Jack E Rossin
“If you have something important to say, wrap it in a story.”
Jack E Rossin
Story Guidelines

A story has an open, middle and close. Give your story a visual location and mood. Stories need an intro like...”I want to tell you a story about a …” In telling a true story, you are allowed to twist facts and sequence to make the story flow better.
Jack E Rossin
Play the Audience

The prospect will be most attentive to anything that makes his/her job easier, smoother, worry free, faster, cheaper and/or less complicated.
Jack E Rossin
Elevator Speech


Answer the question as if you have been asked “So what do you love about what you do?” And what is it you admire about what your firm is doing?
Jack E Rossin
Grand Openings

Identify your Takeaway
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The Takeaway



What is the one thing you want them to remember from your pitch? A takeaway is something that is very important to the audience. Put the takeaway in the open, middle and close
Jack E Rossin
Story Guidelines


Before you tell a story, decide what the ending will be. Before you tell a story, decide what the ending will be.
Before
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V
Volume Eye Contact
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Introduce yourself focusing on eye contact and volume.
Take 5 to organize Visualization technique
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Jack E Rossin
Eye Contact

Eye contact wins people to your side One thought, one person Don’t talk without eye contact Straight shooters make eye contact
Jack E Rossin

Comprehension



The single most important factor in comprehension is sentence length. Short sentences work better. One thought per sentence.

Through logic chain Through problem-solution Through visualization Through a story…
“Jury” votes for the lawyer they have the most confidence in (not on the merits of the case).
Jack E Rossin
If you appear confident, they will buy what you’re selling!
Jack E Rossin
Elevator Speech


An elevator speech is a 30-60 second response to the business question “What do you do?” It typically conveys what you do at your specific job and what your firm does.
Jack E Rossin
Develop the Takeaway



What is the one thing you want the prospect to remember about your pitch? Why? Why? Why?
Jack E Rossin
Build the Takeaway into the Opening
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I can’t make you be confident.
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I can make you appear confident.
Jack E Rossin
10 Techniques to Make You Appear Confident.

Warning
The 3rd key skill technique coming up!
Jack E Rossin
Storytelling

The secret weapon of speaking Stories relax you and the audience An immediate way to start great and stay great Great pitches use stories frequently.
you tell a story, decide what the ending will be.
Jack E Rossin
Tell Us a Story
2 minutes long Take 10 to prepare
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Critique
Name a spokesperson
Presenting With Confidence
Techniques for more powerful presentations
Copyright 2009. Jack E Rossin
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Making decisions…

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Stretching Exercises

Just as real stretching reduces tension in your muscles, this stretching is designed to reduce the inhibitions of your workshop exercises.
Jack E Rossin
The 11th Technique

Your team. Learn to give honest, specific feedback to each other that is clear and actionable.
Jack E Rossin
3 Key Presentation Techniques??
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Confidence Techniques

Posture Hands SMILE. Really! Vocal pace. Pause for learning.
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Non-words

Ah Oh Um Hmm Aaa $1 exercise
Jack E Rossin
10 Techniques to Make You Appear Confident.

Strong eye contact Good posture Varying facial/hand/arm expressions Speaking volume Command of material…
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Warning
Major “Opening” exercise coming up!
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Building the Presentation
Open

Middle
Close
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Focus on the Open



Audiences are most attentive in the beginning Energizes you and the audience Gives yoaking more slowly Storytelling Experience presenting Listening Skills Preparation/rehearsal
Jack E Rossin
3 determinants of communication’s impact