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Archive for ‘Sales Presentations’

Freemium Model of Speaking – Add Value Before They Pay!

by Kelly Vandever

The speaker told a great personal story that immediately endured her to her audience.   She was vulnerable.  Her journey immediately connected her to her audience-they were going through the same thing she was and they could identify with her in a big way.  Her audience was open and receptive.

Then she asked the audience to buy her product.

Sure they liked her.  But that wasn’t a compelling enough reason to buy from her.  What could she have done …

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Did You Know that Audiences Can Pick Out Inauthentic Speakers – Even If You’re Not Pinocchio?

by Kelly Vandever

The moment I saw the latest, GEICO commercial, “Did You Know Pinocchio Was a Bad Motivational Speaker,” I started formulating this post!

If you haven’t seen the commercial yet, watch the video below.

 

Audiences Can Sense Inauthentic Speakers
My contention is that audiences pick up on inauthentic speakers.  Disingenuous speakers leak out signals through their body language even if those signs are more subtly than Pinocchio’s growing nose.  And audiences, either through years of experience or human …

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Uses for Presentation Skills After the Zombie Apocalypse

My husband and son have each been called “MacGyver” on multiple occasions by friends and family. They are both intelligent, resourceful and the kind of men you’d want to hang out with during a Zombie Apocalypse. (My son even has a t-shirt that declares, “In Case of Zombie Apocalypse, Follow Me.”) They can handle weapons. They can build things. They can survive off the land. They have all the skills that would be essential to survival in the case of a Zombie Apocalypse.

I …

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5 Techniques for Representing Complex Information on Your Presentation Slides… So Your Audience Can Actually Consume It – Part 5

When you need to represent information within a larger context consider…

 
Technique #5
What if you have something more complex yet that you want to give perspective to and give more details such as a process or a hardware diagram or screen shots?

One option you might want to consider is an online application called Prezi.

For those not familiar with Prezi, it’s an alternative to PPT or Apple’s Keynote.

Rather than transitioning linearly from one slide to the next, all the information is laid onto a big mat, then you zoom in and out of the mat as you go …

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5 Techniques for Representing Complex Information on Your Presentation Slides… So Your Audience Can Actually Consume It – Part 4

Some times you really need all the information.  But how can you help the audience understand it better?

 
Technique #4
Sometimes you want the information on the same page to give the sense of perspective or relationship

What you might want to consider then is how do you do a slow reveal – or a staged reveal.

 
Reveal Information in Stages as You Tell the Story.
So for instance, in this example, we want to talk about our store growth over the last few years.

We could reveal all the numbers at once.

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5 Techniques for Representing Complex Information on Your Presentation Slides… So Your Audience Can Actually Consume It – Part 3

Don’t say, “I know you can’t read this slide.”  Instead, consider this technique!
Technique #3
We’re at that point where you’ve considered techniques 1 & 2 (see earlier posts) and you just don’t think simplifying will work.

Then we need to transition into how we serve up the information.

If you need to go through multiple pieces of material, then the next thing to ask yourself is can you address each piece of information with a new slide – in other words, one idea per slide.
Tell the Story of the Data.
The slides below are based on slides from one of my clients.  The numbers …

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5 Techniques for Representing Complex Information on Your Presentation Slides… So Your Audience Can Actually Consume It – Part 2

For the times when you don’t want to say to your audience, “I know you can’t read this…” consider this approach:
Technique #2
If having no data doesn’t seem appropriate, then ask yourself how can you simplify the information to something you know your audience cares about.

So for instance, let’s say you’re addressing a group of data centers who support small to medium sized businesses.  And you know they care about the fact that Microsoft will stop supporting XP, server 2003 and Office 2003 in 2014.

Now could supply a chart like this one which breaks down by percentage of users who uses …

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5 Techniques for Representing Complex Information on Your Presentation Slides… So Your Audience Can Actually Consume It – Part 1

If you’ve ever uttered the words, “I know you can’t read this…”  when showing a PowerPoint slide, this post is for you!

You may know it’s not good to have slides full of information, but you may not know what to do instead.
That’s what this series is about –  5 Techniques for Representing Complex Information on Your Presentation Slides… So Your Audience Can Actually Consume It.
 
Focus on Your Audience
As with any presentation, you need to focus on your audience – who are they, what do they care about, why do they care about what we have to present.  Which leads us …

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Help Your Sale Prospects Change Their Own Minds

Mr. Camito was my 4th grade teacher.

I remember him especially well for two reasons.

One – I didn’t have many men teachers growing up.

Two – He and my mother had a lengthy exchange based on a comment on my after my report card about me talking too much in class.   The exchange ended with the suggestion of duct tape for my mouth.  While it was a little funny, I felt badly for not being the perfect little student.

 

Six years ago, I heard World …

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The Corporate PowerPoint Template Is a Barrier between Sales Professionals and Their Prospects!

“I tell them to stop using the corporate template.  It just puts up another barrier between the sales person and the prospect.”

“Wait.  I’ve never heard it said that way before.  I’ve told people not to use templates because they detract from the presentation’s message.  I’ve never heard someone say that the template puts up a barrier.”

“Yeah, it’s just more me, me, me about the company doing the selling instead of focusing on the prospect and their needs.  Templates put up a barrier between the …

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