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Published 8th Feb 2009 Posted by admin |
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Oratorical power arises from December passionate ¬ lamation only. On November 19, 1863, Abraham Lincoln demon ¬ proved equal to the use of simple but eloquent words, qui ¬ etly spoken, to convey a message. In the small town of Gettysburg, Pennsylvania, in July 1863, Union and Confederate forces clashed in a battle that led to a huge number of casualties. In three days of heavy fighting, the Union army suffered over 23,000 casualties, the Confederate army 28,000. However, there is no doubt that the Confederate army had suffered the biggest blow. Later that year, a Gettysburg attorney conceived the idea of icating ¬ tion of a part of the battlefield to become a Soldiers’ National Cemetery. While President Lincoln was invited to speak, the speech was delivered by the former President of Harvard, and he said, Edward Everett. Everett spoke to a crowd of about 20,000 people for more than two hours. Following the direction of Everett, Abraham Lincoln rose to deliver some remarks. Score of four and seven years ago our fathers brought to this continent a new nation, conceived in liberty and dedicated to the proposition that all men are created equal. Now we are engaged in a great civil war testing whether that nation ¬ tion, or any nation, so that ¬ received and dedicated, can long endure. We are met on a great battlefield of that war. We have come to dedicate a portion of that field as a final rest ¬ ing place for those who here gave their lives that that nation might live. It is entirely appropriate and proper that we should do this. But in a broader sense, ¬ we can not dedicate-we can not consecrate-we can not ¬-this holy ground. The brave men, living and dead, who struggled here, have consecrated, far above our poor power to add or subtract. The world will little note nor long remember what we say here, but never for what they did here ¬. It is for us the living rather to be dedicated here to the unfinished work that those who fought here have thus far so nobly advanced. It is rather for us to be here dedicated to the great task still before us ¬ ing-that from these honored dead we take increased devotion to the cause for which was the last measure of devotion-that that we here highly resolve these dead shall not have died in vain-that this nation, under God, shall have a new birth of freedom-and that tad ¬ government ¬ government of the people, by the people and for the people not perish of land. Apart from the Sermon on the Mount, no speech has been analyzed by scholars. Abraham Lincoln spoke only 272 words in his Gettysburg address. However, in its ten sentences delivered ¬ tion of a history note ¬ ble prayers. What is his speech that is so fascinating historical ¬ ans? Why are these ten phrases so fascinating to the politicians, and the reason that students of history either ¬ been studying this since its inception? The reason? Your message. Is the message of the speech that is captivating. Abraham Lincoln was able to in three minutes in a sofa-mail address of eternal importance. In simple but pervasive lan ¬ gauge, which articulates the struggle for human freedom, hope, and responsibility. Although Lincoln himself regarded his being a non ¬ tion, proved to be one of his most eloquent moments ¬ tory. Compelling messages sale: Rationale and content The Gettysburg Address contains all the elements of a successful presentation is a sales plan and sales presentations-not alike. Like all successful submissions, which contains a strong introduction ¬ tion, the powerful, and memorable celebration. In his farewell speech on January 11, 1989, President Ronald Reagan said: “I’ve earned a nickname:” The great communicator. “But I never thought it was my style or the words I have used a differ ¬ ence. It’s the content. I was not a great communicator, but I did com ¬ car great things.” Obviously, the creation of substantive content is an essential part of the preparation and delivery of a successful presentation. Consider the three characteristics of a successful presentation: 1. Ethos (character and credibility) 2. Pathos (emotion and delivery) 3. Logos (logic and content) The body of a message or presentation refers to the logos, the logic and content of a message. Logos is the essence and basis of presentation. Is the message and provides the details and the reasons that buyers purchase the product or service presented. The central message of the presentation of evidence and supporting dem ¬ onstrates the qualities of the good or service offered. Without clear and give pro ¬ reasons to purchase products or services, participants are left with little or no incentive to take action. Because most buyers make purchases based on emotions then justify with logic, the logic provides is very important. While the introduction and delivery of the presentation providing emotional validation, is the body of the presentation provides the rationale to support a purchase decision. When people buy a home, for example, initially making a decision based on emotional attachment (pathos). “It looks beautiful.” “It feels like our home.” “I love the look of Victoria.” It is only after buyers feel an emotional attachment to begin to justify their decision with reason and logic (logos). “After all, this house is an excellent investment.” “Property values are rising.” “Interest rates are at an all time low.” “The school district in this area is excellent.” By providing buyers with information to support the value of the product or service, the presenters of the purchaser to fulfill a need to justify a decision intellectual emotional. Appeal to reason logic perspective