Presentation Skill

Slide 1: 

WELCOME TO SALES PRESENTATION SKILL MASTERY TRAINING VENUE: EEL DATE: 09 March 2010

Why do You Need Training? : 

Why do You Need Training? Unconsciously Incompetent Consciously Incompetent Consciously Competent Unconsciously Competent Darkness Light Skillful Experts sales presentation skill mastery training

Slide 3: 

sales presentation skill mastery training INTRODUCTION PART-01

Do you wish to become an Effective product Manager/account manager/Presenter… : 

Do you wish to become an Effective product Manager/account manager/Presenter… sales presentation skill mastery training

Slide 5: 

Presenting Your Business Understanding Your Business Vs sales presentation skill mastery training

Why Should You Be A Good Presenter? : 

Why Should You Be A Good Presenter? …….. University of Minnesota sales presentation skill mastery training Client is 43% more likely to say YES & willing to pay an extra 26% for same services

Slide 7: 

What it Takes to be an Outstanding Presenter? Is it the Way You Speak? The Way You Dresses or Just the way You Perform? Etc…. FAQ ??????????????? sales presentation skill mastery training

Slide 8: 

sales presentation skill mastery training what is the magic ?

Slide 9: 

COMBINATION

Slide 10: 

Structure of Presentation: The opening The body/The close Support materials Emotional stress Showmanship Voice power Humor Cross Road Calm Attitude Wide Interests Proficient in Subject Interest in audience problem Flexible sales presentation skill mastery training

Slide 11: 

Warming up!! “Tell Us Who You Are…..” 3 minutes exercise Tips: Be excited about your talk, you may like to add in some flavors, by using poems, quote, principles, or heavy caption in shaping your message of who you are…… sales presentation skill mastery training

Slide 12: 

sales presentation skill mastery training THE PSYCHOLOGY OF WINNING PART-02

Slide 13: 

ANALYZING THE AUDIENCE To analyze your audience, ask yourself the following questions: How many people will you address? What are the names of the audience members? What is the culture diversity of the audience? What is the composition or job diversity of the audience? What is your audience’s attitude about you, the presenter? What is your audience’s attitude about the topic? How much does your audience know about the subject? What is the audience’s level of knowledge about the subject? What is the presentation environment? Is it formal of informal? “Before I Care How Much you Know, I Want to know How Much You Care” sales presentation skill mastery training

Slide 14: 

sales presentation skill mastery training

The decision Process : 

The decision Process EMOTION FACTS WHO BUY JUSTIFY JUSTIFY ON FACTS,BUT BUY ON FEELING, JUSTIFY WITH BUSINESS REASONS,BUT BUY FOR PERSONAL REASONS, JUSTIFY WITH LOGIC,BUT BUY ON EMOTION “When dealing with people, remember you are not dealing With creatures of logic but with creatures of emotion” Dale Carnegie sales presentation skill mastery training

Slide 16: 

Preferences in Thinking Patterns Think of “COFFEE”. What come to Mind? sales presentation skill mastery training

Slide 17: 

Audience Thinking Patterns VISUAL : You think in pictures AUDITORY: You think in sounds. FEELING: You represent thoughts as feeling, either internal emotions or the thought of physical touch. sales presentation skill mastery training

Slide 18: 

sales presentation skill mastery training

Slide 19: 

sales presentation skill mastery training ORGANIZING THE PRESENTATION PART-03

Slide 20: 

DEFINE THE OBJECTIVE Answer the following Qs. Be Specific Why are we here? Why is it important? What’s in it for me (the audience) sales presentation skill mastery training

Slide 21: 

When it’s all over, what is it that you want them To do? To say? To believe? What action do you want them to take? sales presentation skill mastery training

Slide 22: 

What is the purpose of the presentation To persuade? To inspire? To inform? To instruct? To entertain sales presentation skill mastery training

Setting Objectives : 

Setting Objectives For You Objectives should spell out GOALS EFFECTIVE ACTION TIMEFRAME For Client Objectives should answer: What’s in it for me? sales presentation skill mastery training

Slide 24: 

The statement of Objective will determine: The CONTENT of the presentation The LEVEL OF DETAIL of the presentation The DURATION of the presentation sales presentation skill mastery training

Slide 25: 

Do not use terms such as: “To be familiar with” “To be aware of” “To inform” Instead, use action verbs such as: “To identify” “To select” “To analyze” sales presentation skill mastery training

