Coaching, Executive Presence
Ingrid Gudenas
How to completely change the way people listen ...

“I’m now walking into meetings and making what I want happen. The first thing I noticed was that everyone started listening to me differently. Even my boss. Now people go quiet when I speak and genuinely listen, even my superiors. I hadn’t realized there are different kinds of listening. This is REALLY different. After that, it’s not hard.”

This broke all the rules considering where Agoston was on the corporate ladder. He was young, early in career and had no authority. But he spoke up at meetings, in hallways and conversations. His influence was growing daily. It wasn’t long before he was promoted and began rapidly moving up the organization.

Before he did the Causative Communication workshop, no one listened to him.

What made the difference for Agoston was mastering the skill of…

Coaching, Executive Presence
Ingrid Gudenas
Instead of persuading, try this...

The question, “What do I need to say to get the outcome I want?”  is a good question. Knowing the answer to it is essential to being causative.

The reason people experience difficulties when they’re looking at a situation through this lens is because they don’t realize that they’re skipping steps.

Coaching, Executive Presence
Ingrid Gudenas
How to draw-in an audience of 40,000

Alistair came to me for coaching because his evaluations were filled with words like “Dry”, “Dull”, and “Not inspiring”. They thought Alistair was a smart technical geek with no leadership ability. The “Loyalty” scores in his division hit the bottom.

It was very quickly clear to me that Alistair had tremendous leadership ability and was an exceptional strategist. He was tripping up on his ability to communicate, and so the outside world never saw it.

When you trip up on communication, you will trip up on leadership. They go hand in hand.

I coached Alistair on many skills. The continuing monthly evaluations from his All-Hands told us whether he was winning.

Coaching, Executive Presence
Ingrid Gudenas
Two skills you need to create human connection

Watching Arjun’s initial presentation, I could see he was rational, professional, very corporate. But it was not compelling. You might walk away liking Arjun, but not much moved or influenced by him.

Virtual presentations had always thrown Arjun off, especially with people that he didn’t work closely with and didn’t see that often.

We worked on many skills. I’m going to talk about two that really made a big difference. They both have to do with your state of mind.

Coaching, Executive Presence
Ingrid Gudenas
The VP Secret for preparing for critical ...

A well-loved and successful Vice President recently came to an in-person Causative Communications class we were delivering for their company to talk to the students about how she utilizes the skills she gained from our classes to create real success in her daily life and her career.

The students loved her talk. She was supposed to talk for about 20 minutes, but they were so enthralled it went on for about an hour and a half, with question after question, each followed by her giving them practical advice that inspired them. Their faces were glowing listening to her.

One question she was asked was, “How do you prepare for a challenging meeting or big presentation?” This was a particularly good question for her because she goes into many very difficult negotiations and conversations, as well as gives many important presentations. Her answer will surprise you … (read more)

Presentations

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How to transform your audience without ever seeing them

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Tuesday was the first day of the Causative Communication course. Prasant had just learned about affinity and the difference it makes to communication. He learned that he actually needed to feel it if he wanted to be successful, and that finding something to like about the other person was the key to feeling it.

That sounded “great in theory”, but Prasant said it was “impossible” for him to find anything to like about Martin. However, Prasant knew only too well that what he was doing wasn’t working. He’d reached the point of being willing to try anything.

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Communication coaching from my father

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A number of years ago, my father called and told me he was going to be in San Francisco giving a talk. He said, “Let’s have dinner afterward!”  I was thrilled, and said I’d love to also see his talk. I’d never seen my father give a presentation. He was a trial attorney who won a lot of cases, including one in front of the Pennsylvania Supreme Court. I knew he did a lot of public speaking, but I’d only ever seen him be a father.

Following signs in the hotel lobby leading to his talk, I walked into the glittering ballroom in the Mark Hopkins, a grand 5-star hotel high atop ritzy Nob Hill, and found my father speaking … to hundreds of attorneys who packed the room to listen to him.

What?????? This was my father??????

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The most important skill of a real leader

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What’s different about a real leader?

A real leader inspires and impels spirit, purpose and action. More importantly, they transform.

The only tool they have is communication.

They may have vision, wisdom, strategy, experience, knowledge and a love of humankind. But it is their communication that defines them.

A great communicator surpasses all others.

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The man who got two standing ovations before he was done speaking

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Philip said, “I’m already getting standing ovations when I speak at conferences. Not sure what you could teach me that would make me better.”

