bulletproof speaker - 10 august 2016
TRANSCRIPT
Business Presentation Skills
The Bulletproof Speaker
Jakarta 2016
W.S.I.C.A.T
The bulletproof vest
The Feedback Sandwich
P_________
I___________
E___________
ositive
mprovement
ncouragement
How people present
A – One week: Night before
B – Use old slides
C – Bluff
D – Prepare but run out of time
A Typical Presentation
It’s an audience thingPresentation
My audience, their presentations
Presenter’s point of view
Presentation
Past
X
END
Presentation XSTART
FUTURE
Audience’s point of view
Different Points of View
Our feature Your benefit
Different interests
Features Vs Benefits
Presenter’s point of view
Presentation
Past
X
END
Presentation XSTART
Future
Audience’s point of view
Different Points of View
FEATURES
AFTERS
"Kodak doesn’t sell film, It
sells memories."
George Eastman - Founder
Most common afters
Most common afters
Time saved
Income increase
Risk reduction
Expenditure reduction
Stress relief
Getting straight to the point
The untold secret about concentration
The untold secret about concentration
The untold secret about concentration
Atten
tion-Reca
ll
Time
What will your audience remember?
Rehearsal time
Presentation
(almost all)
Q&A
(almost none)
Importanceto audience
Q&A
(more important)
Presentation
(less
important)
Q&A
(less time)
Presentation
(takes most time)
Time spent
Q&ATips for great Q&A sessions
1 – Be clear
2 – Be Quick
3 – Don’t overrun
4 - Shut up, move on
• Throw Back
• Question The
Assumption
• Thank
Handling Questions
Any Questions?
Q&AAvoid awkward silences
1 – Show empathy
2 – If I were you…
3 – Somebody asked me earlier
4 – Rehearsal of answers
The bulletproof vest
More Audience Interaction
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
Position the audience
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
Senior Audience and B.O.D
Presenter’s mind set
What do they care about?
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
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 & SummariseBE BRIEF !!!!!!
The next steps
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
