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THE PURPOSE OF A SPEECH IS TO MAKE YOUR AUDIENCE SEE WHAT YOU SAW, HEAR WHAT YOU HEARD, FEEL WHAT YOU FELT (D. Carnegie) Sdadas

EMOTIONS FELTMANAGEDCONVEYED..STILL REMEMBER MY FIRTS TIME..WINE PFIZER..NOTHING WENT EXPECTED..

AND EACH TIME ITS BIT STRESSING CAUSE IT IS A COURSE ON IT!!BEFORE GOINGEXPECTATIONS

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That means we know why-how-what moves people! jojopjopjoj

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Neuroscientists have learned more in the past 10 years about how we process information than theyve learned in all civilization to date.

EMOTIONALTouch myheartNOVELTYSay something newMEMORABILITYPresent me contents I wont forgetWHY ?

The brain doesnt pay attention to boring thingsAnd it is all about

ALL ARE INTERCONETTED AS WELL SEE IN A MOMENT

WHY TALKING ABOUT NEUROSCIENZE?? BECAUSE ITS ABOUT THE THE WHY: FIRST RULE IN EVERY SPEECH!WE ARE TALKING ABOUT EMOTIONAL-MEMORABL-NEW (1) CONTENTS (2) WAY TO PRESENT THEM3

What we should know about how the brain works so to be a successfull speaker

STIMULUS

THALAMUS

AMYGDALAHIPPOCAMPUSDELIBERATE/INTENTIONAL REACTION

NEOCORTEXPERCEPTIONATTENTIONCNV - VC

,,,AUTOMATIC REACTION[EMOTIONS BODY MOVEMENTS]

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ATTENTION[SRA]AMYGDALAPERCEPTIONMEMORYOUTPUTCognitive-BehavioralMemorizingRecalling

EFFETTI DELLE EMOZIONI SULLATTENZIONE quindi SUL PROCESSO VALUTATIVO-DECISIONALE (PROGETTO O ANCHE COMPETENZE DI UNA PERSONA!)quando siamo ARRABBIATI: ridotta focalizzazione attenzione, meno sangue al cervello, minore percezione rischio..

Un PROGETTO/PROPOSTA/OFFERTA NON VIENE ANALIZZATA SOLO DALLA NOSTRA LOGICA (non esiste calcolo probabilit puro!)COME ANCHE UNA PERSONASIAMO RAZIONALIZZATORI PIU CHE RAZIONALI..

MA CHE UTILITA CE DUNQUE NEL PROVARE LE EMOZIONI SE CI POSSONO PORTARE, SEMREREBBE, FUORI STRADA?6

This is the reason why starting with the why works

SALSE LEADER START WITH THE WHY with the why question. they spend time understanding what their customers' buying experience can look like the more likely they will delight them, and ultimately, the more successful they will be from a revenue generation perspective.consideration is put on the buying organization, and where, instead, everything is built from the selling organization's perspective..

ITS NOT BY CHANCE I HAVE STARTED MY PRESENTATIO WITH NEUROSCIENCE: WHY DO BASIC OF PRESENTATION !7

So how we work on the why-how-what of a presentation to make it successfull?

EMOTIONPeople will forget what you said, what you did, but will never forget how you made them feel (M. Angelou)

When the brain detects an emotionally charged event, the amygdala releases dopamine that aids memory and information processing. Its like a mental post-it that tells your brain: remember this! Anything in a presentation that elicits strong emotional response (video, audio, story, humour) grabs the listeners attention and will be remembered longer.EMOTIONS

NOVELTYTherefore during a speech an unexpected twist on an old idea, an unusual, unfamiliar element hit the audience attention and push them out of their preconceived notions.

Brain is wired to detect new stimulus in the environment for surviving. A new input activates your limbic system and your brains natural save button.NEW

MEMORABILITY.If your audience cannot remember what you said in your presentation or recall your idea, it doesnt matter how great it is!

