1Projekt reg. č. CZ.1.07/1.1.00/14.0143

What is a presentation?

Can also include:

�Dramatic performance�Stand-up comedy�Music recitals�Theatre�Movies�Concerts�Training workshops�Classroom teaching�Staff meetings

�Books�Reports�Memos�Interviews�Television programs�News presentations�Photographs�Performing arts�Art / craft exhibitions

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What do all these presentations have in common?

They are a ways of giving or disseminating information

They are in fact a medium of communication

Who do you consider to be good presenters?

�A comedian

�An actor

�A politician

�A journalist

�A singer / songwriter

�An author

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Why do we communicate?

We communicate in order to:

�Meet our own needs

�Meet the needs of other people

�Convey or share information, ideas, concepts, opinions

�Create situations which result in influencing other people so that action is taken

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Let’s look at selling a product or an idea

Successful sales people have:

�Effective negotiation skills� Any type of sales is a negotiation skill

�Assertiveness skills� Assertive but not pushy

�Are confident� Confident but not arrogant� Have planned and rehearsed their presentation

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Presentations are a form of communication

Communication is a method of passing information or messages between people

A simple model of communication

Sender Receiver

Message

FeedbackEncodesintendedmeaning

Decodesperceivedmeaning

In order for communication to have occurred the perception of the decoded message must match the intent of the encoded message

If the message is not understood as it was intended then there has been no communication

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Make a list of some of the best and worst presentations you have experienced?

Best experiences Worst experiences

Presenter was well organisedPurpose was clearTreated with respectOpen two-way communicationStarted and finished on timeAudio visual material was effectiveUsed examples to illustrate pointsHeld my attentionPitched at our levelKey points emphasisedSummarised at conclusion

Presenter not on timeNot sure why we were therePresenter spoke down to usCouldn’t ask questionsInformation was disorganisedPresenter was not an expertDiscriminatory jokes were not appropriateCould not read overheadsPresenter had a big headLost in the technical informationThey just went on and on!

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What makes a good presentation?

Presentations that are:

� Relevant

� Clear

� Concise

� Credible

� Fun or funny

� Interesting

� Understood

� May involve your senses

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What makes an effective presentation?

Elements that can make an effective presentation are:

�Clear purpose

�Audience analysis

�Careful preparation

�Organisation of material

�Communication skills

�Positive mental attitude

�Self image

�Practice

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What sort of preparation is involved?

Good preparation involves:

�Identifying your customers or potential customers (the audience)

�Identifying customer needs

�Qualifying the prospects

�Matching product/services offered to customer needs

�Ensuring you have sound product knowledge

�Determining the best sales tactic (technique) to use for each presentation

�Writing, rehearsing and organising the presentation

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Determining the most appropriate presentationOptions can include:

� Face-to-face presentations

� Group or one-on-one presentation

� Workshops or training seminars

� Social functions

� Telephone presentation

� E-mail or website presentation

Also Consider:� Location and venue for the presentation

� Technology and resources required

� The resources and support that will be required to make a professional and successful presentation

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An important aspect is to know your product

Product knowledge is important and your presentation depends on:�Direct information sources such as:

�Product manuals

� Catalogues and brochures

� Training courses

� Personally using or testing

� Feedback from customers and suppliers

�Indirect information sources such as:� Magazine articles

� Discussions with other employees

� Promotions and advertising

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Preparing your presentation

Gather all product information relevant to the presentation

Be aware of enterprise policies and procedures such as:�Sales operations, customer handling, credit, payment, etc.

Be aware of legislative requirements with regard to sales information and activities such as;

�Permits & licences, accurate representation, non-exploitive business practices

Be aware of the types of question customers may ask

Rehearse / practice the presentation�Use written notes or dot-points�Timing

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Presentation outcomes

Decide what you want to achieve and how you will achieve it

You must be clear on the intended outcomes

Is it to inform or to close a sale?

How will you know if the presentation has been successful?�Evaluation?

What criteria can you use to measure its effectiveness?

Can you change or adapt your presentation to make it better?

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Presentation outcomes

Decide what you want to achieve and how you will achieve it

You must be clear on the intended outcomes

Is it to inform or to close a sale?

How will you know if the presentation has been successful?�Evaluation?

What criteria can you use to measure its effectiveness?

Can you change or adapt your presentation to make it better?

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