with a high content of messages. The pain and the resolution of the problem: Your sales message Experience more intense emotion of the buyers is pain. Pain is a strong feeling that people will do almost anything to eliminate it. People take action to avoid, prevent or overcome the pain faster than any ¬ thing else they do in their lives. The primary reason people buy is to reduce or eliminate physical pain, mental, emotional, financial, social, even spiritual. Eliminate pain and resolution of problems is the principal motivating factor in any sale. Think of everything you bought recently. Is it not to remove some dissatisfaction, annoyance, or frustration? In business presentations, several members of an organization to attend presentations on various grounds-in other words, because experience various pains. An executive director of the pain may be the last decline in stock price. The Vice President of Finance could attend, because profits have been reduced. The vice president of marketing could attend due to customer ero ¬ sion. The vice president of sales can attend because their sales staff is not meeting the expectations of income. The vice president of manufacturing could attend due to manufacturing costs are up. Each member of an organization of business experience pain and problems they would like to delete. In our training, I am sometimes challenged to participate ¬ pants to ask, “Not all purchases are driven by pain, right? What’s luxury? For example, what pains are resolved to persecution ¬ a yacht? People do not buy yachts because they have to. To buy them because they want to. “While the premise of this challenge is correct, the conclusion is no. I usually answer this question by question, “Do people always want something so they do not have to cause pain?” The answer is, “Of course.” Sometimes, the desire to acquire “the desire to possess, or wish to experience some ¬ thing is the pain, ie the motivating factor behind the sale. Most purchases can be traced to eliminate pain. In fact, without pain, there is no basis for a purchase in the first place. A customer is completely satisfied presenter does not need a product or service. Pain leads to the need. Needs to take action. In other words, no pain = No change. Potential buyers will not change unless the pain of staying the same is greater than the pain of change. Ultimately, the products and services are evaluated in terms of pain and problem solving. This is why addressing the problems and pain problems ¬ buyer should be the central message of the presentation. Without an under ¬ standing of the buyer needs, pains and problems, professional sales messages can be created without the correct, responsible, or to compel data. Training participants wondering what the difference between the problems and pains. There is a critical difference. The problems described in the logical, cognitive terms such as “com ¬ My computer is broken.” Dolores, on the other, are described in earnest, emotional phrases such as, “It’s very frustrating having to work late because of the failures.” When buyers use emotional words such as frustrated, angry, disappointed, angry, worried, worried, etc, you know you have beaten the “vein of pain.” The pain is the consequence or outcome of the problem. The point is to make the pain and problem solving, the focus of your sales presentation. Conviction requires proof: The power of the demonstrations, testimonials, and logic A vendor who sells pharmaceuticals sleeping pills, once related an experience of humor to illustrate the power of the “evidence”. Midway through the presentation to a group of doctors, one of the participants fell asleep and began snoring. The pharmaceutical salesman arrested in the presentation and awoke the dream doctor. Undoubtedly, the doctor stood up and said: “This drug has some real promise!” To persuade buyers to make a purchase, which must first be convinced of the value of the proposed product or service. As a court of law, requires proof of conviction. Buyers want to test with ¬ company and justify the claimed benefits of the product or service. Great success ¬ tions presenters use live demo to illustrate the features and benefits of your product or service. Show that instead of articulating their message to include with ¬ tent that validates the benefits of the proposed product or service. For example, technical staff presenters visually demonstrate how the pro ¬ posed by the technology addresses the needs and problems. The success of telephone system sales perform live demonstrations to validate product claims and capabilities ¬ uct. Experienced medical representatives to demonstrate the usefulness of the proposed device. I know a vendor that sells high quality equipment and network ¬ ing wires and cables. Due to the quality of their cables, their prices are higher than their competitors. Because of the extra expense involved, some of his regular customers drop their product. When one of their major customers using its product discontinued, decided enough was enough and organized a reunion to demonstrate the value of their wires and cables. After admitting that their product was more expensive, he told the audience that it is important to compare apples with apples. He then held one of its threads of competition and put a lighter underneath it. The casing around the cord began to melt and within seconds was in flames. His audience is surprised. He then held his lighter cable and reminded them that their wiring is fireproof. He concluded by asking a simple question: “Ladies and gentlemen, that the wire you want to do in their walls and computers?” Your client can ¬ celled the order of their competitor. The point is to use live demonstrations and scenarios wherever