Young Markets -  Presentation Skills Training
Presentation Training, Presentation Coaching, Presentation
Development, Demo Training, E-Training, Tel: 01276 502257


January 2010

Vol 5  Issue 1    


Well goodbye to the "noughties", and hello to the "teens" as this new decade will no doubt be referred to. I hope the New Year and indeed the New Decade brings with it everything you hope for in both your work and personal life.

To start off, on an encouraging thought, the UK is now officially out of the recession. The government has announced today that the economy grew by 0.1%. It is not much but it is a start and well done to everyone who has continued to work hard and increase their sales and productivity over the last few months. See below for my take on the recession and it's impact on training budgets.

Train to Gain are still encouraging SME's in their leadership and management training and a number of my clients have benefited. You can too and with the help of their grants, have an in-house course for up to 6 people for the same cost as one person attending the public course. Ask me for more info by email.

My blog been growing since my last newsletter, including:

The One Minute Presentation

Dire State of Presentation Skills

How to answer questions in a presentation

Walking about

Hands Up

Don't tell it, sell it

and the very popular

I hear I forget, I see I remember, I do I understand 

My daily Twitter tips, or twips are still going too, follow me, @youngmarkets on Twitter.

Yours sincerely,

Graham Young
+44 1276 502257

Upcoming Courses

As always a quick plug for my next courses:          

As always courses are limited to 6 people, so you may need to be quick to ensure your place.  

For more information or to book, click on your preferred location above.    

Who needs Presentation Skills training anyway? 

Why spend good money and valuable time attending a Presentation Skills course? More to the point, why should you send your staff on a presentation skills course?

These are questions that I am asked every day.

The quick answer is:

      "To learn how to talk"

but I understand if you think that answer is rather flippant.

After all everyone can talk already, and as for what to talk about, how can a trainer who has little or no experience of your company or your job know what to say better than you do?

Anyway, training courses are an expensive luxury, which we can't afford in the current economic climate. Anyone who needs to learn how to give a business presentation can just watch how other people in the company do it.

We don't need presentation training. 

Does that sum up your attitude to Presentation Skills Training?

Let's look at this from another perspective. How many presentations have you sat through?

Probably, hundreds if not thousands.

How many of those presentations do you actually remember? 
And what percentage of those that you remember are you remembering for all the wrong reasons. The ones that went wrong. The really boring ones. The ones where the presenter made a fool of him or her self.

How many really good presentations do you remember?

Less than a handful?

That is not a very good percentage success rate, is it?
What it says to me is that most presentations are boring, instantly forgettable, and a complete waste of time!

It need not be that way.

Attendees at my Effective Business Presentation course have discovered, how to create and deliver memorable, motivational, must see presentations.

I explain what goes wrong and why, and you discover how to conquer your nerves and wow your audience with an effective business presentation, in your very own style.

For people who are new to presenting, you will discover the right way to give a presentation, for the more experienced presenter you will learn what is good and bad about your current style and how to enhance and tune your presentation skills.

For both the novice and the more experienced the end result is the same, the ability to confidently deliver, a compelling presentation.

Training Budgets and the Recession 

Remember, with a Train to Gain grant you can run a course for 6 people for the price of one place on the public courses.


The A to Z of Effective Presentations

Still on the letter "A" this issue looks at Assumptions and Audience.. 

A is for Assumptions 

Assumptions are always dangerous, in life, in business and in presentations.  It is far better to find out the truth before hand than base your presentation on assumptions.

In technical presentations, in particular, do not assume that everyone in your audience will understand the technical terms, jargons and TLAs (Three Letter Abbreviation) that you may be tempted to use. It is often surprising how one term which you take for granted within the office, is not clearly understood by others.

On the other hand do not assume your audience know nothing, as you may end up talking down to them which is a real turn off. As I discuss in the next section, the more you know and the less you assume about your audience the better the presentation will be.

A is for Audience  

Undoubtedly, the most important part of any presentation is the audience.  After all, without them you would just be standing talking to yourself, which is one of the first signs of madness.

The more you know about your audience the better.

  • How many people are you expecting?
  • How senior are they?  Is there a mixture?
  • Is there a predominance of men or women?
  • Are they management or workers?
  • What are they interested in?
  • Why have they turned up?
  • What are their objectives?
  • What's in it for them?

Think about what they want to hear, not what you have to tell.

Think about why they are listening, not why you are talking.

Are there any particular people in the audience who are more important to you than the others are?  If so, make sure you give them lots of eye contact; it makes a difference, particularly with a smallish (up to 50 people) audience.

Try to talk to as many of the audience as you can beforehand, if you have the opportunity.  That way you will have a better understanding of what they already know and what they are hoping to find out.

Certainly, if this is a sales presentation to a new prospect for your company, my recommendation is not to give a presentation at your first meeting.  Arrange a pre-presentation meeting with one or two key contacts so you can discover as much as possible about their situation, their people and their needs, before you present.  That way, you can tailor your presentation to suit them.  Make the presentation more personal to the audience so that they become more involved.

If you are forced into giving a presentation at your first meeting and your main contact invites a few other people to sit in, make sure you know who they are and do not rely on your first impressions.

However, probably the most important thing to remember about your audience is that they want you to succeed.  It is rare in business to business presentations for you to have a hostile audience.  At a minimum, they have invested their time in being there to listen to you, and they may have invested in the cost of getting to the venue etc.  Even if they have a grudge against you, the fact that they have come to listen means that they may be open to resolving that grudge and will be keen to hear what you have to say.  

In these situations, it really pays to know your audience and their expectations.  Be honest with them and do not skirt round the issue; address it head on.  But at the same time, avoid an argument with any one member of the audience.  If you argue with one, you will be perceived as arguing with everyone, and your presentation will fail.  It is better to keep arguments until after the presentation when you can talk one on one with your detractor.

Your audience want you to give a truly inspired presentation; they do not want to be bored to sleep.  Take this as a licence to be enthusiastic, entertaining and empowering, as that is what most audiences want from a presenter. From the very start, they are on your side and this is your opportunity not to lose them.

There will be some new "B" in the next newsletter.

    Improve Your Presentations

    I hope you have found this newsletter useful and interesting. You can learn a lot more about how to structure and give an Effective Business Presentation, by:

    • Attending a Young Markets Effective Presentations Skills training course
    • Reading my ebook "The A to Z of Effective Business Presentations" which you can download from my website today.
    • Taking my on-line course which is just one of the many sales related training modules at
    • Reading my blog
    • Following me on Twitter
    • Check out the Young Markets channel at

    Please feel free to forward this on to your friends and colleagues. If you have received this second hand and would like your own personal copy of future issues, please click here.


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