Escolar Documentos
Profissional Documentos
Cultura Documentos
TO IMPROVE YOUR
BUSINESS PRESENTATION
SKILLS
A HOW TO GUIDE FROM BUYAPRESENTATION.COM
20 Ways to improve business presentation skills EBook by BuyAPresentation.com
Index
14) How to crunch your number of slides with concept diagrams? ......................33
Page | 2
20 Ways to improve business presentation skills EBook by BuyAPresentation.com
In this practical and simple e-book, let us see how this can be done with short
and easy to read articles.
Page | 3
20 Ways to improve business presentation skills EBook by BuyAPresentation.com
A) Creating content
for a winning
business presentation
Page | 4
20 Ways to improve business presentation skills EBook by BuyAPresentation.com
If they took just 10 minutes to analyze their calls, they would move up the
learning curve much faster.
Page | 5
20 Ways to improve business presentation skills EBook by BuyAPresentation.com
The second step is to answer these questions, keeping the success ful sale in
mind:
Analyze product benefit: How has your product made the life better for the
customer?
Was he able to minimize his errors? Was he able to save on his costs? Was
he able to feel more confident about himself? The answers will tell you
the key benefits to focus on – in your next presentation.
Analyze objections: What were the objections raised by him, before he said
„Yes‟ to your offer?
Did he compare your product with his existing option? Was he even aware
of the impact of his problems? How did you overcome his objections? The
answers will equip you for your next presentation.
Analyze the source: How did you find him in the first place?
Was he referred to you by your existing customer? Did you fix the
appointment by cold calling? What was the database used to find the
prospect? What was the script used to fix the appointment? This will help
you find more prospects with higher chances of conversion.
This simple analysis takes no more than 10 minutes. But it will help you repeat
your success consistently.
Page | 6
20 Ways to improve business presentation skills EBook by BuyAPresentation.com
There are two types of formats in business presentations. One is the „Romance
movie format‟ and the other is the „Thriller movie format‟. The single biggest
difference in the two formats is:
Romance movies build up slowly and reach the climax. Thriller movies start
with a gripping suspense and slowly unravel the mystery.
The format you choose depends on the subject of your presentation. Let us see
how to choose the right format for the occasion.
Page | 7
20 Ways to improve business presentation skills EBook by BuyAPresentation.com
This format engages your audience and reassures them at every step of the
way. They will thank you for being empathetic. Could you see the difference in
approach? By choosing the right format, you increase the effectiveness of your
presentation by a significant measure. Try it in your next presentation
Page | 8
20 Ways to improve business presentation skills EBook by BuyAPresentation.com
Later, with experience on the field, you developed thumb rules of your own and
discovered some „selling points that work‟ that were not taught in your training.
Eventually those selling points became part of your standard sales presentation.
Now, it is time to press the pause button and take a day to „Hunt for fresh
selling points‟.
Page | 9
20 Ways to improve business presentation skills EBook by BuyAPresentation.com
colleagues too have discovered their own set too. There is very little
opportunity for them to share it with you, if not for this day.
2. Talk to customers: Next, pick up the phone and call up your existing
customers. Ask them about their experience of your product. Ask them
about the specific features of your product that benefit them the most.
Talk to no less than 15 customers to populate your list of selling points.
3. Create Value Statement: Once you finish compiling all the learning for the
day, start creating a „value statement‟ for each of those points. Now, take
a print out of the value statements, and put it in your folder.
This is fresh arsenal that will work wonders to your conviction about the
product. This reflects in your confidence and words when you make the
next sales presentation.
Whenever you feel a little down, go through the list – and you will get a
fresh sense of energy to meet your next customer.
Page | 10
20 Ways to improve business presentation skills EBook by BuyAPresentation.com
If you have been in sales for a while, you would realize that, it is one thing to
know a lot of information about your product, and completely another thing to
know how to use that information to influence your customers.
A pitch table enables you to see your information as an answer to the 4 critical
questions in the minds of your customers. The 4 questions that a pitch table
addresses are:
1. What concerns of your customers are solved by your product?
2. What features of your product solve those concerns?
3. What is unique about the features of your product compared to the
alternatives available?
