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Are you new to the world of live presentations? Perhaps you
finally got that Big Dog position in management or someone
tapped you as a subject matter expert in your chosen field.
Whatever the case, welcome to the glamorous world that we
call “Business Theater!”

Presenting in a large space — the ballrooms and convention
centers of the world — is a big step up in intensity from the
conference room and whiteboard setting you’re comfortable
with. Standing in front of six people is always easier than six
hundred, but you can do it with a little help.

As any veteran presenter will tell you there are certain things
that will race through your mind before getting a few big
shows under your belt — “Do I really know my material?”
“How do I look?” and the one make-or-break question you
may not think of until walking onstage… “Who has my
PowerPoint file?”

Your file is most likely in the capable hands of your
professional graphics operator. Affectionately referred to as
“punch monkeys,” they’re the ones backstage, behind the
curtain or in the control room cleaning up and advancing
your slides while you concentrate on dynamic speaking!
More often than not a beginning presenter does not realize
the support system he or she has hidden behind drapes.
On larger shows there may be a hundred people or more
running around the room right up until the audience enters.
As showtime nears they scatter away to their operating
stations and get “on headset” for “doors.”

Before the doors open, there’s a good chance your operator
knows
your slides as well or better than you do. If your presentation
is part of a daylong or weeklong conference, he or she went
through it a dozen times looking at formatting, spacing,
colors and readability. They might have transferred it into a
show template sharing a common background or color
scheme to match printed show materials. They also
arrange content if needed – usually splitting up long slides
into two or three pieces to increase font size — and that’s not
something you want to be surprised with onstage! So what
should you do? Get to know your operator!

Before the audience shuffles in for the big event, take a few
minutes to meet your crew and discuss your presentation.
Any football team relies on well-practiced play calling to
succeed on the field. Like them, you should go over some
basics so the operator can get in step with your style and
you can get in step with any adjustments to your file.

Every presenter is different in his or her timing and vocal
style but some aspects of a presentation are
pre-determined. For example, how will you advance the
slides? Here are the options you should always discuss
with your crew before addressing your audience.

In a perfect world, our actions would be scripted! With a little
preparation (i.e., time) your operator can mark cue points or
highlight keywords for slide transitions and bullet point
readers. Even if you stray from your lines here and there,
this is the most solid method of keeping your slides on
track.

Some scripts are elaborate text documents with specific
graphics and camera shots called out in the left column.
Another type of script is a simple copy of your Notes pages.
Many presenters include possible ad-libs or expound upon
items mentioned in their notes that may not appear as
material on the slide above.

If you don’t use a script, most production companies will
offer a cue signal. Typically one signaling device is
hard-wired and attached to the podium, and the other is a
loose wireless version in case you like to walk the stage.
You simply press the button, and move to the next slide in
your sequence. This device doesn’t actually advance the
slide, but it tells your operator to advance by triggering a
small light or an audible tone every time you hit the button.
It’s a time-tested and trusted Pavlovian system.

Some presenters find using cue switches awkward; and
non-signals or double-signals are commonplace with
inexperience. A good operator will compensate 99% percent
of the time, but a non-signal can create an awkward pause
while the speaker waits for something to happen!

The other two ways of advancing through your presentation
are a little more of an adrenaline rush backstage. Let’s call
them the “next slide,” and the “big breath.”

The “next slide” is very conversational or informal
and simply leaves you as a presenter to call upon your
transition. In front of large audiences, this may be too casual
– and can be obnoxiously repetitious combined with a large
deck of slides. On smaller shows or in unusual situations
where you may be a “guest speaker” within a presentation
with five or six minutes in the spotlight, this may work just
fine.

One tip if you like using this method is to switch up your
cues verbally. Rather than saying “next slide” for the 100th
time, feel free to say something like “continuing on,” or
“when we advance.” Some speakers can do this so
seamlessly that it works as well or better than a cue light
when a sharp puncher is tuned into the style.

