Tuesday, September 13, 2016
PRESENTATION SKILLS - SIMPLE NUMBERS TO IMPROVE YOUR MESSAGES
A good way to remember and apply principles of effective presentations is to connect them to numbers.
For example, you should always have 1 major idea that you leave with your audience. A good way to do this while preparing is to ask yourself and then answer this question... “What one action do I want my audience to apply as a result of this presentation?”
You may have other ideas you want the audience to remember, but thinking of one action you want them to take will help you focus on what is really important.
Include 2 appeals in a persuasive presentation: logical and emotional. One without the other will limit your impact on your audience. To appeal to their emotions, tell a story. Make them feel what you are talking about. To appeal to their intellect, include a relevant statistic or testimony of an expert on the topic you are advocating.
In organizing any part of your presentation, think of doing so in 3's. The human mind responds well to the number three. This number is a part of our culture. Three little pigs, Goldilocks and the three bears. Three blind mice. “Ready, aim, fire.” We have morning, noon, and night. There is strike three in baseball, not strike four, etc.
Having three main points is a good idea, and if you have several slides or statistics, think about organizing them in groups of three. Usually three pieces of evidence are enough to make your case.
Practicing your presentation 3 times is comfortable for most people. More than three and you might lose interest and/or memorize parts of the presentation, taking away from the spontaneity you should seek.
If you are creating a list on a slide, the “5 by 5 rule” is a good model to follow–no more than five lines on a slide and 5 words on a line. That helps you choose a font that everyone can see and the slide looks clean and not “busy.” More importantly, each line will act as a prompt to keep you and your audiences on track. This is much better than reading lots of text at the audience (like most presenters do), which detracts from the person presenting. And, typically audiences can read and digest information much better than when a presenter lectures at them. For those who lecture at their audiences, it is far more effective to simply email the presentation slides with too much content to the audience!
Pay attention to your 6th sense as you speak. Intuitively you may think of an example, or a reference to some current event that fits your content. Some people's best ideas come to them as they speak. Don’t fear to include this thought because you did not practice that material. Go with your sixth sense, your intuition, and you may add one of your best ideas in the presentation. This is always worth the risk because a small amount of risk can result in great outcomes!
When answering questions from your audience, keep your answers as concise as possible. You may be able to answer with a “yes” or “no,” but even if it is an open-ended question, practice limiting your answer to 30 seconds. If an answer is longer, the audience members who have no interest in that answer will quickly stop listening. Perhaps volunteer to talk to that person in more detail after the presentation, but remember the number 30 when answering questions - that’s seconds, not minutes!
Patrick Rothfuss said, “I am no poet. I do not love words for the sake of words. I love words for what they can accomplish. Similarly, I am no arithmetician. Numbers that speak only of numbers are of little interest to me.” However, if your number relates to a speaking principle that will make you a more effective speaker, then numbers do matter!
Posted in
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by effectivecommunication.com.au
Thursday, September 1, 2016
SALES SKILLS - 5 WAYS TO SPEED UP YOUR SALES PROCESS
Too many
times we get bogged down with the prospective client
Sure, the
reasons can be many, but it doesn’t matter. Anytime things bog
down, it eats into your time and your earnings.
Below are
5 things we can do right now to accelerate the process:
1. Skip
the presentation and ask more questions
Don’t focus your time on crafting your PowerPoint and your
talking points. Take that time and spend it developing more questions. More importantly, think through how you will follow up
each question with another question.
2. Be
prepared to ask tough questions early on to verify if there is potential
Consider
these three questions: What is your timeline for
making a decision? How have you made decisions
like this in the past? What is the outcome you’re looking to achieve?
3. Follow
up fast
Don’t think for a moment your prospect is thinking about you,
because they’re not. During each phase of
the selling process, the faster you follow up, the greater your potential for
closing the sale.
4. Take
the small order if that’s what it takes to move them
forward
Sure, we
all want to land the big sale, but if the big sale is not there, grab the small
one and use it as a springboard to move up to the next sale.
5. Skip
the formality of a scheduled meeting and make it happen anytime, anywhere
Don’t allow yourself to believe because you’ve always sold sitting across a desk that you need to
continue doing so. Make it happen with a video or audio call instead. Your
prospect many times will appreciate this, as they tend to be faster and less
intrusive on their schedule.
Bonus
Item: Make sure each time you’re talking with a prospect,
you have in your mind the expectation of closing a sale. If your attitude is
not focused on making a sale, the best you’ll ever get is bread crumbs.
Posted in
Business presentations Conference presentations Facilitating meetings,
Business presentations Conference presentations Facilitating meetings Presentation skills training Public
by effectivecommunication.com.au
