As an extended resource, oftentimes organizations need execution help in the development stage including such things as new processes, acquisitions, new product launches, training content, book development, etc.  We have developed a process, assembled a team, collected resources, identified vendors, and positioned ourselves to take on selected projects for development at speeds that most people have a hard time even believing is possible.  We have a proprietary software that applies to virtually any project that clearly identifies a gameplan and allows us to combine our resources with our clients in a balance that people rave about.  Timeframes that are extremely short, economics that are true wins, allowing a company to expand its capacity on an as-needed basis starting with a simple phone call.

I’ve met many intelligent people who don’t appreciate the powerful relationship between the skill to persuade and success. Dale Carnegie wrote that 85 percent of a person’s financial success is related to his or her penonality and ability to lead people.  I concur with this assessment because leading people is about persuading people to act in specific ways. A vital principle I’ve learned is this:  more

Submit this assessment and information to receive a FREE selection of book summaries .

When taking this assessment, you may rate any business segment or your entire organization. When you are thinking about presentation effectiveness consider all types of business presentations including: meetings, sales presentations, training, speeches, seminars, facilitated brainstorming sessions, media and one-on-one.

Determine the level of presentation effectiveness by rating each of these 10 key areas, using a scale of 1 to 10 with 10 representing the very best.

If you have started to seriously consider the accuracy of the principles in your belief window, you have taken the first step toward building a solid foundation for accelerated success. The second essential element in that foundation is a well-managed life. Those who lack good life management skills will have difficulty sustaining the discipline needed to produce continued success. If you hope to be a high achiever, it is absolutely critical that you maintain discipline in your life. Consistent discipline will continually move you toward success as you set your goals, make your plans to reach them, and work to accomplish your objectives.

There are six basic elements common to all human existence, and how we combine them provides the evidence of life management. This concept is also known as the “Balance Wheel of Life,” and it embraces the principle that the more balanced we are in each of the six areas, the smoother our “wheel” of life will roll.

While these categories are fairly simple, life is certainly much more complicated that this list might imply. It is the interaction and application of these six areas that can be, and usually are, very difficult. Every individual’s life is a journey marked by thousands of events. If we were to analyze everything that occurs in the course of a person’’ life, we would find that each event falls into one or more of these six basic categories

• Spiritual
• Social
• Educational
• Home and Family
• Physical and Health
• Financial

We will discuss the important role that goal setting plays in achieving accelerated success in greater depth during a later article. But setting personal goals within these six basic areas is the key to developing a well-managed life. The best way to get your wheel out of balance is to simply “let life happen” and not establish goals in each of these areas. Unfortunately, many people live their lives without setting goals, and the result is that a large percentage of our society is simply drifting through life with no place to go, so to speak. Many people who hope to be successful are just waiting for their “big break” and have never entertained the thought of establishing goals and structuring a plan to achieve them. They have no idea where they are going or how to get there.

As we explore each of the six basic areas of the Balance Wheel of Life, I would encourage you to consider what personal goals are important to you within each area. Write them down to reference later and possibly develop into full-blown goals.

Next time we’ll start taking a closer look at these six basic areas of the Balance Wheel of Life.

Reprinted with permission from Success Acceleration by Tony Jeary. You can get on the fast track to success immediately by visiting Tony’s website at www.tonyjeary.com.

The Heritage

We’ve been looking at our belief window and how what we believe impacts our lives. Our beliefs usually fall into three broad categories: (1) principles we believe to be true; (2) principles we believe to be false; and (3) principles we do not yet believe are either true or false. As we go through life and learn, we are continually forming beliefs about whether things are true or false, right or wrong, appropriate or inappropriate. The problem is that our experiences are imperfect and, consequently, we sometimes make bad decisions based on imperfect beliefs. No person is immune to this error. I suspect that even the wisest people on earth have some principles in their belief windows that are not true.

Communication, or the lack of it, affects our belief windows. In order to have a truly successful marriage, for example, we have to communicate (really communicate) on a regular basis; when we do, we will change some of the principles in our belief windows.

