The Three Rules to Command Attention and Change Minds
Today's post is from Tim Wackel, one of today's most popular business speakers who has mastered the ability to make information entertaining, memorable and easy to understand. He combines more than 20 years of successful sales leadership with specific client research to deliver high-impact programs that go beyond today's best practices.
Imagine you've been working on a significant opportunity for several months. You've invested long hours with all of the key players and it's almost time to go to contract. The final step is a simple "show-n-tell" online presentation that you need to deliver to the executive committee. All you need is their nod and you're off to the bank to deposit the commission check.
The day of the big pitch arrives and you're feeling good. You start confidently, connect to your online meeting and launch the presentation. Suddenly all eyes are on screen and without warning you find yourself stumbling through a lame introduction that goes something like: "Hi, my name is Bob and I work for XYZ Company. Thanks for taking some time to meet today."
You race through the deck until you get to the meat of the presentation (easily identified by the slides that have lots of words typed in small fonts). Finally you begin to feel strangely comfortable as you start reading these complex screen shots to the decision makers.
And then, without warning you find yourself staring at a blank slide. There is nothing left in the deck so you immediately ask for questions and of course there aren't any. You awkwardly thank everyone for their time and end the meeting. Now you're left with no clue if you'll win this opportunity but you're certain that you won't get a second chance.
Sound powerful? Probably not, but I'll bet it sounds familiar.
So what does it take to keep the Board Room from becoming a Bored Room? Here are three quick tips to get you back on track now.
#1. Get a hook!
Most audiences rush to conclusions in the first two minutes of your presentation. Failure to develop a solid introduction is one of the biggest mistakes sales professionals make. Leverage those first two minutes to take command of your listeners. Engage them with a relevant story. Grab their attention with an alarming insight. Or just make them smile with some simple humor. Worry less about educating (do you like to be educated?) and worry more about entertaining (everyone likes to be entertained).
I'm not suggesting you start your next presentation with a card trick (although that could be a great hook). But I am suggesting you take a hard look at how you get your audience to lean in for the first two minutes of your next presentation.
Script, practice and polish your hook until it is rock solid. And for additional assurance, keep your script handy as you present during your online meeting. Grabbing their attention from the very start sets you and your ideas apart from everyone else who just "wings" their opening. And a great hook creates confidence that you can build upon throughout your presentation.
#2. Stop death by PowerPoint
PowerPoint was originally developed to be a visual aid--a tool that presenters could use to add "power" to their message by highlighting a key "point." Think big fonts, few words, maybe even a picture or two to drive home important ideas.
PowerPoint was not designed to be a proposal tool or a script. Save the Gantt charts for the appendix... PLEASE!
PowerPoint decks aren't the presentation, you are the presentation. The deck is there to support you and your ideas.
Look at it another way. PowerPoint decks that are jammed full of data, charts, conclusions and complete paragraphs could just be emailed to the customer. What do they need you for? The customer can read it themselves and it saves you from having to make a sales call. What an interesting way to decrease business and work yourself out of a job.
#3. Eliminate inspirational deficit
Most of the sales presentations I get to watch (and I get to watch hundreds every year) close with the presenter saying "thank you." Not exactly a strong call to action, is it?
You deliver presentations because you want someone to do something. You might want their approval or an introduction or maybe you want their feedback on an idea. The bottom line is you want something from your listener and the best way to get it is to ask for it!
I know you won't always get what you want, but if you'll ask for something specific it becomes a springboard for questions, discussion and next steps. You conclude the meeting knowing where you stand versus hoping that your phone will ring.
Want to learn how to avoid the biggest presentation mistakes that business professionals make? Watch this on-demand Webinar, "Anatomy of a Lousy Pitch: The 6 Worst Presentation Habits and How to Avoid Them." Additionally, visit www.timwackel.com for more tips. How can you afford not to make this investment in yourself?
It takes courage to admit you could be a better presenter and confidence to believe you can change. It takes nothing to create excuses.
What do you think?
