poise, Persuasion, and Professionalism

Copyright © 2011 Arnold J. Sanow and Henry J. Lescault

All rights reserved. No part of this book may be used or reproduced by any means, graphic, electronic, or mechanical, including photocopying, recording, taping or by any information storage retrieval system without the written permission of the publisher except in the case of brief quotations embodied in critical articles and reviews.

iUniverse books may be ordered through booksellers or by contacting:

iUniverse

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www.iuniverse.com

1-800-Authors (1-800-288-4677)

Because of the dynamic nature of the Internet, any Web addresses or links contained in this book may have changed since publication and may no longer be valid. The views expressed in this work are solely those of the author and do not necessarily reflect the views of the publisher, and the publisher hereby disclaims any responsibility for them.

Any people depicted in stock imagery provided by Thinkstock are models, and such images are being used for illustrative purposes only.

Certain stock imagery © Thinkstock.

ISBN: 978-1-4620-2027-0 (sc)

ISBN: 978-1-4620-2029-4 (hc)

ISBN: 978-1-4620-2028-7 (e)

Printed in the United States of America

iUniverse rev. date: 6/3/2011

Contents

Introduction

PART 1

Powerful Presentations Start with Excellent Communication

5 Key Principles in Teaching Adults

It’s How You Say It—Not Just What You Say

Rev Up Your Rapport

47 Ways to Create Lasting Connections

Boost Your Likeability IQ

Meet and Greet: Conversation Starters

Men and Women Do Communicate Differently

Communicating with Different Generations

Words and Phrases That Sell

Words That Weaken Presentations

Words and Phrases to Use Carefully

Simplify for Maximum Impact

Assume the Next Message You Send Will Be Misunderstood

Manners Count

Table Manners Also Count

PART 2

Overcoming Speaker Anxiety

Overcoming Fear—Why We Get It

13 Ways to Overcome the Fear of Speaking

The Speaker’s Relaxation Exercise

Meditation Exercise: Counting Your Breath

PART 3

Preparation—The Key to Powerful Presentations

Planning Your Presentation Step-by-Step

The 3-1-2 Planning System

Who Is Your Audience?

Preprogram Questionnaire

A Good Atmosphere Equals A Receptive Audience

The Speaker’s Planning Checklist

Impromptu Presentations

Presentation Emergencies—

What to Do When Things Go Wrong

PART 4

Delivering Your Presentation

Thought-Provoking Quotations

41 Quick Tips to Powerful Presentations

12 Most Common Problems

7 Steps to Delivering Presentations with Credibility

Are Your Presentations Boring?

7 Ways to Keep the Audience Awake

What Actors Know That Speakers Should Practice

Presentation Skills Self-Assessment

Evaluation Samples

Evaluation

The Introduction Sets the Stage

Attention-Getting Openings

Keeping Their Attention

Body Language Dos and Don’ts

Eliminate Filler Words

Your Voice Counts

Tongue-Twisters

Storytelling

Slides Dos and Don’ts

Handouts

How to Handle Questions and Answers

Dealing with Tough

Situations and Audiences

7 Powerful Ways to Close

PART 5

Special Types of Presentations

What Is a Keynote Speech?

How to Facilitate a Meeting

Deliver a Successful Briefing

8 Keys to Chairing a Successful Meeting

How to Become a Successful Master of Ceremonies

Make Your Sales Presentation Come Alive

Tips for Panelists

Presenting to an International Audience

Media Interview Dos and Don’ts

TV Interviews

Radio Interviews

Trials, Juries, and Witnesses

Webinars That Work

Successful Teleseminars

Winning Oral Proposals

Persuading Investors

About the Authors

PRAISE FOR PRESENT WITH POWER, PUNCH, AND PIZZAZZ!

"Present with Power, Punch, and Pizzazz exceeds expectations. As Sanow and Lescault delve further into the heart of what makes a presentation great, they provide insight, inspiration, and a toolkit of expert advice."

