Presentation Skills

1. Presentation Skills Preparing a proposal and presenting it.

2. What you see In the presenter Two senses – visual and auditory What you hear What you see On the screen

3. The Spiral Of Knowledge Creation - Nonaka New information Externalisation Explicit Tacit Combination Working memory 30 secs Long term memory Socialisation Internalisation Individual Group Organisation Inter-organisation Creative chaos, striving to learn, reflective action, rivalry, strategic rotation, information redundancy, single loop – double loop, individual or group.

4. Presentation Purpose Three Fundamentals Audience Analysis Presentation Goal

5. Retention over time of key points

6. Red Selling – Recognition of Need Logical Argument Emotional Appeal

7. Red Selling – Establishing criteria

8. Red Selling Decide EmotionalJump – Reduce the Risk

9. Retention over time of key points

10. The buying and selling process Help position this future Situation such that only we Can achieve it Now Situation Future Situation Recognition of need Establishing the criteria for choosing the best solution Help select the criteria That will rate us highly Help make it urgent, demonstrate the payback, provide the resources minimise the risk and show the consequences of not buying Choosing the best alternative

11. RFP vs Prospecting

12. What do we need in a proposal • Identify customer needs • State what they will gain if the need is solved • Recommend a solution • Prove you can do it better than anyone else.

13. Core Benefits Core Benefits The Selling Points Augmented Benefits Exceeding the specification alternative Exceeding the Specifiation –USP’s Core Benefits Expected Core Benefits Specification - Compliance Benefits USP’s

14. Cicero Quote– Roman Statesman • If you wish to persuade me, you must think my thoughts, feel my feelings and speak my words. Different types of customer: • Expert • Experienced • Novice Different types of sales opportunity • First time buy • Re-buy • Modified Re-buy

15. What does NLP tell us? • Our Brain can only process 7 items. • We remember in pictures. • We have individual values sustained by individual beliefs – internal congruence gives us strength. • We look for information to support our beliefs and reject the rest. • To understand the other point of view we have to encourage negative feedback and have the flexibility to question our beliefs. • Left side of brain logical deciphers meaning of words – right emotional looks for patterns – engage both.

16. Pictures Speak A Thousand Words Presentation Skills Frameworks Audience Involvement Ronald Reagan’s Conversational Style

17. What are the five attributes necessary for persuasion – Flipnosis Dr. Kevin Dutton S P I C E EMPATHY SIMPLICITY PERCEIVED SELF INTEREST CONFIDENCE INCONGRUITY

18. Summarise Key Points and develop the theme with an additional point. Playback some of the points they have raised. An inspirational quote Summarize benefits for them Call for action. Use triplicates A direct statement of the goal of the presentation maybe using the value proposition as a theme we will develop. Rhetorical question, A startling statement of interest to the audience Personal anecdote, Counter intuitive quote General Presentation Format Transitioning

19. Agenda and Transitions • Item 1 • Item 2 • Item3 • Questions • Summary • Result 1 • Result2 • Result 3

20. Problem Solving Presentation Format Summarise Key Points Summarize benefits Call for action A direct statement of the goal of the presentation A rhetorical question' A startling statement of interest to the audience

21. Our Sales are 80% repeat business

22. Research + Development Three Fundamentals Worldwide Service Commitment To customers

23. Global service 10% of sales • Global Capability - power and forced cooling. • More service people than sales, more upgrades than new equipment – R&D • Efficient parts distribution – mobile field workshop. • Widest application experience – deepest reference lists longer warranties – warranty costs < 0.5%.

24. Research and development 10% of sales. • Full product range – mobile , forced cooling, power – any future application. • Low noise, weight and size – mobile and transport • Low energy requirements – power, material conveying, • Monitoring and controlling – communications. • Focused on existing customer requirements 80% repeat orders.

25. Customer commitment • Compressors is and has always been our business. • Limited radical developments means we don’t bite off more than we can chew. • Product quality and reliability • Dedicated resources – power • On time delivery • Leasing options.

26. Our strategy is to grow our business from existing customers 80% Repeat Business Commitment Service R&D

27. Pictures tell a thousand words • Use props, pictures and graphs to illustrate points rather than just using words and numbers. Animate them if appropriate. • Bullet-points 6X6 rule • Minimum font size 32 for titles and 18 for bullets

28. Starts Business By Putting £40K into Shares Cash £40K Share Capital £40K Assets Claims

29. Borrows £100k from Bank Cash £140k Loans £100k Cash £40K Cash £40K Share Capital £40K Assets Claims

30. % of content conveyed by the words – sound and by what people see with their eyes and their imagination Paint images to trigger people’s emotions with your words, tone of voice and visual aids

31. Sound – It is not what you say that matters but what your audience thinks about what you have said. • 125 – 150 wpm goal –achieved by articulating each word. • Loudness suggests authority, self esteem and enthusiasm • Emphasise key points by changing the volume and pitch up or down. • Use notes or PowerPoint slides rigorously – concentrate on getting key points across • Use silence to punctuate them • Use rhetorical questions Churchill had a speech impediment

32. Vision 1 - Listeners focus on the presenter’s eyes 43% of the time Presenter 2 Audience 4 3 1

33. Vision 2 Move around for impact Table Look at screen Look at screen Screen

35. Presentation Purpose Three Fundamentals Audience Analysis Presentation Goal

36. Stage fright Most people would rather be in the box than have to give the eulogy – Jerry Seinfeld Negative Predictions Anxious Response Make Mistakes Self Monitoring How can we predict the severity and how can we avoid stage fright?

37. Severity depends on how knowledgeable we are and what is riding on it – How can we avoid it? • Preparation – analyse the audience, prepare a suitable message, illustrate with pictures or anecdotes. • Practice it in situ – especially the start- funeral • Get to know people in your audience. • Relaxation and visualisation exercises • Concentrate on getting the key points across

38. Building Rapport • Follow your audience connection with your credentials • Build using rhetorical questions and pausing after them • Be yourself, but look and sound interesting. • Keep Eye Contact • Speak thoughts not words - universal truths, common human experiences, things they can all relate to. • Give your listeners and yourself time to think • Show genuine desire to benefit your audience

39. Presentation Preparation

40. Audience analysis: How many people and what positions are they? Who are the key decision makers or the most influential people? Why are they attending? What type of presentation do they expect? What do they already know about the subject? What do they need to know? What is their attitude towards my subject? What is their attitude towards me? What has been happening in the company that is relevant to my topic? What will the room be like and what technology will I have available to me? Final Comments on the presentation - How can I learn from the outcome?