Presenting to Sell

Presenting to SellMarketing in the Morning{

PLAN“P” #1

Photos of Top 10 speeches

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=4FpwJDpq58JM1M&tbnid=4dwu35m5g5jUIM:&ved=0CAUQjRw&url=http://www.midwestsportsfans.com/2013/03/review-of-new-30-for-30-doc-survive-and-advance/&ei=arkcUvjeK4_k8gS__YCQCQ&bvm=bv.51156542,d.eWU&psig=AFQjCNFbIZ42ouRGxzsBZXyEGIX1unVryg&ust=1377700545043759

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=kzNHf4Veoq7yvM&tbnid=MIt8W93hXS3NHM:&ved=0CAUQjRw&url=http://www.edwindearborn.com/gettysburg-address-analysis-meaning-for-all-americans/&ei=j7kcUr_cIIaE9QSrt4DAAg&bvm=bv.51156542,d.eWU&psig=AFQjCNFzespmGF-dj3tejyACI_vBdSv8KA&ust=1377700607500153

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=LKugfSDmkJU9pM&tbnid=I7jIv2Q4lAkaNM:&ved=0CAUQjRw&url=http://www.ebay.com/bhp/lou-gehrig-farewell-speech&ei=g7ocUqqJLozk9gSVioGABw&psig=AFQjCNGHmcGDCi4SB62CLnmJx0pLGtMSXg&ust=1377700817068985

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=eS_lcHg4QOiljM&tbnid=b1zBe_PxKkN2lM:&ved=0CAUQjRw&url=http://davidstokeslive.wordpress.com/tag/french-revolution/&ei=n70cUsKWCpKE8gTs2YHgBQ&psig=AFQjCNEyboacl1gZNuc-J9FzhqHKhVIiXg&ust=1377701636921611

PlanAnalyze your Audience

(photos of people/audiences)

Analyze your Audience

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=lnzKOWIHa_tUuM&tbnid=1xsnuh5AhWhqiM:&ved=0CAUQjRw&url=http://blog.atomicreach.com/13-powerful-stats-on-how-content-marketing-generates-leads/know-your-audience/&ei=0sYcUrm0EYP28wSOkYDYBQ&psig=AFQjCNHEX0A1_8jmFyt_nFrD5bIW38dO-g&ust=1377703968853698

PlanGalvanize your Goal

(photos of goal or objectiveMoon – wanting to get thereTrophy – wanting to win it)

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=FOfoGLDXgR3MNM&tbnid=Df1VucBlyvdT1M:&ved=0CAUQjRw&url=http://nau.edu/COE/Faculty-Resources/Goals-and-Objectives/&ei=08kcUta3DYTW8gT99YDQDg&psig=AFQjCNH6hkhMedR6iUKhpNHHFJBrFMU3WA&ust=1377704742308133

Chartyour

Content

PREPARE

“P” #2

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=gxt4BJd4wpCv9M&tbnid=891nEimDqPsUtM:&ved=0CAUQjRw&url=http://footage.shutterstock.com/clip-1993654-stock-footage-close-up-of-woman-s-fingers-typing-on-laptop-keyboard.html&ei=LbYcUuj7IYLs8gSejIHYAg&psig=AFQjCNHhT88eOBWkvKqMCghqi9htrV4m-g&ust=1377699709589943

Writeyour Words

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=VZjCLb3EbnVFBM&tbnid=vTTga5PJDcfCUM:&ved=0CAUQjRw&url=http://memory.loc.gov/ammem/aaohtml/aopart6.html&ei=FNscUsS4M5CA9gTD-IEY&psig=AFQjCNFt0zjIZ0b72RZ8wGkU3XtAqKa6bw&ust=1377709178335424

Inspiring

FunnyFolksy

Warm

Convicting

Informative

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=qlSuwQmPT5VDjM&tbnid=_SRuzYEGyeHaDM:&ved=0CAUQjRw&url=http://brandonsteiner.com/blog/lou-holtz-podcast/&ei=aM0cUqvcOIK88AT1nIAQ&psig=AFQjCNHaIQ4h9wSZBoPtN_HLMXyn4k-d7g&ust=1377705691382320

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=Wsmu9NmgkCa8uM&tbnid=4pCpWjoObykf7M:&ved=0CAUQjRw&url=http://www.openheaven.com/forums/forum_posts.asp?TID=33728&ei=-swcUp_JOo7s8gTn84HABA&psig=AFQjCNH7wEPBcmEIU5P8HG5kZ6kEvviuPA&ust=1377705587722316

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=a1i8vSeddg6HdM&tbnid=jsO_PGqd9_utmM:&ved=0CAUQjRw&url=http://www.tvweek.com/blogs/tvbizwire/2013/07/bill-cosby-set-for-return-to-t.php&ei=V84cUpPuB4Ka9QTm4ICADQ&psig=AFQjCNE3nwKF5rAivVUdy1ySplcyV8Q2PA&ust=1377705936517539

