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Actual for You - How To Deliver A Professional Sales Presentation
Electronic fund transfers is a secure and efficient system that assists electronic payments and collections. However, EFT systems and securities may contain loopholes creating possibilities for EFT frauds. Over the years, EFT frauds have resulted in losses running into the millions.Fraud in an EFT occurs as a result of unauthorized instruction, alteration of the amount or name of the receiver, etc. A number of electronic funds transfer frauds have involved the direct interception or modification of electronic data messages transmitted from the computers of financial institutions. This revelation also confirms that offenders have most likely worked inside the concerned financial institutions and operated upon so called secured systems.Risks of EFT frauds are enhanced if the electronic funds transfer system is dependant upon general telecommunication facilities. If the system provides authorized access to a large number of people, it automatically increases the chances of an EFT fraud. It is important to employ methods wherein unauthorized access to secure data is minimized.A dedicated communication network is considered to be less vulnerable to illegal access. This helps control and prevents EFT fraud. EFT frauds can take place at work by insiders and outsiders. Insiders are able to evade the sending body?s secured system and mo
Message
Your message is the core of your presentation - this is where you must be at your most persuasive. The definition of persuasion is “Causing someone to do something by argument, reasoning or entreaty” Most persuasion requires some form of evidence.
Audiences process information in two ways; by responding emotionally to imagery or by using logic. Therefore you must address both ways of perceiving information and you achieve this by using analogies to appeal to imagery and facts and figures to appeal to logic. You will never control your audience’s feelings and actions but you can plant images and create feelings that lead to the actions.
The Three Laws Of Successfully Communicating Your Message:
To achieve a balance in your presentation, for every set of numbers - tell a story, and for every story present a set of numbers, this is called “The law of variety”
Give facts and figures only for points that your audience may doubt, this is “The law of stinginess”
Present one point at a time, prove one point at a time, and use the most powerful facts and figures –
Online business is on the upswing all over the world. According to research, people generally like to shop online as they want to save their time. In 2005 consumers bought goods worth ?8.2 billion from various marketing web portals. After this great research every business is providing a good service online so that persons can take benefit of it.That’s why people started online advertisement. Delhi manufacturers and exporters are there, providing these advertisements in India. Delhi manufacturers provide all the business and shops listing in Delhi. Anybody can find your business here and place order online.As I told you consumers do not want to waste their time by going here and there, so they store some sites which provides all the listing of shops and business, that contains the item and goods, they wants to shop for.Generally, there are many web sites which provide such information but you have to sign up there and pay some amount. On the other hand some sites are also there which provide free information about these. Indian Delhi manufacturers and delhi exporters are the online business directory which provides all this.Today the main thing which comes in mind of consumers is the latest trends. As the complaints against the old players are rising people are increasingly looking more towards the new players who are st
Presentations allow us to : -
• Influence a group of important people.
• Gain consensus and commitment.
• Find out who the real players are and the real status.
• Set ground rules for a major sale.
• Make a lasting impression of professionalism.
When it comes to the enthusiasm that sales professionals have for making a presentation, they broadly fall into four categories, (as I highlighted in a previous article - :”When It Comes To Making Presentations, The Very Best Salespeople Are Seekers”)
The Avoider:
An Avoider does everything possible to escape from having to stand in front of an audience; in some drastic cases salespeople may seek positions that do not involve making presentations.
The Register:
A Register is also extremely hesitant of speaking in public, however Registers may not be able to avoid speaking as part of their job but they never encourage it. When they do speak they do so very reluctantly.
The Acceptor:
The Acceptor will give presentations as part of their job but does not seek opportunities to do so. Acceptors occasionally give a presentation and feel they did a good job. They even find that once in a while they are quite persuasive and enjoy the experience.
The Seeker:
A Seeker looks for opportunities to speak. They understand that anxiety can be a stimulant which fuels enthusiasm during a presentation. Seekers work at building their professional communication skills and self-confidence by speaking often.
The reality is, that making presentations is an essential sales skill, Top 5% achievers are very good presenters. Any salesman or woman, who has ambitions to become the best in their sector or industry, will need to ensure that they can deliver dynamic, convincing and professional presentations, whenever they are called upon to do so.
Becoming a Seeker is a pre-requisite to success!
There Are Four Key Elements Of A Successful Presentation:
Element One: Structure
In preparing for any presentation, there is a simple, yet useful structure: -
• Prospect Need
• Prospect Advantage
• Your Proposal
• Your Action.
