BUSINESS PRESENTATION TECHNIQUES

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BUSINESSPRESENTATIONTECHNIQUES
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BPT Class Objectives

• Construct effective presentations
• Make the point(s) efficiently
• Give and receive constructive feedback

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Communication A Two-Way Process
Sender Channel
Receiver
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Identify Your Objective

• Audience
• Time frame
• Realistic goal
• Audience action

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Objectives Two Good, One Bad
Audience Sales Staff To convince the sales
staff, in ten minutes , to consistently use the
online version of the prospect status sheet.
Audience Sales Managers In eight minutes, I will
identify three objectives of the new sales
initiative so the audience will implement the new
promotion.
Audience Potential Clients In eight minutes, I
will explain the retirement service plan so the
audience will understand it.
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Format in Three Parts

• Introduction
• Body
• Closing

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Introduction The First ImpressionFormat 1

• Attention grabber
• Motivation statement
• Main points preview
• Q A Format

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Building the BodyFormat 1

• State point
• Support point
• Transition to next point

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A Strong ClosingFormat 1

• Attention Check
• Main points review
• Q A session
• Final statement

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Introduction The First ImpressionFormat 2

• Attention grabber
• Motivation statement
• Problem/Options preview
• Q A Format

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Building the BodyFormat 2

• Impact of Problem
• Option 1 pros/cons
• Option 2 pros/cons
• Option 3 pros/cons
• Recommendation

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A Strong ClosingFormat 2

• Attention Check
• Review problem/impact
• Q A session
• Final statement

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Design Visual Visual Aids

• Simple
• Large
• Colorful
• Consistent

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Bundled Services
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High Speed is Highest Share
Monthly expenditure according to Yankee Group
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XYZ Environment

• Strengths
• Complementary network assets
• Well established customer base
• Vast combined services portfolio
• Full ownership of Cingular

• Weakness
• Challenges or missteps with integration
• Changing industry, favorable to customers
• Regulatory Issues as ILEC

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XYZ Environment contd.

• Opportunities
• Consolidated billing customer service
• Illustrate superior value at competitive pricing
• Advertising revenue via U-verse
• Expansion of 3G network

• Threats
• Competition from RBOC, cable, satellite
  providers
• Stiff price competition
• Pressure on profit margins due to commodity like
  nature
• Delay in Lightspeed deployment

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Our Strengths Stronger than Weaknesses
Strengths Network Customer base Combined services Ownership of XYZ Weaknesses Integration missteps Changing industry Regulatory issues
Opportunities Consolidation Value/price Advertising revenue Network expansion Threats Cable, satellite Price discounters Profit margins New product delay
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Benefits and Opportunities

• Convenient Location
• Berlin 2 hours
• London 2.5 hours
• Rome 4 hours
• Moscow 8 hours
• Madrid 5 hours
• Athens 5 hours
• European Union Member
• Increased International Credibility
• Business and Investment Opportunities
• GDP Growth
• Limited Partnership Investment Opportunities

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You Can Get There from Here
Moscow - 704 mi (Hartford CT)
Berlin - 327 mi (Baton Rouge)
London - 903 mi (Phoenix)
Athens - 1013 mi (Salt Lake City)
Madrid - 1438 mi (Hartford, CT)
Rome - 839 mi (Milwaukee)
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LONGER LIFE

• THE RISK OF GETTING A HEART DISEASE IS 33 LOWER

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Exercise for Longer Life
Lifespan
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Bottom Line

• Organizations with climates that support
  creativity innovation obtain improved
  performance.

• Higher quality products and services
• Contributing to new growth in the organization
• Better utilization of funds

• Increased productivity
• Promotes job satisfaction, motivation, and
  overall well-being within the organization

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Bottom Line Continued

• A creative climate can also help to
• Attract and retain the best employees
• Increase teamwork and knowledge sharing in the
  organization

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Bottom Line Continued..

• Organizations that support understanding of
  the creative person and style diversity
• Have Less Turnover and Sick Time
• More Productive Teams
• Better Results

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Creativity Boosts the Bottom Line
Increases
Decreases
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How Do We Communicate?

• Voice
• Content
• Body language

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55
38
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Body, Voice then Content
7 - Content
55 - BodyLanguage
38 - Voice
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Sincerity The Eyes Have It

• Gathers audience feedback
• Creates credibility
• Promotes conversational style

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Put on Your Best Face

• Convey sincerity
• Show interest
• Adds inflection

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Say It With Your Hands

• Frequent
• Varied
• Proportional

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Speaking on Your Feet

• Less is more
• Purposeful
• Discussion

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Stance

• Confident
• Neutral position
• Solid foundation

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Voice Your Musical Instrument

• Rate/Pauses
• Volume
• Inflection
• Non-words

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Make Visual Aids Aid

• Preview the visual
• Pivot, point, present
• Stand to side

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Rehearse for the Whole Brain
Logic Language Lists
Analysis Sequence Linearity
Rhythm Colors Imagination
Daydream Spatial Gestalt
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(No Transcript)
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Student Example
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Student Example
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Student Example
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Old Products Lead the Way
Example
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Megurgalators Making Waves
Example
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2nd Quarter Still Big
Example
1st Q. 2nd Q. 3rd Q. 4th Q. Total
East 22,000 26,500 24,000 23,000 95,500
Midwest 18,000 19,000 17,500 17,000 71,500
South 22,500 23,500 21,000 25,000 92,000
West 28,000 28,000 26,500 25,500 108,000
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Profit Loss (,000)
Bad Example
Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec Tot
Ordinary Income 80 80 72 77 86 97 93 83 84 81 82 85 1,000
Investmnt. Income 10 12 13 14 11 15 13 16 11 12 10 13 150
Total Income 90 92 85 91 97 112 106 99 95 93 92 98 1,150
Computer Expense 5 5 5 5 20 8 8 5 7 17 8 7 100
Deprec. Expense 6 6 6 6 6 6 6 6 6 6 6 6 72
Salaries/ Benefits 45 45 45 45 45 62 62 62 62 62 62 78 675
Mktg/ Advert 3 3 3 3 3 3 5 5 5 5 6 6 50
Other Expense 5 7 8 4 5 6 7 8 5 6 8 6 75
Total Expense 64 66 67 63 79 85 88 86 85 96 90 103 972
Income/ Loss 26 26 18 28 18 27 18 13 10 3 2 5 178
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Revenues by Quarter
Bad Example