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Transcript

  • 1. Preparation 1
  • 2. 1. Plan your presentation checklist
  • 3. Don‟t leave it up to chance
  • 4. Structure: 1. Introduction 2. Body 3. Conclusion
  • 5. It is all a matter of writing a „few lines‟: 1. Outline –used to plan the speech 2. Headline – what’s the news in the speech? 3. Front line – what’s the most important point? 4. Sidelines – quotes, poems or humor 5. Bottom line – an ending the audience will remember
  • 6. Anticipate what they want to hear
  • 7. Show them the problem that requires your solution
  • 8. 3 things that make the difference
  • 9. #1. Clarity - starts in your mind 11
  • 10. #2. Brevity - focus on a few simple ideas 12
  • 11. #3. Impact - through visual stories
  • 12. On stage 2
  • 13. Tell them where you are going
  • 14. Challenge them to look for new perspectives 16
  • 15. SalesChannel Europe Get them ready to travel with you ©2009 SalesChannel Europe SARL. All rights reserved
  • 16. Tell them what you want them to see
  • 17. SalesChannel Europe Show them where they are going to end their journey ©2009 SalesChannel Europe SARL. All rights reserved
  • 18. Capture their interest 20
  • 19. Use questions to engage your audience
  • 20. SalesChannel Europe Use questions to engage your audience: 1. Open and closed questions 2. Rhetorical questions (You answer them for the audience) ©2009 SalesChannel Europe SARL. All rights reserved
  • 21. SalesChannel Europe Use „time‟ to engage your audience: 1. Past 2. Present 3. Future ©2009 SalesChannel Europe SARL. All rights reserved
  • 22. SalesChannel Example: Impromptu speech. Europe 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) ©2009 SalesChannel Europe SARL. All rights reserved
  • 23. Delivery Dos and Don’ts 3 25
  • 24. Don‟t #1. Be shy. Tell it like it is
  • 25. Don‟t #2. Hide behind your message
  • 26. Don‟t #3. Be too technical 28
  • 27. Don‟t #4. Add unnecessary complexity
  • 28. Don‟t #5. Practice on a live audience
  • 29. Do #1. Talk to your audience, not your slides
  • 30. Do #2. Let them see the real you
  • 31. Do #3. Communicate clearly 33
  • 32. Do #4. Use stories to add color
  • 33. Do #5. Tell stories that everyone can relate to
  • 34. Do #6. Create a common vision
  • 35. SalesChannel Do #6. Make it fun by having fun Europe ©2009 SalesChannel Europe SARL. All rights reserved
  • 36. Do #7. Describe your vision of their better future
  • 37. Remember: to smile
  • 38. Remember: your audience is a mirror of you 40
  • 39. Remember: it‟s their perception that counts
  • 40. Remember: to bring your subject to life
  • 41. Perception….
  • 42. ….is reality
  • 43. Listen for your audience‟s unasked questions 45
  • 44. Vary your speed of speech
  • 45. Don‟t speak too slowly 47
  • 46. Don‟t speak too fast
  • 47. Create interest by changing direction
  • 48. SalesChannel Europe Exaggerate to make a point ©2009 SalesChannel Europe SARL. All rights reserved
  • 49. Use appropriate drama
  • 50. Content Dos and Don’ts 4 52
  • 51. Audience Buy-in SalesChannel Europe ‘Value’ Focused Attention Audience Buy-in Audience Attention ©2009 SalesChannel Europe SARL. All rights reserved
  • 52. Audience Engagement SalesChannel Europe Us Them NOW Our Their Past Future ©2009 SalesChannel Europe SARL. All rights reserved
  • 53. Connect with both hemi-spheres 55
  • 54. Re-think the words on your slides
  • 55. Create structure for your audience
  • 56. Use transitions to help them see where they are, where they have been and where you are going
  • 57. 1 2 3 Remember: to leverage the power of 3 59
  • 58. Tell real stories 60
  • 59. It‟s not about the Product 61
  • 60. It‟s about the Customer Experience SalesChannel Europe ©2009 SalesChannel Europe SARL. All rights reserved
  • 61. Get your audience excited
  • 62. Ask them this question
  • 63. Conclusion 5 65
  • 64. SalesChannel Europe Create positive clarity ©2009 SalesChannel Europe SARL. All rights reserved
  • 65. SalesChannel Europe • Tell them what you told them • Tell them why it is important (again) • Let them enjoy their new better future ©2009 SalesChannel Europe SARL. All rights reserved
  • 66. Call to Action
  • 67. Remind them that it is their choice. They don‟t have to make a decision to act….
  • 68. End on a forward looking positive note 70
  • 69. Sales David R Ednie President & CEO Performance SalesChannel Europe SARL Ph: +33 676 600 925 Email: david@saleschannel-europe.com Motivation Blog: http://saleschannel.blogspot.com Website: www.saleschannel-europe.com