You don't get a second chance to make a first impression.

2. Preparation 1

3. 1. Plan your presentation checklist

4. Don‟t leave it up to chance

5. Structure:
1. Introduction
2. Body
3. Conclusion

6. It is all a matter of writing a „few lines‟:
1. Outline –used to plan the speech
2. Headline – what’s the news in the speech?
3. Front line – what’s the most important point?
4. Sidelines – quotes, poems or humor
5. Bottom line – an ending the audience will
remember

7. Anticipate what they want to hear

8. Show them the problem that
requires your solution

9. 3 things that make the difference

10. #1. Clarity - starts in your mind
11

11. #2. Brevity - focus on a few simple ideas
12

12. #3. Impact - through visual stories

13. On stage 2

14. Tell them where you are going

15. Challenge them to look
for new perspectives
16

16. SalesChannel
Europe
Get them ready to travel with you
©2009 SalesChannel Europe SARL. All rights reserved

17. Tell them what you want them to see

18. SalesChannel
Europe
Show them where they are
going to end their journey
©2009 SalesChannel Europe SARL. All rights reserved

19. Capture their interest
20

20. Use questions to engage
your audience

21. SalesChannel
Europe
Use questions to engage your audience:
1. Open and closed questions
2. Rhetorical questions
(You answer them for the audience)
©2009 SalesChannel Europe SARL. All rights reserved

22. SalesChannel
Europe
Use „time‟ to engage your audience:
1. Past
2. Present
3. Future
©2009 SalesChannel Europe SARL. All rights reserved

23. SalesChannel
Example: Impromptu speech. Europe
Trigger word “shopping”
Questions using Past, Present & Future
• What is the history of shopping? When did it
first become part of our daily lives? (Past)
• Where do you go to shop today for standard
items like clothing and footwear? (Present)
• What is the future of shopping for people who
live in remote areas? (Future)
©2009 SalesChannel Europe SARL. All rights reserved

24. Delivery Dos and Don’ts 3 25

25. Don‟t #1. Be shy. Tell it like it is

26. Don‟t #2. Hide behind your message

27. Don‟t #3. Be too technical
28

28. Don‟t #4. Add unnecessary complexity

29. Don‟t #5. Practice on a live audience

30. Do #1. Talk to your audience, not your slides

31. Do #2. Let them see the real you

32. Do #3. Communicate clearly
33

33. Do #4. Use stories to add color

34. Do #5. Tell stories that everyone can relate to

35. Do #6. Create a common vision

36. SalesChannel
Do #6. Make it fun by having fun Europe
©2009 SalesChannel Europe SARL. All rights reserved

37. Do #7. Describe your vision
of their better future

38. Remember: to smile

39. Remember: your audience is a mirror of you
40

40. Remember: it‟s their perception that counts

41. Remember: to bring your subject to life

42. Perception….

43. ….is reality

44. Listen for your audience‟s unasked questions
45

45. Vary your speed of speech

46. Don‟t speak too slowly
47

47. Don‟t speak too fast

48. Create interest by changing direction

49. SalesChannel
Europe
Exaggerate to make a point
©2009 SalesChannel Europe SARL. All rights reserved

50. Use appropriate drama

51. Content Dos and Don’ts 4 52

52. Audience Buy-in
SalesChannel
Europe
‘Value’ Focused Attention
Audience Buy-in
Audience Attention
©2009 SalesChannel Europe SARL. All rights reserved

53. Audience Engagement
SalesChannel
Europe
Us Them
NOW
Our Their
Past Future
©2009 SalesChannel Europe SARL. All rights reserved

54. Connect with both hemi-spheres
55

55. Re-think the words
on your slides

56. Create structure for your audience

57. Use transitions to help them see
where they are, where they have
been and where you are going

58. 1
2
3
Remember: to leverage the power of 3
59

59. Tell real stories
60

60. It‟s not about the Product
61

61. It‟s about the Customer Experience SalesChannel
Europe
©2009 SalesChannel Europe SARL. All rights reserved

62. Get your audience excited

63. Ask them this question

64. Conclusion 5 65

65. SalesChannel
Europe
Create positive clarity
©2009 SalesChannel Europe SARL. All rights reserved

66. SalesChannel
Europe
• Tell them what you told them
• Tell them why it is important (again)
• Let them enjoy their new better future
©2009 SalesChannel Europe SARL. All rights reserved

67. Call to Action

68. Remind them that it is their
choice. They don‟t have to
make a decision to act….

69. End on a forward looking positive note
70

70. Sales David R Ednie
President & CEO
Performance SalesChannel Europe SARL
Ph: +33 676 600 925
Email: david@saleschannel-europe.com
Motivation Blog: http://saleschannel.blogspot.com
Website: www.saleschannel-europe.com