When we are in a state of unconscious incompetence (not even knowing that we don’t know) on any given subject, we actually believe something to be true that is not true. Let’s say, for example, that we don’t even know what a computer is or does. That being the case, perhaps we would believe that we have little use for a computer. The truth is that we would have many potential uses for a computer if we just knew what a computer does and how to use one. This knowledge would mean that our belief that we have little use for a computer simply is not true.

How many areas of unconscious incompetence do you think you might have? Unless you are perfectly educated and informed – having mastered every conceivable subject, art form, and life state – it is probably fair to say that there are principles in your belief window that may need adjusting. More than likely, you have at least a few erroneous principles that are keeping you from having accelerated success.

The choices we make on a daily basis probably number in the thousands. Obviously, some are more important that others, but the total number of choices we make each day would astound us if they could all be counted. We make choices about the work we do, what we wear, what we say, where we go, and countless other things. Some of our decisions are made subconsciously, and others require thought and deliberation. Our lives are consumed with options, whether simple or complex, and every choice we make is controlled and processed through our belief windows.

You may already be very successful. On the other hand, you may have struggled with achievement and may not be as successful as you would like. Whichever the case, it may be a good idea to look at the choices you have made and the principles governing those choices. Regardless of your current achievement level, you can always improve.

Next time we’ll take a look at a well managed life.

Taken with permission from Success Acceleration by Tony Jeary. www.tonyjeary.com

Christian Businessman Magazine

What many people fail to recognize is this: whenever you are talking to others, you are making a presentation of sorts and you are being judged.

We may not like that, but it is true. We might not be consciously aware of how intently we study others when they are addresssing us. We do it automatically and very subtly. We are aware of eye contact, firmness of grip, ability to speak clearly and distinctly and many other things that go into the overall total opinion we are making about that person. I believe every individual should make a dedicated effort to improve and develop their presentation and communication skills. This principle has a vital application for Christion business people who want to be an effective witness for Christ in the business community.

To improve your presentation and communication skills, there are 7 Foundational Secrets™ that need to be followed. The hightlights are as follows:

The 7 Foundational Secrets™ to Great Presentations

Secret 1: The Funneling Process- This is a process that helps you uncover and clarify the real objectives of your talk. You should know clearly who your audience is, and what actions you want them to take as a result of hearing your message. If you can’t identify the clear objectives, you won’t be able to accomplish them very easily. There are specific steps you can take to process what you know about your audience and use that information to design, create and deliver a more effective presenter and communicator.

Secret 2: Four Subconscious Tensions- Every audience (even an audience of one) has four stress factors that potentially can inhibit your presentation. The first is tension between themselves and others (listeners). The second is tension between themselves and the speaker/presenter (you). The third tension exists between themselves and any materials being used. Lastly, the fourth tension is between themselves and the physical environment of the presentation. Effective presenters know to diffuse these tensions so that people can really hear the message.

Secret 3: Trust Transference- Without trust it is hard to get buy-in. An effective presenter must know how to accomplish what I call Trust – Transference to create a higher level of acceptance for their ideas and words.

Secret 4: Business Entertainment™ – If your audience isn’t captivated, you can’t be assured of their full attention. Without their attention, you can’t be very effective. People like to have fun, and they are more likely to respond favorably when they are having fun.

Secret 5: Verbal Surveying- With this skill you will be able to get useful feedback during your entire presentation. It involves learning how to simply ask your audience some critical questions as you speak with them. Their answers will help you better direct your presentation and insure your message is on the target for them.

Secret 6: Targeted Polling- This skill helps you decrease nervousness. It is more effectively used in groups because it requires you to recruit and establish advocates from those who are attending your presentation. Many presenters miss the opportunitu to talk one-on-one with audience members. Doing this before your presentation, or during breaks helps reduce audience tension, nervousness and gives you a better understanding of what your audience members are really feeling, needing and wanting.

Secret 7: Audience Closure- Proper closure means that you don’t overwhelm them with too much information before you go in to the next point or complete your task. People can only absorb so much. As a presenter, you need to help them by giving many mini-summaries throughout your talk.

Because people form opinions of us by the way we conduct ourselves, it is certain that we are judges on our ability to present and communicate our ideas. Remember, whatever the message, when it is transmitted clearly and effectively, the possibility that others will accept the message is much greater.

