Speaking with Impact

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

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#1. Clarity - starts in your mind

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#2. Brevity - focus on a few simple ideas

#3. Impact - through visual stories

On stage 2

Tell them where you are going

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Challenge them to look

for new perspectives

©2009 SalesChannel Europe SARL. All rights reserved

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Get them ready to travel with you

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Tell them what you want them to see


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Show them where they are

going to end their journey


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Capture their interest

Use questions to engage your audience


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Use questions to engage your audience:

1. Open and closed questions

2. Rhetorical questions

(You answer them for the audience)



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Use „time‟ to engage your audience:

1. Past

2. Present

3. Future



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)


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Delivery Dos and Don’ts 3

Don‟t #1. Be shy. Tell it like it is

Don‟t #2. Hide behind your message

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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

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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


SalesChannelEuropeDo #6. Make it fun by having fun


Do #7. Describe your vision

of their better future

Remember: to smile

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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

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Listen for your audience‟s unasked questions

Vary your speed of speech

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Don‟t speak too slowly

Don‟t speak too fast

Create interest by changing direction


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Exaggerate to make a point


Use appropriate drama

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Content Dos and Don’ts 4


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Audience Buy-in

Audience Attention

Audience Buy-in

‘Value’ Focused Attention



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Audience Engagement

Us

Our Past

Them

Their Future

NOW


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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

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Remember: to leverage the power of 3

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3

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Tell real stories

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It‟s not about the Product


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It‟s about the Customer Experience


Get your audience excited

Ask them this question

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Conclusion 5


SalesChannelEuropeCreate positive clarity



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• 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….

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End on a forward looking positive note

Sales David R EdniePresident & CEOSalesChannel Europe SARLPh: +33 676 600 925Email: [email protected]: http://saleschannel.blogspot.comWebsite: www.saleschannel-europe.comMotivation

Performance

Business

Speaking with Impact