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Autumn 2005

Vol 1  Issue 2    


This issue of Markets View takes a look at how people influence others.  If you sometimes find it difficult to gain buy in to your proposals it maybe because you arenít putting it across in quite the right way.  There may be nothing wrong with the proposal at all; it may be because different people are influenced in different ways. The main article in this issue of Markets View sets out the four main styles of influence.

We also continue with our A to Z of Effective Presentations, this issue we are on to the " B" s.

If you are enjoying the " A to Z of Presentations" but canít wait the years that it will take before we get to " Z" in this newsletter, an alternative is now available. My ebook " A to Z of Effective Business Presentations" is now available.

You can download it from  This book provides everything you need to know about how to organise, structure and give an effective business presentation. All in one easy to read ebook.

Styles of Influence

This section has been removed because of copyright issues.

A to Z of Effective Presentations

In the last issue of Markets View we looked at the " A" s now it is the turn for the " B" s.

B is for Breathing

" B" for Breathing  is probably almost as important as " A" for Audience, because if you do not breath the presentation will not last long!

When we are nervous, it is all to easy to forget to breath properly. You stand up ready to present, start your opening sentence and find that you are out of breath before you finish it. This starves your body of oxygen and increases the state of anxiety. There is of course a simple cure, before you start to talk, take deep breaths using both your abdomen and chest to fill your lungs with lovely fresh invigorating air. Much as athletes start deep breathing before they start running to maximise the amount of oxygen in their blood stream, you should adopt the same practice. When you first stand up in front of your audience, smile, look around the room, take a few deep breaths and then start your presentation. Do not rush in and do not wait until you are out of breath before you start to breath deeply.

Taking deep breaths is also one of the best ways of countering the fear, which is often associated with public speaking. So if you are nervous beforehand, which is a perfectly normal, practise breathing deeply. Place you hand on your abdomen and feel it go in and out with each breath, counting to five when you breathe in and again when you breathe out.

B is for Body Language

Whole books have been devoted to body language. This is not intended to compete with such texts but provides a few basic pointers on how to stand and the effect your posture has on yourself and your audience.

If you slouch on to the stage, staring at the floor, while you mumble your presentation, no matter how fantastic the words are you will not get a good reaction.

Likewise, if you stand up proud, talk clearly with variation in pitch tone and speed and recite nursery rhymes to senior executives you probably will not sell any products.

When you are presenting stand proud with your stomach in, chest out, head up and look the audience in the eyes. This will make you feel more confident, and you will come over more confidently as well.

A lot has been written about hand gestures and moving around on stage when you are presenting. Rather than worry too much about what to do with your hands, my advice is to act as naturally as you can.

The main thing to remember is that little things tend to irritate. So, try to avoid small repetitive movements. If you normally use your hands to emphasize what you are saying, then carry on and use them when presenting. However, remember that you are on stage so you need to be more dramatic than when talking one-to-one. Hand movements should start at the shoulder not the wrist or elbow.

Use gestures to help create a mental picture in the minds of your audience.

Feel free to move around the stage, but watch out that you are not constantly walking across the beam of your projector, if you are using one.

Another thing to avoid is tottering or walking up and down or side to side repetitively, or swaying back and forth on the spot. That is the type of little thing which can become irritating to your audience. If you find yourself starting to move, move properly, walk right across the stage. After all like it or not, it is you that they have come to see and the more you move around, in a purposeful way, the better it is likely to be.

Thank you for reading this far

I hope you have found this issue of Markets View interesting and informative. Donít forget to check out my new website at there are free presentation tips and tricks to download, my ebook " A to Z of Effective Business Presentations" and an Excel workbook that will reveal your favourite influencing styles.

I hope you have found this issue of Markets View interesting and informative.

Software Marketing

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