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6 steps to make your audience listen to your presentation and making you stand out from others.

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In complex B2B sales, presentations playing a key role in the sales process. If as a lead generator in form of a webinar, as intro for product workshops, or technical deep dives.

No matter what kind of presentation you need to perform, the basic facts why people are engaged with the presentation are the same. The following 6 steps helping you to make existing presentations much better, to prepare a new presentation from scratch, keep your timing , transfer your message and making you stand out from others.

Published in: Sales
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6 steps to make your audience listen to your presentation and making you stand out from others.

  1. 1. ©GunnarSchröder2017 Hope You got Some Inspiration Need More ? information, consultancy, seminars please contact me at Gunnar Schröder +41 76 748 34 93 Gunnar.Schroeder@bluewin.ch Accelerate Your Sales Performance 6 Steps to make your audience listen to your presentation by Gunnar Schröder ©GunnarSchröder2017
  2. 2. 6 Steps to make your audience listen to your presentation and making you stand out from others. In complex B2B sales, presentations playing a key role in the sales process. If as a lead generator in form of a webinar, as intro for product workshops, or technical deep dives. No matter what kind of presentation you need to perform, the basic facts why people are engaged with the presentation are the same. The following 6 steps helping you to make existing presentations much better, to prepare a new presentation from scratch, keep your timing , transfer your message and making you stand out from others. Gunnar Schröder , March 2017 Accelerate Your Sales Performance ©GunnarSchröder2017
  3. 3. ©GunnarSchröder2017 Content 6 Steps to make your audience listen to your presentation and making You stand out from others. Step 1 - Be clear what you want to achieve Step 2 - Know your audience Step 3 - Brain storm content ideas Step 4 - Collect presentation ideas Step 5 - Draw up your story Step 6 - Test your story Accelerate Your Sales Performance
  4. 4. ©GunnarSchröder2017 Step 1 Be clear what you want to achieve
  5. 5. ©GunnarSchröder2017©GunnarSchröder2017 Beclearwhatyouwanttoachieve Be clear what you want to achieve This is the most important thing which obviously most bad and boring presentations are lacking. They have no clear purpose no clear message and no clear used case.
  6. 6. ©GunnarSchröder2017 Beclearwhatyouwanttoachieve A good target answers the following questions : What do I want to achieve by doing a presentation ? What is the key message the audience should remember ? What emotional /behavioral change of the audience I want to foster with my presentation ? Why would the audience listen / What is the benefit for them ?
  7. 7. ©GunnarSchröder2017©GunnarSchröder2017 Beclearwhatyouwanttoachieve How important are my targets really ? Put your targets into a ranking order. Separate primary and secondary targets.
  8. 8. ©GunnarSchröder2017 Step 2 Know your audience
  9. 9. ©GunnarSchröder2017©GunnarSchröder2017 Knowyouraudience Be clear to whom you are talking to Create personas which will most likely cover your target audience by answering the following questions. A CEO most likely will have different needs than a production engineer. If you can - ask them rather than to assume what they think.
  10. 10. ©GunnarSchröder2017 Step 3 Brain storm content ideas
  11. 11. ©GunnarSchröder2017©GunnarSchröder2017 Brainstormcontentideas Content Ideas What information /stories / questions helps you to achieve your target and helps your audience to achieve theirs. Make the answers you created in Step 1 to your vertical headlines and your personas from step 2 to the horizontal headlines. Start with most important target and persona.
  12. 12. ©GunnarSchröder2017 Step 4 Collect presentation ideas
  13. 13. ©GunnarSchröder2017©GunnarSchröder2017 Collectpresentationideas There are 1000 ways to transfer a message Written Text is usually the least effective method. Please refer to the following list of potential items which are far more effective than text. Classics Interactive Images Graphics Graphs Tables Videos Musik/Sounds Live painting on Flipchart Hands-on Workshop Quiz Moderated interview Role play Audience polls Augmented Reality
  14. 14. Step 5 Draw up Your story ©GunnarSchröder2017
  15. 15. DrawupYourstory o You have now all ingredients o You have the priorities o You have ideas how to present  now make it a story ©GunnarSchröder2017
  16. 16. ©GunnarSchröder2017©GunnarSchröder2017 DrawupYourstory Start with something that gives the audience a personal reason to listen o That could be a problem they have which you promise to solve o That could be any shocking news about a fact/problem they had not been aware of o That could be a very authentic real story which makes people curious /gets people emotionally involved. End with something that comes back to your starting point - close the circle.
  17. 17. ©GunnarSchröder2017 Step 6 Test your story
  18. 18. ©GunnarSchröder2017©GunnarSchröder2017 Testyourstory Length of the presentation o As a rough guideline you should estimate at least 3 min / slide. If you have more slides, you need to cut the presentation down. o For any interaction with the audience make a role play to get a more precise time estimate. Often this takes much more time than you would estimate.
  19. 19. ©GunnarSchröder2017 Testyourstory How to cut down your content o Use your content table from Step 3 and cut down the lower priorities. o Only keep the content ideas which have the biggest impact to the achievement of your targets. o Ask yourself : what content would I present if I have only 10 minutes ? ©GunnarSchröder2017
  20. 20. ©GunnarSchröder2017©GunnarSchröder2017 Testyourstory More check points Does your presentation… o raise unnecessary questions, is the content really clear ? o is the presentation entertaining? o makes the audience learn something new ? o makes the audience listening ? o involves the audience ? o touches emotions ? o surprises the audience ? o makes the audience excited ?
  21. 21. Hope You got some Inspiration Want to know More ? Information, Consultancy, Seminars Please contact me at: Gunnar Schröder +41 76 748 34 93 Gunnar.Schroeder@bluewin.ch ©GunnarSchröder2017

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