0
Welcome!
This program was designed to help
business professionals create better
presentations. I hope you’ll find value in...
/ConnectMembers
@ConnectMembers
Data.com
Visit
connect.data.com
Sign up for free today and get 2 free
contacts!
There are 300 million
PowerPoint users
in the world*
* estimate
They do 30 million
presentations
each day*
* estimate
About a million
presentations are
going on right now*
* estimate
50% of them are
unbearable*
* conservative estimate
POLL
How many presentations do
you deliver in a "typical"
week?
Every time we attempt
to convince anybody,
anywhere, of anything …
in business, at home, over
the phone, in person,
one-on...
#1. Speaking before a group
#2. Heights
#3. Insects and bugs
#5. Deep water
#6. Sickness
#8. Flying
#9. Loneliness
#4. Fin...
#1. Speaking before a group
#2. Heights
#3. Insects and bugs
#5. Deep water
#6. Sickness
#8. Flying
#9. Loneliness
#4. Fin...
Mistake #1
Failure to understand
your audience.
Where do you focus your time?
You and your ideas??? The customer???
Who will attend?
What do they really want?
Why are they participating?
Do you need to establish credibility?
How much time...
Mistake #2
Lack of a clearly
defined objective.
What do you want?
What do you want?
• Order
• Introduction
• Approval
• Support
• Recommendation
• Decision
• Next meeting
What do you want?
What is in it for the listener?
What’s in it for them?
• Save money
• Comply with law
• Increase market
• Improve customer satisfaction
• Drive new busine...
Joining this diet plan will help you loss 10
pounds in the next 30 days.
Purchasing my software will
save your company $1.3M a year.
Making 5 more sales calls per week will
increase your commissions by 12%.
Mistake #3
Too much data!
Three pillars that support your objective
Framework of the presentation
Why Only Three?
#1. What
#2. How
#3. Why
Today’s Agenda
Mistake #4
Failing to excite.
•  You can never take back a ?
•  Less than 2 minutes
•  Forget platitudes
•  A gee-whiz fact, a powerful story
•  Focus a...
ABC Inc
Presentation
Tim Wackel
Account Manager
Big Company Inc
January 31, 2014
Mistake #5
Death by PowerPoint.
PowerPoint
Should be used to:
1. Visualize ideas
2. Create key points
3. Impress!
PowerPoint
Should NOT be used as:
1. Script
2. Handout
3. Data dump
PowerPoint
Q: What is the limit of information
you should put on every slide?
A: As little as possible!
6 X 6 Rule of thum...
Visual Aids
How big is an acre of land?
Visual Aids
43,560 square feet!
Visual Aids
208.7 feet by 208.7 feet
Mistake #6
Ending with
inspirational deficit.
End of slide show, click to exit
pre·sen·ta·tion
Pronunciation: “prE-“zen-‘tA-sh&n”
Function: verb
Definition 1a: asking someone to agree
with you b: askin...
Introduction
•  Hook
•  Message Objective
•  3 Talking Points
Body
•  Talking Point 1/Evidence
•  Talking Point 2/Evidence...
Purchasing this widget
will help your organization
save $1.3M this year
Why?
#1. Tools
#2. Technology
#3. Track Record
Today’s Agenda
Tools
Tools
"Lorem ipsum dolor sit amet, consectetur
adipisicing elit, sed do eiusmod tempor incididunt
ut labore et dolore magn...
Agenda
1.Tools
2. Technology
3. Track Record
Technology
Technology
"Lorem ipsum dolor sit amet, consectetur
adipisicing elit, sed do eiusmod tempor incididunt
ut labore et dolore...
Agenda
1.Tools
2. Technology
3. Track Record
Track Record
Track Record
"Lorem ipsum dolor sit amet, consectetur
adipisicing elit, sed do eiusmod tempor incididunt
ut labore et dolo...
Purchasing this widget
will help your organization
save $1.3M this year
Review
#1. Tools
#2. Technology
#3. Track Record
Today’s Agenda
What, if anything is preventing
you from taking the next step
with me right now?
