P osition
• People are being constantly bombarded with
sensational negative messages about the
economy by the media.

P roblem
• Customers now believe:
− They need to cut costs
− Suppliers ought to be grateful for their
business and ought to reduce their margin as
a sign of their gratitude.

P ossibilities
• You have a number of choices:
− Hope you are small enough to stay under the
radar
− Hope that your current capability is good
enough to deal with the onslaught
− Get some external help from experts

P roposal
• We offer the following support:
− Train you to negotiate better
− Prepare you and assist you in real
negotiations
− Handle your negotiations for you

EFFECTIVE PRESENTATIONS
The Four Ps
• Position
− What is the current situation or background
• Problem
− What is the current problem (from the customer’s point of view)
• Possibilities
− What are the opportunities or possible courses of action – may include
do nothing
• Proposal
− What are you proposing – action based close

P lease
ASK FOR
THE ORDER

Powerpoint
Mistakes

Mistake number one
• Brace yourself for a shock
− People you present to are selfish
− They care more about themselves than they
care about you.
− Make sure your presentation reflects this

Don’t fill up the page with your logo or
continual repetition of large headers and
footers

Focal Point Negotiation - helping companies make
more profit by negotiating effectively
PO Box 6060 Thatcham Berks RG18 9BA - 01635
860120 www.negotiationexpert.co.uk

We are so great and you are so stupid that you
need our telephone number, slogan, address
and website details on every page – even
though we haven’t got a printed copy for you –
so write it down – you’ll have plenty of time just
before you die of boredom
Focal Point Negotiation - helping companies make
more profit by negotiating effectively
PO Box 6060 Thatcham Berks RG18 9BA - 01635

Mistake number Two
• People tend to put every single word that they
are going to say on their PowerPoint slides.
Although this eliminates the need to memorise
your talk, you will lose your audience’s
attention before you get anywhere near the
bottom of the page. Most people in senior
executive jobs have at least a rudimentary
reading ability and they will find it massively
tedious if you read things out for them.

Mistake number three
• Many pople do not run spill chock.
• They have many simple spelling errs
• Remember that the spell check only picks up
whether you have written words that are
correct - ewe need to read it two!

Mistake number four
• Avoid • Your
• Excessive • Key
• Use • Messages
• Of • Have
• Bullet • Even
• Points • Less
• and • Chance
• Builds • Of
• It • Standing
• Does • Out
• Not
• Normally
• Aid
• Clarity.

Mistake number five
• Avoid bad colour schemes
• You don’t have to use every single colour in
the PowerPoint palate

Mistake number six
•There is no chance that it will detract
from your key message
•And it will no doubt impress customers
with your grip of technology

OR YOU COULD USE
One of the rather attractive Microsoft standard templates

Mistake number seven
- as you can see from the chart………

Mistake number seven
- or maybe it would be more useful to have a
table of values as well