Presentation Skills: Persuading a “Skeptic”

From Wilder’s Presentations

Skeptics are distrustful of information that does not fit their worldview. To a skeptic, everyone is suspect. When you start presenting, they will question you right away, and you have to be credible in their eyes before they will listen. While thinkers take in the data to make a decision; skeptics look through the data to find what supports their vision. Don't get defensive, and don't rush a skeptic. Because they're unafraid of being wrong, they make bold, risky decisions. In a survey of 1,700 executives by Robert B. Miller and Gary A. Williams, 2o% were skeptics.

Now a skeptic’s first question about all this is, “But how do you know this description of me is true?" If you mention presentation fonts, a skeptic says “How did you decide on this font size? I like mine better."

Presentation format: Skeptics are interested in where you got your information, ideas, and recommendations, so your format has to include documentation. Present your suggestions, but make footnotes or otherwise include the sources of your data.

Executive summary: On this one-slide summary include primary sources of information, people who agree with the idea, and data.

Interaction: Be prepared to be questioned and interrogated. For those of you who have been to court or had to give a deposition, remember the grueling questions you were asked that were designed to lead you down a path where you didn't want to go? Or the questions in which you almost lost your emotional balance? Watch yourself. Although the skeptic is really not attacking you personally, you will probably feel this way.

How to fail. You'll fail to persuade a skeptic if you:

• Present information without backing up its validity.
• Don't present why, logically and factually, your ideas make sense.
• Lose your emotional balance and begin to get defensive.
• Try to put the skeptics in the corner and show them how they are wrong.
• Take credit for all the ideas discussed and don't give the skeptic any credit.
• Start to believe the skeptic is questioning your identity as a competent professional

Try to get through your presentation without answering in detail the questions you are asked along the way. Leave the in-depth answers for the Q&A at the end.

Slides designed for skeptics:

• Show more than one option, with the reasons for or against after each option.
• Follow a logical, systematic thought process in your slides.
• List information sources on each slide. Look at the slide and be sure you can answer, "What makes this information credible?"