A few thoughts on what really constitutes practical and pertinent presentations.

1. SS
Ten Slides in Ten Minutes:
Thinking about Practical and Pertinent Presentations
[Capturing the Hearts and Minds of Prospects & Clients]
Presented by:
Bill Graham APM.APMP
bill.graham@sales-synthesis.co.za
January, 2014

2. Relevant Presentations ‘Resonate’ with the Audience
• They Connect Throughout
• They are Understood with Ease
• They Leave No Questions Unanswered
• They Create Positive and Memorable Experiences
• They Ensure the Audience Leaves with a Positive Message.
Delivery
Relevance
Source: www.sales-synthesis.co.za
Receptive
Gap
Audience
Perception
Moment of
Truth
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3. The Magnificent Seven: Practical Rules of Presentations
1. There are No ‘Hard & Fast’ Rules – Just ensure the Objective is Accomplished
2. Glitzy Graphics, Animation & Colour are secondary to the Message
3. There Must be a Crisp & Clear understanding of the Journey
4. Each Slide in the Deck Must be numbered (for Reference Purposes)
5. The Audience must not be able to ask ‘So What ?’ to any Point
6. The Audience must not be able to say ‘Prove It !’ to any Point
7. Both the Audience and the Presenter Must be Relaxed.
Source: www.sales-synthesis.co.za
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4. Not Connecting to an Audience can be Disastrous
A Common Vision
with the Audience
Barrier
created by a
weak
connection
Evolution of
Connectivity
Connectivity
Mountain
Connectivity
Molehill
Resonating with the
Audience
Crafted for Audience
Type
Riddled with
Irrelevancy
Back-Pocket
Presentation
Source: www.sales-synthesis.co.za
Dated
Relevant
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5. The Structure of the Presentation must be Relevant to the Audience
Rule: Do not overcomplicate your presentation
1. Introduction
• Speaker Credentials
• Housekeeping
• Agenda
2. Management Summary
High level:
• Summary of Key Points
• Conclusion & Recommendations
3. Body of the Presentation
4. Conclusions and Recommendations
Source: www.sales-synthesis.co.za
• Golden Thread
• Robust ‘Selling Points’
• Cultivation of Interest
• Review of the ‘Selling Points’
• Driving home the Message/s
• Defining the Way Forward
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6. A Professional Presentation is a Journey
Present
Practice
Produce
Plan
Prepare
Do not end up wondering how you got to where you are…
Source: www.sales-synthesis.co.za
Source: WPCO
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7. Ensure You Have Defined Checklists for Each Phase
Present
Practice
Produce
Plan
Prepare
• Know the
audience
• Know the
venue &
facilities
• Identify Tools
• Define the
Objective
• Script the
Journey
• Allocate
time
• First pass
at the
message/s
• Create the
template
• Allocate key
messages to
each slide
• Build the slide
deck
• Let each title
be a message
• Undertake
‘Silent talk
through/s’
• Anticipate the
Audience
Questions
• Test facilities
at venue
• Update
presentation if
any problems
(e.g. font size,
colour)
• Perform
• Undertake any
actions
• Analyse
feedback
Continuous Improvement
Presentation
Skills
Source: www.sales-synthesis.co.za
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8. Remember that with a Critic – That’s All They Can Do
Present
Practice
Produce
Plan
Prepare
• Know the
audience
• Know the
venue &
facilities
• Identify Tools
Source: www.sales-synthesis.co.za
• Define the
Objective
• Script the
Journey
• Allocate
time
• First pass
at the
message/s
• Create the
template
• Allocate key
messages to
each slide
• Build the slide
deck
• Let each title
be a message
• Undertake
‘Silent talk
through/s’
• Anticipate the
Audience
Questions
• Test facilities
at venue
• Update
presentation if
any problems
(e.g. font size,
colour)
• Perform
• Undertake any
actions
• Analyse
feedback
Continuous Improvement
Notes:
1. Do not get too despondent if there is criticism… Just remember
that the audience didn’t present (& probably can’t)
2. Think of the superstars who regularly get panned by the critics but still walk away with $ millions
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9. Continuous Improvement is Supported by Lessons Learned Exercises
Some Points from Actual Lessons Learned Exercises:
 Presentation Crafting Process:
o Documented processes not followed operationally
o No standard templates, checklists etc.
 Undefined/Uncommunicated Messages:
o Limited number tabled for consideration
o None available as standard collateral
 ‘Golden Threads’ and/or ‘Value Propositions’:
o Generic – rather than developed for specific audience
o Too many conflicting messages
 Content Crafting:
Use or be Abused
o Knowledge Gaps
 Quality Assurance:
o No time to undertake content completeness
o No testing of content relevancy
Source: www.sales-synthesis.co.za
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10. Closing & Some Extra Stuff
• Be True to Yourself & Hone Your Presentation Skills at every Opportunity
• Be Well-Prepared; Be Well-Prepared; Be Well-Prepared:
o Love your presentation material
o Know your subject matter
• Be Confident
• Be Believable
• Have Fun
Source: www.sales-synthesis.co.za
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