Dallas Morning News

This Dallas corporate trainer has trademarked himself as Mr. Presentation. His firm, High Performance Resources Inc., has clients around the world, and his book, in its third printing, has the endorsement of people such as Zig Ziglar, who provides the foreword to this take.

That said, you’d expect this to be a slick, intimidating performance. Instead, listeners get a casual, laid-back reading that feels as if it’s being adlibbed at times. Although the tips sound simple – practice, meet your audience beforehand, know where the room’s thermostat is located – the cumulative effect is striking.

Mr. Jeary says one key to a successful presentation is to always deliver more than the audience expects. After a modest start, the tape does exactly that.

Successful Meetings Magazine

Everyday, there are people in offices and conference rooms presenting “irrefutable” facts, “compelling” ideas, “logical” solutions, and “bullet-proof” success strategies that come across flatter than yesterday’s soda.

Why? Because, like many of us, those presenters inadvertently undercut themselves even if they tried their best to convince their audience to take action. By sabotaging themselves they failed to inspire their listeners. And because they failed to make the connection, they fell victim to what I call presentation nullification.

“Jury nullification” in a criminal trial is the result of the jury disapproving of how a presecuting attorney proved the case against a presumably guilty person, so they decide to reject the state’s arguments and let the accused go free (in spite of the weight of the evidence presented). Presentation nullification, then, is when a prospect or an audience looks at you after you’ve finished eloquently presenting the advantages of your product, services or ideas and says, “You’ve not gripped our hearts and you’ve not seized our emotions – in fact, we don’t feel compelled at all. For some reason, whether we can label it or not, we just aren’t accepting what you’re saying, and are not going to buy what you’re trying to sell today. For whatever reason, you’ve turned us off.”

Presentation nullification is when, in spite of a manager’s impressive statistics, the board of directors says, “No.”

Presentation nullification is when, in spite of a salesperson’s most polished close, his or her prospect looks at him or her deadpan, clears the throat, and with those most hated words in marketer’s vocabulary, “I want to thik about it,” drives a dagger into the very heart of the presenter.

How could such a thing happen, even to professionals who spent the time and expense of hours of preparation and possibly thousands of miles of travel only to have a door of opportunity slammed in their face, with a larger-than-life “no sale” popping up on their cash register?

In truth, it could’ve been that the prospect is in the midst of a crisis at home, or possibly lunch upset his or her stomach. But odds are it was something else – something fundamental to presentations and effective persuasion.

My two decades of studying effective presenters, from salespeople to world-renowned orators, have led me to conclude that most presentations fail due to the presenter’s self-sabotage.

Don’t get me wrong – believe me, I know that it’s possible to do everything right and still miss a sale. What follows, though, is my personal list of top seven things you can do to put the odds of success way against you. In fact, if you will carefully model any one of the errors that follow, I promise you marketing disaster and professional embarrassment. Follow these errors, and you can’t fail to fail!

1. Don’t get to know your audience.
2. Don’t have set objectives.
3. Don’t worry about first impressions.
4. Don’t ask questions.
5. Don’t sweat the details.
6. Don’t be concerned with maintaining integrity.
7. Don’t start your “close” until the end of your presentation.

Now, I would be remiss in my duties here if I didn’t provide some immediately usable solutions to avoid the above-mentioned mistakes. Here they are:

Make an Effort to Know Your Audience

No two people are alike: no two companies are alike. With technology today, there is no excuse for not getting just a couple minutes worth of information from the prospect to help you tailor your presentation. In my experience, I have always been met with a positive, if not surprised, response to my desire to really understand who I am going to present to.

Set Definite Objectives

Know exactly what you want to achieve, know what your prospect wants. In your efforts to get to know the prospect, look at the big picture from his or her standpoint – personally and corporately. Does he or she stand to benefit from your presentation? Here’s a profound thought, “The more you know, the more you know.”

Rehearse Your Presentation

Role-play in front of a mirror and practice handling objections with another person. Most likely, the toughest presentation you make will be in role-play situations. The process of rehearsal and role-play does so many positive things, it would take a lot more space than is available here to list. Most importantly, though, is that by rehearsing you put the mechanics of the presentation in your mental background you know where you’re going and how you’ll get there so you are more free to be yourself. Additionally, role playing with another person will force you to face the hard questions and objections before the presentation. Tell me, is it easier to take the test you’ve studied for or the one for a class you’ve never been in?

