10/05/2017 How to sell ice to Eskimos Essentials to being an - PDF document

10/05/2017 How to sell ice to Eskimos – Essentials to being an effective business communicator Theashen Vandiar CPA CA (Aust), CA (SA) Are accountants relevant? 1

10/05/2017 Relevance for accountants Relevance for accountants Luca Pacioli described debits, credits, ledgers and journals - 1494 Relevance for accountants Traditional accountant Manual entries Automated calculations and entries Bean counter stereotype Reduced errors Human errors Mistakes are easy to find and correct Hours of recalculation and search for Increased efficiency errors 2

10/05/2017 Relevance for accountants Relevance for accountants Traditional accountant Modern accountant Manual entries Automated calculations and entries Bean counter stereotype Finance business partner / strategic advisor Human errors Reduced errors and increased efficiency Hours of recalculation and search for Mistakes are easy to find and correct errors Relevance for accountants 3

10/05/2017 Relevance for accountants Accountants are expected to make - Recommendations - Suggestions - Provide advice - And options The science of influence Be a chameleon Science of Harness influence scarcity Use conformity The science of influence Be a chameleon Science of Harness influence scarcity Use conformity 4

10/05/2017 What makes great negotiators? What makes great negotiators? Behaviour Language Mannerisms The science of influence Be a chameleon Science of Harness influence scarcity Use conformity 5

10/05/2017 Concorde The science of influence Be a chameleon Science of Harness influence scarcity Use conformity Conformity 6

10/05/2017 Conformity 75% of guests reuse towels...join them in saving the environment Types of norms What other Descriptive people actually do What others think should be Types of norms Injunctive done What others Injunctive think should be done Types of norms What other Descriptive people actually do What others Types of norms Injunctive think should be done What others Injunctive think should be done 7

10/05/2017 Conflicting norms Obesity is an epidemic Conflicting norms Obesity is an epidemic Stop the trend…eat heathy Conflicting norms Obesity is an epidemic Stop the trend…eat heathy 8

10/05/2017 Conflicting norms Developing countries Therefore we should waste too much energy conserve energy Aligned norms Over a million students Be apart of the trend! registered at University Aligned norms Your neighbours reduced daily Join them and help save water usage to 300 litres the planet…and your wallet 9

10/05/2017 Becoming an influential presenter A tough lesson “Designing a presentation without an audience in mind is like writing a love letter and addressing it: To Whom It May Concern.” Ken Haemer Delivering a gripping opener Or fake it until Introduction Be confident you make it Why you are the best person for this presentation Credential What’s in it for statement me? And what you can offer them Gripping opener Success / Get audience to Hook happiness / feel something freedom Summarise the Agenda Do not read goals Credible Builds trust statement without bragging 10

10/05/2017 Delivering a gripping opener Or fake it until Introduction Be confident you make it Why you are the best person for this presentation Credential What’s in it for statement me? And what you can offer them Gripping opener Success / Get audience to Hook happiness / feel something freedom Summarise the Agenda Do not read goals Credible Builds trust statement without bragging Delivering a gripping opener Or fake it until Introduction Be confident you make it Why you are the best person for this presentation Credential What’s in it for statement me? And what you can offer them Gripping opener Success / Get audience to Hook happiness / feel something freedom Summarise the Agenda Do not read goals Credible Builds trust statement without bragging Attention span of an adult Adult today Goldfish Adult in 2000 11

10/05/2017 What’s in it for me? 10 Know what the audience want ‘If I had asked people what they wanted, they would have said faster horses.’ Henry Ford Delivering a gripping opener Or fake it until Introduction Be confident you make it Why you are the best person for this presentation Credential What’s in it for statement me? And what you can offer them Gripping opener Success / Get audience to Hook happiness / feel something freedom Summarise the Agenda Do not read goals Credible Builds trust statement without bragging 12

