This is a presentation and conversation that I have had with a number of clients across the years. I am dusting it off and bringing it back into the foreground for 2018. Some of the points are obvious yet the obvious gets overlooked in the heat of battle.
Some of the points are provocative and provocation is sometime the only way to win.
Here is your link to the PDF
If you want to discuss any of the ideas here to turn the whole piece into a team game or seminar let me know and we can easily arrange to make it so.
Q: “Sniper Control” How do we handle those questions or statements that come at anytime often without warning in our meeting?
1 Apply the advice in ‘Handling Q&A’ and ask the person a question back, for example “Before I answer, what is behind your question?” Questions give you control.
2 Ensure you have accommodated all the political opinions in the room and if you think a question will arise that will stump you, ask a colleague for advice before you leave for the meeting.
Q: Presenting without PowerPoint, Can we? A: Yes, especially with creative ideas. Perhaps you can demonstrate what it is you wish to sell or create the idea in front of the meeting on a flip chart? Better still get them to build alongside you – bring a pad of paper and marker pens to the meeting (No batteries, Windows updates or power cables are needed for these techniques)
Great advice from Nicholas Bate
|11 Ways to Improve an ‘Assigned’ Presentation
Posted: 14 Aug 2016 12:16 AM PDT
You’ve been given a slide deck and told ‘deliver this’. But it’s pretty awful.
- Run through it a couple of times on your own. What’s its natural timing? Where is it awful/clunky/boring?
- Replace a slide or two with a story.
- Replace a slide or two with a picture.
- Replace a slide or two with an interactive exercise.
- Now create a powerful start: maybe some startling figures which reveal the depth of the problem.
- Now ensure there is a Q&A before
- Your powerful summary and
- Your call to action: what is it you want the audience to do differently having invested this time with you?
- Now read this and this
- Repeat 2. Adjust. Deliver. Learn.
The Say it in 7 approach to structuring your pitch, story or proposal starts with the client/customer’s pressing challenge and ends on actionSay it in 7 is the methodology to create a pitch/proposal/idea and present it in 7 slides.
In 7 slides we can communicate ‘why our solution’ and back it with evidence that is appropriate to the people who will make the decision.
With fewer slides, each slide has to work harder.
With fewer slides, there is more opportunity for the customer to fill in the blanks with Q&A
Next Steps: The last slide (slide 7) asks for action. We want to get a ‘yes’ rather than a ‘maybe’.
FOOTNOTE : Great to be working with Talking Rugby Union the place for all the latest rugby news, photo, videos The Rugby Championship, 7s and Leagues from around the world. In the run up to Rio Rugby 7s A series of articles shows how the world of sport and business are in sync when running a pitch or running on to one!
STORY THOUGHTS – Use every opportunity to share
If your instincts tell you that people would like to hear your story, share it, use an event or internal session to share your stories. Have a couple of stories in your top pocket – people will remember you through your stories.
What stories are colleagues sharing?
What stories are being told on TV or in TED talks?
Make a note of the narratives you’ve enjoyed – in you story ‘bank’, that you can draw upon for inspiration.
Think of something you have to communicate today, perhaps a call or a meeting or one-to-one conversation.
Then consider what metaphor, analogy or personal story could you use to bring it to lift!
The reason is . . .Practise using the phrase “the reason why this is so important, “or applicable, “or relevant”. Incorporate this component of your story, in every meeting.
This will give people a reason to buy into your story.
More story tips to follow.
One of the publishing delights this year was Pensieri by Nicholas Bate http://nicholasbate.typepad.com As with all his books I devour the contents and see the thinking in the context of new business. This page about being consistent struck home especially because people who win a lot of new business are totally consistent.
Nicholas’ books are on Amazon and there is a lot of inspirational pieces free on his website.
A great piece via firstname.lastname@example.org and by Eric Barker at TIME This excellent article prompts thoughts about using rituals to win new business! © 2015 Time Inc. All rights reserved.
So, below are ideas for NB ritual questions/notes to self
BEFORE your meeting Objectives clearly established? Clear understanding of the Client’s agenda? Anticipation of likely push back from Client’s end?
DURING your meeting Is the idea, proposal and conversation really tailored to the Client’s agenda? Was the story clear? Was the story persuasive? Were the questions well handled? Did the meeting finish with clear actions and next steps?
Another good ritual? Read all about emerging technologies sensibly applied at http://www.hereforth.com Once a week the hereforth newsletter appears and is quite brilliant