Novelty, emotions, pictures, drive your attention and are also recognized to be faster and stronger remembered than words - the same with your cnv.Working memory can manage only 7bit of informations (phone number is usually 7 digits: if you ask people to remember 8they will forget the entire sequence!).

Incorporate the rule of 3 in your presentations: divide it into 3 parts, discuss 3 benefits of a product, give your audience 3 action steps they can take.

THINK ABOUT EXPERIENTIAL-SENRSORIAL MARKETING !

AORMI-OLFATTO

RULE OF 3: HOW DO YOU SPELL YOUR CELL PHONE NUMBER??

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According to what we have seen so far,what are the best practices for a successfull presentation?

You cannot inspire others unless you are inspired yourself. Passion is contagiuos and will influence your audience perception of the idea presented. Dig deep to identify your unique and meaningful connection to your presentation topic.BE YOURSELF AND SHOW YOUR PASSION & VULNERABILITYThe most inspiring speakers are open, authentic, and, at times, vulnerable. Vulnerability connect with people.

Se non siete voi stessi ne risente il rapporto tra cv e cnv e non sarete considerati ne autorevoli ne affiabili

IO QUANDO FACCIO CORSI SU RESILIENCE LO SONO !!13

14Jaw-dropping momentis are anything that elicits a very strong emotional response. DELIVER JAW-DROPPING MOMENTS

Even B. Gates has radically transformed his public speaking incorporating jaw-dropping moments in his public presentation (see TED talk on malaria).

Something that is jaw-dropping is extremely surprising, impressive, or shocking. Strabiliante

. He made headlines when he released mosquitoes into the audience during a presentation on malaria.

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USE HUMOR WITHOUT TELLING A JOKEHumor lowers defenses making your audience more receptive to your message. It also makes you seem more likable, and people are more willing to do business with or support someone they likeTell humorous anectodes, make provocative observations about yourself, dont take yourself too seriously.

Researchers have discovered that cognitive backlog- too much information - prevents the successful transmission of ideas 18 min is long enough to be serious and short enough to hold peoples attention (TED curator C. Anderson)STICK TO THE 18 MINUTE RULE

Or give one content every 20 minutes and make a break after 1h16

..it makes the mental load on your audience heavier and heavieruntil they forget everything you said. Whenever you feel it is needed. Check your audience body languagge to get when its the right time!HAVE A BREAK

I AM FORCED TO HAVE COFFE BREAK AFTER 1 HOUR AND A HALF!

I GOT FRUSTRATED WHEN I AM HELDING A COURSE AND HOTEL WAITRESS COME IN ASKING AT WHAT TIME WILL I DO THE COFFE BREAK: I DONT KNOW!AUDIENCE WILL TELL ME WHEN TO STOP!!

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Spice up bland writing with unusual, surprising, creative metaphors.

USE METAPHORS

ALL ADVERTISIMENT IS ABOUT METAOHORS!!

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A metaphor not only help explain a complex topic but it also create vivid images in your readers head making it easier to understand and remember your message. Your writing is like mashed potato without salt. After one bite, Ive had enoughyou have changed the face of Congress, the PresidencyYes, you, my fellow Americans, have forced the spring. Now we must do the work the season demands. (B. Clinton, First Inaugural Address, January 20, 1993)Sdadas

Metaphors engage the right brain by-passing rationality and lowering defenses just like stories

Present a fresh angle on an old topicTry making your metaphors sensory

RMI reveal that stories stimulate and engage the human brain helping the speaker connect with the audience and making it much more likely that they will agree with the speakers point of view. Stories are just data with a soul (TEDx Houston, 2010, B. Brown)TELL A STORY: YOURS OR OTHERS

U. Hasson - Princeton University makes research on storytelling by attachingelectrodes to people. He finds that when somebody tells a story certain parts of the brain light up and the same regions are stimulated in the brains of those who are listening to the story. He calls it brain to brain coupling.

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In every classic story, the hero fights the villain. Sddsads aSddsads aThe same storytelling principle can apply to every presentation.

