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Presentation Skills
iSpeak Foundation SeriesMonth day, 2012Instructor Name
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Agenda
• Introductions – What do you want to learn?
• Itinerary
• Ground Rules
–Phones on Silent
–Ask Questions
–Participate & Respect others
–Respect our schedule
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Satori
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Presentation SkillsUnit One: Effective Communication
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Effective Communication
Communication skills ranked as number one factor contributing to success by:
– Job Outlook 2012 survey by the National Association of Colleges and Employers
– Journal of Business Communication of Fortune 500 Vice-Presidents
– CEOs from 5000 U.S. companies
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Poor Presentations
• What makes a presentation so poor?– Reading from the slides
– Speaker is nervous
– Boring
– Too many slides
– Not prepared (unorganized)
– Takes too much time
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Fear of Speaking
• Gallop Poll: Top Fear in America is ________.
• 2 of 5 people have a fear of speaking
• Studies show 75% of speakers have anxiety
• Afraid of…– Forgetting
– Being embarrassed
– Being intimidated
Snakes
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Presentation #1
• 3-5 minute presentation• Presentation about you
(vacation, job, family, hobby)• Evaluation will focus on your:
– Organization
– Objectives
– Communication
– Delivery
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9
Exercise: Strengths and Areas to Improve
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History of Public Speaking
• Aristotle's Rhetoric– Ethos
– Pathos
– Logos
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Communication Factors
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Words
“Kind words can be short and easy to speak, but their echoes are truly endless.” - Mother Teresa
• Weak words
• Slang
• Speech fillers
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Voice
“We often refuse to accept an idea merely because the tone of voice in which it has been expressed is unsympathetic to us.” - Friedrich Nietzsche
• Inflection• Volume• Clarity• Speed • Pauses
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Body Language
“I speak two languages, Body and English.” - Mae West
• Smile• Stand to the Left• Body Position • Use Your Hands• Eye Contact
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Satori
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Presentation SkillsUnit Two: Presentation Foundation
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Presentation Types
• Persuasive– Sales presentation– Budget review
• Informative– Financial presentation– Technical presentation
• Entertaining– Awards ceremony– Keynote luncheon speaker
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SMART Presentation Objective
• SpecificWhat exactly do want to accomplish in this presentation?
• MeasurableCan we measure it?
• AttainableIs it attainable during the timeframe of my presentation?
• Relevant Will this objective lead to the desired results?
• TimelyWhen will this objective be accomplished?
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Exercise: Presentation Objective
• Write your presentation objective
• Make it specific
• Share it with someone else
• Get feedback
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Audience Analysis
• Analysis
• Understanding
• Demographics
• Interest
• Environment
• Needs
• Customized
• Expectations
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Exercise: Audience Analysis
• Write your Audience Analysis
• Be specific
• Share it with someone else
• Get feedback
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Satori
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Presentation SkillsUnit Three: Presentation Structure
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Presentation Structure
• Tell ‘em Method
• Answer First
• 3-1-2 Method– Results-focused
– You start the development of your presentation with the conclusion (#3)
– Then you develop an opening (#1)
– Then you develop your supporting data (#2)
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Closing Techniques
• Call for action
• Startling statement
• Supporting story
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Memorable Closing Example
Take a journey with me and let’s visit our company 5 years into the future. What do you see? Our client base includes customers from around the globe. Our offices in North America have expanded to include South America, Europe and the Pacific Rim.
We are developing our products in half the time that it currently takes and our support staff is providing service 24 hours a day via the web and VoIP phone service. And how did all this come to be? We decided 5 years ago to invest in our future with a web based Supply Chain and CRM system.
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Memorable Closing Example
I need your support to solve this issue today. Without your approval on the budget, the Supply Chain and CRM system will never happen…that future will never happen.
Can we afford NOT to move forward?
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Example Close – Cynthia
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Example Close – Kevin
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Exercise: Write Your Closing
• Write your Closing
• Make it memorable
• Share it with your group
• Get their feedback
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Introductions & Openings
• Ask the audience a question• Begin with a quotation• Startle the audience with a fact or figure• Tell a story• Relate your main points to the audience• Create curiosity with the audience• Emphasize the importance of your subject
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Memorable Opening
According to the A.C. Nielsen Company, the average American watches more than four hours of television each day, which equates to 28 hours of TV per week, or two months of non-stop TV watching each year. That means that you and I spend 9 years in our lifetime glued to the tube.My name is John Houser and I am a TV addict. I want to speak to you about the negative effects of too much television, which include health issues, violence, and risky behaviors. Television, in moderation, can be a good thing. But four hours per day has negative effects on us physically, socially, and emotionally.
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Memorable Opening
What is your biggest fear? If you are like most Americans, you fear snakes, public speaking, heights, and death, in that order. That means if an average person goes to a funeral, they would rather be in the casket than delivering the eulogy.
My name is Russ Boles and I’ve been professionally speaking for 20 years. I want to share my experiences with you so that at the end of our time together you will be able to overcome your fear of speaking and present an organized and professional presentation.
