speaking in small rooms with confidence
TRANSCRIPT
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Speaking in
Small Rooms
with Confidence
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My Boss Me
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Why Small Rooms
Require a Different
Talk Strategy?
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Brian Sullivan. Hi, my name is
@BrianKSullivan @bigdesign
#smalltalk
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Research and Testing Expert
Director of UX Operations at Sabre, where I run three User Research labs.
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UX Dallas Founder & President
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Writer of Books and Articles
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International Speaker
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Keynote Author on SlideShare
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Founder of Big Design Conferences
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Big rooms require a certain talk strategy.
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Small rooms require a different approach.
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People Conversations Stakes
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Planning Presentation Delivery
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My Boss Me
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Planning Presentation Delivery
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Planning for a Small Room of Executives
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Preparation
Determines
Success
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Stages Multiplier (by time) 50 Minute Talk
Researching Multiply by 2 100 minutes
Building Slides Multiply by 2 100 minutes
Practicing Multiply by 2 100 minutes
Updating Slides Multiply by 1 50 minutes
“Pre-Talk” Talks Multiply by 2 100 minutes
Back Channel Multiply by 2-3 100-150 minutes
Planning Formula
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Use the Right Speed, Balance, and Altitude
Airspeed Indicator Attitude Gyro Altimeter
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10,000
50,000
40,000
30,000
20,000
10
min
20
min
30
min
40
min
50
min
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10,000
50,000
40,000
30,000
20,000
10
min
20
min
30
min
40
min
50
min
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10,000
50,000
40,000
30,000
20,000
10
min
20
min
30
min
40
min
50
min
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“I need you at 50,000 feet. You are at about 5,000 feet now.”
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8am 8am 8am
2pm
3pm
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Plan for Interruptions and Questions
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Practice
• Your stories
• Main points on each slide
• Transitions
• Answers to questions
• Objections from people
• The flow of the slides
• Your tone of voice
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Planning Presentation Delivery
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Tips for Building an Executive Presentation
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Do less…better!!!
1 slide/10 minutes
is a good rule.
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18 Slides Took Over 90 Minutes
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Conversation Types:
• Personal Connection
• Friendly Conversation
• Problem Investigation
• Possible Solutions
• Political Discussions
• Personal Motives
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Your Relationship
• Person
• Employee
• Management
• Supplier
• Partner
• Trusted Advisor
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Person
Trusted
Advisor
Partner
Supplier
Employee
Personal
Connection
Friendly
Conversation
Problem
Investigation
Possible
Solutions
Political
Discussions
Personal
Motives
Management
• Image association and recognition
• Internal dialogue
• Nonverbal communication
• Technical communications
• Intersecting activity or common ground
• Business operations language
• Confidential C-level language
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The goal of a C-level
meeting is to get an
executive to expose
their internal dialogue
to you.
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Three Keys to Success
1. Communicate Business Goals
2. Communicate in Terms of Risk
3. Envision a Future State
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Bosses Have Bosses, Too
CEO Board of Directors
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“I need you to craft this story in just 10 slides!”
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Stories are Better Than Data
Stories Data
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Basic Formula
• What? (3-4 slides)
The topic you want to discuss.
• So What? (2-3 slides)
The relevance of this topic.
• Now What? (3-4 slides)
The next steps to take.
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Planning Presentation Delivery
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Delivery Tips for an Executive Presentation
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This small room can be terrifying to people.
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Executive Sport?
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Execuphobia:
It is an unhealthy fear
of C-level executives.
It is a real fear.
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Executives Have a Lot of Fears, Too
CEO
• Fear of failure
• Loss of reputation
• Lawsuits
• Competitor moves
• Regulations
• Loss of customers
• Not hitting sales goals
• Wall Street
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Body Language Matters with Executives
No Eye Contact Weak Handshake Slouching
Folded Arms Frowning Looking Down
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Body Language Matters with Executives
No Eye Contact Weak Handshake Slouching
Folded Arms Frowning Looking Down
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It’s about the
Situation,
not the
Presentation.
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Work on Executive Presence
Executive presence is the ability
to project gravitas with others.
• Extreme confidence
• Poise under pressure
• Decisiveness
• Effective communication
• Ability to read situations
• Assertiveness
• Risk management
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Make Executives Feel Special
• Maintain eye contact
• Listen to them
• Ask good questions
• Lean forward
• Use acknowledge tokens
• Don’t interrupt
• Use their first name
• Don’t speak over someone
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Make Each Executive Feel Like the Only Person in the Room
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Know the Subtext of a Question
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The Subtext Might Be
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Planning Presentation Delivery
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Planning for a Small Room of Executives
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Tips for Building an Executive Presentation
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Delivery Tips for an Executive Presentation
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Your Boss You
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Speaking in
Small Rooms
with Confidence
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Speaking in
Small Rooms
with Confidence