Introducing an antagonist (the problem, the other solution, decision, other data.) could be a nice option. It rallies the audience around the hero your message.

Introducing an antagonist (the problem) rallies the audience around the hero. 22

In 1984 when S.Jobs introduced the Macintosh, Big Blue, IBM represented the villain.

Sdadas

In 1984 when he introduced the Macintosh, Big Blue, IBM represented the villain. 23

CONTENTS PLANNINGBest speakers give you the impression to ad lib their speechesas a matter of fact they set up everything in detail (J.F. Kennedy)

Great presenters visualize, plan and create ideas on paper well before they start working on their presentation.

Truly great presenters like Steve Jobs visualize, plan and create ideas on paper (or whiteboards) well before they open the presentation software.

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1/3 of the time for collecting and sketching ideas. 90 hrs for 1 hr presentation (30 slides)

Design experts recommend that presenters spend the majority of their time thinking, sketching and scripting. Nancy Duarte recommends that a presenter spend 90 hours creating an hour long presentation with 30 slides. But only one third of that time is spent building slides. Another third is rehearsing, but the first third is spent collecting ideas, organizing ideas, and sketching the story.

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Gather informations about your audience before and during the speech. Ask questions and observe peopleWhere did you start you contents planning of your last presentation?

Which contents should I include/cut off ? How should I organize them?Which technical device supports should I use? Time at disposal Meeting room set N of participants Sex, age, jobs etc. Audiences expectations Audiences knowledgesWHO IS GOING TO SIT IN FRONT OF ME ? Sdadas

WHAT KIND OF INFO DID YOU GATHERED BEFORE DOING A PRESENTATION?HAVE YOU EVER WRITTEN THEM DOWN?27

HOW TO USE TECHNICAL SUPPORTS

WHY USING DIFFERENT TECHNICAL SUPPORT ?UDITIVEVISIVEKINESTESIC

Sdadas

We all have different preferred learning channel that you can detect by focusing on the speech rhythm, the words used more frequently, the breathing rythmSo that all participants could get involved in your presentation regardlessless their own main representative system

I SEE YOUR POINT OF YOU - IT SOUNDS GOOD I HAVE THE SENSE THAT..Chiudete gli occhi e immaginate un oggetto. Riuscite a vederne il colore, la luminosit, la dimensione, la forma, se in movimento, vicino o lontano a voi, se in 3D? Ora provate a sentire che suono farebbe se cadesse, che tipo di rumore , che volume ha, da dove sembra provenire? Ora immaginate di toccarlo: di che materiale fatto, com la superficie, che temperatura ha, quale consistenza?

Quale dei 3 esercizi avete svolto con maggior semplicit? 29

AUDIO - VIDEO SLIDE- FLIPCHART-SKETCHNOTE They are not a replacement for verbal contents but rather a support and extension of what you say with wordsFLIPCHARTWhen to use it?

NEED TO SUMMARIZE DIFFERENT CONTENTS CLARIFY DIFFICULT CONCEPT WITH A VIVID REPRESENTATION WANT TO DRAW/KEEP AUDIENCES ATTENTION TAKE NOTES ON AUDIENCE OPINIONS MAKE EASIER FOR PEOPLE TO MEMORIZE SOME CONCEPTSWRITE IN INCREASED FONT SIZE OR CAPITALUSE AT LEAST TWO DIFFERENT COLORSYOU CAN ALSO USE 2 FLIPCHARTHow to use it?

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SKETCHNOTELeft Brain VerbalDetailsAnalyticalSlow Right Brain VisualGeneralParadoxicalFast

SketchNote allows the balance between left and right brain, Rationality that Creativity.

Sdadas

THINKING FASTTHINKING SLOW31

CONFLICT32

As we already seen, Neuroscience shows that concepts presented as pictures are more likely to be remembered than words

Obviuosly everyone has his own concept of intriguing!!33

ARROWSFONTSFRAMEPEOPLEFACESBULLETSDIVIDERSCONTAINERSHow do we create a sketchnote?