Photo Credit: James Jordan
Today's post is from Tim Wackel, one of today's most popular business speakers who has mastered the ability to make information entertaining, memorable and easy to understand. He combines more than 20 years of successful sales leadership with specific client research to deliver high-impact programs that go beyond today's best practices.
Imagine you've been working on a significant opportunity for several months. You've invested long hours with all of the key players and it's almost time to go to contract. The final step is a simple "show-n-tell" online presentation that you need to deliver to the executive committee. All you need is their nod and you're off to the bank to deposit the commission check.The day of the big pitch arrives and you're feeling good. You start confidently, connect to your online meeting and launch the presentation. Suddenly all eyes are on screen and without warning you find yourself stumbling through a lame introduction that goes something like: "Hi, my name is Bob and I work for XYZ Company. Thanks for taking some time to meet today."
You race through the deck until you get to the meat of the presentation (easily identified by the slides that have lots of words typed in small fonts). Finally you begin to feel strangely comfortable as you start reading these complex screen shots to the decision makers.
And then, without warning you find yourself staring at a blank slide. There is nothing left in the deck so you immediately ask for questions and of course there aren't any. You awkwardly thank everyone for their time and end the meeting. Now you're left with no clue if you'll win this opportunity but you're certain that you won't get a second chance.
Sound powerful? Probably not, but I'll bet it sounds familiar.
So what does it take to keep the Board Room from becoming a Bored Room? Here are three quick tips to get you back on track now.
#1. Get a hook!
Most audiences rush to conclusions in the first two minutes of your presentation. Failure to develop a solid introduction is one of the biggest mistakes sales professionals make. Leverage those first two minutes to take command of your listeners. Engage them with a relevant story. Grab their attention with an alarming insight. Or just make them smile with some simple humor. Worry less about educating (do you like to be educated?) and worry more about entertaining (everyone likes to be entertained).
I'm not suggesting you start your next presentation with a card trick (although that could be a great hook). But I am suggesting you take a hard look at how you get your audience to lean in for the first two minutes of your next presentation.
Script, practice and polish your hook until it is rock solid. And for additional assurance, keep your script handy as you present during your online meeting. Grabbing their attention from the very start sets you and your ideas apart from everyone else who just "wings" their opening. And a great hook creates confidence that you can build upon throughout your presentation.
#2. Stop death by PowerPoint
PowerPoint was originally developed to be a visual aid--a tool that presenters could use to add "power" to their message by highlighting a key "point." Think big fonts, few words, maybe even a picture or two to drive home important ideas.
PowerPoint was not designed to be a proposal tool or a script. Save the Gantt charts for the appendix... PLEASE!
PowerPoint decks aren't the presentation, you are the presentation. The deck is there to support you and your ideas.
Look at it another way. PowerPoint decks that are jammed full of data, charts, conclusions and complete paragraphs could just be emailed to the customer. What do they need you for? The customer can read it themselves and it saves you from having to make a sales call. What an interesting way to decrease business and work yourself out of a job.
#3. Eliminate inspirational deficit
Most of the sales presentations I get to watch (and I get to watch hundreds every year) close with the presenter saying "thank you." Not exactly a strong call to action, is it?
You deliver presentations because you want someone to do something. You might want their approval or an introduction or maybe you want their feedback on an idea. The bottom line is you want something from your listener and the best way to get it is to ask for it!
I know you won't always get what you want, but if you'll ask for something specific it becomes a springboard for questions, discussion and next steps. You conclude the meeting knowing where you stand versus hoping that your phone will ring.
Want to learn how to avoid the biggest presentation mistakes that business professionals make? Watch this on-demand Webinar, "Anatomy of a Lousy Pitch: The 6 Worst Presentation Habits and How to Avoid Them." Additionally, visit www.timwackel.com for more tips. How can you afford not to make this investment in yourself?
It takes courage to admit you could be a better presenter and confidence to believe you can change. It takes nothing to create excuses.
What do you think?
Photo Credit: James Jordan
