Getting the message across: how NLP models can help strengthen presentation skills
When it comes to working on presentation skills, there are many useful tools out there. From clever tactics to calm nerves ahead of standing up to speak in public to theories that lay out the different ways that people take in information, would-be presenters are spoiled for choice when it comes to seeking support.
NLP practitioners have also carried out a lot of work around presentation skills, training, and the way that people communicate – and take in – information. The best presenters tailor their information to suit the audience they are speaking to. This means working out what type of people they are addressing, and the best ways to get the message across.
Kolb’s learning types
One important model that has evolved out of NLP thinking and the work of David Kolb. Through his work, Kolb identified four different types of learners. He went on to develop a four-stage learning cycle aimed at helping each type assimilate information in the most effective way. Once you have worked out which type of learner you are, you can tailor your information gathering to fit the right character profile. Kolb’s four learning types are:
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- ‘Diverger’ (feeling and watching), Diverger learners want to know the reason for learning and reflect on what they are being told. They usually respond best to observing and gathering information. They look for answers to questions around ‘why’ and ‘how’.
- ‘Assimilator’ (watching and thinking), Assimilators are more logical, putting thought ahead of impulsive deeds. They like firm facts, are highly organised, and benefit from reflecting on teachings before being asked to put them into action.
- ‘Converger’ (doing and thinking), Convergers like to work and learn alone, developing skills through practice, trial and error, and getting stuck in. They tend to be excellent at solving problems.
- ‘Accommodator’ (doing and feeling). Finally, Accommodators are all about other people. They are outgoing and motivated by tasks. They prefer to take risks, try out variations and listen to intuition, rather than relying on rote learning or routine.
McCarthy’s 4MAT system
Bernice McCarthy took Kolb’s work a step further when she developed the 4MAT system to help presenters work out how to interact with their audience. This centered on the four different questions that each type of learner tended to ask:
- Why? (divergers),
- What? (assimilators),
- How? (convergers) and
- What If? (accommodators).
These questions help people identify the reason why they are learning, formulate concepts and ideas around the topic and then use them, try out new variations, and work out where the learning will take them in the future.
Aligned to these four questions are different learning styles that match each type of learning. So, someone most likely to ask ‘Why?’ will prefer discussion, rather than a non-interactive lecture. The question ‘What’ will be answered best through more traditional teaching methods, including oral presentations and digital or printed resources. ‘How?’ fits best with coaching that encompasses practical examples and task-based exercises and ‘What If’ is best answered through self-discovery methods and by posing theoretical challenges such as “I wonder what would happen if we did X instead of Y…”
McCarthy’s work has many implications for presentation styles. For a start, it is likely that a larger audience will contain more than one style of learning. So, information must be presented in ways to appeal to as many groups as possible without demotivating or confusing anyone. For example, divergers will quickly switch off if the presenter doesn’t explain to them soon enough why they should be listening to them. By explaining outcomes, or asking them directly whether the information will be of use to them, presenters can keep them interested for longer.
How to give a winning 4MAT presentation
This theory is all very well, but it can be hard to visualise it all happening in real life without some solid practical examples, hints, and tips. A simple structure for a 4MAT-friendly presentation might go as follows:
• Start with a brief overview of what is to come and why it is relevant in order to motivate your audience to keep paying attention (Why?)
• Provide the information they have come to your presentation to learn – facts, figures, and essential points (What?)
• Show ways in which the information will help them achieve their own goals and targets (How?)
• Finish off by discussing the consequences of applying the information – the benefits of adopting a new system, or pitfalls that can be avoided by they follow what you have taught. (What If?)
This pattern has also been referred to, somewhat colloquially, in certain circles (including, according to some schools of thought, Aristotle himself) as:
“Tell ‘em what you’re going to tell ‘em; Tell ‘em; Tell ‘em what you’ve told ‘em. ”
In other words, start with why you are giving the presentation, go on to share the information you have, and then provide a thoughtful conclusion and ways to take what they have learned further. Thus covering all four of Kolb’s learner types and answering McCarthy’s key 4MAT questions.
Building rapport
It is natural for people to concentrate on what they are going to say when planning a presentation, or thinking about developing their delivery skills. However, it is a well-known fact that we also convey a large amount of information non-verbally, through body language, vocal tonality, facial expressions, eye contact, and more. The more we can be aware of how we are coming across both verbally AND non-verbally in a presentation, the better control we have over our communications – allowing us to build stronger rapport.
Rapport is hugely important in presentations, as it keeps audiences alert and interested in what we are saying, as well as more inclined to remain on our side and receptive to our message. As a rule, we tend to prefer dealing with people whom we perceive as being more like us in terms of approach, values, communication style etc. NLP offers a range of effective techniques and tips to help build rapport through matching verbal and non-verbal communication.
Matching your audience’s posture, gestures, stances, facial expressions, and so on can help establish rapport. However, take care not to do this too much or too intensely or you will come across as creepy or insincere. Other ways to match and create rapport could include style of dress, speed or style of speaking, and the timbre, or resonance in your voice. Know when to create rapport and when to ‘break’ it too, such as at the end of the session when you may wish to leave before your audience to give them a chance to discuss your presentation in private without having to try and take your feelings into account.
Choose your words carefully too. Think about the amount of detail you should be using, as well as the linguistic difficulty of your chosen phrases. Pitch it too high and you will lose people with a lower level of education or smaller vocabulary than you. Go low and you will seem patronising or simplistic.
Talk about things that bind you together, such as shared experiences in workplaces, family life, holiday destinations etc. Commiserate with commuters thwarted by difficult train or car journeys to work. The more ‘human’ you seem, and the more you tailor your message to those receiving it, the better your audience will trust you and want to hear what you have to say.
To find out more about how NLP can support your in building great presentations get in touch today: Let’s Connect
[1] Source: https://medium.com/proactive-learning/kolb-learning-style-e56162c48d43. Accessed 25 July 2023
[2] Source: https://www.speakinyourvoice.com/wp-content/uploads/2012/05/4mat-model-and-notes-Jan-2012.pdf. Accessed 25 July 2023
[3] Source: https://librotas.com/tell-them/. Accessed 25 July 2023
[4] Source: Source: NLP for Business Success, Jeremy Lazarus, published 2013, p60 – 67