possible to the facts and information to life. Testimonials In our presentation of training, participants will wonder, “How many of you letters testify to the buyers to support the success of their products and services?” I’m always surprised how few hands up. But what better proof could be a presenter of a statement by a satisfied customer? When talking about the presentation of evidence to validate the products or the ability of the claims, what better test can provide a presenter of a witness? Testimony is only one type of evidence. As a court of law, witnesses are called to testify to the veracity of certain facts or representations. Customer Testimonials serve the same purpose. To illustrate how the proposed product or the company has benefited other companies and organizations. Used appropriately, testimonials com ¬ car similar benefits available to the audience. Because the service-oriented businesses can not physically prove the benefits, it is especially important for service-related presentations to offer testimonials from existing customers or the ability to validate the benefits claimed. Testimony to help establish friendly benefits such as customer service, excellent technical support and on-time deliveries. Logical argument All sales presentations must provide the logic and reason to support the capacity of product or service claims. A R.O.I. (ROI) is a piece of logical argument. I regularly use R.O.I. ¬ sheet strategies to demonstrate the value of sales training. By estimating a percent increase in sales, is multiplied by total sales, and subtracting the cost of training, to provide buyers with an accurate estimate of the financial returns from their investments. When difficult to provide figures to show the value of our train ¬ ing, buyers are obviously convinced to make the investment. Other options include: examples, facts, evidence, testimony, and statistics. By providing buyers with proof of the value of the products presented ¬ product or service, are more easily convinced of the need to make a purchase. In summary Because people buy emotionally and justify decisions, of course, it is important to supply logic to justify buying decisions. ¬ sage of the month sales presentation that only evidence. Demon ¬ demonstrating how the proposed product or service eliminates ¬ pains and problems more clearly and provides a competitive advantage. The message body sales offers buyers good reasons to buy the product or service provided and follow the pattern set by Aristotle over 2000 years ago when he said: “A speech has two parts. You should state your case and should prove it. “ |
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Published 8th Feb 2009 Posted by admin |
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At the end of each year, most retailers like to bet their sales fortune on Christmas shopping season. Everyone knows that Christmas is always booming retail online or offline. However, it is a lot of great opportunities to make an effective promotion when holiday season comes. In order to attract potential customers in the critical first impression, appealing presentations is important to present their products in the best light possible. For both uses online or offline, Flash presentation could be an appropriate way. That can be embedded in Web pages, played on Digital Signage and sent as Christmas brochure within business e-mail. As Flash is the ultimate output, we should create more compelling content for the products out. Based on the general points of a Great Presentation The objective of product presentation is different depending on the target audience and the presentation should be adjusted accordingly. It is important to know your audience and why they are interested enough to see his presentation. Therefore, adequate preparation is vital definitely. Before you start building your presentation, make sure you know the following information: It is useful to write the data before building the product presentation so that you can check if I get stuck at any given point. You may want to refer to it later to make sure the presentation meets the objectives and you also need to practice working. It is important to have a target and a goal the construction of the initial presentation. Failure to do so may result in a presentation that does not speak to the audience and not focused on their needs. Diagram of proper presentation of the product The following is a basic outline for a product presentation. Since the product is not like other presentations, it is noted that should be simple with emphatic product each slide. It is important to keep your presentation focused on products otherwise your point will be drowned in too much detail. There are some general guidelines for submission of these products: Its key focus for improvement You can think of adding some additions to enhance your presentation, but is still some elements that could be improved. Using more examples, simplify your words, the application easy to read fonts and choosing suitable theme styles. |
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Published 8th Feb 2009 Posted by admin |
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One customer, a bill recently came to me to help solve a problem you had with your presentations are not understood by the audience. Bill is a respected CEO of a major organization of international finance in Belgium, and has given many presentations, so this is a serious problem and was very concerned by the situation. In fact, it was his boss who had brought the problem to the law in the first place. Bill knows exactly what the message is that we want more from their presentations, but the audience ends confused because he spoke quickly.