—Stephen M. R. Covey, author of the New York Times and No. 1 Wall Street Journal best seller the Speed of Trust

"The ability to communicate clearly, confidently, and convincingly is either a career-maker or a career-breaker. If you want to get your messages across more powerfully and persuasively, Present with Power, Punch, and Pizzazz is the book for you. It’s packed with real-life insights you can use immediately. Read it and reap."

—Sam Horn, author of POP! and Tongue Fu!

"One of the key secrets of business and organizational success has always been to communicate and present yourself well. The keys to accomplish this secret are revealed when you read, Present with Power, Punch, and Pizzazz. The strategies are classic, time-tested, and proven to work."

—Sandi Redman, MEd, Education Manager, National Telecommunications Cooperative Association

This book is the next best thing to having your own personal presentation skills coach. It makes delivering presentations easy to understand and even easier to do.

—Edward Segal, journalist, speaker, and author of Getting Your 15 Minutes of Fame

This book is jam packed with real-life, how-to information that can be used instantly.

—Patricia Fripp, CSP, CPAE, presentation skills coach and author of Speaker’s Edge

"We all get one chance to make that great first impression, whether it is while selling a product, working in the boardroom, or, in my case, going undercover with violent criminals. Regardless of our individual venues, the methods described in Present with Power, Punch, and Pizzazz are universal. Energy and enthusiasm in front of strangers is contagious, and this book will guide you there with confidence."

—Jay Dobyns, federal agent and New York Times bestselling author of No Angel: My Harrowing Undercover Journey to the Inner Circle of the Hells Angels

"Whether you speak to one person or five hundred, work from the kitchen table or at the conference table, Present with Power, Punch, and Pizzazz is a must-have!"

—Willie Jolley, CSP, CPAE, author of A Setback is a Setup for a Comeback

I’ve seen the authors in action on the platform. Now I am delighted to see their sage advice on presentation skills and their personal presence in print.

—Lynne Waymon, professional speaker and author of Make Your Contacts Count

Do yourself and your audiences a favor: hone your presentation skills. You may have great information, but you also need style. I see newer speakers stumbling in this area all the time. Invest in yourself! There are no excuses. Here’s one book with the tools to help you achieve results right away. This much-needed book gives you the power, punch, and pizzazz" to communicate and deliver effectively. Make yourself shine!

—Andrea Gold, president and owner, Gold Stars Speakers Bureau, and coauthor of the Business of Successful Speaking

You’ll be presenting with power, punch, and pizzazz when you follow Sanow and Lescault’s advice. This book is chock-full of practical ideas and techniques that you can use immediately!

—Kristin Arnold, CSP, meeting facilitator, president of the National Speakers Association, and author of Boring to Bravo: Proven Presentation Techniques to Engage, Involve, and Inspire Your Audience to Action

Great advice from two professionals who know what it takes to communicate in a clear, concise, and persuasive manner. You’ll do well to have these two as your mentors by reading this idea-filled book!

—Kenny Chapman, author of the Six Dimensions of Change

"At last, a presentation-skills book that is practical and not theoretical, written by two communication and presentation-skills experts who know what they are talking about."

—Craig Valentine, former world champion of public speaking from Toastmasters International and author of World Class Speaking: The Nuts and Bolts of Public Speaking

I have known and booked the authors as speakers and have been impressed. If you want to replicate their success and transform your presentation skills, this book is a must-read.

—Jan DuPlain, CEO, DuPlain Agency Speakers Bureau

Communication is an integral part of every human exchange. The ideas and strategies in this book will lead to impressive presentation skills that will capture the attention of your audience while delivering your message in a powerful way.

—Nido Qubein, CSP, CPAE, president, High Point University, chairman, Great Harvest Bread Company, and author of Communicate Like a Pro

"Every professional who is really serious about being successful should get Present with Power, Punch, and Pizzazz. It is packed with hundreds of clear, concise ideas, strategies and techniques that can be used immediately."