You dont need any drawing ability!

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BUILDING SLIDES: BEST PRACTICES

Create visually intriguing slides. Open up your creativity. Dare! Sdas

MacBook Air. The worlds thinnest notebook.ELIMINATE CLUTTER & KEEP IT SHORTAsk yourself: whats the big one idea I want people to take away from my presentation?. If you selling a product or presenting a business plan, what do you want your customers/investors to know about it?Sdadas

Simplicity CLUTTER=DISORDINEA Steve Jobs presentation is strikingly simple, highly visual and completely devoid of bullet points. Steve Jobs always described his products in one sentence. Even before Twitter existed, Jobs product descriptions never exceeded 140 characters.

CREATE SLIDES AS JOBS CREATE PRODUCT! HE MADE SIMPLICITY HIS MANTRA

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If you can express it in 140 characther or less, youll help your audience make sense of your presentation and how it will benefit them

THINK LIKEChallenge yourself to use fewer words and more visuals. It does take more thoughtbut its much more effective!CREATE TWITTER-LIKE HEADLINESSdadas

Pink about his new book, To Sell is Human. Pink is skilled at public speaking and had years of experience as a political speechwriter before he wrote books. When he prepares for a presentation he asks himself, SOME SAYS Average ppt 40 words

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S. Jobs Macworld 2007 and B. Gates CES 2007 pieces of text were run through a software tool intended to measure lexical density Jobss words are simpler, phrases less abstract and uses fewer words per sentence. Sdadas

Apple is as big and thin as an envelopeUSE METAPHORICAL IMAGESSdadas

Lets try : use less than 40 words for describing your presentations goal and find a metaphor image or sentence!

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USE 16/18 FONT SIZE & INSERT SOME QUOTESWe are not thinking machines that feel, rather we are feeling machines that think (A. Damasio)

Sdadas

DRESS UP NUMBERSNumbers dont resonate with people as long as they get lost in it!Make those numbers relevant to something with which your audience is already familiar with. In 2001 iPod 2001 - 5GB of memory was presented by saying you could carry 1,000 songs in your pocket.

Sdadas

LAST CELLPHONE I BOUGHT: 3 GB INTERNET TRAFFIC INCLUDED: MY QUESTION WAS IS IT ENOUGH FOR ME???41

On June 9, 2008, IBM issued a press release presenting its superfast supercomputer called Roadrunner.

It operates at1 petaflop per sec: able to make one thousand trillion calculations per second. IBM knew the number would be meaningless

Whats a petaflop? One thousand trillion calculations per second. IBM knew the number would be meaningless. Its simply too big. So IBM added the following description to its press release:42

Petaflop is equivalent to 1,000 of todays fastest laptops

1.5 MILESHIGHER So IBM added the following description to its press releaseWhats a petaflop?Sdadas

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WHAT YOU SHOULD DO IF YOU REALLY NEED TO SHOW A LOT OF NUMBERS??44

Presenting data pictorially (or graphically) makes the presentation eye-catching and more intelligibleUSE GRAPHICS INSTEAD OF A LOT OF NUMBERSSdadas

Your data is only as good as your ability to communicate it, which is why choosing and creating the right visualization is essential.PART-TO-WHOLE DISTRIBUTION TIME-SERIESRANKINGDEVIATION CORRELATION

Sdadas

Identify and understand audience expectations and the data relationship you want to show. What is your key message?No more than one key message for every chart. You can also write it in a box near the chart

THE POINT IS PRIORITIZING YOUR MESSAGESAND SELECT THEM..THEN SELECT DATAT TO SHOW

ARE YOU WORKING A PRESENTATION: LETS SEE WHATS THE RELATIONSH YOU WANT TO FOCUS ON?

