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Newsletter

November 2013

 
Vol 5  Issue 3    

Welcome

It's back! Just when you had forgotten all about it Markets View is back. This is the first issue since February and I hope you enjoy it. A special welcome to all my new readers whose names I have been accumulating since the beginning of the year and my apologies for not sending out a newsletter earlier. From now on you can expect a regular issue of Markets View once a month. If its no longer of interest, please click on the unsubscribe link at the bottom of this newsletter. I apologise for any inconvenience caused.

What's in this issue? Upcoming courses, news about a new course on how to give an effective demonstration, a warning about Train to Gain grants which are about to end, links to some recent articles, and of course more hints and tips in the A to Z of Effective Business Presentations.

I have also revamped my web site www.businesspresentation.biz since the last news letter, so take a look and let me know what you think. Is it an improvement over the previous version?

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

Yours sincerely,

Graham Young
+44 1276 502257

Upcoming Courses

A traditional plug for my courses up to the end of the year:

Effective Business Presentations:

3rd November in Reading

25th November in Guildford

7th December at Heathrow

16th December in Oxford

Effective Demonstrations Workshop

12th November in Oxford

For more information or to book, click on your preferred location above. New dates for the new year will be announced in the next news letter.

 

Effective Demonstrations  

If you don't work for a high technology company you can skip this section, as it all about my new course, "The Effective Demonstrations Workshop"

Ok, so you work for technology lead company which no doubt gives numerous demonstrations of your technology as part of the sales cycle.

In many technology companies the pre-sales support team learn how to give a demonstration by watching others give one and then following their example.

This leads to a tremendous variation in the quality and standards of demonstrations with the organization. In addition, the fact that it is technically minded people who are giving the demos can mean that they are often far more interested in the technology than in the customer's business. While your prospective customers are far more likely to be interested in solutions to their problems than the ins and outs of your technology.

Over the summer I created a new one day workshop on how to give an effective technology demonstration. The aim is to teach technically oriented people how to successfully demonstrate solutions to your customers business problems using your technology.

Unlike my Effective Business Presentations course, which uses the acronym OSRAM (Objective, Speaker, Room, Audience, Message), this course is based around the acronym OPERA, which stands for Objective, Presenter, Equipment, Running order and Audience, and addresses these key aspects of creating and giving a demonstration.

Through this course you will discover: how to ensure you show the parts that are of interest, how to qualify your audience based on the benefits they would like to gain and why you should do your "best bit" first. Plus many other hints and tips for an effective demonstration.

The first occurrence of this course has already been run to critical acclaim and the next public one is on Friday 12th November in Oxford. Of course I would be happy to run one in-house for you at a date and location which suits you.


 

Train to Gain grants

It will comes a no surprise, given he current political climate, the the Train to Gain grants of up to 1000 towards the cost of training are about to end. To be sure of claiming your grant you need to apply before the end of the year. These grants are available to companies with between 5 and 250 employees. For more details visit my web page on Train to Gain, or call me on 01276 502257.

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.

Articles

My blog which is now called "Walk the Talk" is still up and running. Recent articles include:

Presentation Openings

Presentation or Facilitation

Informative or Educational Presentations

Plus some about demonstrations rather than presentations:

How to structure a demonstration

Software Demonstration Success

10 Top Tips when giving a Demonstration

The most popular article on my blog is still

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

which is a principle I try to follow on all my courses.

 

The A to Z of Effective Presentations

Now on the letter "B" this issue looks at Beginnings, Plan B and Boring

B is for Beginnings  

"How shall I begin my presentation?" is probably one off the most often asked questions and possibly one of the most important questions.

Everyone knows that first impressions count, even if you know your audience and they all know you, the start of your presentation sets the scene for what is about to follow. Give a boring introduction and everyone mentally settles down for a boring presentation.

The most important thing you must do at the start of a presentation is grab the audiences attention. Make them listen. Do or say something unexpected. Challenge your audience. Make them think.

Telling them your name and the title of your talk will NOT suffice. I

'm sorry but that's just boring. Take a tip from the world of stand up comedy, where the comedian gives his/her name at the end of his act when people may actually be interested to know what it is, not at the start. Rehearse your beginning by saying it aloud a number of times until you feel comfortable saying it. This will then help you get over the nervous bit at the beginning of your speech.

B is for Plan B

These days every presentation seems to have some technology associated with it. If it's not Powerpoint, Impress or Prezi, it may be a live twitter feed or video clips. The problem with technology is that it can go wrong and sod's law says it will do at the moment when it will cause the most embarrassment for the user.

For this reason alone, it is always a good idea to have a Plan B, which can be called upon if and when the technology fails. I have seen very experienced public speakers thrown by something going wrong but if in your rehearsals you have already practiced what to do if the technology goes wrong, you can remain calm and confident when disaster strikes. For instance in rehearsals try giving the presentation without looking at your slides, then it won't matter if the projector fails.

B is for Boring

Nobody sets out to give a boring presentation but so many end up boring. Why? Is it the:

  • Monotone delivery?
  • Reading what is says on the slides?
  • Predictable repetition of facts and structure?
  • Going off topic?
  • Too much technical detail?

While any or all of these things can make a presentation boring they are not the worst culprit. The biggest cause of boring speeches is when the presenter has not given enough consideration as to what his/her audience want to hear.

You need to put your self in the audiences shoes and ask "What's In It For Me?" Do that right and your audience will be interested no matter what your presentation style. People are rarely bored when your are telling them something of interest.

Other "B"s in the A to Z of Effective Business Presentations.

This is the second time through the alphabet for me, you can see the previous B for Breathing and B for Body Language on the A to Z of Presenting blog

There will be some new "C" 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 www.salestrainingonline.com
    • Reading my blog
    • Following me on Twitter
    • Check out the Young Markets channel at www.youtube.com/youngmarkets

    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.

 


Effective Business Communication

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