Prospect Need:
It is essential that you consider your prospects/ audience’s views because every prospect/audience has a need. Need consists of two parts - symptoms and causes, (through identifying the symptoms we find causes).
Prospect Advantage
• Main - This demonstrates how your ideas will meet the needs and resolve the prospects problems
• Added - These are powerful persuasions that explain why your ideas are superior and compelling.
Advantage statements should always be specific
Your Proposal:
Never assume your audience is as informed about the subject as you are. You must define your proposal by explaining the general pattern to the extent that your audience needs in order for them to understand the message.
Your Action:
• Present Action - This is a single immediate action that your audience must initiate.
• Future Action - These will be a series of actions, spread out over a period of time (example: inform departments of order, form consultative groups, finalise policy, implement policy).
Remember:
Your ideal presentation will cover the above four steps, however you may change the position of the two pairs according to your audience.
Format:
The following format will ensure that your presentation is forceful and compact, it will give you control over the content and structure of your message. You will need to adapt the elements so that they can be used in any sequence to fit your presentation agenda and to match that of your audience.
Opening
- Introduce yourself
- Thank your prospects for their time
- Build credibility
- State your objectives
- Confirm the level of commitment you expect
- Overview the elements
Agenda
-Topics to be covered
Overview
- Brief presentation of your prospect’s, goals and objectives
(The primary goals that you will address).
Review Requirements
-Those identified and agreed at the Exploratory Meeting.
Proposal Discussion (Your Solution)
-Highlight features and associate advantages.
Benefits
-Translation of advantages into actual prospect’s benefits.
Summarise
- Summarise topics.
Question & Answer Session
- Encourage questions to reiterate important points
Close -Outline your action plan - what you want your prospects to do based on what you have told them.
Message
Your message is the core of your presentation - this is where you must be at your most persuasive. The definition of persuasion is “Causing someone to do something by argument, reasoning or entreaty” Most persuasion requires some form of evidence.
Audiences process information in two ways; by responding emotionally to imagery or by using logic. Therefore you must address both ways of perceiving information and you achieve this by using analogies to appeal to imagery and facts and figures to appeal to logic. You will never control your audience’s feelings and actions but you can plant images and create feelings that lead to the actions.
The Three Laws Of Successfully Communicating Your Message:
To achieve a balance in your presentation, for every set of numbers - tell a story, and for every story present a set of numbers, this is called “The law of variety”
Give facts and figures only for points that your audience may doubt, this is “The law of stinginess”
Present one point at a time, prove one point at a time, and use the most powerful facts and figures –
This is the perfect topic for the first month of a brand new year!Staying late started innocently enough: “If I just stay a little later
today, I can catch up’ on this work I haven’t been able to get to.” Eight
hours went to nine. It became a habit. Then: “If I just take this reading
home with me, I can ‘catch up’ after the kids go to bed.” Nine hours went to
ten. You did this on a regular basis; 60-hour weeks became the norm. Sure,
if you’re starting a new business or have an important short-term project,
you’ll have to put in some extra hours. But if years later you’re still
working those hours, it’s now a habit. You have forgotten what it’s like to
have a free weeknight or weekend.Where do we draw the line when it comes to life balance? Is the worker
the one who draws it? Does that task belong to our companies or to society?
It’s difficult to define where personal responsibility ends and companies’
responsibility begins. I think both share it. In the final analysis,
responsibility for your life is yours alone. You must draw the line and
insist on leaving work on time to create the balance for yourself. If you
don’t, you will perpetually chase the clock.I’ve studied many successful people and discovered they place a high
priority on not working extreme hours and striking a healthy balance between
work and home
The Seeker:
A Seeker looks for opportunities to speak. They understand that anxiety can be a stimulant which fuels enthusiasm during a presentation. Seekers work at building their professional communication skills and self-confidence by speaking often.
The reality is, that making presentations is an essential sales skill, Top 5% achievers are very good presenters. Any salesman or woman, who has ambitions to become the best in their sector or industry, will need to ensure that they can deliver dynamic, convincing and professional presentations, whenever they are called upon to do so.
Becoming a Seeker is a pre-requisite to success!
There Are Four Key Elements Of A Successful Presentation:
Element One: Structure
In preparing for any presentation, there is a simple, yet useful structure: -
• Prospect Need
• Prospect Advantage
• Your Proposal
• Your Action.
Prospect Need:
It is essential that you consider your prospects/ audience’s views because every prospect/audience has a need. Need consists of two parts - symptoms and causes, (through identifying the symptoms we find causes).