4. What is the proof for your claims?
Since these are the questions that a customer considers intuitively before
making a purchasing decision, having the information available in one readily
accessible table is extremely useful.
I have tried to construct a „Pitch table‟, for our product - „Premium Animated
Powerpoint templates for Sales and Marketing professionals‟ as an example.
Page | 11
20 Ways to improve business presentation skills EBook by BuyAPresentation.com
You can even arrange the points in the table to appeal to specific segments of
your customers. That way, the information can be helpful to start a
conversation with your customers.
You can use the information to write an email to your customers, like – „The 5
reasons why our service is different and better than any other alternative.
So, start making your pitch table. It is the starting point for all your sales
presentations.
Page | 12
20 Ways to improve business presentation skills EBook by BuyAPresentation.com
Here is the caveat. Though the questions are simple and direct, the answers to
those questions may not be easy to find.
Page | 13
20 Ways to improve business presentation skills EBook by BuyAPresentation.com
Take the time necessary to come up with the best answers. Call up your
existing customers, visit your „Product‟ department or interview the highest
producing sales people to get the clues. The time spent on this is worth its
weight in gold.
In fact, creating this pitch should be your first priority as a sales presenter. The
process will give you a lot of clarity about your product or service, which in turn
will reflect as conviction in your voice when you make your next sales
presentation.
Page | 14
20 Ways to improve business presentation skills EBook by BuyAPresentation.com
B) Creating better
slides for a winning
business presentation
Page | 15
20 Ways to improve business presentation skills EBook by BuyAPresentation.com
Why is it that one feels noisy and exhausting, whereas the other feels organized
and reassuring? Why do you feel compelled to bargain in a flea market, whereas
you happily give more for the same item in a showroom? Why does it feel that a
flea marketer cares only about your wallet whereas a good salesperson in a
showroom cares about YOU?
The reason is – these two visual formats give you very different psychological
cues.
Forcing a decision versus building a relation:
A flea market display says, “This is all I have got. Make a decision quickly
and get out. I don‟t care about you enough, to customize my display to
match your needs”.
A showroom says, “I want to build a relationship with you, so I will take the
time to show you what you want to see”
Page | 16
20 Ways to improve business presentation skills EBook by BuyAPresentation.com
I call the first as „Flea market‟ slide format and the second as the „Showroom‟
slide format. Take a minute to see the cues you give with these slides.
One is about „My wares‟ and the other is about „Your needs‟
One spreads and diffuses the audience attention, and the other focuses
the attention
One makes you close your eyes and the other opens your mind
So, choose the right format to sell your value by understanding the cues given
by your slides. Let your slides be your ally, not your enemy.
Page | 17
20 Ways to improve business presentation skills EBook by BuyAPresentation.com
That is exactly my point. Those are the very reasons why these „Zen‟
slides will kill your marketing presentation. Let me explain…
When you project these slides to your customers, what kind of questions
can you imagine popping up in their head? Here is my guess:
“Is that sunrise or sunset? Those rocks look like bar graph. Wow!”
“How are those rocks balancing so well? How are they connected to
our software? Is he subtly hinting at modular development of
software by using that image?”
“Hey! This reminds of my trip to Mauritius. I really loved that
vacation. I haven‟t called Sandy for a long time. Let me note that in
my diary.”
As you can see…none of these questions are going to help them make a
meaningful purchase decision. The amusement you see in your audience
Page | 18
20 Ways to improve business presentation skills EBook by BuyAPresentation.com
eyes is not because of the strength of your argument, but because of the
beauty of those „Zen‟ pictures.
Stop killing your chances of winning a deal, by using such pointless but
beautiful pictures on your slides.
Instead, create slides that will make your audience ask questions like…
“What kind of new opportunities have emerged in the market, to
support the product launch?”
“How will this software solve the issues which we currently face?”
“How does this software compare to the competition? Why should I
choose this software over any other?”
I am not against using full bleed images in presentation slides. But, you
need to be sure that the pictures add clarity to your message - in an
obvious way. When your audience has to „think‟ for two minutes about
the second level meaning of the images you use – stop. When you feel
that the images will divert your audience‟s attention – save them for your
son‟s school project.
Remember! In your marketing presentation, YOU are the hero. Your slides
are your support. Don‟t let your slides dominate YOU for any reason.
