2. Victor Antonio BSEE, MBA Product Manager Dir. Of Int’l Sales VP of Int’l Sales President of Global Sales CEO, High Tech Mfgr.

3. 100% 90% 80% 70% 60% 50% 40% 30% 20% 10% 0 Ebbinghaus Memory Curve Retention Time 24 Hours 30 Days 90% 75%

4. VictorAntonio.com (no email required)

6. Jeddah, Saudi Arabia

7. Reality 15% of executives say a sales call added value and only 7% would follow-up Source: T. Reisterer & Forester

8. 40% 35% 25% Take Action No Decision Reject Presentation Process

9. Presentation Basics Who What How

10. Create a Scenario Imagine you’ve been asked to give a 30 minute presentation on (fill in the blank) What is your objective (desired outcome) Who is in the audience (up to 3 Buyer Types)

11. Story Line NARRATIVE SUPPORTING MESSAGE SUPPORTING MESSAGE SUPPORTING MESSAGE SUPPORTING MESSAGE SUPPORTING MESSAGE SUPPORTING MESSAGE

12. Story Line Exceptional Client Experience 24 Hour Customer Service 24 Hour Customer Service Dedicated Agent Monthly Onsite Reviews Monthly Onsite Reviews

13. Story Line Grab Their Attention Grab Their Attention Amplify The Pain Amplify The Pain What’s the Impact Provide Solution Provide Solution Contrast Insight New POV Highlight a Problem Quantify the Problem A New and Better Way Before | After Give an example Share a story

14. Exercise

15. Energy Consumption 12 Watts How can I save energy?

16. The Buying Brain Logical Emotional Survival MESSAGE FORMAT (L) Simple (E) Ego (S) No Threat

17. Presentation Loss Attention Time Content Loss 80% 100% Time Money Opportunity

18. Pattern Interrupts Story Question Visual (Image, Video, Graph) Study (Data) Exercise Quiz – Test Experiential Testimonial (written, graphic, video) Plan (strategy) Insight (New Point-of- View)

19. Best Presentations Attention Time 80% 100% Question Story Data Question Story Exercise Visual Plan Story Video

20. 40% 35% 25% Yes No Decision No Presentation Process

21. Audience Profiles WhoMotivations (Why buy) Objections (Why not) Executive Financial Technical User

22. Audience Profiles WhoMotivations (Why buy) Objections (Why not) Executive -Expand marketshare -Increase stock value -Impress board members -Too aggressive -Too complex -Too much time to implement Financial Technical User

23. Lines of Thinking Group 1: Think of an answer Group 2: Magic pad Group 3: Write it down Source: Morton Deutsch & Harold Gerard

24. Rule of Consistency Group 1Thought about the answer Group 2Wrote it on a ‘Magic Pad’ Group 3 Write answer, Signed it, and handed it in.

25. Audience Profiles WhoMotivations (Why buy) Objections (Why not) Executive Financial Technical User

26. Audience Profiles WhoMotivations (Why buy) Objections (Why not) Executive -Expand marketshare -Increase stock value -Impress board members -Too aggressive -Too complex -Too much time to implement Financial Technical User

27. By Raising It Overcoming Objections Blocking

28. Response Block Structure Raise the Objection Offer to Resolve Demonstrate Tie-Down

29. Response Blocking ObjectionRaise ObjectionOffer to ResolveDemonstrateTie-Down Software is too complicated; I’m a technophobe “Many of our existing clients think our software is hard to use and I understand.” “Let me show you how easy it is to use that even you’ll agree a technophobe such as yourself could use it.” Show and Tell “Based on what I’ve shown you, do you think you could do it yourself with a little practice and support?”

30. Persuasive Presentation Step 1: List expected objections Step 2: Use the Response Blocking structure to develop your script Step 3: Build your slide presentation accordingly

31. Reducing Resistance Resistance Time 100% Buy-In

32. Response Blocking ObjectionRaise ObjectionOffer to ResolveDemonstrateTie-Down