This document provides tips and strategies for improving business presentation skills. It discusses using a "feedback sandwich" approach of positive feedback, areas for improvement, and further encouragement. It also recommends focusing on benefits rather than just features to make the presentation more relevant to the audience. Additionally, it suggests using techniques like audience participation, positioning, and rehearsing questions and answers to engage the audience and leave them remembering the key messages. The document emphasizes the importance of understanding the audience's perspective and tailoring the presentation accordingly.

1. Business Presentation Skills
The Bulletproof Speaker
Jakarta 2016

2. W.S.I.C.A.T

3. The bulletproof vest

4. The Feedback Sandwich
P_________
I___________
E___________
ositive
mprovement
ncouragement

7. How people present
A – One week: Night before
B – Use old slides
C – Bluff
D – Prepare but run out of time

8. A Typical Presentation

9. It’s an audience thing
Presentation

10. My audience,
their presentations

12. Presenter’s point of view
Presentation
Past
X
END
Presentation X
START
FUTURE
Audience’s point of view
Different Points of View

13. Our feature Your benefit
Different interests

14. Features Vs Benefits

15. Presenter’s point of view
Presentation
Past
X
END
Presentation X
START
Future
Audience’s point of view
Different Points of View
FEATURES
AFTERS

16. "Kodak doesn’t sell film, It
sells memories."
George Eastman - Founder

18. Most common afters

19. Most common afters
Time saved
Income increase
Risk reduction
Expenditure reduction
Stress relief

20. Getting straight to the point

21. The untold secret about concentration

22. The untold secret about concentration

23. The untold secret about concentration

24. Attention-Recall
Time
What will your audience remember?

27. Rehearsal
time
Presentation
(almost all)
Q&A
(almost none)
Importance
to audience
Q&A
(more important)
Presentation
(less
important)
Q&A
(less time)
Presentation
(takes most time)
Time spent

28. Q&A
Tips for great Q&A sessions
1 – Be clear
2 – Be Quick
3 – Don’t overrun
4 - Shut up, move on

30. • Throw Back
• Question The
Assumption
• Thank
Handling Questions

31. Any
Questions?

32. Q&A
Avoid awkward silences
1 – Show empathy
2 – If I were you…
3 – Somebody asked me earlier
4 – Rehearsal of answers

33. The bulletproof vest

34. More Audience Interaction

36. More audience Participation
• START WITH A
• MAKE IT ONE WITH A
• GET THE AUDIENCE TO
• NEXT GET THEM TO
Question
High probability of
agreement
Raise their hands
Verbalize the agreement

37. Position the audience

38. Position the audience
Raise your hand if you
Design a question to get hands up and say ‘yeah’
And raise your hand again if
Would like to earn more money
Say ‘yeah’ if you agree with me
You would like to have more time to spend this
money with the people you care about

39. Senior Audience and B.O.D

40. Presenter’s mind set

41. What do they care about?

42. Realities
• An agenda item not the agenda item
• Room full of ego
• Division amongst themselves
• Little or no introduction / small talks
• Limited attention
• No thanks for over-running

43. Top tips
• An agenda item not the agenda item
• Room full of ego
• Division amongst themselves
• Little or no introduction / small talks
• Limited attention
• No thanks for over-running
Blend
Leave yours at the door
Protect your sponsor(s)
Know your audience
Preview & Summarise
BE BRIEF !!!!!!

44. The next steps

45. The next steps
Network like a pro 24th August 2016
Speak to sell 7th September 2016
Close deals faster 28th September 2016
Selling and Negotiation Masterclass 18-19th October 2016
Business Presentation Skills Masterclass 8-10th November 2016