Prospect Advantage
• Main - This demonstrates how your ideas will meet the needs and resolve the prospects problems
• Added - These are powerful persuasions that explain why your ideas are superior and compelling.
Advantage statements should always be specific
Your Proposal:
Never assume your audience is as informed about the subject as you are. You must define your proposal by explaining the general pattern to the extent that your audience needs in order for them to understand the message.
Your Action:
• Present Action - This is a single immediate action that your audience must initiate.
• Future Action - These will be a series of actions, spread out over a period of time (example: inform departments of order, form consultative groups, finalise policy, implement policy).
Remember:
Your ideal presentation will cover the above four steps, however you may change the position of the two pairs according to your audience.
Format:
The following format will ensure that your presentation is forceful and compact, it will give you control over the content and structure of your message. You will need to adapt the elements so that they can be used in any sequence to fit your presentation agenda and to match that of your audience.
Opening
- Introduce yourself
- Thank your prospects for their time
- Build credibility
- State your objectives
- Confirm the level of commitment you expect
- Overview the elements
Agenda
-Topics to be covered
Overview
- Brief presentation of your prospect’s, goals and objectives
(The primary goals that you will address).
Review Requirements
-Those identified and agreed at the Exploratory Meeting.
Proposal Discussion (Your Solution)
-Highlight features and associate advantages.
Benefits
-Translation of advantages into actual prospect’s benefits.
Summarise
- Summarise topics.
Question & Answer Session
- Encourage questions to reiterate important points
Close -Outline your action plan - what you want your prospects to do based on what you have told them.
Message
Your message is the core of your presentation - this is where you must be at your most persuasive. The definition of persuasion is “Causing someone to do something by argument, reasoning or entreaty” Most persuasion requires some form of evidence.
Audiences process information in two ways; by responding emotionally to imagery or by using logic. Therefore you must address both ways of perceiving information and you achieve this by using analogies to appeal to imagery and facts and figures to appeal to logic. You will never control your audience’s feelings and actions but you can plant images and create feelings that lead to the actions.
The Three Laws Of Successfully Communicating Your Message:
To achieve a balance in your presentation, for every set of numbers - tell a story, and for every story present a set of numbers, this is called “The law of variety”
Give facts and figures only for points that your audience may doubt, this is “The law of stinginess”
Present one point at a time, prove one point at a time, and use the most powerful facts and figures –
In advertising on the radio for auto services it is important to paint a picture in the listener's mind and therefore it is important to describe events, objects and paint scenarios so that they can understand what they should be seeing in their minds when they listen to the radio. It sounds difficult but it isn't really and they say a picture is worth how many words, well quite a few. Another important thing for radio advertising for auto services is to use a little humor. Why you ask?Well when people consider spending money on their car sometimes they cringe and instead of listening to your message they are busy in their minds thinking of the last time they spent thousands of dollars to get their car repaired for something that broke. That might have been a bad experience because it cost them a lot of money and we just don't want to go there. This is why a little humor will help break up such thoughts and put them in a positive state of mind.Believe it or not sometimes 15-second commercials or 30-second commercials work much better than the longer commercials and even better is when the DJ talks about your auto services and sometimes those can be the best of all.To do proper auto services radio advertising it pays to listen to some of the other ads on the radio first before committing and you want to make sure that your
Prospect Advantage
• Main - This demonstrates how your ideas will meet the needs and resolve the prospects problems
• Added - These are powerful persuasions that explain why your ideas are superior and compelling.
Advantage statements should always be specific
Your Proposal:
Never assume your audience is as informed about the subject as you are. You must define your proposal by explaining the general pattern to the extent that your audience needs in order for them to understand the message.
Your Action:
• Present Action - This is a single immediate action that your audience must initiate.
• Future Action - These will be a series of actions, spread out over a period of time (example: inform departments of order, form consultative groups, finalise policy, implement policy).
Remember:
Your ideal presentation will cover the above four steps, however you may change the position of the two pairs according to your audience.
Format:
The following format will ensure that your presentation is forceful and compact, it will give you control over the content and structure of your message. You will need to adapt the elements so that they can be used in any sequence to fit your presentation agenda and to match that of your audience.
Opening
- Introduce yourself
- Thank your prospects for their time
- Build credibility
- State your objectives
- Confirm the level of commitment you expect
- Overview the elements
Agenda
-Topics to be covered
Overview
- Brief presentation of your prospect’s, goals and objectives
(The primary goals that you will address).
Review Requirements
-Those identified and agreed at the Exploratory Meeting.
Proposal Discussion (Your Solution)
-Highlight features and associate advantages.
