Diese Präsentation wurde erfolgreich gemeldet.
Die SlideShare-Präsentation wird heruntergeladen. ×

The Art of Presentation- The Practical Guide to Persuasion & Selling

Anzeige
Anzeige
Anzeige
Anzeige
Anzeige
Anzeige
Anzeige
Anzeige
Anzeige
Anzeige
Anzeige
Anzeige
Wird geladen in …3
×

Hier ansehen

1 von 18 Anzeige

The Art of Presentation- The Practical Guide to Persuasion & Selling

Herunterladen, um offline zu lesen

The Art of Presentation- The Practical Guide to Persuasion & Selling
1) Covers 7 Steps of Selling: from Planning a Presentation to Closing a Deal
2) Body Language in Presentation: The Right Attitude, Tonality and Posture
3) 5 Tips on Creating Stunning Powerpoints
4) Bonus: Questioning Techniques and How to Handle Rejections
5) Summary of the Science of Persuasion by Dr. Robert Cialdini
6) Links to Great Presentation Reference

The Art of Presentation- The Practical Guide to Persuasion & Selling
1) Covers 7 Steps of Selling: from Planning a Presentation to Closing a Deal
2) Body Language in Presentation: The Right Attitude, Tonality and Posture
3) 5 Tips on Creating Stunning Powerpoints
4) Bonus: Questioning Techniques and How to Handle Rejections
5) Summary of the Science of Persuasion by Dr. Robert Cialdini
6) Links to Great Presentation Reference

Anzeige
Anzeige

Weitere Verwandte Inhalte

Diashows für Sie (18)

Ähnlich wie The Art of Presentation- The Practical Guide to Persuasion & Selling (20)

Anzeige

Aktuellste (20)

