It's not uncommon for presenters who are not executives to have to upsell or present “upstream.” The executives might be in your own company or customers of your company. Perhaps you have to present in your Executive Briefing Center to customer executives. Whatever the situation, it's usually high stakes!
Even though you may not be an executive, you must come across in a manner that tells the executives in your audience that you are confident, credible, and someone who understands their world. Here's how to do that:
Demonstrate that you understand their world.
- Learn everything you can about the executive from the company website, LinkedIn, or any other source.
- Look at any recent industry presentations they may have given that might give you a hint about how they think and what's important to them.
- Tune your presentation, so that it responds to what's most important to them.
Exude executive presence.
- Make sure you begin your presentation with a clear, concise and compelling executive summary that puts the “ask” in the first two minutes of the presentation.
- Link the executive’s comments to your own to demonstrate your understanding of their thinking.
Carry on an engaging dialogue.
- Talk about their perspective and feelings on the topic, and ask questions relevant to them.
- When asked tough questions, be prepared to respond and help resolve difficult issues.
For organizations interested in developing people to communicate with executive presence and earn the confidence of senior-level executives, learn more about Mandel’s Corporate Workshops focused on developing extraordinary presenting, influencing, and collaboration skills.
What does the hit on Netflix called The Queen’s Gambit tell us about how to sell in a virtual setting? Actually, something very important.
Before we break down how this show teaches us the key to virtual selling let’s look at the backstory.
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Admittedly, I've struggled to find a reliable way to help people reduce their public speaking anxiety, despite years of trying. I’ve advised people to do just about anything I could think of that might help, e.g., breathing, meditation. While I haven't found the thing that works every time for every person, there is one technique that seems to be more effective than most. Even if you've already found something that works well for you, this technique is worth trying out.
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Executive briefings. Big sales meetings. Project pitch meetings. What do they have in common? The stakes are sky high. There’s a lot riding on them for you and your company — revenue, reputation, productivity. Do your people have, both, the presentation AND facilitation skills to ensure their success?
Read the blog to find out and to get your free Discussion Leader Self-Assessment Tool and Facilitator Checklist.
Memory almost full. Imagine that warning flashing brightly on the forehead of every audience member. A successful presentation isn’t just about the speaker’s dynamic energy or their confident manner in front of an audience. Without compelling, easy to follow content, it doesn’t matter how comfortable you are in the spotlight. You and your topic will quickly be forgotten. So how do you ensure lasting, memorable impact? Learn how to be remembered by leveraging the ancient, globally relevant, and scientifically proven rule of three to focus your content, motivate your listeners, and make your executive presence shine.
Have you ever encountered an unfriendly meeting participant while presenting? Maybe you know someone who constantly interrupts, asks aggressive questions, or worse, tries to take over your meeting. Believe it or not, you have more control over these conference room bullies than you think.
Learn how to recognize these strong personalities, the things you may be doing to trigger their behavior, and what you can do right now to strengthen your command of the room and feel more confident in front of any audience.
Do salespeople and technologists communicate differently? Is one group better at presenting than the other? Can the two ever agree on how to present or what info to share? Corporate Workforce Development expert, high-tech industry veteran, and former Mandel client Suzanne McLarnon shares the secret behind developing both sales and technical professionals into superb communicators.
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