10/05/2017 Make your audience feel something Delivering a gripping opener Or fake it until Introduction Be confident you make it Why you are the best person for this presentation Credential What’s in it for statement me? And what you can offer them Gripping opener Success / Get audience to Hook happiness / feel something freedom Summarise the Agenda Do not read goals Credible Builds trust statement without bragging Delivering a gripping opener Or fake it until Introduction Be confident you make it Why you are the best person for this presentation Credential What’s in it for statement me? And what you can offer them Gripping opener Success / Get audience to Hook happiness / feel something freedom Summarise the Agenda Do not read goals Credible Builds trust statement without bragging 13

10/05/2017 IFRS Leases – IFRS 16 Body language - Postures 14

10/05/2017 Body language that speaks volumes - Posture Face your Hands in pocket Nonchalant audience Position of power Hands in pocket Posture Hands on your Over-bearing and Postures to avoid hips powerful Hands on your Base position hips Looks timid and Fig-leaf bad for gesturing Body language that speaks volumes - Posture Face your Hands in pocket Nonchalant audience Position of power Hands in pocket Posture Hands on your Over-bearing and Postures to avoid hips powerful Hands on your Base position hips Looks timid and Fig-leaf bad for gesturing Body language that speaks volumes - Posture Face your Hands in pocket Nonchalant audience Position of power Hands in pocket Posture Hands on your Over-bearing and Postures to avoid hips powerful Hands on your Base position hips Looks timid and Fig-leaf bad for gesturing 15

10/05/2017 Body language that speaks volumes - Posture Face your Hands in pocket Nonchalant audience Position of power Hands in pocket Posture Hands on your Over-bearing and Postures to avoid hips powerful Hands on your Base position hips Looks timid and Fig-leaf bad for gesturing Body language that speaks volumes - Posture Face your Hands in pocket Nonchalant audience Position of power Hands in pocket Posture Hands on your Over-bearing and Postures to avoid hips powerful Hands on your Base position hips Looks timid and Fig-leaf bad for gesturing Body language that speaks volumes - Posture Face your Hands in pocket Nonchalant audience Position of power Hands in pocket Posture Hands on your Over-bearing and Postures to avoid hips powerful Hands on your Base position hips Looks timid and Fig-leaf bad for gesturing 16

10/05/2017 Body language that speaks volumes - Posture Face your Hands in pocket Nonchalant audience Position of power Hands in pocket Posture Hands on your Over-bearing and Postures to avoid hips powerful Hands on your Base position hips Looks timid and Fig-leaf bad for gesturing Body language that speaks volumes - Posture Face your Hands in pocket Nonchalant audience Position of power Hands in pocket Posture Hands on your Over-bearing and Postures to avoid hips powerful Hands on your Base position hips Looks timid and Fig-leaf bad for gesturing Body language - Hand gestures 17

10/05/2017 Body language that speaks volumes - Gestures Give Facts and options Upward palms Give Congruent Up to your imagination Three types of gestures Show but the gesture and message must match Creative Show Chop Show strong opinion One hand or both Body language that speaks volumes - Gestures Give Facts and options Upward palms Give Congruent Up to your imagination Three types of gestures Show but the gesture and message must match Creative Show Chop Show strong opinion One hand or both Body language that speaks volumes - Gestures Give Facts and options Upward palms Give Congruent Up to your imagination Three types of gestures Show but the gesture and message must match Creative Show Chop Show strong opinion One hand or both 18

10/05/2017 Body language that speaks volumes - Gestures Give Facts and options Upward palms Give Congruent Up to your imagination Three types of gestures Show but the gesture and message must match Creative Show Chop Show strong opinion One hand or both Body language that speaks volumes - Gestures Give Facts and options Upward palms Give Congruent Up to your imagination Three types of gestures Show but the gesture and message must match Creative Show Chop Show strong opinion One hand or both Body language that speaks volumes - Gestures Give Facts and options Upward palms Give Congruent Up to your imagination Three types of gestures Show but the gesture and message must match Creative Show Chop Show strong opinion One hand or both 19