Build a Rapport

Just as people buy from people, they also buy into people. Learning the art of small talk can help you strike up a rapport with another person. Keep the conversation light (avoid politics!) but try and find a common interest which can act as a foundation for the future relationship. Not only does this help you ease any tension, but it also allows the other person to see you as a person – and hopefully, a person they like.

Listen

If we only ever ‘tell’ people what we want them to know, how will we ever understand what they want? Effective listeners are reliable and attentive. They don’t sit and nod quietly but learn forward eager to learn more. A poor listener feels as though they are wasting time by not making their point, whereas a great listener is taking notes to increase their knowledge of the issues so that they may offer the best solution.

Empathise

Work to identify and understand the other person’s position – even (or especially) when you do not agree with it. When people refuse to consider the other person’s argument, conflict arises. Trying to negotiate during a dispute only results in both sides digging themselves in and then nobody wins. Instead, focus on reading what the other person is saying. Look for pain points or other areas where you can offer something to make the other party see you as sincere and understanding.

Don’t Manipulate – Motivate!

Manipulation is insincere, and people start to notice when they feel manipulated. Taking an honest, but firm approach, making logical arguments and being passionate about what you’re saying is a much better way to motivate somebody to see things your way. Establishing trust is vital in any relationship, and building trust takes empathy and compassion – not lies and trickery.

Be Generous

Do you know why hotels leave mints on your pillow, or servers bring a little something extra with the bill? It encourages people to think that little bit better of them. Whenever you can do a little something for somebody or give them a little something. These do not have to be grand gestures, but the more generous we are perceived to be, the more people will be receptive to what we have to offer.

Be Passionate

Business is often about being convincing. Think of the worst sales presentation you ever sat through. Perhaps the speaker was monotone or disinterested. Maybe they sounded like they were reading a script. We tend to spot the signs of somebody doing it for the paycheque, and when we do, their authority or source credibility goes flying out of the window.

A passionate, engaging presenter who speaks with conviction encourages the audience to be receptive. You may need to stick to the script at times, but find ways to highlight your sincerity and belief that what you are saying is spot on. An exciting, dynamic presentation can be hugely motivating for the other party.

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Preparation

If you watch Dragon’s Den, you will have likely noticed that the Dragons regularly ask the same questions of entrepreneurs. They do this because they need to know whether the person giving the pitch has done their research. You can never be too prepared. When you are asking for people’s attention, you owe it to them not to waste their time with half-formed ideas, or poorly researched information.

Before any presentation, make sure you have equipped yourself with the essential knowledge to communicate your thoughts. Rehearse what you are going to say out loud several times. You may find it useful to write and memorise a script. You want to be able to reach the point where you can say your piece without umming or erring, as well as being able to answer any questions that may be asked in a confident, efficient manner.

Stay Focused

Some people tend to go off on tangents during presentations – DON’T. Every second you spend talking about something not relevant to your presentation is time you will never get back. At worst, you may start rambling and give the impression that you’re trying to ‘wing-it’. Rambling speakers look disorganised and appear not to care about the time of the people they are speaking with.

When writing your script, or rehearsing your presentation, be prepared to take a butcher’s knife to any sentences or phrases that are not on-message. You need to think like an author and be prepared to ‘murder your darlings’ when you stray from the focus. Ask yourself, what is the most concise way I can communicate what I need to say?

Don’t Overuse PowerPoint

PowerPoint should be an aid to your presentation. It should not BE your presentation. Too many people have sat through too many presentations where a speaker clicks through a PowerPoint deck only to repeat what is on screen. Visual aids are not there to do the work for you. They are meant to highlight key points, and to link an image or phrase to a point you are making.

You are the one giving the presentation and you need to be the one to communicate the information. If you overuse PowerPoint, you create a situation where the audience must split their attention between you and the screen. In most cases, whatever point you’re making is lost.

Be Relaxed to Appear Confident

A tense, stilted speaker looks nervous. People rarely buy what a nervous seller has to offer. Instead, they buy from those confident in what they’re selling. Even if you are not trying to sell a product or service, you are still selling yourself. You want people to leave the presentation assured that the information they have just received is valid and relevant. In order to do this, you need to look and act confident.

You can appear more confident by making sure you are calm and relaxed before giving your presentation. Take a few moments to centre yourself with breathing exercises or try some Peak Performance Visualisation techniques. As you speak, don’t stand statuesque, but move around and try and use your arms to communicate.

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