Presentation skills pre cycle meeting june 2005

Presentation skills

RITA TEAM

Ehab Hussein

Sales Trainer

Definition

A presentation is any time you try to get your thoughts ,opinions and ideas across to other people to create a positive outcome like change behaviour, attitude or feeling

What is a Meeting?

A gathering of three or more persons sharing common objective, where

communication ( verbal and / or written) is the primary mean of achieving those

objectives

Why Presentation

To reinforce the key messages.

To launch new product, indication or product related document.

To overcome competitor claims or objections.

To build customer’s loyalty.

Scientific service.

Powerful promotional tool.

Types of Presentation

Informative presentation

Report Delivering facts.

Persuasive presentation – Professional

Inspire changes in behaviors,

attitude or beliefs.

Presentation Skills

Is the art of preparing, organizing and delivering an effective and persuasive presentation to achieve the business

objective behind it.

Presentation Skills

The ultimate objective is to close with a positive conclusion about the product

or idea that can has positive impact on business outcome

Why it might be uncomfortable

Anxiety.

Lack of practice.

Lack of experience.

The others learn from our SUCCESS

While we learn from our MISTAKES

10 Top Fears Speaking in front of a group. Heights. Insects & Bugs. Financial problems. Deep water. Death. Loneliness. Dogs. Sickness. Flying.

Anxiety & Stress

A natural phenomenon arise whenever we are under stress and reflected as signals of:

Nervous stomach. Sweating. Shaking hands & legs. Rapid Breathing. Increased heart rate.

Assess yourself

Avoider : Does everything to escape from it.

Resister : Never encourage it.

Accepter : Do it as part of the job, never seek opportunities to do it.

Seeker : Looks for opportunities to get it .

Essential Presentation skills

Communication skills. Time management

skills. Persuasive skills. Negotiation skills. Managing stress and

anxiety. Mastering the topic. Sense of humor.

Tips for reducing anxiety

Organize.

Visualize.

Practice.

Breath deeply to release tension.

Move around when speaking.

Maintain individual eye contact.

Steps to effective Presentation

Planning

Organizing

Structure

Delivering

Close

Discussion

Follow up

Planning Presentation

Target & Analyze your audience. Set the OBJECTIVES. Structure the Message. Plan & Gather the Visual Materials. Anticipate & Plan for Feed Back . Plan for your Close . Plan your Follow Up .

Organizing the presentation

1. Select The Framework.

2. Identify the Main Points

& Supporting Details .

3. Write the Message Outline .

Organizing the presentation

Framework

is the Story of your product in the presentation .

1. Here is the problem & here is the Solution !! 2. This is your Goal & This is how to Achieve it !! 3. The Progress ( Number Based )!! 4. Ask a Question then use the Answers !!

Framework

is the Story of your product in the presentation .

1. Here is the problem & here is the Solution !! 2. This is your Goal & This is how to Achieve it !! 3. The Progress ( Number Based )!! 4. Ask a Question then use the Answers !!

Organizing the Presentation

Identify the key points you like to deliver to the audience .

Write down these points on your planning sheet .

Match these points against your materials to make it look like a piece of Art.

Structuring the presentation

CHOOSE VISUALS TO BE USED

1. SLIDES.(PPP) 2. VIDEO FILMS

DVD`S. 3. OVERHEAD

TRANSPARENCY. 4. CLINICAL TRIALS

REPRINT.

Delivering the Presentation

Presentation sequence: Introduction of your self and the presentationIntroduction of your self and the presentation Preview sentencePreview sentence Main ideas & sub-points.Main ideas & sub-points. State their benefits.State their benefits. Deliver the body of the presentation.Deliver the body of the presentation. SummarySummary Conclusion.Conclusion.

Delivering the Presentation

know how to manage

the 4 4 aspects of a presentation :

How people will see you How they hear you How you say your message How you deliver your message

Delivering the Presentation

Communication is all about getting the response you want . This means that at all times people must see your communication

as Clear simple Concise And Easy flow.

Above All YOUR SELF – CONFIDENCE IS CRUCIAL

Delivering the Presentation

EFFECTIVE OPENING

HAS FOUR ELEMENTS

1. DESCRIBES THE PRESENTATION STRUCTURE & TIME.

2. DESCRIBES THE CUSTOMER

NEED. 3. DESCRIBES THE

PRODUCT BENEFITS . 4. CONTAINS THE

PRODUCT NAME .

Delivering the Presentation

Use the power of Non – Verbal Communication

Body languageAudience not only listen but also see you. your body communicates different impressions.

Facial Expressions Smiling face reflect friendliness , warmth.Audience will be more comfortable and like to listen .

Delivering the Presentation

Eye contact

Helps regulating the flow of communication. Its signals interest in others and increase speaker’s credibility .

Posture Standing erect and leaning forward communicates that you are confident and friendly .

Delivering the Presentation

Gesture

Lively speaking style captures attention make the material more interesting and facilitate understanding .

Voice

The most valuable tool of a presenter – varying your voice, not to be monotonous listeners perceive this as boring and dull .

Delivering the Presentation

Proximity

Cultural norms dictate comfortable distance for interaction with others.

Move around the room to increase interaction with your audience , increasing proximity enables you to make better eye contact.

Closing the Presentation

SLOW DOWN & SUMMARIZE YOUR KEY MESSAGES

SELECT THE WORDS YOU LIKE TO USE FOR CLOSE OF PRESENTATION

YOUR CLOSE MUST MATCH YOUR OBJECTIVE

DI$CU$$ION

IT IS THE MOST IMPORTANT PART OF THE MEETING

DI$CU$$ION = $ELLING . ANNOUNCE THE TIME

FOR IT . INVITE QUESTIONS

( BE MODEST ). YOU CAN DIRECT YOUR

EYE CONTACT TO THE GROUP LEADER , OR ASK HIM DIRECTLY .

Discussion – Answering questions

GROUPS USUALLY HAVE WIDER VISION THAN INDIVIDUALS & THEIR THOUGHTS COVER WIDER AREA , SO THEY ASK WIDER VARIETY OF QUESTIONS .

YOU MUST BE PREPARED TO ANSWER THESE QUESTIONS

Discussion – Answering questions

IF YOU ARE UNCERTAIN ABOUT THE ANSWER

DON`T BLUFF , WRITE THE QUESTION & THE PERSON ASKED IT ON A PAPER .

IF THE QUESTION IS ARGUMENTATIVE

INVITE THE AUDIENCE TO ANSWER OR COMMENT TO AVOID CHALLENGE & HAVE SUPPORT FROM THE GROUP MEMBERS .

Concluding the meeting

Conclude on positive outcomes.

Rehearse your key messages

Gain agreement and commitment

& link to your objective.

Thank audience for their attendance.

Close with positive remarks.

Attend with hospitality.

Tips for successful presenter

You should know your presentation very well ; briefly glance your notes to ensure staying on the right track.

You don’t have to get rid of anxiety and tension knowing that they are not as noticeable to the audience as they are to you .

Know that even best presenters make mistakes ; the key is to continue ….

“ Winners continue while losers stopWinners continue while losers stop “

If you have handouts , don’t read straight from them .

Try to get rid of annoying habits.

Speak to the audience NOT to the visual aids.

Speak clearly , loudly enough for all to hear ; avoid monotone voice .

Tips for successful presenter

Circulate around the room as you speak , this movement creates a physical closeness to the audience .

Get to the presentation before your audience arrives ; be the last one to leave.

Tips for successful presenter