1. www.iSpeak.com Proprietary and Confidential Presentation Skills iSpeak Foundation Series Month day, 2012 Instructor Name

2. www.iSpeak.com Proprietary and Confidential Agenda Introductions – What do you want to learn? Itinerary Ground Rules – Phones on Silent – Ask Questions – Participate & Respect others – Respect our schedule

3. www.iSpeak.com Proprietary and Confidential Satori

4. www.iSpeak.com Proprietary and Confidential Presentation Skills Unit One: Effective Communication

5. www.iSpeak.com Proprietary and Confidential Effective Communication Communication skills ranked as number one factor contributing to success by: – Job Outlook 2012 survey by the National Association of Colleges and Employers – Journal of Business Communication of Fortune 500 Vice-Presidents – CEOs from 5000 U.S. companies

6. www.iSpeak.com Proprietary and Confidential Poor Presentations What makes a presentation so poor? – Reading from the slides – Speaker is nervous – Boring – Too many slides – Not prepared (unorganized) – Takes too much time

7. www.iSpeak.com Proprietary and Confidential Fear of Speaking Gallop Poll: Top Fear in America is ________. 2 of 5 people have a fear of speaking Studies show 75% of speakers have anxiety Afraid of… – Forgetting – Being embarrassed – Being intimidated Snakes

8. www.iSpeak.com Proprietary and Confidential Presentation #1 3-5 minute presentation Presentation about you (vacation, job, family, hobby) Evaluation will focus on your: – Organization – Objectives – Communication – Delivery

9. www.iSpeak.com Proprietary and Confidential 9 Exercise: Strengths and Areas to Improve

10. www.iSpeak.com Proprietary and Confidential History of Public Speaking Aristotle's Rhetoric – Ethos – Pathos – Logos

11. www.iSpeak.com Proprietary and Confidential Communication Factors

12. www.iSpeak.com Proprietary and Confidential Words “ Kind words can be short and easy to speak, but their echoes are truly endless. ” - Mother Teresa Weak words Slang Speech fillers

13. www.iSpeak.com Proprietary and Confidential Voice “ We often refuse to accept an idea merely because the tone of voice in which it has been expressed is unsympathetic to us. ” - Friedrich Nietzsche Inflection Volume Clarity Speed Pauses

14. www.iSpeak.com Proprietary and Confidential Body Language “ I speak two languages, Body and English. ” - Mae West Smile Stand to the Left Body Position Use Your Hands Eye Contact

15. www.iSpeak.com Proprietary and Confidential Satori

16. www.iSpeak.com Proprietary and Confidential Presentation Skills Unit Two: Presentation Foundation

17. www.iSpeak.com Proprietary and Confidential Presentation Types Persuasive – Sales presentation – Budget review Informative – Financial presentation – Technical presentation Entertaining – Awards ceremony – Keynote luncheon speaker

18. www.iSpeak.com Proprietary and Confidential SMART Presentation Objective Specific What exactly do want to accomplish in this presentation? Measurable Can we measure it? Attainable Is it attainable during the timeframe of my presentation? Relevant Will this objective lead to the desired results? Timely When will this objective be accomplished?

19. www.iSpeak.com Proprietary and Confidential Exercise: Presentation Objective Write your presentation objective Make it specific Share it with someone else Get feedback

20. www.iSpeak.com Proprietary and Confidential Audience Analysis Analysis Understanding Demographics Interest Environment Needs Customized Expectations

21. www.iSpeak.com Proprietary and Confidential Exercise: Audience Analysis Write your Audience Analysis Be specific Share it with someone else Get feedback

22. www.iSpeak.com Proprietary and Confidential Satori

23. www.iSpeak.com Proprietary and Confidential Presentation Skills Unit Three: Presentation Structure

24. www.iSpeak.com Proprietary and Confidential Presentation Structure Tell ‘em Method Answer First 3-1-2 Method – Results-focused – You start the development of your presentation with the conclusion (#3) – Then you develop an opening (#1) – Then you develop your supporting data (#2)

25. www.iSpeak.com Proprietary and Confidential Closing Techniques Call for action Startling statement Supporting story

26. www.iSpeak.com Proprietary and Confidential Memorable Closing Example Take a journey with me and let ’ s visit our company 5 years into the future. What do you see? Our client base includes customers from around the globe. Our offices in North America have expanded to include South America, Europe and the Pacific Rim. We are developing our products in half the time that it currently takes and our support staff is providing service 24 hours a day via the web and VoIP phone service. And how did all this come to be? We decided 5 years ago to invest in our future with a web based Supply Chain and CRM system.

27. www.iSpeak.com Proprietary and Confidential Memorable Closing Example I need your support to solve this issue today. Without your approval on the budget, the Supply Chain and CRM system will never happen…that future will never happen. Can we afford NOT to move forward?

28. www.iSpeak.com Proprietary and Confidential Example Close – Cynthia

29. www.iSpeak.com Proprietary and Confidential Example Close – Kevin

30. www.iSpeak.com Proprietary and Confidential Exercise: Write Your Closing Write your Closing Make it memorable Share it with your group Get their feedback

31. www.iSpeak.com Proprietary and Confidential Introductions & Openings Ask the audience a question Begin with a quotation Startle the audience with a fact or figure Tell a story Relate your main points to the audience Create curiosity with the audience Emphasize the importance of your subject

32. www.iSpeak.com Proprietary and Confidential Memorable Opening According to the A.C. Nielsen Company, the average American watches more than four hours of television each day, which equates to 28 hours of TV per week, or two months of non-stop TV watching each year. That means that you and I spend 9 years in our lifetime glued to the tube. My name is John Houser and I am a TV addict. I want to speak to you about the negative effects of too much television, which include health issues, violence, and risky behaviors. Television, in moderation, can be a good thing. But four hours per day has negative effects on us physically, socially, and emotionally.

