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Learn the fundamentals of effective communication and presentation skills in this interactive workshop. Improve your ability to engage and captivate your audience.
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Presentation SkillsiSpeak Foundation SeriesMonth day, 2012Instructor Name
Agenda • Introductions – What do you want to learn? • Itinerary • Ground Rules • Phones on Silent • Ask Questions • Participate & Respect others • Respect our schedule
Effective Communication Communication skills ranked as number one factor contributing to success by: • Job Outlook 2012 survey by the National Association of Colleges and Employers • Journal of Business Communication of Fortune 500 Vice-Presidents • CEOs from 5000 U.S. companies
Poor Presentations • What makes a presentation so poor? • Reading from the slides • Speaker is nervous • Boring • Too many slides • Not prepared (unorganized) • Takes too much time
Fear of Speaking • Gallop Poll: Top Fear in America is ________. • 2 of 5 people have a fear of speaking • Studies show 75% of speakers have anxiety • Afraid of… • Forgetting • Being embarrassed • Being intimidated Snakes
Presentation #1 • 3-5 minute presentation • Presentation about you(vacation, job, family, hobby) • Evaluation will focus on your: • Organization • Objectives • Communication • Delivery
History of Public Speaking • Aristotle's Rhetoric • Ethos • Pathos • Logos
Words “Kind words can be short and easy to speak, but their echoes are truly endless.”- Mother Teresa • Weak words • Slang • Speech fillers
Voice “We often refuse to accept an idea merely because the tone of voice in which it has been expressed is unsympathetic to us.” - Friedrich Nietzsche • Inflection • Volume • Clarity • Speed • Pauses
Body Language “I speak two languages, Body and English.”- Mae West • Smile • Stand to the Left • Body Position • Use Your Hands • Eye Contact
Presentation Types • Persuasive • Sales presentation • Budget review • Informative • Financial presentation • Technical presentation • Entertaining • Awards ceremony • Keynote luncheon speaker
SMART Presentation Objective • SpecificWhat exactly do want to accomplish in this presentation? • MeasurableCan we measure it? • AttainableIs it attainable during the timeframe of my presentation? • Relevant Will this objective lead to the desired results? • TimelyWhen will this objective be accomplished?
Exercise: Presentation Objective • Write your presentation objective • Make it specific • Share it with someone else • Get feedback
Analysis Understanding Demographics Interest Environment Needs Customized Expectations Audience Analysis
Exercise: Audience Analysis • Write your Audience Analysis • Be specific • Share it with someone else • Get feedback
Presentation Structure • Tell ‘em Method • Answer First • 3-1-2 Method • Results-focused • You start the development of your presentation with the conclusion (#3) • Then you develop an opening (#1) • Then you develop your supporting data (#2)
Closing Techniques • Call for action • Startling statement • Supporting story
Memorable Closing Example Take a journey with me and let’s visit our company 5 years into the future. What do you see? Our client base includes customers from around the globe. Our offices in North America have expanded to include South America, Europe and the Pacific Rim. We are developing our products in half the time that it currently takes and our support staff is providing service 24 hours a day via the web and VoIP phone service. And how did all this come to be? We decided 5 years ago to invest in our future with a web based Supply Chain and CRM system.
Memorable Closing Example I need your support to solve this issue today. Without your approval on the budget, the Supply Chain and CRM system will never happen…that future will never happen. Can we afford NOT to move forward?
Exercise: Write Your Closing • Write your Closing • Make it memorable • Share it with your group • Get their feedback
Introductions & Openings • Ask the audience a question • Begin with a quotation • Startle the audience with a fact or figure • Tell a story • Relate your main points to the audience • Create curiosity with the audience • Emphasize the importance of your subject
Memorable Opening According to the A.C. Nielsen Company, the average American watches more than four hours of television each day, which equates to 28 hours of TV per week, or two months of non-stop TV watching each year. That means that you and I spend 9 years in our lifetime glued to the tube. My name is John Houser and I am a TV addict. I want to speak to you about the negative effects of too much television, which include health issues, violence, and risky behaviors. Television, in moderation, can be a good thing. But four hours per day has negative effects on us physically, socially, and emotionally.
Memorable Opening What is your biggest fear? If you are like most Americans, you fear snakes, public speaking, heights, and death, in that order. That means if an average person goes to a funeral, they would rather be in the casket than delivering the eulogy. My name is Russ Boles and I’ve been professionally speaking for 20 years. I want to share my experiences with you so that at the end of our time together you will be able to overcome your fear of speaking and present an organized and professional presentation.
Exercise: Write Your Opening • Write your Opening • Grab their attention • Tell them what you will share • Get feedback on your work
Develop & Design the Body • Rule of Three • Key Points • Relevant • Unique • Thorough • Supporting Materials • Statistics • Stories • Examples
Exercise: Write the Body • Write the Body • Make it structured and easy for the audience to follow • Share it with your group • Get their feedback
Transitions 1) Between the introduction and the body 2) Between key point #1 and key point #2 3) Between key point #2 and key point #3 4) Between the body and the conclusion
Room Logistics • Seating • Lighting • Climate • Microphone • Projector • Speaking Platform
Personal Motivation • ANT (Automatic Negative Thoughts) • Visualize Success
Presentation Questions ? • Prepare • Types of Questions • Process • Listen • Acknowledge • Rephrase • Answer • Bridge
Visual Aids • Back-Row Comprehension • The KILL KISS • The Three T’s of Visuals • Touch • Turn • Talk
Internal Alignment Meetings are internal Prep meetings Engagement Meetings are our working meetings with the customer Governance Meetings are where policy gets set and financial decisions get made Client Owned Meetings led by the customer Account Management System Meeting Flow
Classifying Types of Sales Promotions Sampling Promotional pricing Non-price promotions • Price reductions • Free goods • Tied offers • Money off next purchase • Loss leader pricing • Cheap credit • Most effective in the early stages of a new product launch (#1 use for coupons) • Important for food products • Very expensive • Contests • Free gifts • Self-supporting offers • Multi-brand promos • Guarantees and added services
Sales Promotions • Promotional Pricing • Non-price Promotions • Sampling
Organizational Responsibilities • VP of Sales • Monitor and analyze distribution channel and sales force performance • Adjust to shift in market share positions • Accurately and promptly manage sales reps • VPof Marketing • Schedule face time with experts and collaborators • Integrate with line-of-business (LOB) applications • Align activities to strategy • Maximize brand and product performance • District Managers • Control data from multiple sources • Link budgets, forecasts, actual • Gain better visibility into sales, customer, and market information • Sales Managers • Analyze market structure and segmentation • Better define targeted marketing and sales strategies
