BUSINESSPRESENTATIONTECHNIQUES

BUSINESSPRESENTATIONTECHNIQUES

BPT Class ObjectivesBPT Class Objectives

• Construct effective

presentations

• Make the point(s)

efficiently

• Give and receive

constructive feedback

Communication: A Two-Way ProcessCommunication: A Two-Way Process

Sender Channel Receiver

Message

Feedback

Identify Your ObjectiveIdentify Your Objective

• Audience

• Time frame

• Realistic goal

• Audience action

Objectives – Two Good, One BadObjectives – Two Good, One Bad

Audience: Sales ManagersIn eight minutes, I will identify three objectives of the new sales initiative so the audience will implement the new promotion.

Audience: Potential ClientsIn eight minutes, I will explain the retirement service plan so the audience will understand it.

Audience: Sales StaffTo convince the sales staff, in ten minutes , to consistently use the online version of the prospect status sheet.

Format in Three PartsFormat in Three Parts

Introduction

Body

Closing

Introduction – The First Impression

Format #1

Introduction – The First Impression

Format #1

• Attention grabber

• Motivation statement

• Main points preview

• Q & A Format

Building the Body

Format #1

Building the Body

Format #1

• State point

• Support point

• Transition to next point

A Strong Closing

Format #1

A Strong Closing

Format #1

• Attention Check

• Main points review

• Q & A session

• Final statement

Introduction – The First Impression

Format #2

Introduction – The First Impression

Format #2

• Attention grabber

• Motivation statement

• Problem/Options preview

• Q & A Format

Building the Body

Format #2

Building the Body

Format #2

• Impact of Problem

• Option #1 – pros/cons

• Option #2 – pros/cons

• Option #3 – pros/cons

• Recommendation

A Strong Closing

Format #2

A Strong Closing

Format #2

• Attention Check

• Review problem/impact

• Q & A session

• Final statement

Design Visual Visual AidsDesign Visual Visual Aids

• Simple

• Large

• Colorful

• Consistent

Bundled Services

High Speed is Highest Share

Video Rental,

$17

Long Distance, $25

Local Telphone, $35

Cable Television,

$39

High Speed Internet, $40

Monthly expenditure according to Yankee Group

XYZ EnvironmentStrengths• Complementary network assets• Well established customer base • Vast combined services portfolio• Full ownership of Cingular

Weakness• Challenges or missteps with integration• Changing industry, favorable to customers• Regulatory Issues as ILEC

XYZ Environment contd.Opportunities• Consolidated billing & customer service• Illustrate superior value at competitive pricing• Advertising revenue via U-verse• Expansion of 3G network

Threats• Competition from RBOC, cable, satellite providers• Stiff price competition• Pressure on profit margins due to commodity like nature• Delay in ‘Lightspeed’ deployment

Our Strengths Stronger than Weaknesses

Strengths

•Network

•Customer base

•Combined services

•Ownership of XYZ

Weaknesses

•Integration missteps

•Changing industry

•Regulatory issues

Opportunities

•Consolidation

•Value/price

•Advertising revenue

•Network expansion

Threats

•Cable, satellite

•Price discounters

•Profit margins

•New product delay

Benefits and Opportunities• Convenient Location

– Berlin – 2 hours– London – 2.5 hours– Rome – 4 hours– Moscow – 8 hours– Madrid – 5 hours– Athens – 5 hours

• European Union Member• Increased International Credibility• Business and Investment Opportunities• GDP Growth• Limited Partnership Investment Opportunities

You Can Get There from Here

Moscow - 704 mi(Hartford CT)

Athens - 1013 mi (Salt Lake City)

Rome - 839 mi (Milwaukee)

Madrid - 1438 mi(Hartford, CT)

Berlin - 327 mi(Baton Rouge)

London - 903 mi(Phoenix)

LONGER LIFE

• THE RISK OF GETTING A HEART DISEASE IS 33% LOWER

Exercise for Longer LifeL

ifes

pan

Bottom LineOrganizations with climates that support

creativity & innovation obtain improved performance.

• Higher quality products and services

• Contributing to new growth in the organization

• Better utilization of funds

• Increased productivity

• Promotes: job satisfaction, motivation, and overall well-being within the organization

Bottom Line Continued…

A creative climate can also help to:

– Attract and retain the best employees

– Increase teamwork and knowledge sharing in the organization

Bottom Line Continued..

