Speaking with Impact

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 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

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

Tell them what you want them to see

Capture their interest 20

Use questions to engage your audience

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

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

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

Use appropriate drama

Content Dos and Don’ts 4 52

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

Get your audience excited

Ask them this question

Conclusion 5 65

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: +33 676 600 925 Email: david@saleschannel-europe.com Motivation Blog: http://saleschannel.blogspot.com Website: www.saleschannel-europe.com

Speaking with Impact

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