training

1. 1
This is a SKILLS TRAINING Program
• Proper delivery of the BOM/ DOP script
• Pre-requisite: Knowledge of Company, Product
& Marketing Plan
• Practice makes one perfect
• Participation encouraged
CLARIFICATION OF EXPECTATIONS

2. 2
• ENLIGHTENMENT
- Desire but No Data
• ENCOURAGEMENT
- Data but No Desire
• ENLISTMENT
- Audience must ACT !
GOALS OF THE PRESENTATION
Your presentation
begins from the
MOMENT you walk
into the
room!

3. 3
Dress your BEST
• Clothes should fit well & match the occasion
• Use colors that complement your complexion
• Avoid too bright colours
THE APPEARANCE OF A WOMAN
PRESENTER
6
• Avoid heavy jewelry that sparkle, dangle & make
noise
• Make up - simple
• Hair - Adds to a positive overall impression

4. 4
1. Use a business attire, well pressed & choose a color that
will suit your complexion
2. Use a tie that compliments the color of shirt
THE APPEARANCE OF A MAN
PRESENTER
8
3. Shoes should be appropriate, comfortable, and well
shined
4. Hair frames the face, beards should be trimmed
5. Avoid eyeglasses in case not necessary

5. 5
• CREDIBLE: Represent your message well
• CONVINCING: Present your case in a clear
fashion
• CHALLENGING: Close with an
emotional appeal
EFFECTIVE PRESENTATION GOES
BEYOND APPEARANCE
WORDS that we USE
YOU MUST KNOW HOW TO COMMUNICATE
YOUR MESSAGE WELL
GESTURES
NON-VERBAL CUES

6. 6
• Consider their NEEDS
- Why are they HERE?
- What do they WANT to hear?
• Consider their VALUES
- What is IMPORTANT to them?
• Consider their CONSTRAINTS
- What is their BACKGROUND?
Who is my Audience ?
. U
• BEGINNING
- Have yourself INTRODUCED
* Prepare your introduction
* Build credibility & expectation
- Break the ICE between you & the audience
* Make them RESPOND
* Make them LOOSEN UP with..
Well-delivered anecdote or joke
Winning your AUDIENCE

7. 7
.
• MIDDLE
- Constantly keep your audience INTEREST
- READ their reaction
* BODY LANGUAGE
* FACIAL EXPRESSION
Winning your AUDIENCE
14
- Get them INVOLVED in the presentation
- Use amusing anecdotes, examples & word
picture
- Use simple, colorful & meaningful visual aids

8. 8
• CLOSING
- Retaining audience INTEREST UNTO THE END
- Get them EXCITED & MOTIVATED
- Build your presentation to a CLIMAX
- Don’t invite QUESTIONS
- Close DECISIVELY
Delivering Your Presentation
• Communicate your enthusiasm to audience
•Use an animated & interactive
• Style of presentation
•Control your audience & command
• Their attention & response
• Watch their reactions

9. 9
• POSTURE
- Stand tall & be relaxed
- Stand on both feet & face the
audience all the time
• POSITION & Movement
- Don’t stay on ONE SPOT
- Move about briskly
- Don’t turn your back on your
audience
• GESTURES - Help to visualize your presentation
-Be Natural
- Use appropriate gestures as if you are talking to
a friend
-Avoid excessive or inappropriate gesturing
Presentation Tips

10. 10
• EYE CONTACT
- Builds rapport & establishes communication
- Speak with eye contact
- Look at your audience
- Disarm the audience with a look
Presentation Tips
• USING YOUR VOICE
- Modulate your voice & avoid a MONOTONE
-Speak slowly & clearly. Don’t talk TOO FAST
- Talk LOUD ENOUGH for all to hear
- Use your DIAPHRAGM not your throat
- Use pauses properly

11. 11
• Screen and Projector
- Whether Bulbs are working ?
Always keep a Spare bulb
- Ensure sufficient visibility
Pre-Meeting Preparation
• White Board & Markers
- Be sure you have a working
-White board
-Markers
-Eraser
• POINTER
- Use a pointer
• SOUND SYSTEM AND MICROPHONES
- Check the hall acoustics to determine the need of
sound system.
• LIGHTING
- Audience area should not be dark
• SEATING ARRANGEMENT
- Don’t put more seats than you need

12. 12
HOOK
INTRODUCTION
Presentation Proper
TRANSITION
PROPER
DIAGNOSTIC
QUESTION
Commitment to Listen
Interest in the Presentation
Interest in the Present
• Build up to a CLIMAX
• Review the MAIN reason for joining DXN
• Rally them to your closing question
• Emphasize the urgency of making the
decision TODAY
Finishing Well

13. 13
• Prepare for all types of questions
• Clarify, amplify or simplify
• Keep answers to the point
• Be honest
• The goal is to WIN the customer
How to handle Objections
• Learn from other trainers
• Watch and duplicate the
better trainers
• Read and gain Knowledge
• Practice… practice… practice!
• Prepare for questions
• Be versatile & flexible
Sharpening the Saw

14. 14
A good presenter
ENLIGTHENS,
ENCOURAGES &
then ENLISTS.
Measure Yourself by
Results NOT
BY APPLAUSE
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THANKS