Benefits
-Translation of advantages into actual prospect’s benefits.
Summarise
- Summarise topics.
Question & Answer Session
- Encourage questions to reiterate important points
Close -Outline your action plan - what you want your prospects to do based on what you have told them.
Message
Your message is the core of your presentation - this is where you must be at your most persuasive. The definition of persuasion is “Causing someone to do something by argument, reasoning or entreaty” Most persuasion requires some form of evidence.
Audiences process information in two ways; by responding emotionally to imagery or by using logic. Therefore you must address both ways of perceiving information and you achieve this by using analogies to appeal to imagery and facts and figures to appeal to logic. You will never control your audience’s feelings and actions but you can plant images and create feelings that lead to the actions.
The Three Laws Of Successfully Communicating Your Message:
To achieve a balance in your presentation, for every set of numbers - tell a story, and for every story present a set of numbers, this is called “The law of variety”
Give facts and figures only for points that your audience may doubt, this is “The law of stinginess”
Present one point at a time, prove one point at a time, and use the most powerful facts and figures –
Offline Advertising for Online BusinessIf you have an online business and you’re trying to get traffic to your site, you want to advertise. Many people think this means that you have to advertise on the web or via some electronic medium. But advertising is advertising whether it’s on the web, in an email, on a sign, on TV, at a trade show, or in a magazine.Your choice of advertising – online or offline – should not be driven by which media it is on. Rather, where you advertise should be driven by what audience you seek. The media that can you get you closest to the audience you need at the best price, is the media you should use.How can you tell the audience of a given media? Believe it or not, there’s numbers available for everything. A few examples include the following:Magazine’s: Get a media kit for the publisher – they’ll generally offer extensive detail about their readership.Online newsletters: Likewise. Get the demographics of their opt-in list.Billboards: Drive-by traffic data is available from most billboard providers.Rented lists: Demographics and characteristics including “selects” (filters that can be applied) are generally available.Radio/TV: Viewership & “Reach” demographics are almost always available.The point is that your choice of advertising needs to be driven
Format:
The following format will ensure that your presentation is forceful and compact, it will give you control over the content and structure of your message. You will need to adapt the elements so that they can be used in any sequence to fit your presentation agenda and to match that of your audience.
Opening
- Introduce yourself
- Thank your prospects for their time
- Build credibility
- State your objectives
- Confirm the level of commitment you expect
- Overview the elements
Agenda
-Topics to be covered
Overview
- Brief presentation of your prospect’s, goals and objectives
(The primary goals that you will address).
Review Requirements
-Those identified and agreed at the Exploratory Meeting.
Proposal Discussion (Your Solution)
-Highlight features and associate advantages.
Benefits
-Translation of advantages into actual prospect’s benefits.
Summarise
- Summarise topics.
Question & Answer Session
- Encourage questions to reiterate important points
Close -Outline your action plan - what you want your prospects to do based on what you have told them.
Message
Your message is the core of your presentation - this is where you must be at your most persuasive. The definition of persuasion is “Causing someone to do something by argument, reasoning or entreaty” Most persuasion requires some form of evidence.
Audiences process information in two ways; by responding emotionally to imagery or by using logic. Therefore you must address both ways of perceiving information and you achieve this by using analogies to appeal to imagery and facts and figures to appeal to logic. You will never control your audience’s feelings and actions but you can plant images and create feelings that lead to the actions.
The Three Laws Of Successfully Communicating Your Message:
To achieve a balance in your presentation, for every set of numbers - tell a story, and for every story present a set of numbers, this is called “The law of variety”
Give facts and figures only for points that your audience may doubt, this is “The law of stinginess”
Present one point at a time, prove one point at a time, and use the most powerful facts and figures –
Having a good work ethic can take you a long way in your career.I’ve seen numerous references to the historical meaning of phrases like “good work ethic” and rather than getting bogged down in various interpretations of what it means, the reality is that employers tend to look favorably on staff who are considered to have a strong work ethic.People often refer to someone as having a good work ethic when they work hard however I think there is a lot more to having a good work ethic than just this.I’ve found that showing your colleagues and superiors that you care and have a good attitude with regards to your work can help you build a good reputation that carries you far.To me, having a good attitude goes hand in hand with having a good work ethic.I’ve found that it can be easy to exceed the expectations of others simply by being someone who is reliable, diligent and professional. Conversely, having the opposite of these traits can be your quickest way to being seen as a lazy employee who is not held in high regard by others.These days, companies often get by with fewer staff doing more work so being seen as someone with a good work ethic can really help to distinguish you from others especially during periods of downsizing or conversely when it comes time to promote someone.To me, having a good work e
Message
Your message is the core of your presentation - this is where you must be at your most persuasive. The definition of persuasion is “Causing someone to do something by argument, reasoning or entreaty” Most persuasion requires some form of evidence.