Presentation Process : 

THE OPENING THE BODY THE CLOSE Presentation Process sales presentation skill mastery training

Design the close first : 

Design the close first Great is the art of beginning, but the greater the art is of ending. THE OPENING THE BODY THE CLOSE Accomplish your objective? Do they believe? Do they agree? Will they commit? Will they act? Will they order? sales presentation skill mastery training

Slide 28: 

We Begin the presentation Where the audience is, but We close the presentation With where we want them to be sales presentation skill mastery training

Slide 29: 

THE CLOSE The close is the most important part of the presentation. The close is the bull’s eye Write is out and memorize it The Close is our destination sales presentation skill mastery training

Slide 30: 

Point of Interest Depending on your presentation’s purpose, your close section should: Restate your purpose Summarize your main ideas Present your conclusion and / or evaluation Motivate the audience to act, if necessary Make your recommendation End with a memorable, vivid, positive statement sales presentation skill mastery training

Slide 31: 

Some Types of Closes: The Happy Ending Close The Bridge Over Troubled Waters Close The Iceberg Close The final Exam Close The Jigsaw Puzzle Close The Emotional Close sales presentation skill mastery training

Slide 32: 

THE HAPPY ENDING CLOSE Summarize your strengths and advantages, and show your audience to be the same as the characteristics of the ideal “X” described in your opening. sales presentation skill mastery training

Slide 33: 

THE BRIDGE OVER TROUBLED WATERS CLOSE Show how the functions and/or features of your products/services allow the prospect to avoid problems, minimize risk, and achieve their objectives. sales presentation skill mastery training

Slide 34: 

THE ICEBERG CLOSE Decide in advance the key conclusions of your presentation. These will be the tips of icebergs. Your close (with iceberg visual) will the summarize the facts, proof, examples and references that are below the water that support the tip of each iceberg. sales presentation skill mastery training

Slide 35: 

THE FINAL EXAM CLOSE Prepare a visual with a one sentence summary of each of the major points. This serves as a review, a summary, and reinforces important points. sales presentation skill mastery training

Slide 36: 

THE JIGSAW PUZZLE CLOSE Break the customer’s objective into multiple part. Then show how your recommendation solves each – providing a total solution. sales presentation skill mastery training

Slide 37: 

THE EMOTIONAL CLOSE Dale Carnegie said “when dealing with people remember you are not dealing with creatures of logic but with creatures of emotion.” So close with an emotional quote from a respected authority. sales presentation skill mastery training

First Impressions : 

First Impressions 1st impressions are vital to outcome: People evaluate you in the first 3-4 seconds At least 10 assumptions are made within 30 seconds Within 4 minutes of conversation, customers would have decided if you are: Confident, Knowledgeable, Warm, Trustworthy, Worth Doing Business With. Opening sales presentation skill mastery training

Slide 39: 

RAMP FORMULA sales presentation skill mastery training

The Body : 

The Body Chronological Problem / Solution Ideal Vs. Reality Features / Benefits Old way / New Way Advantage / Disadvantage Goal / Road Map Objections / Answers sales presentation skill mastery training

Slide 41: 

10 20 30 40 50 60 Focus Attention sales presentation skill mastery training

Slide 42: 

sales presentation skill mastery training DELIVERING THE PRESENTATION PART-04

Personal Grooming : 

Face:Neatly trimmed/clean shaven, nostril hair, haircut Clothes:Wear a jacket - it gives more power, dark colours!! Shirts - white is best, pale blue, pinstripes Ties : not to be distracting Socks: black/navy/dark grey Shoes: black or burgundy Smell: Have a pleasant body odour Personal Grooming InfoValley sales presentation skill mastery training

Slide 44: 

Face: Make-up, hair tied up, (don’t look too feminine) Clothes:Wear a jacket (solid colour, dark tones) no mini skirts, black/navy shoes, Accessories: No dangly earrings, one ring per hand, wear a watch. Files: Neat and presentable Personal Grooming Look Professional!! sales presentation skill mastery training

Common Mistakes Presenters Make : 

Common Mistakes Presenters Make Poor 1st impression No objectives Dull, dry & boring Frozen in one spot Weak eye contact Poor facial expression No humour Poor preparation No audience involvement No enthusiasm / conviction Poor visual aids Weak close sales presentation skill mastery training