Page | 19
20 Ways to improve business presentation skills EBook by BuyAPresentation.com
Here are some pictures of people. Please take a sheet of paper and answer the
2 questions for each person below:
1. Do you expect the person to honor his commitment?
2. Will you trust the person with your money?
Now, what made you to come up with those views? You haven‟t seen their faces.
You haven‟t met them personally. Then, on what did you base your opinion?
Yes. You made a guess based on their attire.
As a sales presenter, it is important to realize that your attire speaks a lot about
you, even before you utter a word. Your customer forms his opinion about your
dependability, professionalism and trustworthiness in the first few seconds of
your meeting him.
If you create an unfavorable impression in your first 6 seconds with him, you
need to work extra hard for the remainder of your presentation. So, what is the
action point?
Page | 20
20 Ways to improve business presentation skills EBook by BuyAPresentation.com
Spend that extra money and buy yourself a really smart outfit. It is one of the
finest investments you can make as a presenter. Let your attire pre-sell for you.
Let your presence build the trust.
When you look dependable, you will sound dependable.
Another important point;
It is not enough if YOU look professional and your slides look like they are
made by an amateur in a hurry. Your slides are the outfit for your thoughts.
Make them look professional.
Spend that little extra to buy a set of professional templates for your slides. It is
possible for you to transform your usual bullet point slides into professional
slides in a matter of 15 minutes when you use the right templates.
Page | 21
20 Ways to improve business presentation skills EBook by BuyAPresentation.com
Take a moment to travel back to your schooldays. What were some of the
thumb rules you followed to score more marks in your school examinations?
Let me make a guess…
Unfortunately, those very habits that got you more marks in your school might
be killing your sales presentations.
The rules that your customers follow to evaluate your presentations are very
different. Here are some of their rules:
Page | 22
20 Ways to improve business presentation skills EBook by BuyAPresentation.com
Page | 23
20 Ways to improve business presentation skills EBook by BuyAPresentation.com
As soon as you pick up the paper, you quickly scan through the headlines. If
any of it attracts your attention, you read the first paragraph. If it still sustains
your attention, you skim through the rest of the content.
You follow exactly the same method whether it is about reading the books in
your library, articles on the net or to going through any detailed information.
Why is this information of how people read important to you as a sales
presenter?
Page | 24
20 Ways to improve business presentation skills EBook by BuyAPresentation.com
As you can see, the detailed graphs at the end, which were probably important,
are completely ignored.
Follow this simple rule – 1 slide: 1 thought i.e. „One slide should carry just one
thought‟. This reduces the material you put on your slides. Your audience
therefore takes the time to understand and assimilate the information. Your
message gets read and retained longer.
Page | 25
20 Ways to improve business presentation skills EBook by BuyAPresentation.com
Have you noticed that as human beings, we are wired to ignore the usual?
You enter your favorite restaurant. You feel the wonderful aroma. After a few
minutes, you don‟t notice the aroma anymore. It becomes „usual‟.
You move in to a new apartment. The constant noise of the crowded street
annoys you. After a few days, these noises become part of the background.
You change your television network provider. Their big logo in the corner of
your TV bothers you. After some time, you get busy watching your favorite
football match, and you don‟t even notice the logo.
Why should a sales and marketing professional like you learn about this?
Because, you run the risk of turning invisible right in the middle of a client
meeting, if your presentation appears „usual‟ to your audience. When you show
the same looking slides one after another, with same sounding explanation,
you vanish from the field of vision of your audience before you know it.
Page | 26
20 Ways to improve business presentation skills EBook by BuyAPresentation.com
All you get to see, is that „lost look‟ in their eyes. Sometimes, the polite ones in
the audience busy themselves doodling in their note pads, just to make it
appear that they are taking down notes as you talk.
Is there a way out? How can you make your presence felt?
Here is the answer. Press the slide sorter button in your PowerPoint™ and take a
dispassionate view of your slides. If they look agonizingly same, it is time to
make some changes.
Start by ruthlessly eliminating the „blah‟ in your slides. Add some visuals.
Convert your tables into charts. Include a relevant story in the middle. Plan
questions to engage your audience. Do whatever it takes, till those slides show
some variety in the slide sorter view.
