Tuesday, November 27, 2007

Presentation Skills: Persuading a “Charismatic” Decision Maker

From Wilder’s Presentations.

“Charismatic” decision makers are open to new ideas and enthusiastic when you present a new opportunity. Although they do not ask you for every detail, they will have someone go through your recommendations to make sure all the data are logically organized and make sense. They need to feel comfortable that your ideas are built on solid information, so don't be overly enthusiastic at the expense of your due-diligence work. In a survey of 1,700 executives by Robert B. Miller and Gary A. Williams, 25% were charismatics.

Presentation Format: Charismatics want to know the end result first, so make your presentation short and to the point. Plan for time to interact. You do need an organized structure when talking, but only present the highest level of your information. You will present the more detailed levels and back-up charts to the managers who will follow up with you and meticulously check all your facts and recommendations.

Executive summary: Provide a brief executive summary of your talk and then say, "How does this idea strike you?"

Interaction: Don't use too many slides. Let them talk. But be sure, when you are interacting, that you make your key points. Have those key points on your slides, in your mind, or on a piece of paper. No matter how enthusiastic the audience is, make all your points.

How to fail: You'll fail to persuade charismatics if you:
  • Try to tell the story from start to finish with lots of numbers and industry jargon. They want to hear the bottom line first.
  • Present a pre-planned talk that you have obviously given many times before.
  • Talk without giving them an opportunity to interact with you.
  • Fail to make your points even as they are discussing side issues and other opportunities that come into their mind.
  • Assume that when your presentation is over, you don't have any more work to do but wait to hear a decision.

Slides designed for charismatics:
  • Don't use too many slides; decide on fewer slides and then cut that number in half.
  • Set up your slides to illustrate a vision. Offer opportunities to imagine a better future and visually show results.
  • Don't present any slides of numbers in small type.
  • Don't just present "hype" about an idea, also explain the risks or obstacles that might arise and suggestions for handling them.
Next time: Thinkers

1 comment:

Anonymous said...

Throughout my career I have often found myself in the company of individuals who have that indefinable quality that draws you to them, and leaves you feeling wonderfully energised as a result of meeting them. As a teenager I studied theatre and the performing arts. I remember the day that I realised technical excellence alone did not guarantee a brilliant performance. Being a huge fan of Ballet I fully appreciated the precision and mastery of The Royal Ballet Company. Yet when I saw The Bolshoi Ballet Company perform Swan Lake the artistes would glide onto the stage yielding an invisible power that captivated, and mesmerised their audience whom they were able to move to tears.

Charismatic people became my passion. I paid attention to the way Charismatic people spoke, how they moved, their posture and the type of words they used. The more I noticed the more confused I became about being able to categorise the elements that typify this level of intensive magnetism. I met Charismatic people who were tall, had powerful booming voices and appeared utterly confident. Others were tiny in stature, spoke very little yet appeared to really listen to what I was feeling.
From CEOs within big organisations to self-made millionaires, brilliant salespeople to faith healers, I saw that Charismatic people appeared to effortlessly create greater opportunities in all aspects of their lives.