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Example Open – Cynthia
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Example Open – Kevin
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Exercise: Write Your Opening
• Write your Opening
• Grab their attention
• Tell them what you will share
• Get feedback on your work
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Develop & Design the Body
• Rule of Three• Key Points
– Relevant
– Unique
– Thorough
• Supporting Materials– Statistics
– Stories
– Examples
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Exercise: Write the Body
• Write the Body
• Make it structured and easy for the audience to follow
• Share it with your group
• Get their feedback
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Transitions
1) Between the introduction and the body
2) Between key point #1 and key point #2
3) Between key point #2 and key point #3
4) Between the body and the conclusion
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40
Exercise: Supporting Materials and Transitions
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Satori
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Presentation SkillsUnit Four: Presentation Techniques
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Room Logistics
• Seating
• Lighting
• Climate
• Microphone
• Projector
• Speaking Platform
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Personal Motivation
• ANT (Automatic Negative Thoughts)
• Visualize Success
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Presentation Questions
• Prepare
• Types of Questions
• Process– Listen
– Acknowledge
– Rephrase
– Answer
– Bridge
?
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Visual Aids
• Back-Row Comprehension
• The KILL KISS
• The Three T’s of Visuals– Touch
– Turn
– Talk
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Account Management System Meeting Flow
Internal AlignmentMeetings are internalPrep meetings
Engagement Meetings are our working meetings with the customer
Governance Meetings are where policy gets set and financial decisions get made
Client Owned Meetings led by the customer
5Cross-Functional
Management Process Meetings
Client Executive Staff
Meeting E3
RCA Audit - Trending and Quality
Meeting E9
Operations Review
Meeting IA7
Account Operations Team
Meeting G2
Functional Leaders
Meeting G3, G4, G5, G6
Chief Technology Officer
Meeting E2
New Business Status Review
Meeting IA8
Strategic Partnership Senior Executive
Meeting G8
Account Executive
Meeting E1
Functional Leaders Working Group
Meeting E6
Enterprise Demand Management Forecasting
Meeting E10
Asset - Lease Management
Meeting E7
Pre-Enterprise Demand Management Forecasting
Meeting IA10
Functional Leadership Review
Meeting IA4
Daily Checkpoint Meeting
Meeting IA1
Change Control Review BoardMeeting E5
Audits and Control Management
Meeting E8
Project Management
Meeting G1
Relationship Management Workshop: Governance/
EngagementMeeting E4
Delivery Assurance Review
Meeting IA12AE Staff
Meeting IA2
Account Team Assessment
Meeting IA15
Initial Account Team Alignment
Meeting IA14
Survival Training
Meeting IA16
Internal Business Town Hall
Meeting IA11
Account Review
Meeting IA9
Account Objective Alignment
Meeting IA13
Client Kickoff
Meeting E12
Client Rules of EngagementMeeting E11
Weekly Executive Transition Status Review
Meeting IA6
Executive Budget and Strategy Review
Meeting IA17
Transition Kickoff
Meeting IA18
Plan of the DayMeeting IA5 Project Integration
Meeting IA3
Client Satisfaction/Benchmarking
Meeting G7
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Classifying Types of Sales Promotions
PromotionalPromotionalpricingpricing
Non-priceNon-pricepromotionspromotions
SamplingSampling
• Price reductions
• Free goods
• Tied offers
• Money off next purchase
• Loss leader pricing
• Cheap credit
• Contests
• Free gifts
• Self-supporting offers
• Multi-brand promos
• Guarantees and added services
• Most effective in the early stages of a new product launch (#1 use for coupons)
• Important for food products
• Very expensive
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Sales Promotions
• Promotional Pricing
• Non-price Promotions
• Sampling
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Organizational Responsibilities
• VP of Sales – Monitor and analyze distribution channel and sales force performance – Adjust to shift in market share positions – Accurately and promptly manage sales reps
• VP of Marketing – Schedule face time with experts and collaborators – Integrate with line-of-business (LOB) applications – Align activities to strategy – Maximize brand and product performance
• District Managers – Control data from multiple sources – Link budgets, forecasts, actual – Gain better visibility into sales, customer, and market information
• Sales Managers – Analyze market structure and segmentation – Better define targeted marketing and sales strategies
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Organizational Responsibilities
• Vice President of Sales
• Vice President of Marketing
• District Managers
• Sales Managers
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Closing the Fiscal Gap
Projected City Revenue with a Sales Tax and Currently Projected City Expenditures and Revenues, 2005 to 2015
$780
$800
$820
$840
$860
$880
$900
$920
2005 2006 2007 2008 2009 2010 2011 2012 2013 2014 2015
Year
2004
con
stan
t dol
lars
(i
n m
illi
ons)
City Expenditures City Revenues City Revenue with 0.5% Sales Tax Revenue
City Revenue with 0.75% Sales Tax Revenue
City Revenue with 1.0% Sales Tax Revenue
Source: Authors’ Calculations
Recommended Tax Increase
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Projected City Revenue
Source: Authors’ Calculations
$780
$800
$820
$840
$860
$880
$900
$920
2005 2006 2007 2008 2009 2010 2011 2012 2013 2014 2015
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Presentation #2
• 4-5 minute presentation
• Evaluation will focus on your:– Previous Strengths
– Areas to Improve
– Organization
– Objectives
– Communication
– Delivery
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Satori
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Presentation SkillsImplement to Improve
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iSpeak Learning Methodology
“Knowing is not enough; we must apply. Willing is not enough; we must do.” - Johann Goethe
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Satori
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Kaizen
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Continue Your Learning At iSpeak University!
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