—Allan Misch, speaker and coauthor of Presentation Truths Revealed

"Present with Power, Punch, and Pizzazz sends a powerful message about personal presence and audience connection. The authors’ insights link directly to the context of emotional intelligence for building self-awareness, self-management, social awareness, and relationship management. In doing so, they provide a valuable resource to really transform how people communicate and interact with the audience. This book not only inspires people to strengthen their presentation skills, but provides them with exercises that will increase areas of emotional intelligence. Whether you are delivering a brief to peers, selling an idea to your boss, or facilitating a training session, this book is rich in content designed to expand your skills."

—Jan Hovrud, certified practitioner of emotional intelligence

"Present with Power, Punch, and Pizzazz is more than just another presentation-skills book. It provides you with a step-by-step strategy to help you persuade, motivate, and influence. It gives you the winning edge you must have in today’s competitive environment."

—Chris Livingston, author of the Pathways to Success.

The authors offer real-world, proven, and practical tips on being successful presenters. They have delivered over thirty-five hundred presentations, and their experience, extensive knowledge, insights, and valuable tips show up page after page.

—Jeff Davidson, author of Simpler Living and Breathing Space

From Arnold Sanow:

To Nancy Burke-Sanow, my wife, who has always been patient and encouraging, loving, and understanding as I researched and wrote this book.

To my son, Stephen Sanow, whose drive, motivation, passion, focus, and persistence in becoming and succeeding as an actor is inspiring. He offered excellent ideas about presentation skills from an actor’s perspective.

To my cat, Misty, who sat in my office day in and day out. She taught me the importance of patience and focus. Although she sometimes pushed my papers off my desk, she was worth the company.

To Henry Lescault, the best coauthor you could ever want. He is one of the most positive and upbeat people I have ever known. His suggestions and contributions are excellent, and his insight and knowledge of presentation skills and communication are exemplary.

From Henry J. Lescault:

Striking a balance among family, work, and school; starting a business; maintaining my fitness regimen; and coauthoring this book pushed the limits of my world. Keeping it all together and still finding time to smell the roses came down to two things: my essence as a human being, and those whom I could rely upon for support when I was at my most vulnerable. Thus, the dedications that follow reflect those wonderful individuals who helped me realize that life has nothing to do with luck. Because of them (and many others who have touched my life along the way), I no longer believe in luck … I believe in myself.

To my honorable colleagues at the Bureau of Alcohol, Tobacco, Firearms and Explosives (ATF). You stand tall and serve our country with passion, poise, and esprit de corps. You push it to the limits every day, putting your heart and soul into each mission. For the past twenty years, you have inspired me to be the best public servant I can be.

To my mother, Ruth Lescault, the strongest, toughest, and gentlest lady I have ever known. Everything good that I am, I am because of you—because of what you taught me, because of what you sacrificed for me, and because of the unconditional love you poured over me my entire life. I love you with all my heart.

To my lovely wife, Heidi Lescault, my inspiration to keep on pushing when I just couldn’t push anymore; to keep on climbing when I had no strength left; to keep moving ahead when I wanted to lay down and quit. Your smiles brought me hope, your hugs inspiration, and your kisses made my heart melt.

To my cousin, Andy Joseph, who was my inspiration for many things, including becoming the best peace officer I could be. Thank you for all the talks, walks, and time together as I grew up, and for teaching me life lessons that I still use today … including how to tie my shoes.

To my uncle, Marcel Joseph, who taught me that success in any endeavor is about taking action, making choices, and focusing on where you want to go without fearing how to get there.

To my uncle, Carl Joseph (God rest his soul), and Aunt Emily. You taught me that dedication, honor, and family are the most important things in life and that, no matter what, we should always be there for each other.

To my brother and sister, Rick Lescault and Judi Carr. You are the best siblings anyone could be blessed with. You prove to me every day that no matter how far apart or how different our lives, the blood that runs through our veins bonds us for eternity.

To my good friend, Ted Baltas. Thank you for your friendship and the many, many, many productive venting sessions.

To my coauthor, Arnold Sanow. When I first had the opportunity to see you speak, I thought, Wow, here is a guy who really knows how to captivate and dazzle an audience! After I met and began working with you, it became clear that captivating and dazzling are not just what you do, but also who you are. I’ve learned many things from you, the most important of which concerns the three things that define us most as professional speakers, coaches, business people, and human beings: integrity, honor, and respect. It is truly a privilege to coauthor this book with you.