Final Question
Failure to understand audience
Lack of a clearly defined objective
Too much data
Failing to excite
Death by PowerPoint
End...
214-369-7722
www.timwackel.com
twitter.com/timwackel
linkedin.com/in/timwackel
Ideas for staying in touch…
Anatomy of a Lousy Pitch - 6 Presentation habits to avoid @Connectmembers @TimWackel 6.19.14
Anatomy of a Lousy Pitch - 6 Presentation habits to avoid @Connectmembers @TimWackel 6.19.14
Anatomy of a Lousy Pitch - 6 Presentation habits to avoid @Connectmembers @TimWackel 6.19.14
Anatomy of a Lousy Pitch - 6 Presentation habits to avoid @Connectmembers @TimWackel 6.19.14
Anatomy of a Lousy Pitch - 6 Presentation habits to avoid @Connectmembers @TimWackel 6.19.14
Anatomy of a Lousy Pitch - 6 Presentation habits to avoid @Connectmembers @TimWackel 6.19.14
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Anatomy of a Lousy Pitch - 6 Presentation habits to avoid @Connectmembers @TimWackel 6.19.14

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Learn the 6 lousy presentation habits and how you can avoid them. Sponsored by Data.com Connect

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Transcript of "Anatomy of a Lousy Pitch - 6 Presentation habits to avoid @Connectmembers @TimWackel 6.19.14"

  1. 1. Welcome! This program was designed to help business professionals create better presentations. I hope you’ll find value in these ideas and encourage you to contact me if you have any questions or comments. Tim Wackel 214-369-7722
  2. 2. /ConnectMembers @ConnectMembers Data.com Visit connect.data.com Sign up for free today and get 2 free contacts!
  3. 3. There are 300 million PowerPoint users in the world* * estimate
  4. 4. They do 30 million presentations each day* * estimate
  5. 5. About a million presentations are going on right now* * estimate
  6. 6. 50% of them are unbearable* * conservative estimate
  7. 7. POLL How many presentations do you deliver in a "typical" week?
  8. 8. Every time we attempt to convince anybody, anywhere, of anything … in business, at home, over the phone, in person, one-on-one or in groups
  9. 9. #1. Speaking before a group #2. Heights #3. Insects and bugs #5. Deep water #6. Sickness #8. Flying #9. Loneliness #4. Financial problems #10. Dogs #7. Death Peoples’ Almanac
  10. 10. #1. Speaking before a group #2. Heights #3. Insects and bugs #5. Deep water #6. Sickness #8. Flying #9. Loneliness #4. Financial problems #10. Dogs #7. Death Peoples’ Almanac
  11. 11. Mistake #1 Failure to understand your audience.
  12. 12. Where do you focus your time? You and your ideas??? The customer???
  13. 13. Who will attend? What do they really want? Why are they participating? Do you need to establish credibility? How much time? Specific measurable benefit? Likely objections?
  14. 14. Mistake #2 Lack of a clearly defined objective.
  15. 15. What do you want?
  16. 16. What do you want? • Order • Introduction • Approval • Support • Recommendation • Decision • Next meeting
  17. 17. What do you want? What is in it for the listener?
  18. 18. What’s in it for them? • Save money • Comply with law • Increase market • Improve customer satisfaction • Drive new business • Take market share • Improve workplace safety
  19. 19. Joining this diet plan will help you loss 10 pounds in the next 30 days.
  20. 20. Purchasing my software will save your company $1.3M a year.
  21. 21. Making 5 more sales calls per week will increase your commissions by 12%.
  22. 22. Mistake #3 Too much data!
  23. 23. Three pillars that support your objective Framework of the presentation
  24. 24. Why Only Three?
  25. 25. #1. What #2. How #3. Why Today’s Agenda
  26. 26. Mistake #4 Failing to excite.
