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You don't get a second chance to make a first impression.
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Preparation 1
1. Plan your presentation checklist
Don‟t leave it up to chance
1. Introduction2. Body3. Conclusion
Structure:
It is all a matter of writing a „few lines‟:
1. Outline –used to plan the speech2. Headline – what’s the news in the speech?3. Front line – what’s the most important point?4. Sidelines – quotes, poems or humor5. Bottom line – an ending the audience will
remember
Anticipate what they want to hear
Show them the problem that
requires your solution
3 things that make the difference
11
#1. Clarity - starts in your mind
12
#2. Brevity - focus on a few simple ideas
#3. Impact - through visual stories
On stage 2
Tell them where you are going
16
Challenge them to look
for new perspectives
©2009 SalesChannel Europe SARL. All rights reserved
SalesChannelEurope
Get them ready to travel with you
Tell them what you want them to see
©2009 SalesChannel Europe SARL. All rights reserved
SalesChannelEurope
Show them where they are
going to end their journey
20
Capture their interest
Use questions to engage your audience
©2009 SalesChannel Europe SARL. All rights reserved
SalesChannelEurope
Use questions to engage your audience:
1. Open and closed questions
2. Rhetorical questions
(You answer them for the audience)
©2009 SalesChannel Europe SARL. All rights reserved
SalesChannelEurope
Use „time‟ to engage your audience:
1. Past
2. Present
3. Future
©2009 SalesChannel Europe SARL. All rights reserved
SalesChannelEuropeExample: Impromptu speech.
Trigger word “shopping”
Questions using Past, Present & Future
• What is the history of shopping? When did it
first become part of our daily lives? (Past)
• Where do you go to shop today for standard
items like clothing and footwear? (Present)
• What is the future of shopping for people who
live in remote areas? (Future)
25
Delivery Dos and Don’ts 3
Don‟t #1. Be shy. Tell it like it is
Don‟t #2. Hide behind your message
28
Don‟t #3. Be too technical
Don‟t #4. Add unnecessary complexity
Don‟t #5. Practice on a live audience
Do #1. Talk to your audience, not your slides
Do #2. Let them see the real you
33
Do #3. Communicate clearly
Do #4. Use stories to add color
Do #5. Tell stories that everyone can relate to
Do #6. Create a common vision
©2009 SalesChannel Europe SARL. All rights reserved
SalesChannelEuropeDo #6. Make it fun by having fun
Do #7. Describe your vision
of their better future
Remember: to smile
40
Remember: your audience is a mirror of you
Remember: it‟s their perception that counts
Remember: to bring your subject to life
Perception….
….is reality
45
Listen for your audience‟s unasked questions
Vary your speed of speech
47
Don‟t speak too slowly
Don‟t speak too fast
Create interest by changing direction
©2009 SalesChannel Europe SARL. All rights reserved
SalesChannelEurope
Exaggerate to make a point
Use appropriate drama
52
Content Dos and Don’ts 4
©2009 SalesChannel Europe SARL. All rights reserved
SalesChannelEurope
Audience Buy-in
Audience Attention
Audience Buy-in
‘Value’ Focused Attention
©2009 SalesChannel Europe SARL. All rights reserved
SalesChannelEurope
Audience Engagement
Us
Our Past
Them
Their Future
NOW
55
Connect with both hemi-spheres
Re-think the words
on your slides
Create structure for your audience
Use transitions to help them see
where they are, where they have
been and where you are going
59
Remember: to leverage the power of 3
12
3
60
Tell real stories
61
It‟s not about the Product
©2009 SalesChannel Europe SARL. All rights reserved
SalesChannelEurope
It‟s about the Customer Experience
Get your audience excited
Ask them this question
65
Conclusion 5
©2009 SalesChannel Europe SARL. All rights reserved
SalesChannelEuropeCreate positive clarity
©2009 SalesChannel Europe SARL. All rights reserved
SalesChannelEurope
• Tell them what you told them
• Tell them why it is important (again)
• Let them enjoy their new better future
Call to Action
Remind them that it is their
choice. They don‟t have to
make a decision to act….
70
End on a forward looking positive note
Sales David R EdniePresident & CEOSalesChannel Europe SARLPh: +33 676 600 925Email: david@saleschannel-europe.comBlog: http://saleschannel.blogspot.comWebsite: www.saleschannel-europe.comMotivation
Performance
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