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Clune Construction - 31-Jan-18

David Lewis
by

Gerri Leon

on 29 March 2018

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Transcript of Clune Construction - 31-Jan-18

Luck of the Draw
Influence Emotion - Motivate Action:
David Lewis
Co-Founder & CEO
Co-Author,
The Pin Drop Principle
Change the way you communicate
meetings per month
61.8
92
46
61.8
admit to multitasking
92
leave without understanding action items
46
?
What are the consequences
of poor communication?
Lack of team cohesion
Unclear messaging
Wasted time and resources
Damaged relationships
Low employee morale
Lost revenue
The Pinnacle Method™
3-step process for influential communication
Analyze
I want to
(intention)
my audience

so that my audience will
(objective)
.
To Excite
To Reprimand
To Calm
To Intimidate
To Greet
To Silence
Luck of the Draw
There are
hundreds of intentions!
Intention Cues
Home base position
Gestures
Verbal viruses
Pacifiers
Torso tell
Eye contact
Core breathing
Vocal dynamics
Intention and Objective
Objective:
How you are
going to get it
What you want
Intention:
Intention and Objective
Intention Cues
Home base position
Pacifiers
Vocal dynamics
Verbal viruses
Gestures
Eye contact
Luck of the Draw
To Excite
To Reprimand
To Calm
To Intimidate
To Greet
To Silence
Projecting a confident presence
for influence and impact
7%
Study by Albert Mehrabian detailing
first impressions & congruence
38%
55%
Verbal
Vocal
Visual
Verbal
Nonverbal
Intention
= information
= attitudes and emotions
= creates congruency
of message
How long does it take to
make a first impression?
What was the average
attention span a decade ago?
How long does it take to
make a first impression?
7
seconds
What was the average
attention span a decade ago?
12
minutes
What is the average
attention span today?
What is the average
attention span today?
5
minutes
Pattern Interrupt
Change speakers
Solicit feedback or opinions
Introduce a new visual aid
Tell a story or anecdote
Ask a question
Incorporate physical activity
Thank you
www.pinper.com @pinnacletweets
info@pinper.com

Understand
Modify
Base
Pace
Face
Proper home base
Effective gestures
Purposeful movement
Spatiality
Slow down your speaking rate
Eliminate verbal viruses with pauses, breathe
Vary pitch & pace
Base
Pace
Consistent eye contact
Varied facial expressions
Smile (and personality)
.
Face
Base
Pace
Face
Base
Pace
Demosthenes
Greek Orator
384-322 BC
Intention-Based Communication to Engage Clients, Inspire Employees & Win Business
Michael Bay
Film Director
The ability to communicate with purpose and clarity
is the key to personal and professional success.
The Legend of Phil Davison
Master Introduction
1. Name / Role / Credibility
2. Hook
3. Reason we are here
4. Benefit
5. Goal at the end
Luck of the Draw
To Excite
To Reprimand
To Calm
To Intimidate
To Greet
To Silence
The ability to communicate with purpose and clarity
is the key to personal and professional success.
the
The ability to communicate with purpose and clarity
is a key to personal and professional success.
Frederick
De Cordova
Lionel
Logue
Michael
Sheehan
Arthur
Penn
Gordon
Reece
Susan
Batson

%
%
Hedging language
Mark Zuckerberg
Steve Jobs
13
5
of customers believe their rep understands their needs
13
minutes of the average attention span today
5
Audience Introductions
"People will forget what you said,
people will forget what you did,
but people will never forget how
you made them feel."
-Maya Angelou
?
Why do we use
storytelling in business?
Walter Bettinger
Overcome objections
Illustrate a point and clarify meaning
Identify growth opportunities
Build rapport
Communicate a vision
Lead a team through change
Motivate others and inspire
Five Essential
Business Stories
One Voice Can
Change The World
Establish background information
(exposition)
Identify the problem
(inciting incident)
Turning point/highest point of tension
(climax)
Conflict is activated/ plot builds
(rising action)
Conflict resolution/
takeaway revealed
(falling action and resolution)
Structuring your
business story
The Pinnacle Method™
3-step process for influential communication
Analyze
Understand
Modify
Five Essential
Business Stories
The Essence Story
The Crucible Story
The Leadership Story
The Pie-in-the-Face Story
The Helper Story
Indra Nooyi
would not use your company again following a negative experience
58
%
61.8
46
13
5
58
92
58
What if...?
Tips for Delivering an Effective Business Story
Identify the takeaway first
Utilize clear intentions
Don't make yourself the hero
Tell stories you enjoy telling
Keep it simple (3 to 5 mins. is ideal)
61.8
46
13
5
58
92
61.8
46
13
5
58
92
61.8
46
13
5
58
92
61.8
46
13
5
58
92
61.8
46
13
5
58
92
%
Handling Difficult Questions
Use the Pinnacle Method®
Exercise: Murder Board
Face
Base
Pace
Face
Base
Pace
Face
Face
Base
Pace
Base
Consistent eye contact
Varied facial expressions
Smile (and personality)
Proper home base
Effective gestures
Purposeful movement
Spatiality
Face
Base
Pace
Pace
Slow down your speaking rate
Eliminate verbal viruses with pauses, breathe
Vary pitch & pace
Answering Questions With Confidence
Listen to understand - not to respond
Focus on the question and questioner
Collect your thoughts before answering
Answer with intention (Educate, Reassure, Persuade)
Less is more
What If You Are Unsure?
What If You Are Unsure?
Repeat the question
Use Connector Statements
Create a Bridge
Don't be afraid of "I don't know"
Again,
Less is More!
1. This job is too small for Clune – we won’t get your attention
2. Why am I paying for SDI, isn’t it your responsibility to protect us from subcontractors?
3. Why is Clune better for me than Structuretone or Swinnerton?
4. What makes Clune such a great place to work?
5. You have a full time super who is $30/hour more than your competitors. Why use Clune when the competition is cheaper and can do it with 20 hours/week?
6. How can you guarantee a safe project?
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