Anzeige

The Art of Presentation- The Practical Guide to Persuasion & Selling

  1. 1. THEARTOFPRESENTATION THE PRACTICALGUIDETO PERSUASION
  2. 2. AGENDA 1.TACTICSINSELLING 2. BODYLANGUAGE 3.NICEPPTCREATION P.S. NO LAPTOPSAREALLOWED
  3. 3. 7 STEPS THAT EVERY SALESMAN USES TO GET YOUR MONEY TH E A RT OF PRESENTATI ON JASON KWA N TACTICSINSELLING
  4. 4. PROCESSTOA SUCCESSFULSALES STRUCTUREOFSELLING 1 • Question • Shocking Fact • Shocking Statement (e.g. cold knowledge) • Humour/ a joke à When your audience laughs, change to a serious topic 2 HOOK • Top 3 Common Mistakes People Make Leading to a Problem (PAIN POINTS) • What should be their right mindset (perspective)? • “ Some people will ____, resulting in ____. However, if you’re __(Qualities)__, I’d suggest you to ______, and you’ll result in ____.” • Open-Loop on the Solution . MISTAKES/PAINPOINTS/ MISCONCEPTIONS Indirectlyaskingforaclose
  5. 5. 3 • Product Introduction (Solution) à Limit the options • *Future Pacing: Use imaginative questions: “If ____ happens, what do you think/ feel?” (Get information subtlely and create an imagination of the future result in your audience’s mind) • Features and Benefits • Evidence: Demonstration, Examples, Facts, Exhibits, Analogies, Testimonials, Statistics, Stories • Suggestion: Use Video to show the result after using the product 4 THEMAGICSOLUTION • Compare with your competitors’ product • List out flaws (e.g. İneffectiveness) that people don’t know about other products. Yet, still mention the advantages of other products to increase objectivity. • List your USP (e.g. Certification, Years of Experience, Effect) PRODUCTCOMPARISON 5 • Number of Users • Testimonials (e.g. Quotes/ Video) • Stories SOCIALPROOF Slightly-directlyaskingforaclose
  6. 6. 6 7CLOSE • Have Standard for your company, product and yourself. • Always specify your believes and standards • Qualify others by setting boundaries- be clear when to say NO! • E.g. Urgency in timeline, stock shortage, too many other customers, can only accept minimal orders QUALIFICATION TH E A RT OF PRESENTATI ON JASON KWA N • Mention Pain of Not Taking Action: “If you continue to do/ live that same way, you will (Bad Consequence).” • Slightly “push” the person away when he has demand- take away what they want. • Scarcity: “You can only order less than 5,000 pieces” • Urgency: “The offer is only within 48 hours, with exclusive bonuses.” • Break down the cost into months/days, and compare the cost with other products (e.g. Saving $10 per day you’ll be able to affort it) directlyaskingfora close Rapport8 • Understanding each other • Normal conversation • Mirror a person • Gıve compliments
  7. 7. TH E A RT OF PRESENTATI ON JASON KWA N “YOURGOALISTOAFFECTONE’SEMOTIONFIRST” SUMMARY-STURCTUREOFSELLING 1)HOOK 5)SOCIALPROOF 7)CLOSE 2)MISTAKES/ PAINPOINTS 6)QUALIFICATION 4)PRODUCTCOMPARISON 3)THEMAGICSOLUTION 8)Rapport
  8. 8. TH E A RT OF PRESENTATI ON JASON KWA N “ENTHUSIASM IS CONTAGIOUS” BODYLANGUAGE
  9. 9. INPRESENTATIONANDSELLING ATTITUDE Assume people want to buy your product so badly It’s ON Don’t seek your audience’s approval. You’re already enthusiastic and clear about what you’re talking about Self-assurRance You’re not selling. You’re promoting a message that you think everyone should know. Let the person persuade himself to buy your stuff. ATTRACT TH E A RT OF PRESENTATI ON JASON KWA N ENTHUSIASM Have enthusiasm slightly higher than your audience- otherwise you’ll look too try hard and scare them away.
  10. 10. TONALITY&POSTURE Emphasize the Key Points Use one finger to point to the top or whip to emphasize an important point TH E A RT OF PRESENTATI ON JASON KWA N Walk Around Don’t stick to the stand. Stand in front of the audience, walk across the stage from time to time. Extend your Body Lengthen your spine and widen your shoulder to take up space. Eye-Contact Look at a batch of audience for 5-10 seconds. Then move to the next batch, in an “Infinity Sign” order. Sound Casual Sound casual like it’s no big deal when it comes to closing a deal. It’s like telling your bff something you’re very excited about. Be Certain Talk like you’re telling something factual, undeniable.You believe what you’re talking about can change someone’s life. Speak Up Project your voice slowly and loudly, even the person in the last row can hear every single word clearly. Work on prononciations. Rhythmatic Speak with emotion and have a certain rhythm. Use pauses after every key point for your audience to sink in. The stage is yours, take your time.
  11. 11. STUNNING VISUALIMPACT NICEPPTCREATION TH E A RT OF PRESENTATI ON JASON KWA N
  12. 12. AGreatTemplate /STORY BOARDING helpS!J 5Tips for stunning powerpoints 1. Use Full Screen/ Half Screen HD Photos with Minimal Words 2. Use Transparent Layers to Create Contrast with Words 4. Pay attention to: - Font Color (White/ contrasting color is awesome) - Font Type (Georgia/ Lobster 1.3/ Levi) 3. Use Icons for Point Forms 5. Max. 3 Points per Slide TH E A RT OF PRESENTATI ON JASON KWA N
  13. 13. BONUS:ADVANCEDTECHNIQUES TH E A RT OF PRESENTATI ON JASON KWA N
  14. 14. QuestioningTechniques 1 Double Bind Questions: Do you want A or B? (e.g. Do you want to continue living a mediocre life, or you’re ready to turn over a new page?) à Leaving no space for the audience to think of an alternative. 2 Yes Ladder: Keep getting a “yes” from your audience, from small questions to bigger requests. This will naturally create trust and obedience within your audience. E.g. Do you have a dream when you’re a child? Do you think you’re able to do more with your life? Etc. When you bumped into a “No”, repeat the same phase the person just said. E.g. When the person says, “No, I don’t like ice cream.” You say, “Yes, You don’t like ice-cream.” 3 No Ladder: Keep asking an obvious “No”. E.g. You want to sell a computer. “Have you never used a computer?” “You should not have considered xxx” “It’s too early to talk about xxx” “ You should not have wanted to change xxx” 4 Rejection Handling: 1. Obstacle : “Which part of the programme are you more unsatisfied with?” à If you client doesn’t want to answer, say “If you find it hard to answer, it’s okay, no need to force yourself.” 2. Positive Reinforcement: Focus on “Can [Product] really help [You/ your company]?” TH E A RT OF PRESENTATI ON JASON KWA N
  15. 15. ByDr.Cialdini ThescienceofpersuaSion 1 Reciprocity Be the first to give, before you receive. e.g. Give a. Personalised b. Unexpected gift to people. Mentioning that “ to only you- nice people” 2 3 4 5 6 Scarcity • The benefits • What’s unique about your product • What people stand to lose if they don’t persue Authority • Be credible knowledgeable experts • Diploma • Uniform • Have an accomplishment intro to your colleague (mention credentials & experts first) Consistency • Small commitments at the beginning à Yes Ladder • Voluntary, Active and Public commitment Liking • Similar to us • Pay compliments to us • Cooperate to mutual goals • Exchange personal information, identity common interest before business negotiation Consensus • Actions of others (Social Proof) • E.g. “15% of our guests in the room reuse their towels, please do so as well.” TH E A RT OF PRESENTATI ON JASON KWA N
  16. 16. THINK DIFFERENT (APPLY ADS): CLICK HERE COPYWHATTHEMASTERSDO Links ELONMUSK TH E A RT OF PRESENTATI ON JASON KWA N “HOW TO SELL ANYTHING” (NOAH KAGAN): CLICK HERE APPLE PENCIL (HOW TO SELL SOMETHING THAT DOESN’T FEEL COOL): CLICK HERE IPHONE INTRODUCTION 2007 (PRODUCT COMPARISON AT 1:00:45): CLICK HERE
  17. 17. ANYQUESTIONS? TH E A RT OF PRESENTATI ON JASON KWA N
  18. 18. CONTACTME! +852 91235658 jasonkwan2000@gmail.com Jasonkwan2000@hotmail.com TH E A RT OF PRESENTATI ON JASON KWA N

×