Professional Presentation Skills ????

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Professional Presentation Skills????

• Alan Shih
• 2006/05/26

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????

• ??????????
• ??????????
• ?????FAB??????
• ????????????
• ?????????

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Agenda

• ????????
• FAB??(?practice)
• ?????????
• ???????????
• ??
• Practice

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????

• ????,?????????????,?????????,?????????????

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Seven Simple Steps

1. Commit Yourself ????
2. Analyze Your Audience ????
3. Organize Your Thought ????
4. Think Sight and Sound ????
5. Practice ????
6. Relax ????
7. Enjoy ????

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Commit Yourself ????

• ????
• Go through 7 steps every time you are preparing
  presentation, even the same presentation
  material.
• ????,???????
• ??????????????????
• ?????????

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2. Analyze Your Audience ????

1. ???????
2. ??????(needs)/??(interests)???(expectation)
3. ??????
4. ???????,??????????????/??

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AUDIENCE

• A_udience - Who are the members? How
  many will be at the
• event?
• U_nderstanding - What is their knowledge about
  the topic you will be
• 
  addressing?
• D_emographics - What is their age, sex,
  educational background, etc.?
• I_nterest - Why will they be at this
  event? Who asked them to
• be
  there?
• E_nvironment - Where will I stand when I
  speak? Will everyone be
• able to
  see me?
• N_eeds - What are the listener's
  needs? What are your
• needs
  as a speaker?
• C_ustomized - How can I custom fit my
  message to this audience?
• E_xpectations - What do the listeners expect
  to learn from me?

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3. Organizing Your Thought????

• ????
• Results to achieve
• inform
• train
• persuade
• sell
• Key messages to deliver

• ??????
• ??????????
• ????????????????
• ????
• ??????
• ????????
• ???????????

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????
???(opening) ???(opening) ???(opening)
1 ??(introduction) ? ? ?
2 ??(body) ? ? ?
3 ??(conclusion) ? ? ?
???(QA) ???(QA) ???(QA)
???(closing) ???(closing) ???(closing)
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Opening (???)

• Get their attention
• Establish a theme
• Present a structure
• Create a rapport
• Administration

????
????
????
????
????
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??(Introduction)

• Who?
• introduce yourself, background
• Why?
• purpose of the presentation - why the subject is
  important
• What?
• presentation outline
• How?
• format you will use, rules for questions

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??(Body)

• Remember these key points while delivering the
  body of your presentation
• do not hurry
• be enthusiastic
• give time on visuals
• maintain eye contact
• modulate your voice
• look friendly
• keep to your structure
• remain polite when dealing with difficult
  questions

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??(Conclusion)

• Summarize your presentation
• review, highlight and emphasize - key points,
  benefits, recommendations
• draw conclusions - where are we? ... what does
  all of this mean? ... what's the next step?
• Thank your audience
• Invite questions

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Closing (???)
??????????

• Get their attention
• Last chance to convey the message
• Raise your audience to a high pitch, stop sit
  down quit!

????????
????(??????????)
??????/????
??????
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4. Think Sight and Sound????

• Analyze the environment ?????????
• Voice ???????????
• Body Language ?????????????
• Eye contact ????
• Appearance ?????
• Visual Aids ?????????
• ????? but not impact focus
• ????? ?????

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?????????????

• ??????/??
• ??/??????
• ????/????
• ????/??
• ??
• ??
• ????
• ??????
• ??????/???
• ????/????

• ??
• ?????
• ??,??
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• ????
• ????

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5. Practice ????

• ???? go through 7 steps
• ???? post-it note
• ????/??
• ???? Rehearsal Meeting
• ???,????

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6. Relax ????

• After you prepare the whole things
• Relax during the presentation

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7. Enjoy ????

• ????
• ??????

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Using FAB into your presentation ?????FAB??
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Feature, Advantage, Benefit

• FEATURE A fact about a product or service
• that is present in its design.
• ????????????????
• ADVANTAGE What the feature does.
• ???????????
• BENEFIT How the feature satisfies the prospects
  needs.
• ???????????????

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Example 1

• FEATURE Automatic Transmission.
• ??????
• ADVANTAGE Driver does not shift gears.
• ??????????
• BENEFIT Not shifting means less tiring
• driving, especially in cities.
• ??????,?????,????
• ???

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Example 2

• FEATURE cPCI ?????
• ADVANTAGE ??????????????
• BENEFIT???5.1???????????????

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?????????
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?????????

• Informative Speaking ?????
• Persuasive Speaking ?????
• Impromptu/Extemporaneous Speaking ????

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Informative Speaking?????

• ???
• ?????????
• ??
• ??????? ??????????? ?????????? ??????
• ????
• ???? ???? ???? ????? ?????????
• ??
• ?????????? ???????
• ???
• ????????? ????????

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Persuasive Speaking?????

• ??????
• ???????????????? ?????????
• ??
• ??????????????????
• ????????
• ???????
• ????????????????????
• ??
• ?????????????

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?????????
????????
???
?????
???
?????
???????
??????? ????
???
??????
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Persuasive Speaking KSF???????????

• ????????
• ???? ????
• ????
• ??????? ?????????
• ???????? ???? ?????????

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Impromptu/Extemporaneous Speech ????

• ???????
• ????
• ????
• ??????
• ???????????????
• ??????????

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Objections and Problem Behaviors Handling
??????????
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Types of Objections?????

• REAL - A legitimate problem for the
  prospect -
• you usually get order if
  you overcome it.
• ??- ?????????,???????,
• ????????
• PHONY - A stall - prospect raises another
  when
• you answer it.
• ????? - ?????????,??????????
• BANTER - Sounds like an objection, but you
  should
• treat it seriously.
• ?? - ???????,????????

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Objection Handling Process

• Acknowledge
• ??????
• ??
• ??
• ??
• ???
• Close????/??????

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Convert to a question????????
Answer the question????
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Listening to Your Audience????

• Passive ?????
• Active ?????
• Asking Open-ended questions ?????
• Accepting ????
• Responding to content ?????
• Responding to Feeling ?????

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Feel - Felt - Found?? - ??? - ??

• I know how you fell.
• ???????
• Other ADLINK customers have felt the same way.
• ?????????????
• And they found.
• ????????.

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Convert to a Question ?????

• EXAMPLES
• The Objection
• your price is too high.
• Convert to a question.

?? ?? ?? ? ? ?? ???????
I guess the question you are asking me is, is
the value received worth the price? ?????????,??
?????????
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Answering Objections

• Competitors ???
• ????
• ????
• ????????

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Problem Behaviors ????

• The Shy Guys
• The Vacationers
• The Class Clowns
• The KNOW-IT-ALLS
• The Monopolizers
• The Squabblers
• The Attackers

• Ask easy, open-ended questions
• Leave them alone
• Use them break the ice
• Ask to integrate their experience
• Ask someone else what do you think
• Draw attention to them
• Recognize the attack

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Conclusion??
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??????3P

• PLAN
• PREPARE
• PRACTICE

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Seven Simple Steps

1. Commit Yourself ????
2. Analyze Your Audience ????
3. Organize Your Thought ????
4. Think Sight and Sound ????
5. Practice ????
6. Relax ????
7. Enjoy ????

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?????????

• Informative Speaking ?????
• Persuasive Speaking ?????
• Impromptu/Extemporaneous Speaking ????

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Q A
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If I hear it, I forget If I see it, I remember
If I do it, I understand
-Old Proverb
What we have to learn to do, we learn by doing

-Aristotle