Now, you can breathe easy that you will make an impression on your audience.
Page | 27
20 Ways to improve business presentation skills EBook by BuyAPresentation.com
God knows that it takes a humongous effort to get all those important people
from your prospective company to attend your sales presentation. What good is
it to waste that opportunity by turning yourself invisible after 5 minutes?
Page | 28
20 Ways to improve business presentation skills EBook by BuyAPresentation.com
The reality is that there is no study that suggests that short presentations are
more successful than long presentations or vice versa. But, there are a couple
of suggestions about slides to help you make clear and convincing
presentations.
It always helps to put all the relevant elements of an idea onto one slide, so that
the audience can see the connection. If you divide your message into multiple
slides, the audience needs to strain their memory to recollect the details of the
previous slides.
Page | 29
20 Ways to improve business presentation skills EBook by BuyAPresentation.com
Conclusion
When you follow these two suggestions, you will automatically come up with
the right number of slides for your professional presentations.
Remember what matters is whether you are able to influence your customers to
make a purchase decision, by giving them sufficient information. It doesn‟t
matter how many slides you use.
Page | 30
20 Ways to improve business presentation skills EBook by BuyAPresentation.com
First, take a moment to get back to your childhood days. Do you remember how
they used to make wooden furniture those days?
A team of carpenters would cut, drill and polish individual pieces of wood, to
make a table or chair. It would take days of hard work. It was impossible to
imagine making furniture any other way.
Nowadays, when you order a table over the internet, the table arrives in a
cardboard box. You unpack and fit the various pieces in the boxes, to create a
table in minutes. Modular furniture has changed our living rooms, our kitchen
and our lives.
Take a look at the slide decks you prepared in the last few presentations. You
will notice that you used a set of standard „modules‟ to make your presentation.
Page | 31
20 Ways to improve business presentation skills EBook by BuyAPresentation.com
Since the templates are professionally animated already, you can present your
ideas in stages to avoid information overload. The whole process of
transforming your bullet point slides into professional slides using templates -
doesn‟t take more than 15 minutes.
Needless to say, you need to use premium templates from a trusted source. I
recommend you to use www.buyapresentation.com. They have a wide range of
unique animated PowerPoint® templates for sales and marketing presentations.
You can explain your concepts and ideas easily using their diagram templates
(which is the best in the category). You can learn about how to express your
ideas visually by downloading their free „180 degree shift‟ e-book.
Take a minute to visit the site, and you will never make slides the same old
boring way again.
Page | 32
20 Ways to improve business presentation skills EBook by BuyAPresentation.com
Let us make this over with our „concept diagram principles‟ step by step.
Page | 33
20 Ways to improve business presentation skills EBook by BuyAPresentation.com
Thus, with a concept diagram we not only reduced the number of slides, but
also made sure that the slide is clearer and visually appealing.
Page | 34
20 Ways to improve business presentation skills EBook by BuyAPresentation.com
A few months back I met up with one of my friends who sells mission
critical software to financial institutions. His pet peeve is that in his
industry sales cycles are very long and the competition is tough. It is
difficult to get the decision makers to sit through a presentation.
He is quite an expert in his field and knows his banking and software
inside out. But his problem is in translating that knowledge to slides that
convince his audience.
Page | 35
20 Ways to improve business presentation skills EBook by BuyAPresentation.com
As you can see, the two are very different skill sets, and it is not fair to
expect a presenter excel in both.
But, unfortunately – the market doesn‟t care about that reality. A lot of
wonderful ideas get completely ignored by the audience, just because the
presenter could not translate his ideas into an effective presentation. On
the other hand, beautiful „Zen slides‟ may entertain the audience, but not
deliver the results.
The second part of the work, is about translating and requires specialized
technical skills and time. Unless you have years of specialized experience,
it is not possible to create professional and clear slides in a short time.
Page | 36
20 Ways to improve business presentation skills EBook by BuyAPresentation.com
Page | 37
20 Ways to improve business presentation skills EBook by BuyAPresentation.com
When you make a onetime investment on the Mega Pack and download
the folder to your desktop, you can create insightful presentations
quickly and for years to come.