Audiences process information in two ways; by responding emotionally to imagery or by using logic. Therefore you must address both ways of perceiving information and you achieve this by using analogies to appeal to imagery and facts and figures to appeal to logic. You will never control your audience’s feelings and actions but you can plant images and create feelings that lead to the actions.
The Three Laws Of Successfully Communicating Your Message:
To achieve a balance in your presentation, for every set of numbers - tell a story, and for every story present a set of numbers, this is called “The law of variety”
Give facts and figures only for points that your audience may doubt, this is “The law of stinginess”
Present one point at a time, prove one point at a time, and use the most powerful facts and figures – Auxiliary law
In addition, also consider using the other two forms of “evidence”.
Experience, both your own and your audience’s and Opinions of experts - but the opinions of experts outside your company.
Delivery:
The delivery of a presentation is split into two parts - Verbal and Physical.
Tips on Verbal Delivery:
Gear your presentation to your audience, use familiar terminology and acronyms. Ensure that your voice level is sufficient for all to hear.
Think about your attitude because your confidence will make your presentation. confidence is displayed in the words that you use and in the way in which you use your voice.
A good presenter is always aware of his or her audience and alters delivery accordingly.
Steer clear of:
• The use of unnatural terminology and acronyms,
• The use of destructive phrases and non-words e.g. “OK”, “You Know” etc.
• Speaking too quickly.
• Speaking in monotone.
• The use of slang.
• Reading visuals.
• Addressing one person continuously.
Tips On Physical Delivery
Retain eye contact with your audience and they will always pay attention. Use large descriptive gestures along with a big voice to describe important points, your words and hand movements must carry throughout the room.
Stand straight, yet relaxed, move around the platform/room; do not hang on the podium/lectern.
Being aware of your audience will help to ensure that you have control of them. If they appear distracted or have lost interest, moving closer to them or using exaggerated gestures should regain their attention. Smile, as this will relax both you and the audience.
Avoid • Minimal eye contact.
• Small descriptive gestures.
• Distracting gestures.
• Poor posture.
• Untidy dress sense.
• An unsmiling attitude.
Finally...If you look and sound enthusiastic about your subject, the more your prospect/audience is likely to be. Enthusiasm really is infectious!
Specific Tips For Seminar Delivery
• Pitch Your Presentation for the Audience - not the subject matter.
• Sense how your audience is responding - and react accordingly.
• Ask questions - it encourages a certain amount of interaction.
• Always repeat questions back - to make sure that everyone has heard them.
• Address answers to everyone - not just the questioner.
• Use analogies in your presentation - make it fun to be there.
• Limit your use of visual aids - remember if it is worth saying to the audience - say It.
• Don’t be afraid of silences - you can use them to emphasize a point or let the audience absorb an idea while you check your notes.
• Try to speak, as you would in normal conversation - with inflections and pauses, rather than speeding non - stop in a monotone.
• Talk to someone all of the time, talk to everyone some of the time.
• Remember you are selling:
- Your solutions
- Your company,
- Your services
- Yourself – and one of the first tasks is to sell the attendees on wanting to listen.
Start with the assumption that nobody wants to be there or to stay - this provides you with a good challenge.
Involve Your Audience – Remember:
• Tell them what you are going to tell them.
• Tell them.
• Tell them what you have told them.
The Use Of Visuals:
Generally people comprehend:
11% of what they hear.
32% of what they see.
73% of what they see & hear.
90% of what they see hear & discuss.
An effective visual presentation will:
Emphasise the highlights of your proposal and provide you with a guide and prompt:
Plus:
- Stimulate interest.
- Guide you - moreover guide you logically.
- Be creative.
- Be specific.
Visuals are not a crutch but a way of re-enforcing your contact.
Confucius said “One Picture Paints A Thousand Words”
When creating visuals try and anticipate areas where the audience may need “reassurances”, Dramatise important points that you want to get over, but overall know your audience and your position.
And Finally -Nine Golden Rules For The Effective Handling Of Questions:
-Welcome questions
-Question questions
-Be discreet
-Keep it simple
-Illustrate your answers
-Never win an argument and lose your audience
-If you don’t know don’t bluster
-Involve the audience
-Summarise
and....Stay in control.
Copyright © 2006 Jonathan Farrington. All rights reserved
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