Some cutting Comments When a laser beam is focused precisely cut, clean and orderly. This is because the beam of light emitted is coherent, its all going in the same direction at the same time. If the beam is not focused, no cutting, simply acting more like a torch and lights an area of the eye. The beam of light is said to be somewhat inconsistent, when it is not at this point, the beam is not strong, it is scattered. After talking a while with the bill on the issue soon became clear that speaking before it was just a symptom of a deeper problem. It turned out that the law was not really ‘focused’ in the presentation. His focus is scattered, so it had been introduced to look ahead to what would be the expected outcomes of the presentation during the presentation. Therefore, like the laser incoherent, Bill illuminated much of what was presented, but not for accuracy, precise cuts that would have made a coherent presentation. In other words incoherent presentation of the bill is for the simple fact that it was not 100% “present” to the delivery of the presentation was at least partly, in the future somewhere with a lot of results . 100% is not provided in the presentation by expediting delivery and the public elected this. If you are not 100% present to deliver the presentation to your audience why you should be there? Being Present 1. To start with you need a quiet place where undisturbed for 4-5 minutes. When you are there and then comfortably seated or lying down; 2. Close your eyes and simply focus on physical sensation of your breathing. Allow your car to be 100% focused and aware of the cold air moving in your body on the progress of the breath and the hot air moving out of the body out of breath. 3. Do this for 4-5 minutes. Its okay if turning off the focus of your breath. As soon as you are aware that you are out of focus, which only mildly attention to the feeling of your breathing. You may find that your breathing wants to speed up or slow down, deeper or less, that’s all right, let the breath is what you do, try not control at all. Similarly, the body also may want to relax, so they just left. All you have to do is remain focused and aware of that can physically feel your breath. This is a great technique to do it regularly. I suggest you do, for example, just after waking in the morning and just before bedtime at night. Of course you can always do it as often as they want, in fact, the more practical this simple technique, the more you do it automatically during the day. Of course, take a few minutes to do this before a presentation, and then note the difference in delivery. Bill practiced twice daily for one week and started to see some real benefits of technology. His presentations are being delivered in a normal, slower and more relaxed pace. This in turn is felt by his audience that they are by their relaxed and calm approach equally committed to the bill on the material and presentation skills. His audience is beginning to see the point of the bill want to see. Two or three weeks in the use of this technique Bill told me of other changes that technology has helped to make the most significant is its quieter, more attentive to their work colleagues and family. You know the views of his colleagues and most importantly his boss about how things are much better, and this bill gives the technique of conscious breathing. Point Be at or near the time this makes us more cohesive as the laser beam, which can be simply what it is, rather than focus on the future or past. When present what we are doing, we do so with clarity, presence, authenticity and consciousness. So you breathe a clear, crisp, authentic, consistent and presentations are open to the other benefits that this technique will take you. |
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Published 8th Feb 2009 Posted by admin |
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Are the same thing, right? Sure, there are a lot in common – both need to be heard, both must be regarded as credible and so many of the skills are transferable from one another – but on that basis, trucks and cars are the same: both need to guide, take things, accelerate and brake. In reality, of course, you do not use a car to take a few tons of rubble and you will not use a truck to pop to the shops. So what are the common elements, what are the elements that are unique to each, and – perhaps most importantly – what happens when you use the wrong tool for the job? Let me say from the outset that I am not sure there is a definitive answer to any of these questions and some of the definitions I use are simply my own, formed to provide a useful vocabulary for discussion. That said then, (for me), the presentations tend to be more likely to be technical