Terry Gault

Art of Presentation:Mastering Your Presentation Style

Building rapport with an audience and moving them
to action requires the ability to confidently present information that
convinces and engages even the most skeptical customer. This intensive work
educates and motivates participants to deliver high-impact presentations.

The results of this work:

• Competently present ideas and information to groups of people
• Energize and persuade audiences using stories and metaphors
• Effectively communicate with peers, superiors and customers
• Move business objectives forward by quickly engaging with
  customers and colleagues and creating influence.

For more see:
http://www.hendersongroup.com/presenting/art_pres.asp

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Sales Presentation Mastery: Moving the Sale Forward

In the Sales Presentation Mastery work,
participants learn to deliver convincing, deal-closing presentations that are
crucial to sales success in today's competitive market. Through active
participation, sales representatives identify their own presentation
challenges, learn new skills and techniques and then immediately experience
applying them in front of an audience. Participants learn to use voice, gesture,
presentation structure, stories and metaphor to engage, persuade and influence
even the most skeptical customer. The Henderson Group's unique and proven
feedback model where instructors, peers, and videotape provide immediate
feedback gives participants the ability to rapidly learn, reflect on and
improve their sales presentation skills.

The results of this work:

• Craft a clear value proposition that addresses the specific needs
  of the customer
• Map specific product and services to customer benefits
• Differentiate products and services from competitors
• Project a personal style that builds rapport and trust
• Present ideas and information to customers
• Move revenue objectives forward by influencing large groups in
  addition to one-on-one communications

For more see:
http://www.hendersongroup.com/presenting/sales_pres_mastery.asp

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Executive Coaching: Leading Through Communication

Leaders are expected to communicate in ways that
influence others, build commitment and set direction. Executives work
one-on-one with a skilled coach to identify their own natural communication
tendencies: strengths and areas of challenge. Videotape and highly
individualized feedback provide a basis for leaders to refine their natural
style and executive presence.

Leveraging each individual executive’s unique
style, every engagement is customized to fit the company’s culture and sharpen
the executive’s ability to energize and persuade. The Henderson Group’s unique
experiential method effectively challenges unconscious limitations.

The results of this work:

• Enhanced executive presence
• Increased ability to influence and persuade
• Better relationships with key constituencies
• Improved organizational visibility

For more see:
http://www.hendersongroup.com/leading/exec_coaching.asp

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Conflict
Resolution: Dialogue, Listening and Influence

Whether
meeting with a colleague, someone from another team or with partners, knowing
how to successfully navigate through conflict and misunderstanding is critical.
In the Conflict Resolution workshop, communicators learn how to productively
interact with people in small, informal meetings in a way that naturally
expands business opportunities.

Results:

• Quickly engage colleagues and others more deeply, opening
  potential opportunities
• Surface mutual mistaken understandings, deepening trust and strengthening
  relationships

For more see: http://www.hendersongroup.com/leading/consultative_communication.asp

If you want something really important to be done you must not merely satisfy the reason, you must move the heart also.

Mahatma Gandhi

There are four principles that inform our work. We have translated these principles into four Asian charters to create a logo that communicates across national boundaries. The four principles are fused together in what is called a "chop" in Asia, which functions as a combination signature, corporate seal, and trademark. Our four learning foundations depicted in our corporate logo are:

MOTIVATE

1. Participants are motivated before building skills, deepening their commitment to improve. Motivated by exercises, coaching, and feedback customized to their unique needs, challenges, and personal style, participants learn more quickly and they retain what they learn.

ACT

2. The key catalyst in our work is "action," participants are immediately immersed in exercises that demonstrate their current level of skill, their unique challenges, and their pathway to improved performance. When the development of new skills is grounded in action, participants see the relevance of what they are learning, as well as the need to improve performance.

GROW

3. Participants continue to expand their capabilities long after our work is complete. With a deepened awareness of their strengths and challenges and a greater understanding of how to improve performance, each individual is able to more accurately observe how they affect others and how to adjust their behavior for better results. Online follow up sessions reinforce learning and help each participant map new skills to current job requirements.

PERFORM

4. Skill building is always mapped to the performance requirements of each participant. All exercises and instruction are customized around both the participant's needs, as well as the requirements of their company and position. The individualized focus of our work helps participants quickly apply their new skills to their specific jobs. The result is improved performance.

The result is highly motivated individuals, willing to take action to improve their performance and grow in their capabilities.

Each quarter we host a By Invitation Only workshop, titled "Art of Presentation" in San Francisco. It's a low-risk way to experience our work. For more on that workshop, see Our Products below.

Please visit: http://www.hendersongroup.com/art_pres_info.asp to see if you qualify for a free seat in that workshop.

Here is a reading list for anyone interested in the art of public speaking:

The Story Factor: Inspiration,
Influence, and Persuasion Through the Art of Storytelling

By Annette Simmons

A superb book on the power of stories and storytelling as a means to
influence others.

The Springboard : How
Storytelling Ignites Action in Knowledge-Era Organizations

By Stephen Denning

Denning tells of his personal experience in motivating the World Bank to
embrace a Knowledge Management initiative through the power of stories.

Words That Shook the World: 100
Years of Unforgettable Speeches and Events

By Richard Greene (with Florie Brizel, Helen Thomas, Jeff Greenfield)

Includes an audio CD – hear the speeches the author writes about!

The Elements of Speechwriting
and Public Speaking

By Jeff Scott Cook

(Recommended for its focus on structure)

Principles of Speech
Communication, Tenth Edition

By Gronbeck, Ehninger, Monroe.

(Recommended for an academic overview)

Winning Group Sales
Presentations: A Guide to Closing the Deal

By Linda Richardson

(Recommended for developing sales presentations)

Dialogue, Listening and Influence Skills

On Dialogue

by David Bohm,

Dialogue and the Art of Thinking
Together: A Pioneering Approach to Communicating in Business and in Life

by William Isaacs

The Fifth Discipline

by Peter Senge

Phone: 877-THG-8777 x702

Mobile: 707-249-1809

terry@hendersongroup.com

www.hendersongroup.com