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Presentation skills pre cycle meeting june 2005

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  • 1. Presentation skills RITA TEAM Ehab Hussein Sales Trainer
  • 2. Definition A presentation is any time you try to get your thoughts ,opinions and ideas across to other people to create a positive outcome like change behaviour, attitude or feeling
  • 3. What is a Meeting? A gathering of three or more persons sharing common objective, where communication ( verbal and / or written) is the primary mean of achieving those objectives
  • 4. Why Presentation  To reinforce the key messages.  To launch new product, indication or product related document.  To overcome competitor claims or objections.  To build customer’s loyalty.  Scientific service.  Powerful promotional tool.
  • 5. Types of Presentation  Informative presentation Report Delivering facts.  Persuasive presentation – Professional Inspire changes in behaviors, attitude or beliefs.
  • 6. Presentation Skills Is the art of preparing, organizing and delivering an effective and persuasive presentation to achieve the business objective behind it.
  • 7. Presentation Skills The ultimate objective is to close with a positive conclusion about the product or idea that can has positive impact on business outcome
  • 8. Why it might be uncomfortable  Anxiety.  Lack of practice.  Lack of experience.
  • 9. The others learn from our SUCCESS While we learn from our MISTAKES
  • 10. 10 Top Fears  Speaking in front of a group.  Heights.  Insects & Bugs.  Financial problems.  Deep water.  Death.  Loneliness.  Dogs.  Sickness.  Flying.
  • 11. Anxiety & Stress A natural phenomenon arise whenever we are under stress and reflected as signals of:  Nervous stomach.  Sweating.  Shaking hands & legs.  Rapid Breathing.  Increased heart rate.
  • 12. Assess yourself  Avoider : Does everything to escape from it.  Resister : Never encourage it.  Accepter : Do it as part of the job, never seek opportunities to do it.  Seeker : Looks for opportunities to get it .
  • 13. Essential Presentation skills  Communication skills.  Time management skills.  Persuasive skills.  Negotiation skills.  Managing stress and anxiety.  Mastering the topic.  Sense of humor.
  • 14. Tips for reducing anxiety  Organize.  Visualize.  Practice.  Breath deeply to release tension.  Move around when speaking.  Maintain individual eye contact.
  • 15. Steps to effective Presentation  Planning  Organizing  Structure  Delivering  Close  Discussion  Follow up
  • 16. Planning Presentation  Target & Analyze your audience.  Set the OBJECTIVES.  Structure the Message.  Plan & Gather the Visual Materials.  Anticipate & Plan for Feed Back .  Plan for your Close .  Plan your Follow Up .
  • 17. Organizing the presentation  1. Select The Framework.  2. Identify the Main Points & Supporting Details .  3. Write the Message Outline .
  • 18. Organizing the presentation Framework is the Story of your product in the presentation .  1. Here is the problem & here is the Solution !!  2. This is your Goal & This is how to Achieve it !!  3. The Progress ( Number Based )!!  4. Ask a Question then use the Answers !!
  • 19. Organizing the Presentation  Identify the key points you like to deliver to the audience .  Write down these points on your planning sheet .  Match these points against your materials to make it look like a piece of Art.
  • 20. Structuring the presentation  CHOOSE VISUALS TO BE USED  1. SLIDES.(PPP)  2. VIDEO FILMS DVD`S.  3. OVERHEAD TRANSPARENCY.  4. CLINICAL TRIALS REPRINT.
  • 21. Delivering the Presentation  Presentation sequence: Introduction of your self and the presentation Preview sentence Main ideas & sub-points. State their benefits. Deliver the body of the presentation. Summary Conclusion.
  • 22. Delivering the Presentation  know how to manage the 4 aspects of a presentation :  How people will see you  How they hear you  How you say your message  How you deliver your message
  • 23. Delivering the Presentation  Communication is all about getting the response you want . This means that at all times people must see your communication  as Clear  simple  Concise  And Easy flow. Above All YOUR SELF – CONFIDENCE IS CRUCIAL
  • 24. Delivering the Presentation EFFECTIVE OPENING HAS FOUR ELEMENTS  1. DESCRIBES THE PRESENTATION STRUCTURE & TIME.  2. DESCRIBES THE CUSTOMER NEED.  3. DESCRIBES THE PRODUCT BENEFITS .  4. CONTAINS THE PRODUCT NAME .
  • 25. Delivering the Presentation Use the power of Non – Verbal Communication Body language Audience not only listen but also see you. your body communicates different impressions. Facial Expressions Smiling face reflect friendliness , warmth. Audience will be more comfortable and like to listen .
  • 26. Delivering the Presentation Eye contact Helps regulating the flow of communication. Its signals interest in others and increase speaker’s credibility . Posture Standing erect and leaning forward communicates that you are confident and friendly .
  • 27. Delivering the Presentation Gesture Lively speaking style captures attention make the material more interesting and facilitate understanding . Voice The most valuable tool of a presenter – varying your voice, not to be monotonous listeners perceive this as boring and dull .
  • 28. Delivering the Presentation  Proximity Cultural norms dictate comfortable distance for interaction with others. Move around the room to increase interaction with your audience , increasing proximity enables you to make better eye contact.
  • 29. Closing the Presentation  SLOW DOWN & SUMMARIZE YOUR KEY MESSAGES  SELECT THE WORDS YOU LIKE TO USE FOR CLOSE OF PRESENTATION  YOUR CLOSE MUST MATCH YOUR OBJECTIVE
  • 30. Di$CU$$ion  IT IS THE MOST IMPORTANT PART OF THE MEETING  DI$CU$$ION = $ELLING .  ANNOUNCE THE TIME FOR IT .  INVITE QUESTIONS ( BE MODEST ).  YOU CAN DIRECT YOUR EYE CONTACT TO THE GROUP LEADER , OR ASK HIM DIRECTLY .
  • 31. Discussion – Answering questions  GROUPS USUALLY HAVE WIDER VISION THAN INDIVIDUALS & THEIR THOUGHTS COVER WIDER AREA , SO THEY ASK WIDER VARIETY OF QUESTIONS .  YOU MUST BE PREPARED TO ANSWER THESE QUESTIONS
  • 32. Discussion – Answering questions  IF YOU ARE UNCERTAIN ABOUT THE ANSWER DON`T BLUFF , WRITE THE QUESTION & THE PERSON ASKED IT ON A PAPER .  IF THE QUESTION IS ARGUMENTATIVE INVITE THE AUDIENCE TO ANSWER OR COMMENT TO AVOID CHALLENGE & HAVE SUPPORT FROM THE GROUP MEMBERS .
  • 33. Concluding the meeting  Conclude on positive outcomes.  Rehearse your key messages  Gain agreement and commitment & link to your objective.  Thank audience for their attendance.  Close with positive remarks.  Attend with hospitality.
  • 34. Tips for successful presenter  You should know your presentation very well ; briefly glance your notes to ensure staying on the right track.  You don’t have to get rid of anxiety and tension knowing that they are not as noticeable to the audience as they are to you .  Know that even best presenters make mistakes ; the key is to continue …. “ Winners continue while losers stop “
  • 35. Tips for successful presenter  If you have handouts , don’t read straight from them .  Try to get rid of annoying habits.  Speak to the audience NOT to the visual aids.  Speak clearly , loudly enough for all to hear ; avoid monotone voice .
  • 36. Tips for successful presenter  Circulate around the room as you speak , this movement creates a physical closeness to the audience .  Get to the presentation before your audience arrives ; be the last one to leave.