G ro3111105 perfect pitch pres
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This document provides an overview of strategies for overcoming objections and engaging an audience when presenting. It discusses seven key principles for effective presentations: being accessible, engaging, interesting, respectful, memorable, building trust, and having a clear call to action. Examples are given of strategies used in example presentation videos, such as appealing to intelligence with humor or soothing fears by just following a step-by-step guide. Attendees are then tasked with working in groups to develop their own strategies for presenting the advantages of a computer and providing pros and cons of different approaches.
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G ro3111105 perfect pitch pres
- 1. Perfect Pitch David Ward-Perkins Gill Rosner SKEMA Business School david.wardperkins@skema.edu Gillian.rosner@skema.edu
- 2. Session 2 What strategies can you use to overcome objections and reach your audience?
- 3. Principles & techniques Principles Techniques Be focused (have clear Face the audience objectives) Look them in the eye Show conviction Smile Be accessible Speak slowly Be warm Speak clearly Be interesting Use familiar words Appropriate appearance Use images Look sincere Propose a structure Give them time to think
- 4. 7 basic principles • Accessible • Engaging • Interesting • Respectful • Memorable • Created trust • Clear call to action
- 6. What were the obstacles? What were the strategies? Mr. 15 Steps Mr Dead Fish Objections Objections People are skeptical of your Computer specifications are claims technical and boring People have no self confidence It is all too complicated Strategy Strategy Just follow the guide Make the complex look simple Soothe peoples fears Appeal to intelligence (humour)
- 7. Your Turn Work out an alternative strategy for presenting the advantages of the Compac computer.
- 9. Video 2 sell anything
- 10. Video 3 safety
- 12. Your task • With your group, work out TWO strategies for your pitch. • Be prepared to explain these to another group
- 13. Final task for today • Work with another group. • Explain your two strategies. • Hand in a paper listing the pros and cons of each group’s strategies. • This should enable you to choose which strategy(ies) you will finally decide on