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We all know what it feels like to sit through a lackluster training listening to a disinterested speaker drone on and on about a topic he may know lots about, but just can\u2019t seem to bring to life. On the other hand, we\u2019ve also been witness to presenters who take the most dry, mundane material and make it feel fresh and exciting.\n\nWhat\u2019s their secret? How do speakers turn average talks into great experiences that leave audiences feeling inspired and energized?\n\nIt turns out, great presentation skills can be learned.\n\nMy guest today is best-selling author and speaker Rob Jolles. Rob is a former corporate trainer who draws on his 30-plus years of training experience to "teach people how to change minds. His programs on influence and persuasion are in global demand, reaching organizations in North America, Europe, Africa, and the Far East. And in showing clients not just 'how to' but also 'why to,' he stirs individuals and companies to create real, lasting change.\u201d\n\nRob has developed a proven process that helps presenters lead workshops and seminars, as well as keynote presentations, that are informative, engaging, inspiring and memorable.\n\nToday we\u2019re going to talk specifically about how to run seminars and workshops and the biggest mistakes companies make when it comes to corporate training and presenting.\n\nI know you're going to love this discussion, and you're going to learn a ton from Rob Jolles on this edition of Grow My Revenue!\n\nListen to this episode and discover:\n\n\xb7 Why it\u2019s critical that curriculum developers collaborate with presenters to create engaging and effective trainings.\n\xb7 Why decision makers need to attend the very trainings they sign-off on.\n\xb7 What speaker bureaus look for when hiring speakers and presenters.\n\xb7 Why 15-second sound bites no longer cut it.\n\xb7 And so much more\u2026\n\nEpisode Overview\n\nAs a longtime trainer for the Xerox Corporation, Rob Jolles knows the importance of process for delivering workshops and keynotes that are engaging and leave audiences members wanting more. It doesn't matter whether you're presenting to a group of 4 or 40, the principles of great speaking are the same: deliver value that educates and entertains, while letting the audience know that you understand their issues.\n\nFrom the start, a speaker should let audience members know "What's in it for me?" (often referred to by its acronym \u2018WIIFM\u2019), Rob says.\n\n\u201cWe don\u2019t know who\u2019s in that little group of seven,\u201d he says. \u201cI always like to throw in a little \u2018WIIFM\u2019\u2026 and not just, \u2018What\u2019s in it for you?\u2019 but maybe how what I\u2019m going to talk about is going to help you on the job, and perhaps help the company you work for.\u201d\n\nIn other words, set the audience\u2019s expectations.\n\nMore importantly, by having a process you can follow to deliver key ideas and take-aways, a speakers and presenters can monitor what\u2019s working and what\u2019s not.\n\n\u201cWhen you have a process, you have a way of measuring what you\u2019re doing. When you can measure it, you can fix it. The process that we used was called the UPPOP,\u201d Rob says.\n\nIn this episode, we talk about:\n\n\xb7 What UPPOP stands for and why it works.\n\xb7 How to prime audience members for \u2018the ask.\u2019\n\xb7 What all decision makers need to do when booking speakers or trainers.\n\xb7 Why blaming the audience for inattention is a bad idea.\n\xb7 Tools the best speakers use in their presentations.\n\xb7 The biggest mistake presenters make when preparing their presentations.\n\n\u201cAt the end of the day, it isn\u2019t about all the information that you crammed in,\u201d Rob says. \u201cIt\u2019s people finishing that presentation and going: \u2018You know, I like that CEO. I like that guy in accounting, and I love working here, and I want to do what they just asked me to do.\u2019\u201d\n\nTune in for all of these nuggets of wisdom, and more, on today's Grow My Revenue with Rob Jolles.\n\nFor full show notes and other resources, please visit: http://www.ianaltman.com/podcast/rob-jolles/