Avoid! Avoid! Avoid! : 

Avoid! Avoid! Avoid! Avoid saying “Before I begin…” Avoid getting the names wrong Avoid admitting that you’d rather be anywhere else Avoid admitting that you’re not prepared Avoid admitting that you’ve given the identical speech a million times for other audiences Avoid using offensive humour Don’t apologize ABOVE ALL DO NOT READ A SCRIPT sales presentation skill mastery training

Slide 47: 

Distracting (disturbing/making uneasy) Habits: Slouching (walk or sit in lazy way) Speaking with head bowed Hanging on to a support for dear life Rigid like a military position Rocking from side to side Rocking front to back- heel to toe Speaking of Posture Body positioning sales presentation skill mastery training

Slide 48: 

Distracting Habits: Rattling keys/ coins in pocket Sucking the teeth Stroking beard Lip licking Cracking knuckles Playing with watch Popping (bursting) the top of a magic marker Twirling (coiling) hair Speaking of Gestures Body Movement sales presentation skill mastery training

Slide 49: 

‘worse than standing in a spot is running back & forth as a racehorse’ Maintain 3 positions: Home position- mainstream of presentation Alternative Media position– use at least 1 in 10 minutes ‘Be part of the audience’ position- break the psychological barrier (use it when most comfortable with the subject matter at hand) Speaking of Movements sales presentation skill mastery training

“ The Sound Of Music ” : 

“ The Sound Of Music ” Your Voice Should Be: Firm Clear Sincere Vary the Pitch & Pace Avoid Distractions Avoid Using “Uh, Huh” “OK, OK” Do Breathing Exercises to Strengthen Your Diaphragm sales presentation skill mastery training

“ The Sound Of Music ” : 

P Pitch I Inflection C Courtesy T Tone U Understandibility R Rate E Enunciation High or Low Don’t speak in a monotone - Use feelings to express ideas Common everyday courtesy applies Your voice should reflect sincerity, pleasantness, confidence and interest Don’t eat, chew, smoke etc 140 WPM. If too fast - lose audience, If too slow – boredom Watch similar sounds: T & D, P & B, E & P, S & F. “ The Sound Of Music ” sales presentation skill mastery training

Visual Aids : 

“Words and pictures together are 6 x more effective then words alone” We Remember: 10% of what we read 20% of what we hear 30% of what we see 50% of what we both see & hear Visual Aids sales presentation skill mastery training

Slide 53: 

Speaking of Expressions SMILE ! sales presentation skill mastery training

Eye Contact Principle: Segment Your Audience : 

Eye Contact Principle: Segment Your Audience Segments are right, centre, left Make contact with each segment Don’t move too fast from segment to segment. Spend time with people in each segment Not to leave out other segments to favour the segment where the decision maker is seated In classroom style seating, segment are right, centre, left as well as front, middle and back sales presentation skill mastery training

Slide 55: 

You Are The Message If you fake it, act or role-play, the audience will perceive that it is not naturally you. They will tune you out and turn you off. Use Your Own Style! sales presentation skill mastery training

Slide 56: 

The Critical Message: In the minds of your audience, your client, your customer, or your prospect, the quality of your presentation is a mirror image of the quality of: Your Product Your Service Your Support Your People sales presentation skill mastery training

Slide 57: 

STEP TO A WINNING PRESENTATION DEFINE OBJECTIVES DESIGN CLOSE What is the purpose of the presentation? When it’s all over – what is it that you want the audience to do? This is the most important part of the presentation. Play your best cards here. Sing your best song last sales presentation skill mastery training

Slide 58: 

CREATE OPENING This is second most important part of the presentation. A set-up for the close and a first impression of you OUTLINE BODY What is your story? Support your case with reasons, facts, proof, examples, references etc. sales presentation skill mastery training

Slide 59: 

ADD SPICE How do I get the audience’s attention and keep their interest? DESIGN VISUAL AIDS You are 43% more likely to persuade, and you can charge 26% more money using visual aids sales presentation skill mastery training

Slide 60: 

TAILOR TO AUDIENCE CREATE CHEAT SHEET REHEARSE Convey the perception that your presentation was create just for them Here are your wake-up calls. This is what you say next There is no fast food-line. You have to pay your dues sales presentation skill mastery training

Slide 61: 

sales presentation skill mastery training