33. www.iSpeak.com Proprietary and Confidential Memorable Opening What is your biggest fear? If you are like most Americans, you fear snakes, public speaking, heights, and death, in that order. That means if an average person goes to a funeral, they would rather be in the casket than delivering the eulogy. My name is Russ Boles and I’ve been professionally speaking for 20 years. I want to share my experiences with you so that at the end of our time together you will be able to overcome your fear of speaking and present an organized and professional presentation.

34. www.iSpeak.com Proprietary and Confidential Example Open – Cynthia

35. www.iSpeak.com Proprietary and Confidential Example Open – Kevin

36. www.iSpeak.com Proprietary and Confidential Exercise: Write Your Opening Write your Opening Grab their attention Tell them what you will share Get feedback on your work

37. www.iSpeak.com Proprietary and Confidential Develop & Design the Body Rule of Three Key Points – Relevant – Unique – Thorough Supporting Materials – Statistics – Stories – Examples

38. www.iSpeak.com Proprietary and Confidential Exercise: Write the Body Write the Body Make it structured and easy for the audience to follow Share it with your group Get their feedback

39. www.iSpeak.com Proprietary and Confidential Transitions 1) Between the introduction and the body 2) Between key point #1 and key point #2 3) Between key point #2 and key point #3 4) Between the body and the conclusion

40. www.iSpeak.com Proprietary and Confidential 40 Exercise: Supporting Materials and Transitions

41. www.iSpeak.com Proprietary and Confidential Satori

42. www.iSpeak.com Proprietary and Confidential Presentation Skills Unit Four: Presentation Techniques

43. www.iSpeak.com Proprietary and Confidential Room Logistics Seating Lighting Climate Microphone Projector Speaking Platform

44. www.iSpeak.com Proprietary and Confidential Personal Motivation ANT (Automatic Negative Thoughts) Visualize Success

45. www.iSpeak.com Proprietary and Confidential Presentation Questions Prepare Types of Questions Process – Listen – Acknowledge – Rephrase – Answer – Bridge ?

46. www.iSpeak.com Proprietary and Confidential Visual Aids Back-Row Comprehension The KILL KISS The Three T’s of Visuals – Touch – Turn – Talk

47. www.iSpeak.com Proprietary and Confidential Account Management System Meeting Flow Internal Alignment Meetings are internal Prep meetings Engagement Meetings are our working meetings with the customer Governance Meetings are where policy gets set and financial decisions get made Client Owned Meetings led by the customer

48. www.iSpeak.com Proprietary and Confidential Classifying Types of Sales Promotions Promotionalpricing Non-pricepromotions Sampling Price reductions Free goods Tied offers Money off next purchase Loss leader pricing Cheap credit Contests Free gifts Self-supporting offers Multi-brand promos Guarantees and added services Most effective in the early stages of a new product launch (#1 use for coupons) Important for food products Very expensive

49. www.iSpeak.com Proprietary and Confidential Sales Promotions Promotional Pricing Non-price Promotions Sampling

50. www.iSpeak.com Proprietary and Confidential Organizational Responsibilities VP of Sales – Monitor and analyze distribution channel and sales force performance – Adjust to shift in market share positions – Accurately and promptly manage sales reps VP of Marketing – Schedule face time with experts and collaborators – Integrate with line-of-business (LOB) applications – Align activities to strategy – Maximize brand and product performance District Managers – Control data from multiple sources – Link budgets, forecasts, actual – Gain better visibility into sales, customer, and market information Sales Managers – Analyze market structure and segmentation – Better define targeted marketing and sales strategies

51. www.iSpeak.com Proprietary and Confidential Organizational Responsibilities Vice President of Sales Vice President of Marketing District Managers Sales Managers

52. www.iSpeak.com Proprietary and Confidential Closing the Fiscal Gap Source: Authors’ Calculations Recommended Tax Increase

53. www.iSpeak.com Proprietary and Confidential Projected City Revenue Source: Authors’ Calculations

54. www.iSpeak.com Proprietary and Confidential Presentation #2 4-5 minute presentation Evaluation will focus on your: – Previous Strengths – Areas to Improve – Organization – Objectives – Communication – Delivery

55. www.iSpeak.com Proprietary and Confidential Satori

56. www.iSpeak.com Proprietary and Confidential Presentation Skills Implement to Improve

57. www.iSpeak.com Proprietary and Confidential iSpeak Learning Methodology “Knowing is not enough; we must apply. Willing is not enough; we must do.” - Johann Goethe

58. www.iSpeak.com Proprietary and Confidential Satori

59. www.iSpeak.com Proprietary and Confidential Kaizen

60. www.iSpeak.com Proprietary and Confidential Instructor Name email@iSpeak.com 512.###.#### Thank you!

61. www.iSpeak.com Proprietary and Confidential Continue Your Learning At iSpeak University! www.ispeak.com/ispeak-university Reinforcing Video ShortsDownload Tools