The “big breath” is the ultimate in seat-of-the-pants
presenting, and not for the weak. A solid speaker with an
experienced graphics operator can turn this into a winner,
with a little luck. Here’s why…

Because you know your material, you have internalized and
memorized the points on each slide. As you slip and slide
through your page of bullets or cover each chart, you will
take a natural longer pause and deep breath when it is time
to go to the next slide. For this to work, a rehearsal or two
with your crew comes highly recommended — particularly for
any ad-libbers!

In the end, it’s up to you to create the “wow factor” onstage.
By working together and performing in sync with your
graphics operator, you can do great things! Review your
deck, let them know what you plan under the lights, and rest
assured they’ll be watching, listening and on your side.

Take a minute and get to know them. Then put on a great
show!

He observed the opposing member’s body language and noted a rise in their opposition. He thought – this intervention is not going well. I’ll display a stronger resolve through my body language when I speak. And that will enhance my words.

Even those not astute at reading body language become swayed by their gestures. Some they see, and others they miss – their subconsciousness may capture the latter. That may lead to someone thinking, ‘I had a hunch or a feeling about that. But I didn’t know what it meant.’ In reality, that was their intuition summoning their consciousness. When one notices the slight gesture of someone biting their lips, hands on hips, or an intense glare, those gestures convey a message.

You can use the following information about reading body language to resolve opposition to your position.

Identify Alliances:

Always know who’s aligned with whom before you attempt an intervention. Without that insight, you don’t know who might be your real friend or foe. That’s important because, without that knowledge, you can’t confront the real force that opposes you. Thus, there may be a stronger force with superior powers that go unaddressed. And that could leave you going in circles wondering why you’re not advancing.

To identify possible factions aligned against you, consider planting misinformation about one group in the other. And note what that information does within those units. In particular, observe what the info does per new alliances the opposition forms. You can glean additional insight by visually inspecting the coalitions when you’re in the same environment. Do that by noting who congregates with whom and any other nonverbal exchanges that occur. You’re looking for the slightest of shifts to increase your advantage. If the forces are still committed to one another as before, that might indicate the information was insufficient for its purpose. It could also imply that there’s a stronger alliance than you’d imagined. And an FYI, this tactic is served better if you have a confidant within your targets midst place the information.

While some might consider this maneuver to be underhanded, depending on the threat confronting you, it may be well warranted – even if some revile you. Just be mindful that those with the most to lose will be the ones that contest you the most. Once uncovered, they’ll be the real opponents challenging your position.

Understanding One Important Body Language Queue:

To identify alliances through body language, observe gestures passed between members of the opposition. Such gestures as one member placing a hand on the shoulder of another while talking can silently indicate that he’s seeking support from that person. You can also observe someone searching for assistance when a person speaks, and someone from his group places a hand on his shoulder. Since the prior gesture can also be a form of control (i.e., let’s not go that far), take note of when it occurs and who initiates the action. If it’s a “let’s not go that far” intent, the person displaying the gesture may be a leader behind the scenes or someone that you can use later to control the person speaking. Using a veiled leader in that capacity would allow you to use the hidden powers of an influencer.

Signs of Escalation:

Some body language gestures are like canaries in a coal mine – they foretell pending danger.

• Face-To-Face

You can sense some body language gestures before the display becomes altered. Thus, those displays reflect the emotional state of that individual at that moment. Those signals are called micro-expressions.

There are other signs to observe, such as hand flexing, the hand becoming a fist, displaying a grimacing demeanor while moving closer to you, and increasing the rate of speech. Such indicators can be the signal of emotional elevation, which can lead to hostile escalations.

It’s important to note such signals because they can indicate a change in the mental temperature. And that could put you in a worse position – which can lead you and them to become unreceptive to logical thinking.

