A Presentation Tip That Will Change Your Life

TeachUPresentation.com
Presentation Skills Tips That Matter
Poor presentation skills could be costing your
business a lot of money.

About You
Let’s agree on a few assumptions:
1. PowerPoint (slide) presentation is the accepted means of
presenting information
2. Presentation skills are important to functions other than
sales (Management, Operations, HR, Logistics, Supply-Chain, etc.)
3. A poor presentation affects outcome
If these are true, improving presentation skills can have a
positive impact on every function of your business. Improvement
translates to monetary gain.

About You
Other than learning how to make attractive slides, what is there
to learn?
Pretty is not enough.
Presentation requires strategic thinking to get the results you
want.

You Want
You want to be persuasive.
You want to gain support for an idea.
You want people to understand a new process.
You want to motivate a team.
You want to present technical information in an understandable
way.
You want to present tough news and have it well-received.
You want to communicate uniform direction to many people.

Thinking Required
All of these require an ingredient often missing in presentation.
Strategic Thinking

Approach Presentation Correctly
There is a right way, wrong way and better way to do anything.
If you are reading this, you are probably doing okay.
But you could be doing better.

Our Clients
- One client turned a $3.5 million dollar problem into a gain.
- One client received a $5 million building at no cost.
- One client turned an environmental nightmare into a financial
gain and a PR bonanza. And they did it honestly.
- One client boosted sales by 500%.
- One client delivered very bad financial news to investors and
didn’t lose a single one.
- One client needed a very expensive piece of equipment and
got it in spite of a very tight budget.
- One client gained enough investors (in a day) to fully fund a
new venture.

How?
These clients, people like you, learned to use strategic thinking
to get exactly what they wanted from their presentations.

Where to Start?
You start by thinking about exactly what you want from your
presentation.
This is painfully obvious; rarely done.

It’s About
When I ask the question:
What’s the most important thing to consider as you create a
presentation?
The answer is almost always:
Decide what needs to be covered.

Wrong Answer
Every word, image, video, chart or story should be contributing
toward achieving a goal.
The most important thing to consider?
Exactly what you want to accomplish with the
presentation

Get What You Want
You want to accomplish something. Decide on that specific
objective.
Now, you must look at everything through the eyes of your
audience. That is thinking strategically.
What do they (your audience) need to know to be persuaded to
your objective?

How?
When you think about your objective, think about what is in it
for them.
You must give them the information they need and want from
you. Use their language. You must anticipate questions and
answer them before those questions are asked.
Let’s look at an example of strategy in a non-sales situation.

Example
Bad News
Your sales target for Q3 was missed by 7%. Ouch. You have to
deliver your results to the CEO.
So…

You Can Do This And Explain Yourself
0
0.5
1
1.5
2
2.5
Q 1 Q 2 Q 3 Q 4
Budget
Actual

Or Anticipate and Deal With It
0
0.5
1
1.5
2
2.5
Q 1 Q 2 Q 3 Q 4
Budget
Actual
Trend is going in the
right direction.
Note: In spite of missing Q3 target, we are ahead of target
YTD ($.07 Mil) and we fully anticipate hitting Q4 target.

We Will Make Q4
We have taken measures to exceed Q4 targets:
1. Reduced operating expenses and shifted savings to
marketing
2. Conducting sales training
3. Ride-alongs with under-performing sales staff
4. Working existing customer base for service sales
Commitment: Widget Division will exceed Q4 target or will
reduce following quarter operating expense by sales dollars
missed.

Whoa!
Big change.
The color change to green gives a psychological softening to the
bad news.
Adding the tend line shows that things are going in the right
direction.
Adding the comment gets the news on the table under your own
terms---you know it’s coming, why not deal with it?
You show positive steps top correct---anticipating the question,
“what are you doing to correct this?”

Commitment
Finally, you are making a big commitment about what you will do
if your plan fails.
Make reasonable commitments.
Making the commitment, with a penalty to yourself if your plan
fails, greatly diffuses argumentation.

Comments
I cannot go into all the detail necessary to explain this strategy in
this 10 minute presentation.
However, think carefully about the commitment. Be reasonable
but take responsibility for your plans.
A commitment or promise with a penalty if unfulfilled means
nothing. “I promise we will make target” means little.

REAL Promises
When I offer to teach advanced strategic presentation at your
business, I charge no deposits upfront. All the responsibility to
deliver is on me.
Which is a real guarantee?
Satisfaction or your money back
Satisfaction or do not pay
See the difference? There’s a penalty for failure with the second
item

Making A Serious Commitment
Making a real promise, a promise that carries a penalty to the
one making the promise, gives reassurance to the other party.
Always remember that a promise that doesn’t contain a clause
that says if you fail to deliver you’ll pay a price has little value.
This technique has value in every function of your business.
When management says that a new program will make things
better, employees will take that promise more seriously if there
is a ‘failure to deliver’ clause.

Let’s Recap
We agreed that presentation is important to every function of
your business.
We saw that focusing on the objective of a presentation leads to
a better outcome than simply covering material.
We saw that changing how information is presented can improve
the reaction we get. Proper planning can head off difficult
questions.

Recap
Finally, we saw that making a commitment to fix a situation has a
lot more strength if we include a penalty provision.
A promise is a lot stronger if we commit to doing something we
do not want to do if we fail. This must be done carefully and
wisely.
If you want to get past the bad news, get the new project
approved, buy that new piece of equipment or add to your
marketing budget, backing up the request with a serious promise
will greatly improve your chances of getting what you want.

It Works
This is just one of many tips we include in our advanced
presentation classes and workshops. It works. Clients like you
report big victories every week.
Like you, they were skeptical at first. As they used this, and the
other techniques we taught them, they saw better and better
results.
Those improvements have produced revenue and saved costs.

Think About a Workshop
You took the time to read through the SlideShare presentation. Thank you.
Hopefully you learned something new that will benefit you.
We offer onsite advanced presentation training that pays for itself. Every
department will benefit from a workshop or presentation training class.
Write this down: SSDISC500
Get a quote for a class or workshop at your business. Mention that code and you'll
get a $500 discount. You'll be saving and making money for your business.
Contact me directly to discuss your presentation training needs, get your quote
and take your discount.
Chris@TeachUPresentation.com or Call: (530) 467-5690

A Presentation Tip That Will Change Your Life

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A Presentation Tip That Will Change Your Life