Rdd Presentation Prep and Standards 12 10 14

7/26/2019 Rdd Presentation Prep and Standards 12 10 14

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Expanding Skills Leveraging Thought Leadership Sharing Best Practices Building PerformanceRDD Associate Learning Academy

RDD Associate Learning Academy

Enterprise-wide Training, Education Associate-development

1


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What is R s ASSOCIATE LEARNING ACADEMY?

An enterprise-wide training, education & associate -development process,

that:

For every RDD position, identifies core skills, business processes /

protocols, technology enablers and best business practices / solutions

critical to delivering

sales agency SERVICE EXCELLENCE

Provides a comprehensive portfolio of fundamental and advanced

training/education modules

facilitating associate development and building

organizational capacity and performance

RDD Associates Core Leadership Strategy

Enterprise Sustainability - Laser focus on GROWING OUR BUSINESSES

train, develop reward V LUED SSOCI TE RESOURCES build momentum to ensure

FUTURE ENTERPRISE SUCCESS


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[II]

Key

Elements &

Topics

[III]

Applications

&

Utilization

[IV]

Reference,

Recap &

Next Steps

Key Considerations Inputs; Project Team Resources

Methodology Process; Technology Enablers

Appropriate Documentation Output

Applications (Client, Customer and/or RDD-Directed)

Case Study Examples

Targeting Adaptation Usage

Recap

Handouts Reference Guide

Next Steps Timeline

[I]

Course

Overview

Presentation Prep & Stds

Course Overview: Definition / Purpose / Rationale

Learning Outcomes Objectives

Key Discussion Topics


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The secret of getting ahead is getting started.

Mark Twain
http://www.brainyquote.com/quotes/authors/m/mark_twain.htmlhttp://www.brainyquote.com/quotes/authors/m/mark_twain.html


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RDD Presentation Preparation and Standards

RDD has the tools available with the P5 Plans approach and methodology to create a

meaningful and informative presentation.

Moving Forward - what are the steps needed to consider in your presentation

lanning

roduct

lace

rice

romotion

ogistics

alytics

hopper


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RDD Presentation Preparation and Standards

Our job impact and success depend on making effective presentations,.

We all have realized that over the past few years our customers have become more distracted,

demanding and skeptical. The 40-slide, text-heavy PowerPoint presentation just doesn't work anymore (if it ever did).

We need to consider the simple presentation method making our presentation simple,

summarizing the point at hand, tailoring the presentation to the customer, explain what the

process and solutions are, reinforce the plans objective a results the recommended plan of action

with informative , clear, convincing and visually captivating and ask for the order or accept the

plan of action.

Elements to consider for an effective presentation:LOGIC: the persuasive presentation for the point being addressed

RHETORIC: the facts that highlights the situation at hand

GRAPHICS: the program and visuals that deliver the evidence convincingly that your

proposal is the right way to move

POLITICS: the influence methods using the RDD P5 Plan Approach (IRITrends Panel

Data Deli Insights) which allow you to create a meaningful presentation for persuading

the customer to act on your proposal

METRICS: measurement of the presentation's success You have succeeded in selling your

plan with this presentation or you have the opportunity to come back and secure your

objective


7/25Expanding Skills Leveraging Thought Leadership Sharing Best Practices Building PerformanceRDD Associate Learning Academy

By failing to prepare, you are preparing

to fail.Benjamin Franklin
http://www.brainyquote.com/quotes/authors/b/benjamin_franklin.htmlhttp://www.brainyquote.com/quotes/authors/b/benjamin_franklin.html



10 Things to Consider when Designing a Presentation

1.Audience: Identify the communication preferences of the different personality types you will be dealing with.

Dress smartly for the call

2.Objectives: Set specific objectives for what you want your customer to think and do differently

after your presentation

3.Problem/Solution: Identify the problems your customer has that your presentation will contribute to solving

4.Evidence: List all the information that you think you may need to include in your presentation

5.Reference A Comparison: Identify brief example that highlight your most important points

6.Sequencing: Sequence your information so that it tells a compelling story

7.Graphics: Identify the most effective graphical elements to use in your presentation

8.Layout: Create slides that communicate your information concisely and effectively