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A lot of free creative software to make graphs available here!http://www.creativebloq.com/design-tools/data-visualization-712402Sdadas

Keep in mind color resonance and use distinct but soft colorsDont use high contrast color combinations such as red/green Keep it simple: dont add unnecessary ornaments Use less than 6 colors in a single layout. The fewer the number of colours you use, the better your chart becomesPut a chart title that helps the reader to faster and better understanding itDo not use a legend when you have only one data series When making pie charts, put the series name with the data labels outside the pie itself. Do not create a legend. When using line graphs, label the line graphs instead of putting a legend.

Lets watch this presentation through the lens of what we have discussed so far. What have you noticed?ADD SOME VIDEOS (max 5)

BILL GATES TEDS TALKCOME E CAMBIATO: SI PUO IMPARARE!USO HUMORPRESENTAZIONE DATI E SLIDEBODY LANGUAGE49

Based on what we have discussed so far, what and how would you change your last presentation?

GETTING ON THE STAGE!

Inhale and exhale gently for 5 keeping your hand on your belly Stretch your neck, legs and shoulders Pronounce a vowel by using your diaphragm and make it lastBEFORE GOING ON THE STAGEGET RELAXEDGET FOCUSED Remember your last successfull speech Immagine yourself well performing in next speech Listen to the music

LETS PRACTICE !!

I DO FOCUS ON MY BREATHING..LISTEN TO MUSIC52

Other best practices:

THE OPENING

FIRST IMPRESSION EFFECTAURA EFFECTCREDIBILITY/LIKEABILITY[Sellers]INTEREST/ATTENTIONNow that you know how the brain works, you can easily understand why its so difficult to change the first impression you give the audience!

Why is it so important? [movie, book]SELF-CONFIDENCE/POWER

CAMMINATA BUSH-PUTIN55

What is made of?The actual opening: first words pronouncedThe entrance: walking, eye contact, appearence.How did you open your last speech?

TYPICAL OPENINGMy name ismy job is..topic isSdadas

Think about meeting people in a bar or a party

Opening tips that connect you to the audienceSdadas

Now write/rewrite the opening of your last/next presentationbut what happen if he/she says I have the sense to know youhave we met before? I think we have a friend in common

Every 2 minutes the energy provided by the sun is equivalent to the whole usage of humanity in whole history

THINK ABOUT PEOPLE U REMEMEBR AT A PARTY!!

REISLIENZA, VINO!! SIA USO VIDEO CHE IMAGE

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ARMS CROSSEDHANDS IN YOUR POCKETSLEAN ON THE DESKALWAYS MOVINGPLAYING WITH OBJECTSREMEMBER TO BREATH !

THE POSTURES TO BE AVOIDEDThe best posture is the one that look natural and in agreement with what you are saying with wordsSdadas

HOW TO KEEP AUDIENCE ATTENTION ALIVESdadas

Talk to people using their first name Ask people for personal experience or opinion Tell a story and show your vulnerability Alternate different technical device supports Make an effective use of silence and break Write down/quote audience experiences

WE HAVE ALREADLY IMPLCITILY SEEN: CAUSE ALL THINGS THAT ARE EASILY REMEMEBRESHIT ATTENTION!!61

NON VERBAL COMMUNICATION

What does non verbal communication truly convey?

PROXEMICSWhy it is so important? What is made of? < 0.5 m 0.5-1 m 1-3 m >3m

We all know someone that we consider intrusive or detached. We can use the same words to define different speakers depending on the way they use the space around them during the speech (vd TED Jobs eBALLARo)

LEVEL OF INTIMACY HIERARCHY/ROLES COLLABORATION/ANTAGONISM[Restaurant - Meeting]

CHECK WELL PEOPLE REACTIONS TO YOUR APPROACHING !! IT ACTIVATES AMIGDALA65

Use all the space you have at your disposal Dont move up and down neither be static Get closer/more distant to people according to their body language If you can, arrange the seats in semicircle

PARAVERBALVOICE INSTRUMENT

A clear and well audible voice is like a nice handshake: its a way to get in contact with your audience and make it easier for your to get rid of all the adrenaline in excess Sdadas

Great speaker vary voice tone, rhytm and volume accorindg to different contents, stage and purpose of the speech

FEEDBACK UMBERTO SU MIO TONO QUANDO STRESSED OUT !!