He wasn’t challenging. Just matter of fact.

I asked, “Are you getting them at the end of your presentation?”

He said, “Of course!”

I asked, “Do you also get any standing ovations during your presentations?”

Philip looked puzzled, “No.”

Pause. “Is that possible?”

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What to do when the audience turns their cameras off

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It was a virtual meeting. Most people think the word “virtual” means “Far away; using technology” and definitely “not as good as in person.” (I hear this all the time.)

However, if you look up the word “virtual” in a good dictionary, you’ll see that it means “Creating the power of real without actually being real”. I want to let that sink in.

In other words, virtual reality is different than actual reality, BUT when it is done well it has the power of actual reality. In other words, it creates a new reality.

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The most effective presentation strategy ever

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When people in the audience come to you afterward and tell you, “You really helped me!”, they’re saying that you are valuable to them.

Being valuable will do more for your career than anything else. It’s measured by how much you help. Think about the most valuable people in your career. They’re not the ones who dazzle you. They’re the ones who help you.

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What it takes to own the room

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Someone asked me what makes my coaching different. I’m going to talk about one thing I do, and one thing that all of our incredible ETS Coaches do, that makes it extraordinary. My purpose in telling you is perhaps knowing what I focus on will help you focus on this too as you go to your next meetings and give your next presentations.

Many communication coaches and programs coach the visible: the hand gestures, the voice inflection, emphasis on certain words, body language, the slides, the smile. The visible, physical mechanics.

I coach the invisible. The invisible is manifested, and others can see it, but what I coach is not visible.

I coach: Being there, presence, affinity, attention, awareness, interest, intention, creating understanding, command, dignity.

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How to have the audience see the best in you

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I’ve worked with professionals and executives of large corporations for over 30 years. They are used to feeling tense.  It’s become normal. Feeling completely comfortable is not normal. Being relaxed is not.

That’s how being slightly tense, or even very tense, becomes habitual. And they’re surrounded  by others who are also slightly or very tense. So they’re swimming in a sea of uninspected “normal”.

Independence and the secret to being causative

Worrying about what others are going to think, fear of their reaction, being excessively careful not to ruffle feathers … All of these cripple communication.

I can't tell you how many times clients come to me and say, “I just have to put up with it for now because I don’t want to shake things up right now. I’m just going to let it go for now.” And they suppress their own communication and chance for success. “For now” turns into a very long time.

If you need everyone to agree before you stand up to speak, you’ll never make anything happen.

Becoming more attractive

Most people don't know how to truly connect with others as themselves. There's always something holding them back, some self-consciousness, a feeling something is “missing”, or something they put between themselves and others to protect them.

Often this is manifested when you see presenters trying to connect with their audience through their PowerPoint slides. You can see the trouble they would have if you took the slides away from them. They’d feel exposed, vulnerable, unsure.

Whether it’s slides, a beautiful body, or some attitude a person assumes because they think it makes them impressive, it doesn’t make any difference. The REAL skill is connecting directly as yourself.

How to transform a meeting

Ayansh felt powerless. His promotion had put him in an extremely contentious engineering team. They didn’t discuss each other’s ideas, they shredded and destroyed them. No one listened. They were all sneering. Each one showing off how brilliant they could be, and the way to do that was to see the others go down in flames.

They were brilliant. But it was all being wasted.

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How to talk to a large audience

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Terror, fear, even a little anxiety, makes people talk too fast. When you talk too fast, your words lose their meaning. Correct pacing is the hallmark of a professional speaker. There was one thing that Mariela was doing that was causing ALL the problems I just mentioned. She was talking to EVERYONE.

It seems logical. You have 300 people in your audience - you should talk to 300. Right?

This is the worst thing you can do.

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So good they won't interrupt you

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Imagine being in a really good movie. Would you interrupt what’s happening on the screen? Never! You would never let anyone else interrupt either until it’s over.

The audience only gets restless and starts to talk, or wants to do something else, when what’s happening in front of them doesn’t hold their interest.

The right question to ask yourself is, “What does it take to be uninterruptible? What does it take to be so good, everyone wants to hear everything I have to say? How do I keep them totally captivated from my first word to my last?”

When do you give up on someone? That’s something only you can answer, but when the answer to this question affects tens of thousands of people, it’s worth pushing the limits of not giving up.