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=7lSXhWKsiYqT9M&tbnid=lIkmG7s4ZD5slM:&ved=0CAUQjRw&url=http://anotherblackconservative.blogspot.com/2011/06/rudy-giuliani-2012-bill-kristol-says.html&ei=o84cUoyFHpLU8wST-IDICA&psig=AFQjCNEqfo20mydDHM2HIMnbQ3bZ4bLWzQ&ust=1377705983675489

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=E2CEgEZL7to-cM&tbnid=o0aFwQQzVll17M:&ved=0CAUQjRw&url=http://www.stephenwalker.com/notes/colin-powell-on-leadership/&ei=rs8cUrDUJYmo9gTA-oHoCw&bvm=bv.51156542,d.cWc&psig=AFQjCNF4EV6G9avwg-Y5Llwuc2pB_ERiew&ust=1377706272558229

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=QvotOwvauG3ddM&tbnid=fI6Tw43OEYJyAM:&ved=0CAUQjRw&url=http://minnesota.publicradio.org/display/web/2008/09/02/audio_laura_bush&ei=N9AcUu7cEYXM9ATH4IDICQ&bvm=bv.51156542,d.cWc&psig=AFQjCNEavGuWZT6U2Zx5mJLZozqK2I8I9Q&ust=1377706413568236

PrepareDetermine your Delivery

(photos of PPT, video, games, Q&A, flip chart, white board, exhibits, ARS, etc)

Verbal7%

Vocal38%

Visual55%

Content Delivery: Believability

Hear

See

Hear & See

Discuss

Practice

Teach Others

20%

30%

50%

70%

80%

95%

Content Delivery: Teaching Effectiveness

PRACTICE

“P” #3

http://www.golflonetree.com/wp-content/uploads/2012/05/basket-of-golf-balls.jpg

Createyour

Notes

PracticeRehearse

(photos of Steve Jobs presenting)

Rehearse

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=GGE2i1jfBB1zKM&tbnid=--74sirV5mTO7M:&ved=0CAUQjRw&url=http://commons.wikimedia.org/wiki/File:Steve_Jobs_at_Apple_iPad_Event.jpg&ei=kOIcUtOuDpLa9QTu14CgBw&psig=AFQjCNGG7pUMqRzLXo2Xn_t20ShXEJU8Sw&ust=1377710985624577

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=mrPz-QU6HSpwWM&tbnid=ivjVaKEcT0KwzM:&ved=0CAUQjRw&url=http://www.celebrateexpress.com/Game-Day-Football-Party-Supplies/75869/PartyKitDetail.aspx&ei=geMcUuarBpPY9ATb0YDIDQ&psig=AFQjCNG3e96LwOGHLaR0aHKIqnxCCZtRDg&ust=1377711189559666

Arrive earlyCheck out room and viewTest equipmentBackup planLogistical arrangementsRelax, greet, connect

Game Day Checklist

INSIGHTS

Top 15 List

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=OL11DUuRQxNEMM&tbnid=mh3fu7lpZWGYrM:&ved=0CAUQjRw&url=http://blog.marketculture.com/2012/11/08/how-you-can-create-killer-customer-insights/&ei=KuQcUr6UBY_S8wSfp4CwAQ&psig=AFQjCNHLJrgRzqiJrh5SjN2mV_RR4mfSMA&ust=1377711472634470

Be Excited

Have Fun

Look thru a window to your audience, not into a mirror

at yourself

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=-0T44Rv8sWqoMM&tbnid=5BAafCysns9NDM:&ved=0CAUQjRw&url=http://jamienotter.com/2013/02/window-of-opportunity/&ei=zwwdUtuBMYzU9QSn0IDwAw&psig=AFQjCNHenVuzgkujF05Hv6q_FTKTTDwhjw&ust=1377721837852359

Personalize to audiencePersonalize

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=lHuSt25kicvgYM&tbnid=7S_3JdqrCivLiM:&ved=0CAUQjRw&url=http://www.flickr.com/photos/michelk/1062113803/&ei=GQ4dUv37E4re9ATXo4DICQ&psig=AFQjCNGZvhf37Kx6MkfW_xdEdlJwndRW-g&ust=1377722176984226

Pick people out for energy

Find Energy

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=rFVe0YvxroHW9M&tbnid=Iav222JNVDvgBM:&ved=0CAUQjRw&url=http://spotonlists.com/health-lifestyle/top-10-advantages-of-meditation-for-health/&ei=AA8dUpDEDIe88wTfuYH4Ag&psig=AFQjCNEFByfzFS1qpROOuFrsVFZf0scNBQ&ust=1377722464577179

Read the audience

Read your Audience

Obama reading prompter

but don’t read to your Audience

No lecturnRemove from room

NoLecternAllowed

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=XiktNePtcvDjAM&tbnid=uZcTp7Nut0KvHM:&ved=0CAUQjRw&url=http://www.wcicil.org/ada2011_celebration.htm&ei=GhUdUvmKCI_I9gSsnoGwDg&psig=AFQjCNF3uBllKoy3jB2qANzb68RNGNn5JA&ust=1377722546552387

Never curse, be careful with jokesPolitical cartoon?