DO U KNOW DIFFERENCE BETWEEN VOLUME E TONO?WHICH YOU VARY EASILY MOST?WHAT WOULD YOU DEVEOP?68

THE BODY LANGUAGE

HEAD RECLINEDOBJECT IN FRONT OFFOOT TOWARDS THE MANFOOT TOWARDS AN EXITFOOT TOWARDS AN EXITHANDS IN POCKETFOOT TOWARD STHE MAN

POSTUREEYE CONTACTGESTURESFACIAL MICROESPRESSIONWhy it is so important? 70/80% of the stimulus reach the brain through the eyes vs 10/15% thourgh earsAs we have already learned, nvc can either amplify or contraddict your verbal message

What is made of?Sdadas

GESTURESWhat gestures say and how to use them persuasivelyConvey rhythm to what we say.

REGULATORYEMBLEMATICHave a cultural shared meaning and replace verbal communication [ok, shut up, back off etc.]ILLUSTRATIVEIllustrate, clarify , or contraddict verbal contents.

THERE CULTURAL DIFFERENCES!!!71

TOUCHING THE NECK - COVERING, TOUCHING THE CHEST - PLAYING WITH HAIR OR NECKLESS - BRUSH THE FACE, SHOULDER, LEGS, BEARThe higher is the distress, the more intense these gestures will be. Check the audience manipulative gestures frequency![Self, Other, Objects]MANIPULATIVEIdiosyncratic gestures that express anxiety, discomfort, lack of self confidence, boredom (audience attention index).

Sdadas

HOW TO HANDLE THE AUDIENCE Basic rules

THE FAULTFINDINGWelcome the interferenceAsk the othersTell you will answer laterTalk to the guy during a breakTHE SILENT GUYTHE CHATTY GUYTHE WISE GUY Try to engage him in the discussion Call for a break Gently express your discomfortTry to engage him: What do you think about? What is your opinion[Fake Objections]Gwgrr

Welcome the interference and refer to the agenda and timing

ENDING A PRESENTATION

IT ALWAYS HAS TO DO WITH --- WHAT HAPPEND DURING THE SPEECH ----- AUDIENCE REPONSES AND CHARACHTERISTICS----- YOUR GOAL75

Ask yourself what would I like to hear if I were part of the audience?

Summarize the main contents Close with something emotionalA QUOTEA CALL TO ACTION (Change)A VIDEO

So to that you can deliver the presentation as comfortable as having a chat with a friend.Neuroscientists believe that 10,000 hours of practice is required to become world class at a particular skill - whether its surgery, shooting baskets or public speaking. PRACTICE RESTLESSNLY

I WAS ABOUT TO DO A MARATHONAND EVERYONE SHOCKED ABOUT RUNNING 42 KM77

S.Jobs used to practice for 2 days before a presentation, asking for feedback. His sense of informality comes after grueling hours of practice. Business week

Cdcs

He wasnt born a public speaker. In1984 launched the first Mactintosh and gave a good presentation. But his style was stiff compared to that of 2007 when he introduced the iPhone. We can say the same about B.Gatesand M.Renzi!When is the last time you devoted hours of practice to a presentation?

I believe he improved substantially as a speaker every ten years. In 1974, Steve Jobs and his friend, Steve Wozniak would attend meetings of the Homebrew club, a computer hobbyist club in Silicon Valley. Together they started sharing their ideas and Apple was soon formed.

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A person can have the greatest idea in the world. But if that person cant convince enough other people it doesnt matter (G. Berns)

MY GOAL WAS TO LEAVE YOU WITH SOMETHING: WHAT YOU TAKE BACK HOME?WHAT YOU LEAVE HERE?79