I’ve seen communication succeed despite all odds, and this is where REAL skill comes in.

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Misled by hand gestures

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Latisha showed up for Transforming Your Presentation Skills in quite a state. She was very self-conscious. No matter what I said, she kept asking me to coach her on her hand gestures and her words.

“Do you think this hand gesture is better than this one? Do I have more presence if I put my hand on my hip like this?”

On and on. It took Latisha all morning to realize I wasn’t going to coach her on any of that.

It’s a common mistake - I’m always coaching people on this point.

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How to change everything with a single presentation

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Most people have a lot of attention on themselves, what they’re thinking, what they’re feeling, what they want, what they’re going to say, etc. etc. etc. etc. It’s a deeply trained-in self-consciousness that makes the most important question in their mind when they’re giving a presentation the absolutely wrong question and that is, “How am I coming across?”

It’s a common mistake - I’m always coaching people on this point.

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Seeing the real you

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Let’s begin our New Year by talking about Vision.

Vision is all about seeing. The kind of vision that I’m talking about isn’t seeing what’s on the surface. It’s about seeing PAST.

On Day #1 of Transforming Your Presentation Skills, we usually film our students.

As we watch the first video together, we see very different things, the students and I.  They usually hate themselves. This has everything to do with vision. What I do differently is….

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The single word that can transform any presentation

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George helps sales people close big deals. His track record is impressive. On average, he saves them 30 to 40 hours per sales proposal.  His advice also increases their win rate by a wide margin.

George can look at a proposal or presentation in advance and with 100% accuracy tell you whether it will close the deal.

He has a very simple method. He has a computer algorithm which simply counts the number of times they use the word “YOU”. He compares that to the number of times the sales person mentions their own company.

Proposals where the prospect name is mentioned 10 times for every one time the sales person’s company is named (a ratio of 10:1) are a slam dunk and the deal is going to be closed.

Why is that? Is it because people are egotistical and they want it to be all about themselves? No.

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Transforming Henry: the worst communicator in the room

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Some people think you have to be “born with” the skills and charisma that make a really great public speaker.  Not true.  Let me tell you the story of Henry.

I was invited to give a two-hour talk on presentation skills at a technical conference for a highly specialized professional association.

At the banquet the night before my presentation, I told the President of the association, Steve, that I wanted to line up a volunteer to coach during my talk.  He asked what qualities I was looking for and I said, “Someone who really needs to improve in their presentation skills.” 

Steve enthusiastically told me Henry would be perfect and I said, “Let’s go meet him.”  Well, meet him I did.  Henry hardly took his eyes off the floor while we were talking, and for the brief moments they did come off the floor, they went straight to the ceiling or the wall on our right.  Turns out, Steve interpreted my request as, “Who is the absolute worst communicator in this group?”

Henry didn’t look like someone who liked to be told what to do. I told Henry, “You know, I’m going to be coaching you in front of 300 people.”  He glared at me for a brief moment and said, “What does THAT mean?”  I said, “I’m going to be telling you what to do and you’re going to have to do it.  Are you okay with that?”  He mulled it over a little (looking at the ceiling) and then said, “I guess that’s okay.”  Neither one of us was sure that it was, but with these words we locked in our next day’s destiny.

After Henry left, Steve said, “I hope you’re going to coach him on looking at people!” And then laughed for 2 minutes straight. 

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How to light up the virtual meeting room by subtracting

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Tamara was nervous.  In two days, she had to give a presentation to 400.  Her first really big one.

It was Day 1 of Mastering Virtual Presentations and it was difficult for Tamara to practice without her teeth chattering.

The problem with being nervous is it makes you lose touch with everything good about you. Sometimes to the point where you can’t see anything good about yourself.  The things you tell yourself at these moments tend to be dreadful.

Tamara was doubting whether she could speak without forgetting what to say, without everyone seeing how nervous she was.

There was a lot riding on how well Tamara did. If the Salespeople got excited about the new product, the revenue it would generate would be tremendous. But they had so many other products that they were selling, one new one often didn’t register. Tamara was one of many speakers throughout the day that would all turn into a blur.

As one doubt piled on top of another, Tamara doubted even her own ability to speak coherently.

She was a nervous wreck.

It was a truly exciting product she was going to present. If only the Salespeople understood what it did.

In Tamara’s case, it was not a matter of adding anything to her presentation. It was a matter of subtracting.

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