and detailed, perhaps a smaller, more audience participation. Examples might include things like reporting on a piece of research to the agency that commissioned the research: there is a specific and detailed program, for example, whether or not you are on the schedule, budget, etc. as well as the progress of the results of the research itself. It is likely that the agency is responsible at least partially responsible for the agenda in these circumstances. In a short presentation may be more technical, detailed and interactive. Moreover, public speaking is more like the speech-making. The audience is probably (or hopefully!) Larger, but each member may not be as involved: it is more likely to be there to hear what you say in your area of expertise, rather to be the driving program for themselves: the locus of control stays more (or at least more often!) with the speaker. Examples might be speaking at a conference (or political marketing and business center) or a meeting / event of some kind. (I – as a single point – suggest that public speaking is certainly more likely to be made without any visual aids such as PowerPoint and so on, but this is not so clear.) Rather like an elephant, it is difficult to describe, but you know that when you see it! So what if things go badly wrong judge? Well, if you are using PowerPoint etc then you need to be very careful indeed. I am largely convinced by the concept of Zen approaches such as the presentation for public speaking. No need to put up enormous technical slides – in fact, is actually counter-productive, because people can not handle too much information. Basically, when presented with more information than you can handle, people do not take into account everything that can cope with and ignore the rest, unfortunately, only tend to ‘panic’ and take into account nothing. Evidence of “recall” are quite unanimous on this point. The ideas of three great ideas only, simple, clear concept of slides, etc and fewer words are needed. For public speaking, he sets the agenda, so you can dictate what is presented to the audience. On the other hand, if you are making a (business and technical) submission, you have much less control over what to say to your audience. They have clear expectations about what they said to them and if they do not meet the expectations that go to make, one way or another, perhaps by asking difficult questions or even interrupted. That is very limiting for a presenter for obvious reasons. The top however, is that it will be brighter (you hope!) And so much more able to present information in a short period of time compared to the traditional public speaking. It may also be more technical details without losing them. In fact, it often happens that a technical or business is one of a series and you just be able to build on the knowledge of the previous hearing of submissions. (Remember to wrap in the beginning though – possibly reported waking breath each month since the last presentation may not have crossed his mind since the last time you sat in the room with you!) Like public speaking, making a point that from their audience is. The three basic questions of design of the structure of your presentation are the same as for public speaking: * What does my audience know? * What does my audience need to know? * What should I tell? The presenters have a great advantage here over a public speaker, because the audience may be less diverse (in relation to question one) and have a higher level of background knowledge in the first place … which probably constitutes a disadvantage for the present compared to a public speaker in terms of control of the agenda is not so strongly. Perhaps the best way to take advantage of “skill” or “knowledge” in the members of the audience is in the use of PowerPoint. Obviously he should not use one if it is not necessary but must be done if the rules are more relaxed PowerPointing in presentations. For example * You can provide much more information on any of slides (for example, have more text on a slide); * You can relax a little about the minimum size and so on (for example, to label diagrams); * You can design the cover with a little more subtle (such as the use of two sources in a slide or psychological effect logistic); * You can be much more informal and relaxed on the effects and animations (for example, insist on a key area of a slide or have pop-ups). Almost inevitably, however, there are disadvantages to these exhibitions – not least to do with the audience and that is likely to ask more questions, leaving a presenter with less control over the direction of the show: thinking under pressure is harder than it sounds! Moreover, a series of other techniques that the presenters have found very useful in the past. |