First Impressions are Lasting

As is the rule with all presentations, be yourself. The distinction here is to pick the appropriate “you” to present. You’ll match your wardrobe to the enviornment you’re going into and do the same with your demeanor within the boundaries of your natural style.

Ask Questions

Remember, the more you know, the more you know. Ask questions and listen to the answers. You’ve heard about the 80/20 listen-to-talk ratio? Use it!

Sweat the Details

It’s the little things in life that make it worth living. The same is true for presenting your message. Effective preparation will allow you to manage the environment to maximize the effectiveness of your message. It does matter how the room is set up, how and when materials are handed out, and how the information is delivered (paper, PowerPoint, verbal, etc.)

Integrity Is All You Have

It doesn’t matter how good your product is. It doesn’t matter how good your price is. It doesn’t even matter how good your customer service is after the sale. If you don’t have credibility with the prospect, you’ve got squat. Your reputation for honesty and integrity are the most valuable assets you’ve got. So valuable, that it is not included on a standard balance sheet because it would throw it way off balance one way or the other.

Test Close, Test Close, Test Close

A successful presentation is a series of small yeses and agreements leading up to a final “big yes.” Additionally, by test closing at various stages of your presentation, you can avoid “talking yourself out of a sale.” Keep in mind, you are managing the presentation environment. Be a good manager ,and ask the question along with other important questions along the way. Plan in periodic summaries and pay special attention to try transitions from point to point. Most people need clarification and closure as you progress through a presentation. These transition points are a good time to take the room’s temperature and test the close.

Always remember that an effective presentation involves more than mere words. An effective presentation always involves connecting with your prospects on a level that shows them that you understand. Inspiring any audience means tapping so completely into a group or prospect’s psyche that their emotions – and their intellect – cause them to buy into your message 100 percent.

Successful Meetings Magazine
by Tony Jeary, Trade Life Books, 1997

After endless hours of research , a long day spent reviewing and organizing your slides, and a week of talking to yourself in front of the mirror, you realize to your dismay that your audience’s response to your presentation was lethargic at best. You know you missed something, but what?

Well, Tony Jeary’s easy-to-use, reference-type book, Inspire Any Audience, will most likely help you find out where you went astray and improve your presentation skills in front of any group. His theories aren’t bogged down by personal anecdotes. You simply go to the area you think needs improving, or if you’re a novice, read the whole book.

Jeary breaks down the process of presenting into four parts, and it’s a smooth walk through each. In Part 1, he counsels you to clearly define your objectives and your audience as well as develop and thoroughly rehearse your presentation. Jeary includes helpful suggestions on getting through your nervousness – which is normal – to a state of naturalness.

The importance of setting the right tone in the first three minutes of your presentation is discussed in detail in part 2. Jeary instructs you on how to keep your audience interested from the get-go; on your body language; your personal appearance; and your enthusiam. The book also contains advice on how to achieve trust and credibility with your audience.

Several suggestions are explored in Part 3 on how to get and keep your audience’s interest throughout your presentation. Figuratively speaking, Jeary believes that you have to keep them on their toes by involving them in a game or an activity. Use visual aids such as slide projectors or Power-Point. Design your presentation so that you ask questions of your audience and can easily incorporate the answers.

Part 4 advises you on how to close/summarize your presentation. One tip is to recap your main points and have handouts available for distribution to attendees. Another is to link your closing with your introduction and ask whether or not you met your audience’s expectations of your presentation.

Each section of Inspire Any Audience is chock-full of recommendations to make your audience remember you and the information you deliver. Jeary has boxed notes, checklists, useful tips, and pithy quotes from colleagues spread throughout his book. He constantly reminds us of the importance of details: It’s the little things, such as rewarding your audience with gifts, and maintaining eye contact with the group, that make your presentation effective.

In the same vain of having the audience participate in summarizing information, Jeary includes a section at the end of each chapter for readers to fill in what they thought was important, along with their favorite tips. The book also comes with a tear-out section of flash cards, making it easy to remember Jeary’s key points.

- Kiran Mahto