And last but not least, to my little yorkies, JellyBean and PeeWee, who taught me that no matter how tough life gets, no matter how busy you are, and no matter what kind of mood you’re in, there’s always time for two very important things: kisses and naps.

I love you all.

Keep your thoughts positive because your thoughts become your words.

Keep your words positive because your words become your actions.

Keep your actions positive because your actions become your habits.

Guard your habits and keep them positive because your habits become your values.

Keep your values positive because your values become your destiny.

Remember that every day is a new beginning, and we must always remember that the nurtured seed always produces the abundant harvest.

—Mahatma Gandhi

Introduction

Presentation skills are something that you can acquire and master if your heart is truly in it. We have coached hundreds of people in all occupations to become better speakers, conversationalists, and presenters—from those who have social anxieties to million-dollar speakers. Among them, anyone who rose to the next level had one driving force: the realization that being a good communicator is important to both personal and professional success.

Present with Power, Punch, and Pizzazz focuses on the fact that good presentation skills are essential for executives, managers, business owners, employees, job seekers, and others who want to move up the career ladder, stand out in the crowd, and boost their credibility, image, and personal presence.

People who possess powerful presentation and communication skills are perceived to be more intelligent, competent, professional, successful, likeable, and trustworthy. In fact, those who excel in their speaking and communication skills are more likely to move ahead and surpass even those with more education, length of experience or career expertise.

Lowell Thomas says it best: The ability to speak is a shortcut to distinction. It puts a man or woman in the limelight, raises him or her head and shoulders above the crowd, and the man or woman who can speak acceptably is usually given credit for an ability all out of proportion to what he or she really possesses.

Presentation skills aren’t just for top executives and CEOs anymore. They’re necessary for any person in business or government who needs to get his point across, whether presenting a new idea, motivating a team, selling a product, making a pitch, or delivering a presentation.

Besides providing the technical aspects of delivering a presentation, this book realizes that the success or failure of your presentation starts long before you utter a word; it actually begins the moment you walk into a room. Then it will point you in the right direction and help you succeed, providing a step-by-step methodology with proven and time-tested guidelines advising what to do before, during, and after your presentation to make the most positive and influential impression.

Our goal in this book is simple: we want to provide you with a number of tips, tools, solutions, and best practices to transform your personal presentation whether it is to one person or an audience of five hundred. This book is meant be treated as an owner’s manual; a how-to, ready reference for helping you make the most powerful, meaningful, and influential presentations possible.

Specifically, you will learn the following:

• Five steps to deal with and overcome speaker’s anxiety.

• How to build instant rapport and to connect with your audience.

• Fifteen ways to keep your audience awake and energized.

• How to cut out ahs, ums, uhs, and other verbal clutter.

• How to use humor, stories, and anecdotes to give your presentation pizzazz.

• The twelve most common mistakes presenters make.

• Six dynamic ways to open your presentation.

• The SOFTEN method for improving body language, to help you be more approachable, likeable, and trustworthy.

• Presentation emergencies: what to do when things go wrong.

• Twelve ways to instantly improve your PowerPoint presentations.

• Seven ways to close your presentation in a positive and memorable way.

• Much, much more.

One of the ultimate benefits of this book is the peace of mind you’ll enjoy from knowing that you will be ready and confident to master any presentation situation that arises.

Present with Power, Punch, and Pizzazz is written concisely for the busy individual who is constantly on the run and doesn’t have a minute to waste. It is designed as a one-stop reference guide to answer all your questions with easy-to-access case studies, checklists, guidelines, ideas, action plans, resources, and step-by-step strategies.

We recommend that you pay special attention to the first section Powerful Presentations Start with Excellent Communication. That the start of any presentation begins the minute you enter the room is often overlooked in lessons about presentation skills, and yet it is crucial. People decide in milliseconds whether you are competent, interesting, caring, and worth their time and attention. And as such, they instantly make up their minds about you and determine whether you are worth listening to. After that section, you may want to use the table of contents to help you skip around to find