10/05/2017 How to sell ice to Eskimos Essentials to being an - - PDF document
10/05/2017 How to sell ice to Eskimos Essentials to being an effective business communicator Theashen Vandiar CPA CA (Aust), CA (SA) Are accountants relevant? 1 10/05/2017 Relevance for accountants Relevance for accountants Luca
Manual entries Automated calculations and entries Bean counter stereotype Reduced errors Human errors Mistakes are easy to find and correct Hours of recalculation and search for errors Increased efficiency
Manual entries Automated calculations and entries Bean counter stereotype Finance business partner / strategic advisor Human errors Reduced errors and increased efficiency Hours of recalculation and search for errors Mistakes are easy to find and correct
Accountants are expected to make
75% of guests reuse towels...join them in saving the environment
Types of norms Descriptive What other people actually do Injunctive What others think should be done Injunctive What others think should be done
Types of norms Descriptive What other people actually do Injunctive What others think should be done Injunctive What others think should be done
“Designing a presentation without an audience in mind is like writing a love letter and addressing it: To Whom It May Concern.” Ken Haemer
Gripping opener Introduction Be confident Or fake it until you make it Credential statement What’s in it for me? Why you are the best person for this presentation And what you can offer them Hook Get audience to feel something Success / happiness / freedom Agenda Summarise the goals Do not read Credible statement Builds trust without bragging
Gripping opener Introduction Be confident Or fake it until you make it Credential statement What’s in it for me? Why you are the best person for this presentation And what you can offer them Hook Get audience to feel something Success / happiness / freedom Agenda Summarise the goals Do not read Credible statement Builds trust without bragging
Gripping opener Introduction Be confident Or fake it until you make it Credential statement What’s in it for me? Why you are the best person for this presentation And what you can offer them Hook Get audience to feel something Success / happiness / freedom Agenda Summarise the goals Do not read Credible statement Builds trust without bragging
Adult today Goldfish Adult in 2000
‘If I had asked people what they wanted, they would have said faster horses.’ Henry Ford
Gripping opener Introduction Be confident Or fake it until you make it Credential statement What’s in it for me? Why you are the best person for this presentation And what you can offer them Hook Get audience to feel something Success / happiness / freedom Agenda Summarise the goals Do not read Credible statement Builds trust without bragging
Gripping opener Introduction Be confident Or fake it until you make it Credential statement What’s in it for me? Why you are the best person for this presentation And what you can offer them Hook Get audience to feel something Success / happiness / freedom Agenda Summarise the goals Do not read Credible statement Builds trust without bragging
Gripping opener Introduction Be confident Or fake it until you make it Credential statement What’s in it for me? Why you are the best person for this presentation And what you can offer them Hook Get audience to feel something Success / happiness / freedom Agenda Summarise the goals Do not read Credible statement Builds trust without bragging
Posture Face your audience Position of power Postures to avoid Hands in pocket Nonchalant Hands in pocket Hands on your hips Over-bearing and powerful Hands on your hips Fig-leaf Looks timid and bad for gesturing Base position
Posture Face your audience Position of power Postures to avoid Hands in pocket Nonchalant Hands in pocket Hands on your hips Over-bearing and powerful Hands on your hips Fig-leaf Looks timid and bad for gesturing Base position
Posture Face your audience Position of power Postures to avoid Hands in pocket Nonchalant Hands in pocket Hands on your hips Over-bearing and powerful Hands on your hips Fig-leaf Looks timid and bad for gesturing Base position
Posture Face your audience Position of power Postures to avoid Hands in pocket Nonchalant Hands in pocket Hands on your hips Over-bearing and powerful Hands on your hips Fig-leaf Looks timid and bad for gesturing Base position
Posture Face your audience Position of power Postures to avoid Hands in pocket Nonchalant Hands in pocket Hands on your hips Over-bearing and powerful Hands on your hips Fig-leaf Looks timid and bad for gesturing Base position
Posture Face your audience Position of power Postures to avoid Hands in pocket Nonchalant Hands in pocket Hands on your hips Over-bearing and powerful Hands on your hips Fig-leaf Looks timid and bad for gesturing Base position
Posture Face your audience Position of power Postures to avoid Hands in pocket Nonchalant Hands in pocket Hands on your hips Over-bearing and powerful Hands on your hips Fig-leaf Looks timid and bad for gesturing Base position
Posture Face your audience Position of power Postures to avoid Hands in pocket Nonchalant Hands in pocket Hands on your hips Over-bearing and powerful Hands on your hips Fig-leaf Looks timid and bad for gesturing Base position
Three types of gestures Give Facts and options Upward palms Give Show Up to your imagination but the gesture and message must match Congruent Creative Show Chop Show strong opinion One hand or both
Three types of gestures Give Facts and options Upward palms Give Show Up to your imagination but the gesture and message must match Congruent Creative Show Chop Show strong opinion One hand or both
Three types of gestures Give Facts and options Upward palms Give Show Up to your imagination but the gesture and message must match Congruent Creative Show Chop Show strong opinion One hand or both
Three types of gestures Give Facts and options Upward palms Give Show Up to your imagination but the gesture and message must match Congruent Creative Show Chop Show strong opinion One hand or both
Three types of gestures Give Facts and options Upward palms Give Show Up to your imagination but the gesture and message must match Congruent Creative Show Chop Show strong opinion One hand or both
Three types of gestures Give Facts and options Upward palms Give Show Up to your imagination but the gesture and message must match Congruent Creative Show Chop Show strong opinion One hand or both
Three types of gestures Give Facts and options Upward palms Give Show Up to your imagination but the gesture and message must match Congruent Creative Show Chop Show strong opinion One hand or both
“It doesn’t matter how elegant the argument or inspiring the prose, a presentation won’t move anyone if the presenter isn’t visibly feeling what they are saying.” John Neffinger
Conclusion Audience will remember best what is said last What you say and What you want them to do Final slide Polished and professional Positive tone Positive message
Conclusion Audience will remember best what is said last What you say and What you want them to do Final slide Polished and professional Positive tone Positive message
Conclusion Audience will remember best what is said last What you say and What you want them to do Final slide Polished and professional Positive tone Positive message
“Between your brain and your mouth is magic: your power to choose what you say next. Use that magic.” Chris Brogan