• Voice intonations• Movement• Pauses• Pacing of Delivery• Word emphasis• Gestures• Eye contact• Expressions

Delivery

This is an example of a deadly slide:• There is a lot of information on this slide.• It is in a small font and each bullet forms and complete

sentence.• There is no way the audience is going to read every bullet

point on this slide.• There is even less chance they will be able to write it all

down, assuming they wanted to.• And there is even a smaller chance that they are going to

care.• While the audience is focusing on the tiny font and dense

text, they are not listening to a word I am saying.• You can be sure that by the time they get to this bullet point

their brains are screaming to stop!!!• Has anyone even gotten this far?

Slides

• 6 lines, 6 words per line – Maximum • 10-second rule• No sentences; some bullets; many

pictures• Bright room – bright; Dark room – dark • Remote• You are the message, not your slides

Slides

• Sans Serif (not this)• UPPER AND LOWER CASE

• 44 head, 32 text• Avoid bold, underline• Shadows are OK• Be careful with color

Font

• Picture • Bar graph

Graphics

• Line chart

• Pie chart

Verbal7%

Vocal38%Visual

55%

Hear

See

Hear & See

Discuss

Practice

Teach Others

20%

30%

50%

70%

80%

95%

0123456

Animations and Builds

Animations & Transitions

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=W1fsv9WBnhT9fM&tbnid=f2R5EGj4q6zEIM:&ved=0CAUQjRw&url=http://trialx.com/curebyte/2012/11/17/images-related-to-car-sick/&ei=dPYcUrDVLpK-9QSfsIGIDA&psig=AFQjCNEu_Pa-dzoUU0bJNPRxAHLFOwwNqQ&ust=1377716189069042

Q&A

http://www.google.com/url?sa=i&source=images&cd=&cad=rja&docid=QW_Fd2Q3gIBhrM&tbnid=-OMGWUL8lDwpeM:&ved=&url=http://www.mediabistro.com/fishbowldc/carney-shakes-things-up_b31897&ei=yT0dUom3Cue5sQSU4YDIAQ&psig=AFQjCNE0PJhxjtq8Nf2NcQqnE0lzlj-mJQ&ust=1377734473257297

Feedback

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=4ss96FClctr8XM&tbnid=40yJ7wzSLpVJ5M:&ved=0CAUQjRw&url=http://usscospeaks.com/feedback-do-ask-and-do-tell/&ei=jeocUpzIGI7o8wTw2YDACQ&psig=AFQjCNEanv3iG-MnentYn8DQxQSNHNPtVA&ust=1377713078748670

FINALADVICE

Added value

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=OL11DUuRQxNEMM&tbnid=mh3fu7lpZWGYrM:&ved=0CAUQjRw&url=http://blog.marketculture.com/2012/11/08/how-you-can-create-killer-customer-insights/&ei=KuQcUr6UBY_S8wSfp4CwAQ&psig=AFQjCNHLJrgRzqiJrh5SjN2mV_RR4mfSMA&ust=1377711472634470

Relax

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=cOGo0s9zDtkYmM&tbnid=gL6i1hiACK0zRM:&ved=0CAUQjRw&url=http://www.fanpop.com/clubs/dogs/images/33093080/title/cute-dog-wallpaper&ei=nxgdUoeBH4u89QT8-4DQDQ&psig=AFQjCNGy-C1KFIygXiYecSw3WbkLOercMg&ust=1377724925764223

1. Prepare better2. Practice more3. Fake relaxing4. It’s a Conversation, not a Presentation

Tips for Relaxing

Q&A

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=nzN6Ny9lddK-sM&tbnid=XezkoeQctAjoWM:&ved=0CAUQjRw&url=http://tapestryministry.org/about/faq&ei=OxsdUtLHG4q49QSHooDYBQ&psig=AFQjCNES8ICXVNdMc5oneaWm86ps7R3h5Q&ust=1377725619715469

CONCLUSION

Plan

Prepare

Practice

Relax

Whatever it takes.

Presenting to Sell

Business

Presenting Results to Clients

Presenting to Your Students

Looking to Sell?

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Presenting to Decision Makers

You Can't Teach People to Sell By Teaching People to Sell

Insert presenting club’s logo Presenting club’s name Presenting club’s website Affiliated to British Carriagedriving

Presenting to Business People

Presenting CPME to EUMASS

I Love To Sell - Sell To Build A Business

Presenting Edmodo to Parents

Presenting to large audiences

Serve To Sell

Presenting results to parents

Presenting To Boards Slideshare

Presenting to VC

Nvc presenting to raise $$

Presenting Humanism to Others

To Sell or Not to Sell: Measuring the Heat of the Housing ...home.gwu.edu/~pcarrill/research_files/Carrillo.MarketHeatIndex.Final.October.28.2011.pdfTo Sell or Not to Sell: Measuring

Built to-sell