Page | 38
20 Ways to improve business presentation skills EBook by BuyAPresentation.com
Here are two slides that make the same point. Which one appeals to your
emotions better?
The first thought that came to your mind on seeing the text heavy slide
was, “It looks COMPLEX". You hesitated to read through the text. Even if
you did, it wasn‟t easy to process it straight away.
The second slide gave you the idea instantly. The image of the dead bird
triggered your emotions. You were compelled to read the caption. You
were absorbed in the slide.
www.hmc.org.q
Even now, our mind translates words into visuals
a before processing its
meaning.
What does this information mean to you as a presenter?
Page | 39
20 Ways to improve business presentation skills EBook by BuyAPresentation.com
Yes. When you present your idea visually, it gets understood faster, and
retained longer than when it is presented just with words.
Even better – show your ideas in visuals, and support them with verbal
explanation. This way, you engage multiple senses of your audience,
which increases the retention of your message by as much as 65% (as per
Cognitive load theory).
However, there is a slight hitch here. Using visuals in your slides is easy.
But, using the RIGHT visuals is not. I know of so many cases where
presenters have killed their presentations with inappropriate visuals.
Since visuals attract the attention of your audience faster than words,
wrong visuals can directly lead you to disaster.
I have seen a lot of people use it the wrong way, read this article to see
why.
How to use visuals – the right way? You‟ll learn the answers to all these
questions in my subsequent posts.
Page | 40
20 Ways to improve business presentation skills EBook by BuyAPresentation.com
Page | 41
20 Ways to improve business presentation skills EBook by BuyAPresentation.com
C) Creating the
mindset for winning
business presentation
Page | 42
20 Ways to improve business presentation skills EBook by BuyAPresentation.com
Do you know that there is a label stuck on your forehead that only your
audience can read? Your audiences behave just the way you instructed them to
behave. Let me explain that to you a bit more in detail.
What is written on the label is „what you think about yourself‟ at a given point
of time.
If you feel „confident‟ inside – the label reads, „I have got something valuable to
share. So, sit up and listen‟.
If you feel „shaky‟ inside – the label reads, „I am not sure if it is worth the while
for you to listen to me‟.
Page | 43
20 Ways to improve business presentation skills EBook by BuyAPresentation.com
Once you convey confidence in your first few minutes, audience will give you all
the attention you need from thereon. When you find your audience enthusiastic,
you will feel enthusiastic too, and the spiral continues.
So, when you take control of what is written on the label on your forehead, you
will take control of your audience.
Page | 44
20 Ways to improve business presentation skills EBook by BuyAPresentation.com
We interact with people at different levels. Starting from an email – where the
connection between individuals is no more than a few electronic pixels, to a
warm hug – where the connection is friendly and personal.
You would notice that the closer we get to an individual; the better is the level
of engagement (of course, getting too close before knowing the person
sufficiently well, invades the personal space of the other individual).
If we represent the distance between people, based on our different methods of
engagement, this is how the continuum looks:
As you can see, a handshake is the closest you get in a business relationship. In
trying to remember the tips on handshake etiquette, it is important not to
forget this basic purpose.
A good handshake sets the expectation for a presentation. So, how to shake
hands to achieve the best level of engagement with your customers? Here are
the 5 tips:
1. Look into the eyes and smile before you shake hands:
Nothing builds a better engagement than a genuine smile and sincere eye
contact. A handshake merely adds to the connection.
2. Say your name and a greeting while you shake hands:
A good handshake lasts not more than 4 seconds. The time is just enough to
say your name and convey your happiness in meeting your prospect. It is not
the time to recite your bio data or your company‟s history.
Page | 45
20 Ways to improve business presentation skills EBook by BuyAPresentation.com
When your effort to engage with the prospect is genuine, the prospect
always responds warmly. Do not wait for the prospect to extend hands. If in
a rare case, the prospect doesn‟t extend hands – lower your hands while
keeping the smile and eye contact. The warmth is still conveyed.
4. Use only one hand if it is your first meeting:
Adding your free hand to the shake conveys intimacy. If you use both your
hands, you may look artificial and over eager.
5. Let your handshake be a handshake:
Whether you are a woman or a man, the handshake should be firm, with
your full hand (not just your fingers) and pumped 3 or 4 times. Be warm and
be genuine. Everything else is just details.