9.Stakeholders: Identify any potential roadblocks to achieving your objectives, and make a

plan to deal with each

10.Measurement: Decide how you will measure the success of your presentation
http://www.extremepresentation.com/design/audience/http://www.extremepresentation.com/design/audience/http://www.extremepresentation.com/design/objectives/http://www.extremepresentation.com/design/objectives/http://www.extremepresentation.com/design/problem_solution/http://www.extremepresentation.com/design/problem_solution/http://www.extremepresentation.com/design/evidence/http://www.extremepresentation.com/design/evidence/http://www.extremepresentation.com/design/anecdotes/http://www.extremepresentation.com/design/anecdotes/http://www.extremepresentation.com/design/sequencing/http://www.extremepresentation.com/design/sequencing/http://www.extremepresentation.com/design/charts/http://www.extremepresentation.com/design/charts/http://www.extremepresentation.com/design/slide_layout/http://www.extremepresentation.com/design/slide_layout/http://www.extremepresentation.com/design/stakeholder_analysis/http://www.extremepresentation.com/design/stakeholder_analysis/http://www.extremepresentation.com/design/measuring_success/http://www.extremepresentation.com/design/measuring_success/http://www.extremepresentation.com/design/measuring_success/http://www.extremepresentation.com/design/stakeholder_analysis/http://www.extremepresentation.com/design/slide_layout/http://www.extremepresentation.com/design/charts/http://www.extremepresentation.com/design/sequencing/http://www.extremepresentation.com/design/anecdotes/http://www.extremepresentation.com/design/evidence/http://www.extremepresentation.com/design/problem_solution/http://www.extremepresentation.com/design/objectives/http://www.extremepresentation.com/design/audience/



1- Audience

Identify the communication preferences of the different personality types in your

audience. Begin designing your presentation by thinking about what kinds of personality

characteristics will likely be present in your audience.

Write down a list of all the personality dimensions you expect to have

represented at your customer:

Extraverts, Introverts, or both?

Detail-oriented people (Sensors) Conceptual types, Out Of The Box Thinkers, or both?

Feelers, Thinkers, or both?

Judgers (focused on closure)

Perceivers (focused on exploration)

Whenever you are in doubt, default to "both," so that you'll have all bases

covered.



It does not matter how slowly you go as

long as you do not stop.

Confucius
http://www.brainyquote.com/quotes/authors/c/confucius.htmlhttp://www.brainyquote.com/quotes/authors/c/confucius.html



2- Objectives

Set specific objectives for what you want your customer to think and do differently

after your presentation

The main thing here is to be very specific about how you want the minds and actions

of your customer to change as a result of your presentation.

SWOT Analysis

What are they thinking before your presentation? What will they be thinking after it?

What are they doing, or not doing, before your presentation? What will they start

doing, or stop doing, after your presentation?

You need to specify both the actionable and strategically aware of the changes you are looking

for in your customer. Because if they are not going to change either their thoughts or their

actions as a result of your presentation, then why are you wasting your time - or theirs?!

The From-To Think-Do matrix is a useful way tocapture this information.



3- Problem/Solution

Identify a problem your customer has that your presentation will contribute to solving

If you want to capture and keep the attention of your customer every time, then

make sure that each presentation you make focuses on helping your customer to

solve an important problem.

This is critically important: if youre not helping to solve a problem for your

customer, then why are they listening to you?

The issue / opportunity that you choose to focus on must be a real one

(declining sales, competitive pressure, in-house wrong programming) one that is

likely going to cause a negative impact on their business, professionally and

perhaps personally, if it is not solved.

Ideally, there should be clear risks and real dollars at stake; for example, their

business volume and profits are going to suffer, opportunities will be lost,competition will get the upper hand so their categories will decline.



Start where you are. Use what you have.

Do what you can.

Arthur Ashe
http://www.brainyquote.com/quotes/authors/a/arthur_ashe.htmlhttp://www.brainyquote.com/quotes/authors/a/arthur_ashe.html



4- Evidence

List all the information that you may need to include in your presentation

RDD has a complete tool box at your disposal required for you to create a

meaningful presentation under the P5 Presentation guidelines:

IRI

Panel Data

US Shopper Data

Trend Analysis

Deli Insights

Store Flix

Paul Mulvaney Questionable?

Include everything all the support, reasons, evidence that is relevant to your

message. Think of this as a brain-dump of everything that might go into your

presentation. Include all the information you can think of that supports your proposal and

recommendations, and also the potential evidence against your

recommendationsbecause you are going to have to deal with this information

somehow, so you cannot just ignore it.