Organizations that support understanding of the creative person and style diversity:

• Have Less Turnover and Sick Time• More Productive Teams• Better Results

Creativity Boosts the Bottom Line

Increases

Decreases

How Do We Communicate?How Do We Communicate?

• Voice

• Content

• Body language

55%38%

7%

Body, Voice then ContentBody, Voice then Content

55% - BodyLanguage

38% - Voice

7% - Content

Sincerity: The Eyes Have ItSincerity: The Eyes Have It

• Gathers audience

feedback

• Creates credibility

• Promotes

conversational style

Put on Your Best Face

• Convey sincerity

• Show interest

• Adds inflection

Say It With Your HandsSay It With Your Hands

• Frequent

• Varied

• Proportional

Speaking on Your FeetSpeaking on Your Feet

• Less is more

• Purposeful

• Discussion

Stance

• Confident

• Neutral position

• Solid foundation

Voice: Your Musical InstrumentVoice: Your Musical Instrument

• Rate/Pauses

• Volume

• Inflection

• Non-words

Make Visual Aids AidMake Visual Aids Aid

• Preview the visual

• Pivot, point, present

• Stand to side

Rehearse for the Whole BrainRehearse for the Whole Brain

Logic

Language

Lists

Analysis

Sequence

Linearity

Rhythm

Colors

Imagination

Daydream

Spatial

Gestalt

AGENDA

• HOW CNN BEGAN

• WHAT TALKBACK LIVE IS

• WHY YOU SHOULD PARTICIPATE

Student Example

What can you do to make a difference?

Your RoleYour Role

– Need Business Coordinators

– Need Business Supporters

– Need Business Coordinators

– Need Business Supporters

– Donate an auction item

– Bid on an auction item

– Donate an auction item

– Bid on an auction item

– The United Way

– Senior Way

– Crisis Relief Way

– The United Way

– Senior Way

– Crisis Relief Way

– Families Way

– Health Way

– Kids Way

Volunteer Time

Silent Auction

Express Pledge

Student Example

Counterfeiting Frequency

0

20000

40000

60000

80000

100000

120000

140000

160000

Notes Passed in 2001

Counterfeiting Frequency

0

20000

40000

60000

80000

100000

120000

140000

160000

Notes Passed in 2001

$1$5

$10

$20

$50 $100

Student Example

Old Products Lead the Way

Misc.

Old Products56%

Service Plans14%

New Products28%

Example

2%

Megurgalator’s Making Waves

0

5

10

15

20

25

30

1990 1995 2000 2002

Doomoflotchy

Widget Inc.

XYZ Corp

Megurgalator

Example

2nd Quarter Still Big

1st Q. 2nd Q. 3rd Q. 4th Q. Total

East 22,000 26,500 24,000 23,000 95,500

Midwest 18,000 19,000 17,500 17,000 71,500

South 22,500 23,500 21,000 25,000 92,000

West 28,000 28,000 26,500 25,500 108,000

Example

Profit & Loss (,000)

Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec TotOrdinary

Income80 80 72 77 86 97 93 83 84 81 82 85 1,000

Investmnt.

Income

10 12 13 14 11 15 13 16 11 12 10 13 150

Total Income 90 92 85 91 97 112 106 99 95 93 92 98 1,150

Computer

Expense5 5 5 5 20 8 8 5 7 17 8 7 100

Deprec.

Expense6 6 6 6 6 6 6 6 6 6 6 6 72

Salaries/

Benefits45 45 45 45 45 62 62 62 62 62 62 78 675

Mktg/

Advert3 3 3 3 3 3 5 5 5 5 6 6 50

Other

Expense5 7 8 4 5 6 7 8 5 6 8 6 75

Total Expense 64 66 67 63 79 85 88 86 85 96 90 103 972

Income/

Loss26 26 18 28 18 27 18 13 10 3 2 5 178

Bad Example

Revenues by Quarter

020406080

100120140160180200

1st Qtr 2nd Qtr 3rd Qtr 4th Qtr Total

East

West

North

South

Central

Midwest

Bad Example