Public Speaking & Presentation Skills
COACHING SERVICES

1. Assessing the current situation
   What do you sell, your company’s position in marketplace
   Selling as a big company—your advantages
   Selling as a small company—your advantages
2. How do you currently sell? in person, phone, online
   Walk through your current process and analyze
   Your elevator speech
   Your image—look closely in the mirror
3. Building a relationship
   Based on more than the product—personal
   Based on solving a need, or need to create the need?
   Knowing your prospect—gathering information first and entering with knowledge about their industry and position Finding the decision maker
4. The art of asking questions—discovering their need
   It’s about them, not you.
   I’m the Dr., where does it hurt?
   What is currently working and what is not?
   Decision-making criteria for prospect
   Open-ended questions vs. Closed ended questions
5. What do you use in a presentation: powerpoint, samples, paint word pictures
   How are you evoking emotional response?
   Decisions to buy: Emotional or Logical?
   Helping the customer see a vision of success Imagine….
6. Helping the prospect make a choice vs. selling
   Making the customer look good internally
   How can you add comfort to their decision?
   References
   Try it out
   Help present to higher up
   Take some of their workload
7. How to present features and benefits
   Knowing the difference
   Do they really want a drill bit? Or just a hole?
8. How and why to use stories to make a point
   Enter the third party endorsement
   The power of referrals
   Purpose of the story—make a point, not just tell a story
   Short, concise, timely
   Answering objections with a story
   Demonstrating your value
9. Why objections are a good sign
   How to deal with the most common objections
   Price. Compared to what/who? Prove value
   I need to think it over
   Need to ask others
   We’re happy with our current supplier
   How did you find this supplier? Who did you switch from? Why? For those same reasons, is it possible to find someone even better?
10. Closing
    Are you ready to move forward?
    Is time of urgency?
    What is the next step?
    Other decision makers
    Let’s present to them together
    Patience. Sales is often a process, not an event
    Average lead-time
    Number of calls per sale
    Keeping the pipeline filled

Speech Coaching

Navigating Speaking

Public speaking is ranked in the Book of Lists as the #1 fear of most people in the U.S. With a whopping 41%, it outranks the 19% who fear death more. Yet you have lots of knowledge and stories you’d like to pass along, so why not learn to embrace public speaking?

Good verbal communication skills are critical to success in any endeavor, be it the storyteller at Thanksgiving, or a presentation to your organization membership. A lack of presentation and communication skills, and not enough practice and preparation are the silent killers of many great ideas. At a recent entrepreneur pitch-fest to venture capitalists, 7 out of 8 presenters were called to task by the panel for their lack of presentation skills. That’s a whopping 87.5%!

Why not stack the deck in your favor by learning to make a killer presentation? Whether it’s the story about the fish that got away, a 10-minute business pitch, or an all day conference presentation, speaking success comes from knowledge, organization, experience, and practice. However, not everyone was taught how to speak well in school, which is why every successful speaker has a coach.

Many executives are good at their jobs in business but tend to “wing it” when presenting. Good speaking is an art that includes how to plan and write what you’re going to say, in addition to saying it well.

Larry Jacobson, a two-time TEDx presenter, motivational speaker, and presenter of hundreds of proposals in the corporate world knows how to communicate your points to your audience. More importantly, he knows how to teach these skills to you. From corporate executives to political candidates, Jacobson ranks at the top for teaching the skills you need. He listens intently and has the ability to laser focus on what needs improvement.
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All coaching with Larry is 100% confidential. The number of coaching slots is limited so we suggest you get on the calendar well in advance of that upcoming presentation.

Jacobson believes in always over-delivering to his clients, and to him, a 1-hour session = 90 minutes. In four sessions, you’ll learn to:
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• • Develop Your Presentation
  • Deliver Your Presentation using professional skills and style
  • Depending on your requests and requirements, Larry will focus more time on those elements where you need the most work.

If you have a speech to deliver, that’s the one you’ll work on to perfection throughout the course. If you don’t have a speech in mind, you’ll create one and work on that throughout the course. Meetings can be held in person at Larry’s bay area office, or via Skype.

• • Investment: $2,497 in one payment in advance

  • Additional sessions as needed available at $397 per 90-minute session.

Speaking Tune-Up

For those who are preparing for an upcoming presentation or speech and want critique, tips, and dramatic improvement, this program is the answer. Two 90-minute packed sessions of listening, critiquing, and upgrading your speaking skills by leaps and bounds.

• • Investment: $797 in one payment in advance

Here’s an outline of the Navigating Speaking Course

I. Developing the presentation

• • Your overall speech foundation. The main premise, purpose, theme, or point of the speech.
  • Creating Your Foundational Phrase
  • The 3 to 5 sub-stories with pictures to make their points. Open, story, and close with point.

Strong opening

• • Posing a question to the audience
  • Puts them in the picture

Strong closing—bring it back to the audience.