  27. 27. •  You can never take back a ? •  Less than 2 minutes •  Forget platitudes •  A gee-whiz fact, a powerful story •  Focus attention on key issues •  Grab their attention
  28. 28. ABC Inc Presentation Tim Wackel Account Manager Big Company Inc January 31, 2014
  29. 29. Mistake #5 Death by PowerPoint.
  30. 30. PowerPoint Should be used to: 1. Visualize ideas 2. Create key points 3. Impress!
  31. 31. PowerPoint Should NOT be used as: 1. Script 2. Handout 3. Data dump
  32. 32. PowerPoint Q: What is the limit of information you should put on every slide? A: As little as possible! 6 X 6 Rule of thumb: 6 words across, 6 lines down
  33. 33. Visual Aids How big is an acre of land?
  34. 34. Visual Aids 43,560 square feet!
  35. 35. Visual Aids 208.7 feet by 208.7 feet
  36. 36. Mistake #6 Ending with inspirational deficit.
  37. 37. End of slide show, click to exit
  38. 38. pre·sen·ta·tion Pronunciation: “prE-“zen-‘tA-sh&n” Function: verb Definition 1a: asking someone to agree with you b: asking someone to make a decision c: asking someone to do something
  39. 39. Introduction •  Hook •  Message Objective •  3 Talking Points Body •  Talking Point 1/Evidence •  Talking Point 2/Evidence •  Talking Point 3/Evidence Close •  Recap Message Objective •  Recap 3 Talking Points •  Ask for a Commitment!
  40. 40. Purchasing this widget will help your organization save $1.3M this year Why?
  41. 41. #1. Tools #2. Technology #3. Track Record Today’s Agenda
  42. 42. Tools
  43. 43. Tools "Lorem ipsum dolor sit amet, consectetur adipisicing elit, sed do eiusmod tempor incididunt ut labore et dolore magna aliqua. Ut enim ad minim veniam, quis nostrud exercitation ullamco laboris nisi ut aliquip ex ea commodo consequat. Duis aute irure dolor in reprehenderit in voluptate velit esse cillum dolore eu fugiat nulla pariatur. Excepteur sint occaecat cupidatat non proident, sunt in culpa qui officia deserunt mollit anim id est laborum."
  44. 44. Agenda 1.Tools 2. Technology 3. Track Record
  45. 45. Technology
  46. 46. Technology "Lorem ipsum dolor sit amet, consectetur adipisicing elit, sed do eiusmod tempor incididunt ut labore et dolore magna aliqua. Ut enim ad minim veniam, quis nostrud exercitation ullamco laboris nisi ut aliquip ex ea commodo consequat. Duis aute irure dolor in reprehenderit in voluptate velit esse cillum dolore eu fugiat nulla pariatur. Excepteur sint occaecat cupidatat non proident, sunt in culpa qui officia deserunt mollit anim id est laborum."
  47. 47. Agenda 1.Tools 2. Technology 3. Track Record
  48. 48. Track Record
  49. 49. Track Record "Lorem ipsum dolor sit amet, consectetur adipisicing elit, sed do eiusmod tempor incididunt ut labore et dolore magna aliqua. Ut enim ad minim veniam, quis nostrud exercitation ullamco laboris nisi ut aliquip ex ea commodo consequat. Duis aute irure dolor in reprehenderit in voluptate velit esse cillum dolore eu fugiat nulla pariatur. Excepteur sint occaecat cupidatat non proident, sunt in culpa qui officia deserunt mollit anim id est laborum."
  50. 50. Purchasing this widget will help your organization save $1.3M this year Review
  51. 51. #1. Tools #2. Technology #3. Track Record Today’s Agenda
  52. 52. What, if anything is preventing you from taking the next step with me right now? Final Question
  53. 53. Failure to understand audience Lack of a clearly defined objective Too much data Failing to excite Death by PowerPoint Ending with inspiration deficit Review
  54. 54. 214-369-7722 www.timwackel.com twitter.com/timwackel linkedin.com/in/timwackel Ideas for staying in touch…
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