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Capital Equipment Consulting Presentation Skills Preparing a proposal and presenting it.

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Presentation on theme: "Capital Equipment Consulting Presentation Skills Preparing a proposal and presenting it."— Presentation transcript:

1 Capital Equipment Consulting Presentation Skills Preparing a proposal and presenting it.

2 What you see In the presenter What you hear What you see On the screen Two senses – visual and auditory

3 The Spiral Of Knowledge Creation - Nonaka IndividualGroupOrganisationInter-organisation Socialisation Combination Internalisation Externalisation Explicit Tacit Creative chaos, striving to learn, reflective action, rivalry, strategic rotation, information redundancy, single loop – double loop, individual or group. New information Working memory Long term memory 30 secs

4 Presentation Purpose Audience Analysis Presentation Goal Three Fundamentals

5 Retention over time of key points

6 Red Selling – Recognition of Need Logical Argument Emotional Appeal

7 Red Selling – Establishing criteria

8 Red Selling Decide Emotional Jump – Reduce the Risk

9 Retention over time of key points

10 The buying and selling process Now SituationFuture Situation Recognition of need Establishing the criteria for choosing the best solution Choosing the best alternative Help position this future Situation such that only we Can achieve it Help select the criteria That will rate us highly Help make it urgent, demonstrate the payback, provide the resources minimise the risk and show the consequences of not buying

11 RFP vs Prospecting RFPProspecting Start at the bottom and get stuck Start where you want and simultaneously Come in late when need and criteria decided Initiate the need and the criteria Often it is speculative or budgetary We initiate the need They are already looking at others someone else is column A We become the benchmark and position to our strengths

12 What do we need in a proposal 1. Identify customer needs 2. State what they will gain if the need is solved 3. Recommend a solution 4. Prove you can do it better than anyone else.

13 Core Benefits Expected Benefits Augmented Benefits USP’s Specification -Compliance Exceeding the Specifiation – USP’s The Selling Points Exceeding the specification alternative

14 Cicero Quote– Roman Statesman If you wish to persuade me, you must think my thoughts, feel my feelings and speak my words. Different types of customer: Expert Experienced Novice Different types of sales opportunity First time buy Re-buy Modified Re-buy

15 What does NLP tell us? 1. Our Brain can only process 7 items. 2. We remember in pictures. 3. We have individual values sustained by individual beliefs – internal congruence gives us strength. 4. We look for information to support our beliefs and reject the rest. 5. To understand the other point of view we have to encourage negative feedback and have the flexibility to question our beliefs. 6. Left side of brain logical deciphers meaning of words – right emotional looks for patterns – engage both.

16 Pictures Speak A Thousand Words Audience Involvement Ronald Reagan’s Conversational Style Presentation Skills Frameworks Presentation Skills Frameworks

17 What are the five attributes necessary for persuasion – Flipnosis Dr. Kevin Dutton S P I C E SIMPLICITY PERCEIVED SELF INTEREST INCONGRUITY CONFIDENCE EMPATHY

18 General Presentation Format A direct statement of the goal of the presentation maybe using the value proposition as a theme we will develop. Rhetorical question, A startling statement of interest to the audience Personal anecdote, Counter intuitive quote Summarise Key Points and develop the theme with an additional point. Playback some of the points they have raised. An inspirational quote Summarize benefits for them Call for action. Use triplicates Transitioning

19 Agenda and Transitions Item 1 Item 2 Item3 Questions Summary Result 1 Result2 Result 3

20 Problem Solving Presentation Format A direct statement of the goal of the presentation A rhetorical question' A startling statement of interest to the audience Summarise Key Points Summarize benefits Call for action

21 Our Sales are 80% repeat business

22 Research + Development Worldwide Service Commitment To customers Three Fundamentals

23 Global service 10% of sales Global Capability - power and forced cooling. More service people than sales, more upgrades than new equipment – R&D Efficient parts distribution – mobile field workshop. Widest application experience – deepest reference lists longer warranties – warranty costs < 0.5%.

24 Research and development 10% of sales. Full product range – mobile, forced cooling, power – any future application. Low noise, weight and size – mobile and transport Low energy requirements – power, material conveying, Monitoring and controlling – communications. Focused on existing customer requirements 80% repeat orders.