• • What action or memory do you want the audience to take away? Example: “You can make your dream come true.” How will their life be improved if they take this away with them? Example: “Choose to Lead” Key phrases they will remember eg. “Fear is nature’s way of making us focus on the task at hand.”
  • High You/Me ratio.

II.Presentation skills and style.

• • Tell me a story: Open, story, close with point
  • Head: think
  • Heart: connect
  • Belly: laugh
  • Dialog Different people: change positions
  • Characters and what is needed to describe them
  • Describe: 2 to 3 points
  • Change in character from beginning of story to end
  • Fat words vs. skinny words: “Thing” vs. Conclusion, Event, Circumstance, element…
  • Setting the scene of a story with the 5 senses. Painting a word picture.
  • Projection
  • Body language
  • Movement: walk and stop, turn and speak
  • What do with your hands.
  • Suspense and foreshadowing

Drama

• • Humor: rule of 3, re-defining, look to you, don’t step on punch line
  • It takes 3 skills to get a boat around the world: passion, bravery, and the ability to open a bottle of wine without a corkscrew.
  • To be a good speaker, you need passion, enthusiasm, and to take away the audience’s cell phones.
  • You may not know this, but cold calling is actually a Yiddish term, meaning beating your head against the wall.
  • I trust my gut. And the bigger it gets, the more I trust it.

The power of Pause vs. Um, uh

• • Voice inflection and volume level. Turn the dials.
  • Change it every 5 minutes or so
  • Different levels for different parts of the story

  • Death by PowerPoint

Alternative way of showing lots of pics Rapid slide show

Emotion

• You’re human: show it
• Smile
• Cry

For entrepreneurs wanting to improve their presentation skills.

The 2-minute pitch
The 10-minute pitch
The 20-minute pitch

And more!

Preparation is crucial before showcasing your Idea to investors, forums, idea tanks, family, friends, and other potential partners.

In today’s competitive entrepreneurial world, contests, forums, and pitch-fests are the norm. A panel of experienced entrepreneurs, bankers, manufacturing, and distribution experts are all looking to be wowed in 2 – 10 minutes, but very few ideas make the cut.

Why?

A lack of presentation and communication skills, a lack of passion, and not enough practice and preparation are the silent killers of many great ideas. At a recent pitch-fest, 7 out of 8 presenters were called to task by the panel for their lack of presentation skills. That’s a whopping 87.5%!

Why not stack the deck in your favor by making a killer presentation?

To make your 2-minute presentation effective takes organization, experience, practice, and coaching.

Larry Jacobson, a two-time TEDx speaker and presenter of hundreds of presentations knows what works, and more importantly, how to teach you the needed skills.

Other areas in which Larry can help with your presentation skills:

Your elevator pitch: Can you give it in one floor? Is it effective?

Accent: Free of judgment, Larry can improve your “American” language skills so you are understood more clearly

Body Language: What are you saying before you even open your mouth?

Using Stories to Make Your Point: The absolute best way to make a point is with a story. Does your story make the point quickly, clearly, and effectively?

Via phone, Skype, or in person

1. Prepare for the voyage: The Dream of what you see
   Vivid Visioning
   What/who do you see yourself leading?

2. Turning the dream into goals
   Where are you now?
   Creating the steps to where you want to be

3. Who are you?
   What is your credibility?
   What is your vulnerability?
   Are you currently in a leadership position?
   What’s going well and what’s not?

4. What are your:
   Strengths
   Weaknesses
   Opportunities
   Threats

5. What is the course, vehicle, route, or person, to help get you from where you are now to where you see yourself wanting to be.

6. Preparing for the risks involved.
   No risk = no reward

7. Key Decisions—How will you make them?
   Setting Priorities
   Obstacles likely to encounter
   Are you equipped for them, what do you need?
   Teaching others to set their priorities

8. Changes that happen along the way—they will happen.
   Dealing with them
   Reactive or Proactive
   Competition
   Attitude: enjoying the journey
   You can’t affect what will always happen, but you can affect how you react to what happens.

9. Dealing with fears you encounter along the way
   How to use fear to your advantage

10. Encountering the unknown
    You don’t need to know how to deal with everything to start
    You do need to leave the dock.
    Make adjustments along the way
    Change will happen; get comfortable with it.

11. Perseverance: What it’s going to take to stay the course
    Commitment
    Continuous action: Let go of the wheel and the boat will round up and stop. Stay focused

12. If you are one degree off course over a 2,750-mile passage (crossing the Pacific for example), you will miss your destination by 48 miles!
    STAY ON COURSE!

13. Applying your leadership skills to your situation
    To lead is to help others.
    Re-visit: Why is what you’re doing important?
    To You
    To Others

14. Leading others effectively
    Communication with others with: Respect, Integrity, intention, organization, clarity, timeliness, anticipate
    Motivation of others: Maslow’s hierarchy of needs. Understanding what motivates different people.

15. Re-commit to your choice to be a leader.