• On Phone

When speaking on the phone, listen for deep sighing, the deliberation of words, and the pace of speech of the person with whom you’re talking. As someone’s ire becomes heightened, you’ll hear the rise of it through those nonverbal queues. Note if you’re displaying such gestures too. Because regardless of who commits those actions, it’s an opportunity for you to shift the conversation in a direction that suits your purpose.

Reflection:

You can note the effectiveness of your efforts by the shifting positions your opponents adopt. Note the shift verbally and physically when in person. That’ll indicate their attempts to seek an opening they can exploit. Which means they’re on the defense.

Thus, when intervening in situations, depending on the value of the outcome, do so with vigor – don’t dither. Dithering can waste your time and hamper your position. And that’s something you can’t afford. Use the body language signs mentioned before, during, and after an intervention. They’ll put you in a more powerful position… and everything will be right with the world.

Remember, you’re always negotiating!

Listen to Greg’s podcast at https://anchor.fm/themasternegotiator

After reading this article, what are you thinking? I’d like to know. Reach me at [email protected]

Today, more than ever before managers need to have meetings with employees that are more presentation than they are a place to discuss issues. Meetings usually consist of one person, in most cases a manager, speaking about the issues, projects, numbers, policies and deadlines. To motivate your team at your next meeting, try involving key members of your team and turn your meeting into a presentation.

A presentation sparks interest and participation from all members and helps to promote memory retention of the discussion. Make sure the key participants have met to discuss the issues and the planning of the curriculum for the presentation prior to the delivery. Each speaker must be given a time limit and will need to keep to the topic of their portion of the presentation to have impact on the participants.

Ensure that each key note speaker opens their theme with a powerful impact statement to engage the listeners immediately and to hold their curiosity and attention. Using data, facts or the business statistics in a carefully crafted way, causes instant attention that will be held throughout the entire presentation. Use this technique to drive home facts about your business in a meaningful and sincere way.

The main speaker should make a point after their opening statement to highlight in brief the agenda for the presentation and introduce all speakers even though they work at the facility. It is at this time that this person will need to remind all participants that during the presentations there will be no questions, question and answer period will commence when all presentations have concluded.

An important step in the pre presentation planning with the speakers is to devise a system or a method of acknowledgment, so that when one speaker is done the next speaker takes over without missing stride. If there is too much time between finishing and starting another presentation you could risk losing attention. Ensure that each keynote speaker comes equipped with his or her powerful beginning impact statement. Again, hold the attention throughout the entire program. Tie one presentation to the next with words such as, “in a few moments Mark will expand more on this issue”.

For example, if you are having a service advisor meeting and you need to make an impact on your current numbers and the direction you are steering in, invite the GM, Shop Foreman and your lead advisor to speak. When peers are invited to speak at your presentations there will be a greater sense of urgency within the department to improve due to the fact that coworkers want to excel as a team and not let anyone down.

It would be more impactful if the Shop Foreman informed the service advisors that the productivity and efficiency numbers were down last month and the technicians had been coming to him showing him the inconsistencies in the concern line stories, this maneuver will have more impact than anyone else will on the management team stating it. The Shop Foreman represents the talent on the floor which usually outweighs the advisors five to one. If the Shop Foreman comes to the presentation armed with figures and with examples of shoddy concern line recording, it will drive the point home.

Once all key note speakers are finished with their presentations you will open up the floor to Q & A, however remind everyone that there is a time restriction and to stick to the topics of the presentations. Having effective presentations and defining answers during the Q & A will make a lasting impression on all participants thus driving up the retention level for your expectations to be fulfilled.

At the end of all the presentations it is best to wind up with the expectations deadline and close with another impact statement. This should be done by the senior manager attending the presentation. Whoever this person is should tie together the sum of the meeting notes into the closing statement.

Should you want a certain deficiency corrected use this as the window of opportunity to instill a deadline and remind everyone of the expectations. Remember to thank everyone for his or her participation and involvement. Use this method to promote an exceptional award winning number one team because second best is like all the rest!

David