Winning Strategies that Close the Deal © 2009 Tracy R. Williams Kelly T. O’Brien

WHAT MUST THEY KNOW WHAT DESERVES TIME WHAT CAN YOU CUT SCOPE WHAT REALLY MATTERS WHAT WILL GRAB THEM CRITICALITY WHAT PATTERN MAKES IT EASY ORDER

Hybrid Persuasive Sequence Attention Getter Thesis Statement Audience Motivation Content Overview Attention Restatement of the problem Research that supports problem Need/Problem Statement of Solution Research and other information that positively supports solution Solution Short and long-term benefits of solution - WIIFM Benefits Specifically request action for audience to take Action

U nderstand your audience What do they expect? What do I want? Who is my audience?

USE YOUR BODY AND VOICE TO SUCCEED

Graffiti UMYeahUH Ya Know Like

Graffiti Identify Fillers Find Patterns Anticipate Pause Replace

Rapport Building Vocal Control Speak Up Be Expressive Remember to Breathe

Your posture says a thousand words Your hands help you connect Eyes are the window to your soul Rapport Building

Team Transitions “Elise is going to take it from here….” “That’s all I got here’s Brendan…..” “I’m going to pass the baton over to……”

How NOT to Give a PowerPoint Presentation Adapted from “Life After Death by PowerPoint” Don McMillan

Common PowerPoint Mistakes 1.) People tend to put every word they are going to say on their PowerPoint slides. Although this eliminates the need to memorize your presentation, this ultimately makes your slides crowded, wordy, and boring. You will lose your audience’s attention before you even reach the bottom of your…

Common PowerPoint Mistakes, Contd. …first slide.

2.) Many people do not run spell cheek before there presentation – BIG MISTAK!!!! Nothing makes you look stupider than spelling erors.

Avoid Excessive Bullet Pointing Only Bullet Key Points Too Many Bullet points And Your Key Messages Will NOT Stand Out In fact, The Term “Bullet Point” Comes From People Firing Guns At Annoying Presenters

Bad Color Schemes Clashing background and font colors can lead to: Distraction Confusion Headaches Nausea Vomiting And loss of bladder control

Usefulness vs. Total Number of Slides This presentation

Data vs. Effectiveness

Amount of Animation vs. Effectiveness Original chart from: Simple, but Effective Active & Confusing Effective, but Boring Active, but Ineffective Static and Dull Dull, but Static Busy, but Useless ADD Only Dull Triangle Useful and Amusing Dizzying Trapezoid

FONT Analysis Courier New Organized and Structured Mistral ARTISTIC Times New Roman Lazy, Apathetic, Unimaginative (and you always use the default)

Let Them See What You Say Web Based Learning ADVANTAGES: Access is available anytime, anywhere, around the globe. Per-student equipment costs are affordable. Student tracking is made easy. Possible "learning object" architecture supports on demand, personalized learning Content is easily updated. DISADVANTAGES Lack of human contact Lack of multi media

Let Them See What You Say Web Based Learning ADVANTAGES: Accessible 24x7 Low Cost $ Tracking & Updating Easy

Let Them See What You Say Web Based Learning DISADVANTAGES:

OCULAR APPEAL Revenue and Gross Profit Total Revenue Operating Expenses Cost of Revenue, Total Selling/Gen/Admin Expense Labor & Related Expense Sell/Gen/AdminExpenses,Tot Depreciation/Amortization Inter/Expnse(In),Net Oper Impair-Assets Held for Use1-- Other Unusual Expnse (In)--004 Unusual Expense (Income)1004 Other Operat Expse, Total00013 Total Operating Expense

OCULAR APPEAL Revenue and Gross Profit Total Revenue Operating Expenses Cost of Revenue, Total Selling/Gen/Admin Expense Labor & Related Expense Sell/Gen/AdminExpenses,Tot Depreciation/Amortization Inter/Expnse(In),Net Oper Impair-Assets Held for Use1-- Other Unusual Expnse (In)--004 Unusual Expense (Income)1004 Other Operat Expse, Total00013 Total Operating Expense

Marketing Sensibility Baldwin Chester

YAMANA GOLD (AUY)  Yamana Gold Inc. (auy) is engaged in the acquisition, exploration, development and operation of mineral properties. Yamana’s principal product is gold. The Company has gold production, development stage properties, exploration properties and land positions in Brazil Chile, Argentina, Mexico, Honduras, Nicaragua and the United States. A total of 975,764 ounces of gold were produced by the Company’s mines during year ended December 31,  During 2007, the Company’s projects include Chapada Mine (Brazil), Sao Francisco Mine (Brazil), Jacobina Mining Complex (Brazil), San Andres Mine (Honduras), Fazenda Brasileiro Mine (Brazil), Alumbrera Mine (Argentina), El Penon Mine (Chile), Minera Florida Mine (Chile) and Rossi Property (United States).  On October 13, 2007, Yamana acquired Northern Orion Resources Inc. As of November 5, 2007, Yamana had acquired approximately 90% interest in Meridian Gold Inc.

YAMANA GOLD (AUY) Acquisition Northern Orion 100% Meridian 90% Exploration Argentina Chile Development Brazil Mexico 975,764 oz as of 12/08

Our Top 5 Failing to Excite Standing At Attention Failing to Rehearse Dressing Down Avoiding Eye Contact Adapted from 10 Simple Secrets of the World’s Greatest Business Communicators by Carmine Gallo