25 Customer commitment Compressors is and has always been our business. Limited radical developments means we don’t bite off more than we can chew. Product quality and reliability Dedicated resources – power On time delivery Leasing options.

26 Our strategy is to grow our business from existing customers R&D Service Commitment 80% Repeat Business

27 Pictures tell a thousand words 1. Use props, pictures and graphs to illustrate points rather than just using words and numbers. Animate them if appropriate. 2. Bullet-points 6X6 rule 3. Minimum font size 32 for titles and 18 for bullets

28 Starts Business By Putting £40K into Shares Cash £40K Share Capital £40K AssetsClaims

29 Borrows £100k from Bank Cash £40K Share Capital £40K AssetsClaims Cash £40K Cash £140k Loans £100k

30 % of content conveyed by the words – sound and by what people see with their eyes and their imagination Paint images to trigger people’s emotions with your words, tone of voice and visual aids

31 Sound – It is not what you say that matters but what your audience thinks about what you have said – 150 wpm goal –achieved by articulating each word. 2. Loudness suggests authority, self esteem and enthusiasm 3. Emphasise key points by changing the volume and pitch up or down. 4. Use notes or PowerPoint slides rigorously – concentrate on getting key points across 5. Use silence to punctuate them 6. Use rhetorical questions Churchill had a speech impediment

32 Vision 1 - Listeners focus on the presenter’s eyes 43% of the time Vision 1 - Listeners focus on the presenter’s eyes 43% of the time Audience Presenter

33 Vision 2 Move around for impact Table Screen Look at screen

34

35 Presentation Purpose Audience Analysis Presentation Goal Three Fundamentals

36 Stage fright Most people would rather be in the box than have to give the eulogy – Jerry Seinfeld Negative Predictions Anxious Response Self Monitoring Make Mistakes How can we predict the severity and how can we avoid stage fright?

37 Severity depends on how knowledgeable we are and what is riding on it – How can we avoid it? 1. Preparation – analyse the audience, prepare a suitable message, illustrate with pictures or anecdotes. 2. Practice it in situ – especially the start- funeral 3. Get to know people in your audience. 4. Relaxation and visualisation exercises 5. Concentrate on getting the key points across

38 Building Rapport Follow your audience connection with your credentials Build using rhetorical questions and pausing after them Be yourself, but look and sound interesting. Keep Eye Contact Speak thoughts not words - universal truths, common human experiences, things they can all relate to. Give your listeners and yourself time to think Show genuine desire to benefit your audience

39 Presentation Preparation Assessment of Presentation : Presenter:Date: Presentation purpose Goal of Presentation Audience Connection Key Points: Wrap -up Likely questions

40 Audience analysis: How many people and what positions are they? Who are the key decision makers or the most influential people? Why are they attending? What type of presentation do they expect? What do they already know about the subject? What do they need to know? What is their attitude towards my subject? What is their attitude towards me? What has been happening in the company that is relevant to my topic? What will the room be like and what technology will I have available to me? Final Comments on the presentation - How can I learn from the outcome?

41 score 1 score 2 score 3 score 4 1. Connection with the audience: How did the opening connect with the audience 2. Agenda: Did the presenter give an agenda with an appropriate number of key points 3. Key Points: Did the presenter list and then provide support for each of the key points 4. Wrap up: How well did the presenter wrap up the presentation 5. Voice volume and variation: Did the presenter have a well modulated voice that could be heard at the back of the room 6. Voice Rate of speech: Did the presenter speak at a measured pace 7. Eye Contact: Did the presenter maintain direct eye contact throughout the presentation 8. Movement and use of gestures: Did the presenter use movement and gestures to emphasise points 9. Use of visuals and painting with words: Did the presenter use visuals or paint pictures with words well. 10. Audience Involvement: How well did the presenter involve the audience through rhetorical questions/establishing rapport etc 11. Comfort with message: Did the presenter appear confident about the quality and the value of the message being delivered 12. Enthusiasm: How much energy and enthusiasm did the presenter have for putting the message over to the audience Main areas of assessment1. Structure of presentation ( ) Voice delivery ( 5+6) Remaining areas ( )0000 Total Score 0000


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