I hope these tips help you make a better connection with your prospects, the
next time you make your sales presentation.
Page | 46
20 Ways to improve business presentation skills EBook by BuyAPresentation.com
Have you observed that the physical distance between people, when they meet
personally, tells a lot about the extent of their relationship?
That is the reason why, when someone unfamiliar stands too close to you and
starts a conversation, you automatically take a few steps back. Just like poles
repel in magnets, people repel when their space is invaded. There is even a
study on this subject. It is called „Proxemics‟.
This is important for a sales presenter to know. You wouldn‟t like to start off by
making your customer uncomfortable, would you?
Page | 47
20 Ways to improve business presentation skills EBook by BuyAPresentation.com
When you meet a customer for the first time, don‟t be too eager to get too
close. He might feel you are invading his personal space. You might scare him
off.
Give sufficient space to your customer and be eager to learn about him and his
concerns. Interestingly, the more the customer talks about himself, the closer
he gets to you. You will see the distance closing naturally as the customer leans
forward to talk to you. In fact, you can even measure your rapport with the
customer - in centimeters.
When you are sufficiently close to your customer, suggest your solution. There
is every likelihood that he will buy from you.
Page | 48
20 Ways to improve business presentation skills EBook by BuyAPresentation.com
Don‟t stand rooted to one place if you want to connect with your audience.
Slowly walk towards them as you make your point.
As you move closer to them physically, you reduce the mental distance
between you and your audience. When you look at the screen standing close
to them, you give a subtle signal that you are „with them‟ in trying to find
the right solution to their concerns. When they connect to you, they start
connecting to your message too.
Page | 49
20 Ways to improve business presentation skills EBook by BuyAPresentation.com
Have you noticed that, when you say something you „believe in‟ strongly,
you automatically raise your voice? That is an invaluable cue to convey
confidence in your presentation.
When you are nervous, your vocal chords get stiff and you sound „weak‟.
Take the effort to raise your voice consciously. Raise it to the point that it
reflects the conviction in your product. You will start seeing a new sense of
energy flowing in the room.
Do you know, the space you occupy reflects your ego? That is why, you see
footballers running all around the ground, with their hands spread like
wings when they score a goal.
The freedom of your movement is seen as your comfort with your audience.
So, move around stage. Unfold your hands and use them to reinforce your
ideas.
Make your audience a part of your presentation:
A presentation is not about you. It is about your audience. The more they are
involved, the more are your chances of winning them over.
A simple way to involve them is – to ask polling questions. Ask simple
questions that would invite them to raise their hands or share their opinion.
Build on those answers.
Plan the questions you would ask in your presentation, instead of just
planning the text that you would rattle off for each slide.
These simple tips make your audience LIKE YOU as a presenter. When they like
YOU, they start liking your product too.
Happy presenting!
Page | 50
20 Ways to improve business presentation skills EBook by BuyAPresentation.com
Page | 51
20 Ways to improve business presentation skills EBook by BuyAPresentation.com
L ICENSE INFORMATION
All rights are reserved including resale rights: you are not allowed to sell this EBook to
anyone else. This EBook has been shared with you free for information and
promotional purposes. You may share this EBook „as is‟ in a suitable professional site /
manner.
If you bought this publication or found any derivative works, you've received a copy not
authorized by us. Please contact us via buyapresentation.com and notify us of the
situation.
Please note that much of this publication is based on personal experience, extensive
reading and anecdotal evidence. Although the authors have made every reasonable
attempt to achieve complete accuracy of the content in this EBook, they assume no
responsibility for errors or omissions. Also, you should use this information as you see
fit, and at your own risk. Your particular situation may not be exactly suited to the
examples illustrated here; in fact, it's likely that they won't be the same, and you
should adjust your use of the information and recommendations accordingly.
Any trademarks, service marks, product names or named features are assumed to be
the property of their respective owners, and are used only for reference. There is no
implied endorsement if we use one of these terms.
Nothing in this EBook is intended to replace common sense, legal, medical or other
professional advice, and is meant to inform and entertain the reader.
© 2010 BuyAPresentation
Authored by: M.S.Ramgopal
End of EBook
Page | 52