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EFFECTIVE PRESENTATIONS

EFFECTIVE PRESENTATIONS. “Getting Others To Understand And Accept Your Ideas”. What Do You Say?. How Do You Say It?. DISTRACTIONS. DISTRACTIONS TO EYES. DISTRACTIONS TO EYES. Nervousness. DISTRACTIONS TO EYES. Nervousness. Pacing/Shifting. DISTRACTIONS TO EYES. Nervousness. Movement.

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EFFECTIVE PRESENTATIONS

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  1. EFFECTIVEPRESENTATIONS

  2. “Getting Others To Understand And Accept Your Ideas”

  3. What Do You Say? How Do You Say It?

  4. DISTRACTIONS

  5. DISTRACTIONS TO EYES

  6. DISTRACTIONS TO EYES • Nervousness

  7. DISTRACTIONS TO EYES • Nervousness • Pacing/Shifting

  8. DISTRACTIONS TO EYES • Nervousness • Movement • Appearance

  9. DISTRACTIONS TO EYES • Nervousness • Pacing/Shifting • Appearance • Hands

  10. DISTRACTIONS TO EARS

  11. DISTRACTIONS TO EARS • Nervousness

  12. DISTRACTIONS TO EARS • Nervousness • Uh. . . you know . . . Umm . . .

  13. DISTRACTIONS TO EARS • Nervousness • Uh. . . you know . . . Umm . . . • Pauses

  14. DISTRACTIONS TO EARS • Nervousness • Uh. . . you know . . . Umm . . . • Pauses • Speaking Pace

  15. DISTRACTIONS TO EARS • Nervousness • Uh. . . you know . . . Umm . . . • Pauses • Monotone • SpeakingPace

  16. What Do You Say?

  17. OUR POINT OF VIEW

  18. OUR POINT OF VIEW • Idea

  19. OUR POINT OF VIEW • Idea • Proof

  20. OUR POINT OF VIEW • Idea • Proof • Action

  21. THEIR POINT OF VIEW • Objective • Problem • Idea • Benefits • Proof • Summary • Action

  22. Billings OBJECTIVE

  23. Presentations Lost Presentations Sold OBSTACLE

  24. Effective Presentations IDEA

  25. Smith Advertising Billings BENEFITS

  26. Ted Bates Foote Cone & Belding Leo Burnett J. Walter Thompson Young & Rubicam PROOF

  27. Investment Return PROOF

  28. Dear Joel, “BestworkshopI’veeverattended” L. Jones PROOF

  29. L. Jones Billings 2006 2007 PROOF Source: Ad Age

  30. Coach PROOF

  31. Smith Advertising Presentations Lost Presentations Sold Effective Presentation Billings SUMMARY

  32. CONTRACT ~~~~~~~~~ ~~~~~~~~~~ ~~~~~~~~~~ ~~~~~~~~~~ x__________ x__________ ACTION

  33. VISUAL AIDS

  34. US Health Systems Operational Excellence Columbia Tenet Premier VHA AmeriNet HSCA Consorta Quest SmithKline LabCorp Chemistry DB (4/96) Roche DB (6/97)DB (12/94)DB (1/98)DB (12/98) J&J Olympus Olympus Roche J&J J&J J&J J&J Roche Roche Beckman Roche Roche Beckman Beckman Immuno DB (4/96) Abbott DB (6/97) Abbott DB (1/98) DB (12/98) Abbott Abbott Abbott Abbott Abbott Chiron Chiron DB(5/99) Beckman Chiron Chiron Chiron Abbott Roche Roche Cardiac DB (4/96) Chiron DB (6/97) Abbott DB (1/98) DB (12/98) DB (2/97) Abbott Chiron DB(5/99) Roche Roche Abbott Abbott Micro DB (4/96) Vitek DB (10/98) DB (12/94) DB (1/98) DB (7/94) DB (2/98) DB (9/94) Vitek Vitek Vitek Vitek Vitek Hemo DB (4/96) DB (9/94) DB (9/97) DB (12/93) DB (1/98) DB (7/94) DB (1/97) DB (1/98) DB IL J&J J&J J&J O.T. IL Sigma Plasma DB (4/96) Roche DB (9/98) Beckman DB (1/98) DB (12/98) Beckman DB (7/98) Beckman BeckmanProteins Beckman RocheTDM DB(5/99)DB (12/95) DB (12/95) RocheDAT DB(5/99) AbbottThyroids DB(5/99) Total Sole Roche 13 4Abbott 12 4Beckman 9 3J&J 8 0Chiron 7 0Vitek 6 3Olympus 2 2IL 2 1

  35. VISUAL AIDS • Simple

  36. VISUAL AIDS • Simple • Few Words

  37. VISUAL AIDS • Simple • Few Words • Golden Rule

  38. OVERKILL OVERKILL OVERKILL OVERKILL OVERKILL OVERKILL OVERKILL

  39. HEDGERS Like To Think Might Should If

  40. ENTHUSIASM

  41. ENTHUSIASM

  42. QUESTIONS & ANSWERS

  43. ARE YOU ALMOST FINISHED?

  44. ALMOST

  45. QUESTIONS & ANSWERS • Concentrate • Repeat/Rephrase • Answer • Next Question

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