Anatomy of a Lousy Pitch: The Six Worst Presentation Habits and How You Can Avoid Them by @timwackel...
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Transcript of Anatomy of a Lousy Pitch: The Six Worst Presentation Habits and How You Can Avoid Them by @timwackel...
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Send your questions 3 ways:
@connectmembers
Questions Box
The Corner! bit.ly/CornerEvents
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There are 300 million
PowerPoint users
in the world*
* estimate
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They do 30 million
presentations
each day*
* estimate
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About a million
presentations are
going on right now*
* estimate
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50% of them are
unbearable*
* conservative estimate
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How many presentations?
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Every time we attempt
to convince anybody,
anywhere, of anything …
in business, at home, over
the phone, in person,
one-on-one or in groups
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#1. Speaking before a group
#2. Heights
#3. Insects and bugs
#5. Deep water
#6. Sickness
#8. Flying
#9. Loneliness
#4. Financial problems
#10. Dogs
#7. Death
Peoples’ Almanac
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#1. Speaking before a group
#2. Heights
#3. Insects and bugs
#5. Deep water
#6. Sickness
#8. Flying
#9. Loneliness
#4. Financial problems
#10. Dogs
#7. Death
Peoples’ Almanac
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Mistake #1
Failure to understand
your audience.
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Where do you focus your time?
You and your ideas??? The customer???
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Who will attend?
What do they really want?
Why are they participating?
Do you need to establish credibility?
How much time?
Specific measurable benefit?
Likely objections?
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Mistake #2
Lack of a clearly
defined objective.
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What do you want?
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What do you want? • Order
• Introduction
• Approval
• Support
• Recommendation
• Decision
• Next meeting
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What do you want?
What is in it for the listener?
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What’s in it for them? • Save money
• Comply with law
• Increase market
• Improve customer satisfaction
• Drive new business
• Take market share
• Improve workplace safety
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Joining this diet plan will help you loss 10
pounds in the next 30 days.
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Purchasing my software will
save your company $1.3M a year.
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Making 5 more sales calls per week will
increase your commissions by 12%.
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Mistake #3
Too much data!
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Three pillars that support your objective
Framework of the presentation
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Memory & impact
Distill many into few
Lead with your best stuff!
Why Only Three?
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Mistake #4
Failing to excite.
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Average attention span?
2000 = 12 seconds
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Average attention span?
2012 = 8 seconds
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• You can never take back a ?
• Less than 2 minutes
• Forget platitudes
• A gee-whiz fact, a powerful story
• Focus attention on key issues
• Grab their attention
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My Company Inc
Presentation
Tim Wackel
Customer Agent
My Company-Dallas
March 22, 2013
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Mistake #5
Death by PowerPoint.
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Visual Aids
How big is an acre of land?
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Visual Aids
43,560 square feet!
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Visual Aids
208.7 feet by 208.7 feet
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Mistake #6
Ending with
inspirational deficit.
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End of slide show, click to exit
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pre·sen·ta·tion
Pronunciation: “prE-“zen-‘tA-sh&n”
Function: verb
Definition 1a: asking someone to agree
with you b: asking someone to make a
decision c: asking someone to do
something
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What, if anything, is
preventing you from
taking the next step
with me right now?
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Introduction
• Hook
• Message Objective
• 3 Talking Points
Body
• Talking Point 1/Evidence
• Talking Point 2/Evidence
• Talking Point 3/Evidence
Close
• Recap Message Objective
• Recap 3 Talking Points
• Ask for a Comittment!
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Have Some Fun!
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Download (FREE)
Tim’s presentation
timwackel.com/freebie
Limited time offer!
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