0
Preparation   1
1. Plan your presentation checklist
Don‟t leave it up to chance
Structure:




             1. Introduction
             2. Body
             3. Conclusion
It is all a matter of writing a „few lines‟:



      1.   Outline –used to plan the speech
      2.   Headline – what’s t...
Anticipate what they want to hear
Show them the problem that
  requires your solution
3 things that make the difference
#1. Clarity - starts in your mind

                                    11
#2. Brevity - focus on a few simple ideas




                                            12
#3. Impact - through visual stories
On stage   2
Tell them where you are going
Challenge them to look
 for new perspectives
                         16
SalesChannel
                                                            Europe




  Get them ready to travel with you

©...
Tell them what you want them to see
SalesChannel
                                                            Europe




                  Show them where they...
Capture their interest




20
Use questions to engage
your audience
SalesChannel
                                                                            Europe

Use questions to engage y...
SalesChannel
                                                                             Europe

Use „time‟ to engage you...
SalesChannel
Example: Impromptu speech.                                                Europe

Trigger word “shopping”
Que...
Delivery Dos and Don’ts   3   25
Don‟t #1. Be shy. Tell it like it is
Don‟t #2. Hide behind your message
Don‟t #3. Be too technical




28
Don‟t #4. Add unnecessary complexity
Don‟t #5. Practice on a live audience
Do #1. Talk to your audience, not your slides
Do #2. Let them see the real you
Do #3. Communicate clearly

33
Do #4. Use stories to add color
Do #5. Tell stories that everyone can relate to
Do #6. Create a common vision
SalesChannel
Do #6. Make it fun by having fun                                           Europe




               ©2009 Sa...
Do #7. Describe your vision
   of their better future
Remember: to smile
Remember: your audience is a mirror of you
40
Remember: it‟s their perception that counts
Remember: to bring your subject to life
Perception….
….is reality
Listen for your audience‟s unasked questions




45
Vary your speed of speech
Don‟t speak too slowly


                     47
Don‟t speak too fast
Create interest by changing direction
SalesChannel
                                                                           Europe
Exaggerate to make a point
...
Use appropriate drama
Content Dos and Don’ts   4   52
Audience Buy-in
                                                                                SalesChannel
             ...
Audience Engagement
                                                                     SalesChannel
                    ...
Connect with both hemi-spheres




                                 55
Re-think the words
  on your slides
Create structure for your audience
Use transitions to help them see
where they are, where they have
 been and where you are going
1
                   2
                                   3

Remember: to leverage the power of 3

59
Tell real stories




60
It‟s not about the Product

                             61
It‟s about the Customer Experience                                   SalesChannel
                                        ...
Get your audience excited
Ask them this question
Conclusion   5   65
SalesChannel
                                                                            Europe
Create positive clarity


...
SalesChannel
                                                                              Europe




•   Tell them what y...
Call to Action
Remind them that it is their
choice. They don‟t have to
make a decision to act….
End on a forward looking positive note




                                         70
Sales   David R Ednie
               President & CEO

Performance    SalesChannel Europe SARL
               Ph: +33 676 6...
Speaking with Impact
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Speaking with Impact

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You don't get a second chance to make a first impression.

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Transcript of "Speaking with Impact"

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