Speaking with Impact
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Transcript of Speaking with Impact
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Preparation 1
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1. Plan your presentation checklist
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Don‟t leave it up to chance
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1. Introduction2. Body3. Conclusion
Structure:
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It is all a matter of writing a „few lines‟:
1. Outline –used to plan the speech2. Headline – what’s the news in the speech?3. Front line – what’s the most important point?4. Sidelines – quotes, poems or humor5. Bottom line – an ending the audience will
remember
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Anticipate what they want to hear
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Show them the problem that
requires your solution
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3 things that make the difference
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#1. Clarity - starts in your mind
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#2. Brevity - focus on a few simple ideas
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#3. Impact - through visual stories
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On stage 2
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Tell them where you are going
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Challenge them to look
for new perspectives
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©2009 SalesChannel Europe SARL. All rights reserved
SalesChannelEurope
Get them ready to travel with you
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Tell them what you want them to see
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©2009 SalesChannel Europe SARL. All rights reserved
SalesChannelEurope
Show them where they are
going to end their journey
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Capture their interest
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Use questions to engage your audience
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©2009 SalesChannel Europe SARL. All rights reserved
SalesChannelEurope
Use questions to engage your audience:
1. Open and closed questions
2. Rhetorical questions
(You answer them for the audience)
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©2009 SalesChannel Europe SARL. All rights reserved
SalesChannelEurope
Use „time‟ to engage your audience:
1. Past
2. Present
3. Future
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©2009 SalesChannel Europe SARL. All rights reserved
SalesChannelEuropeExample: Impromptu speech.
Trigger word “shopping”
Questions using Past, Present & Future
• What is the history of shopping? When did it
first become part of our daily lives? (Past)
• Where do you go to shop today for standard
items like clothing and footwear? (Present)
• What is the future of shopping for people who
live in remote areas? (Future)
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Delivery Dos and Don’ts 3
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Don‟t #1. Be shy. Tell it like it is
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Don‟t #2. Hide behind your message
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Don‟t #3. Be too technical
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Don‟t #4. Add unnecessary complexity
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Don‟t #5. Practice on a live audience
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Do #1. Talk to your audience, not your slides
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Do #2. Let them see the real you
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Do #3. Communicate clearly
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Do #4. Use stories to add color
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Do #5. Tell stories that everyone can relate to
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Do #6. Create a common vision
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©2009 SalesChannel Europe SARL. All rights reserved
SalesChannelEuropeDo #6. Make it fun by having fun
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Do #7. Describe your vision
of their better future
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Remember: to smile
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Remember: your audience is a mirror of you
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Remember: it‟s their perception that counts
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Remember: to bring your subject to life
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Perception….
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….is reality
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Listen for your audience‟s unasked questions
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Vary your speed of speech
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Don‟t speak too slowly
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Don‟t speak too fast
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Create interest by changing direction
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©2009 SalesChannel Europe SARL. All rights reserved
SalesChannelEurope
Exaggerate to make a point
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Use appropriate drama
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Content Dos and Don’ts 4
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©2009 SalesChannel Europe SARL. All rights reserved
SalesChannelEurope
Audience Buy-in
Audience Attention
Audience Buy-in
‘Value’ Focused Attention
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©2009 SalesChannel Europe SARL. All rights reserved
SalesChannelEurope
Audience Engagement
Us
Our Past
Them
Their Future
NOW
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Connect with both hemi-spheres
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Re-think the words
on your slides
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Create structure for your audience
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Use transitions to help them see
where they are, where they have
been and where you are going
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Remember: to leverage the power of 3
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3
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Tell real stories
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It‟s not about the Product
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©2009 SalesChannel Europe SARL. All rights reserved
SalesChannelEurope
It‟s about the Customer Experience
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Get your audience excited
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Ask them this question
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Conclusion 5
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©2009 SalesChannel Europe SARL. All rights reserved
SalesChannelEuropeCreate positive clarity
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©2009 SalesChannel Europe SARL. All rights reserved
SalesChannelEurope
• Tell them what you told them
• Tell them why it is important (again)
• Let them enjoy their new better future
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Call to Action
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Remind them that it is their
choice. They don‟t have to
make a decision to act….
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End on a forward looking positive note
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Sales David R EdniePresident & CEOSalesChannel Europe SARLPh: +33 676 600 925Email: [email protected]: http://saleschannel.blogspot.comWebsite: www.saleschannel-europe.comMotivation
Performance