A client recently asked me to assess the presentation skills of a job candidate (we’ll call him Bill) who was being interviewed for a training position. The position involved delivering a two-day program helping those in search of a job. Bill was to participate in a real program with 15 business folks who had the misfortune of being downsized.

I delivered the program on the first day while Bill observed. On the second day, Bill presents a pre-determined part of the program – in this case interviewing skills. He observed my presentation once again in the morning and then presented his piece in the afternoon. I was in the back of the room with a feedback form and bag of popcorn waiting for the action to begin.

Bill’s opening was pretty good. It consisted of a number of interesting statistics presented on a flip chart. After this, disaster struck. Bill called people by name and asked direct questions that related to specific terms in the book. When participants responded with "the wrong answers," Bill became visibly annoyed. He panicked a bit and began taking it out on the group. In fact, after a response to one of his questions, Bill stated, "That’s not what we’re talking about and certainly not what I’m thinking of." He alienated most of the group as his tone became increasingly uncomfortable. And he knew it. Afterward I let him know that I knew it, too. In fact, when I mentioned some of his comments, Bill replied, "Did I say that? I guess I was so focused on my agenda that I forgot about what the group needed." Would you hire Bill? We didn’t.

How you respond to folks in a group setting either makes them feel OK or Not-OK. In being prepared with your topic and maintaining a supportive attitude, you’re more likely to increase your credibility and rapport with a group – making everyone feel OK. This goes for sales presentations, business meetings, training sessions, and more. Here’s a short list to help you feel more confident in saying what you mean and meaning what you say.

• Get to meetings early so you can shake a few hands and kiss a few babies. Introduce yourself and learn the names of people you’ll be working with.
• Use people’s names as you would in conversation, and don’t put anyone on the spot.
• Learn about the concerns, issues, and dynamics the groups you’ll be speaking with. Then take everything you need to say from their perspective. It’s always about the group, not the presenter.
• Be yourself! If you attempt to emulate another approach, you will come across as phony and unnatural.
• Avoid the use of off-color materials or remarks. You lose credibility, a sense of professionalism, and may offend someone.
• If you’re unsure of an answer to a question, you can say something like, "I’m not sure but I’ll get back to you with an answer." And get back to them with an answer. If you’re presenting to a group, you can sometimes get away with throwing the question back to them and getting great responses.
• Never lose your temper before an audience. Once you do, it’s over.
• Keep in mind that you are talking to real people. They don’t expect you to be perfect any more than you expect perfection of others. Most people are looking for honest, easy-to-understand conversation that’s delivered clearly and concisely.

What you say and how you say it goes a long way in communicating your message, building credibility, establishing relationships, and gaining respect. In a group setting it’s magnified a million times. Just ask Bill.

Michael Goldberg is a speaker, trainer, and the President of Building Blocks Consulting. He helps organizations achieve measurable growth in sales, service, and leadership. Michael delivers seminars, runs sales meetings, and conducts training programs on networking, leadership, public speaking, customer service, and job search. He can be reached at 732-446-2233 or via e-mail at megoldberg@building-blocks.net.