5- Reference a Comparison

Identify brief comparison that highlights your most important points

The purpose of this reference is to show you are adding value and

comparable success elsewhere with your recommendation and plan as well

as to once again emphasize it.

Each of these references can serve the role of making and proving your point

Be they a story told to you by another salesperson

Another customer success Another success in another market

A new or different programming opportunity

But make sure your reference helps make a relevant point.



Once you replace negative thoughts with

positive ones, you'll start having positive

results.Willie Nelson
http://www.brainyquote.com/quotes/authors/w/willie_nelson.htmlhttp://www.brainyquote.com/quotes/authors/w/willie_nelson.html



6- Sequencing and Set-Up

Sequence your evidence so that it tells a compelling story

In this point, you will take all the information you have gathered in the previous five steps

and sequence it into the form of a story. Consider the following in putting your presentation together:

There is a fundamental insight about all good presentations: they proceed by

identifying the issues at hand and then have a recommendation for resolution.

The way to take advantage of this insight is as follows:

First, introduce your presentation with a situation why are we having this

presentation? Anticipate any presentation complications and a have a resolution (You have

already thought about this in step 3)

Then ask yourself again: at this point, what is the most likely objection the customer would

have and raise? Write that as the next complication. How would you respond to it? Thats

your next resolution to consider. A consideration could be to add these to the appendix if

needed for future reference

Why could this approach work so well?

It works because you are not giving information to your customer without first creating

the need for that information thats the role of the complication in the process: it

raises a question, which creates the need for the answer, which you then providethe

resolution.



7- Charts

Identify the most effective graphical elements to use in your presentation

At this point, you will decide what charts will provide the most convincing

display of your quantitative evidence. RDD has the resources, data and

software to give you anything you need.



If you're going through hell, keep going.

Winston Churchill
http://www.brainyquote.com/quotes/authors/w/winston_churchill.htmlhttp://www.brainyquote.com/quotes/authors/w/winston_churchill.html



8 - SLIDE LAYOUT

Create slides that communicate your information concisely

and effectively using the RDD P5 Plan outline

After gathering and sequencing all your information, you

will now lay out each slide. You need to decide definitively

whether you should be making a limited group or individual

presentation.

An essential principle in slide layout (especially for limitedgroup style slides) is to make each slide pass the squint

test. A slide passes the squint test if you can tell, even while

squinting at it (so that you cannot read any of the text), the

basic idea of the slide. The way to make a slide pass the

squint test is to design it so that thepage layout itself

reinforces the main message of the slide.


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9 - STAKEHOLDER ANALYSIS

Identify any potential roadblocks to achieving your objectives, and make a plan to

deal with each

Often enough, some of the people whose support you need for the successful

adoption of your recommendation will not be in the room during yourpresentation. To ensure success, you will need to identify those people and create a

plan to get each of them to agree to the steps that they need to take if your

recommendation is going to bear fruit.

Think through each of the critical decisions that have to be made in order for your

recommendations to be implemented, and who needs to make each of those

decisions. Think also about whether there are any people who, if they decided that they did not

like your ideas for any reason, could block their implementation. Make a list of all

these people. You will need to approach those who are not going to be in your

audience, preferably before your presentation.

You may also want to approach some of the more important ones who are going to

be in your audience, in order to try to pre-sell them on your ideas. Once you haveyour list of people, write down beside each one of them what they need to think or

do for your recommendation to be a success, and where you think they stand right

now. Then create a plan for how you will influence each, and schedule meetings

accordingly.




Our greatest weakness lies in giving up. The

most certain way to succeed is always to try

just one more time.

Thomas A. Edison
http://www.brainyquote.com/quotes/authors/t/thomas_a_edison.htmlhttp://www.brainyquote.com/quotes/authors/t/thomas_a_edison.html




10 - MEASURING SUCCESS

Decide how you will measure the success of your presentation:

The final step is to measure the success of your presentation.

At one level, the success or failure of your presentation should be obvious rather quickly

- either your audience did what you asked them to do, or they did not.

Informally, another measure of success is to observe the quality of the discussion that

accompanied or followed your presentation.

Success is often indicated by your customer starting to work out the details of what you

are proposing, right during your presentation.

Create a next steps list for follow-up on the sale of your presentation or the necessary

steps remaining to close the deal


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Congratulations

Watch Bob

Smile

Which Allows

RDD To Grow

Watch Our

Commissions

Grow

Celebrate

Your Success
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Rdd Presentation Prep and Standards 12 10 14