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Newsletter

August 2008

 
Vol 3  Issue 4    

Welcome

Welcome to the summer edition of Markets View, I hope you have either had an enjoyable, restful and stress-free summer holiday or you are about to have one. We all need to re-charge our batteries every now and again.

I have been rebuilding my presentation training website and creating a new Advanced Presentations Workshop, see below.

The A to Z of Effective Presentations article in this issue is dedicated to the letter "Q". "Q" is for Quotations and Questions.

I would just like to take the opportunity to wish Natalie Jones and Shaun Bather, both of whom work for Financial Express, all the very best for their wedding at the end of the month and for their future together. Shaun attended one of my courses a couple of years ago and Natalie was a delegate earlier this month.

Yours sincerely,

Graham Young
+44 1276 502257

Upcoming Courses

Courses available over the next few months include:

  • Effective Business Presentations Wed 10th September in Reading
  • Effective Business Presentations Wed 26th September at Heathrow
  • Effective Business Presentations Wed 8th October in Oxford
  • Effective Business Presentations Wed 22nd October in Slough
  • Advanced Presentations Workshop Wed 29th October in Reading
  • Effective Business Presentations Fri 31st October in Guildford
  • Effective Business Presentations Fri 7th November in Basingstoke
  • Effective Business Presentations Wed 19th November in Reading

By attending one of these courses you can discover how to structure and deliver an effective business presentation. This is not just training on how to speak in public. It is concise, fact laden training on how to give a presentation that will make your voice heard and your objectives fulfilled.

If you have already attended one of my courses and you found it educational, enjoyable and effective why not forward this URL to a colleague and encourage them to book on one of these courses.

For more information or to book click here.

 

Leadership & Teambuilding Course

As you may be aware Young Markets is now able to provide in-house teambuilding and leadership courses, courtesy of Paul White an expert in this particular area.

I have one client who is interested in running an Introduction to Management Course for 4 or 5 of his people. As these courses usually cater for about 10 people there is an opportunity for another company to join with them, share the cost and share the benefits.

Do you have 4 or 5 people who are taking their first steps in to management? Give me a call and let's see how we can help.

Advanced Presentations Workshop

Over the summer, I have devised a new style of presentation skills training aimed at the more experienced presenter who would like to refine his or her techniques and/or hone a particular presentation.

The first run of this Advanced Presentations Workshop will be in Reading on Wed 29th October.

If you have an important presentation coming up or would like to develop your skills further, take a look at the website and give me a call.

Who Sits Where?

I was reminded the other day of an article I wrote about where to sit at the boardroom table. This is a perennial problem for many people, so if you want to know where you should sit or why someone else chooses a particular position why not take a look.

Testimonials

I recently joined a internet directory site called www.freeindex.co.uk and thanks to a number of very kind clients who entered testimonials, I am proud to say that Young Markets is now the leading Presentation Skills training company on the site. So a very big thank you to everyone who responded. It hasn't generated any new business yet but you never know, it is still early days.

If you would like to take a look click here.

 

The A to Z of Effective Presentations

In previous newsletters, which you can access here, I have covered A to P , so now it is the letter "Q". In this issue "Q" stands for Quotations and Questions.

Q is for Quotations

Quotations are a very good way to back up what you are saying. They provide an independent justification or collaboration of your point of view.

Starting your presentation with a quotation is a typical ploy.

With the Internet, getting quotes is now so easy, there are many sites like www.quotationspage.com , www.thinkexist.com and www.saidwhat.co.uk all of which provide a wide range of different quotes, from different people.

Most are searchable by author and subject.

Quotations can however be over used in which case they tend to be viewed in the same way as Benjamin Disraeli viewed statistics: 'There are lies, damn lies and statistics'.

Q is for Questions

It is useful to state, at the outset of a presentation, how you would prefer to handle questions. Can people just shout up, or would you prefer them to wait to the end.

For smaller audiences of up to about 50 people, I usually find it better to keep it informal and offer to take questions from the floor as you are going along. As a speaker, you can always reserve the right to delay answering a question until later in the presentation, when you will be covering that particular aspect of the topic.

Questions from the floor are one of the few things in a presentation that you cannot plan in advance, however you can prepare for them. Think, 'What are the three worst questions you could be asked?' and then devise answers for these three questions. It will boost your confidence just knowing that you have the answers whether or not they are ever asked.

When you give the same presentation on a regular basis, you will find the same questions being raised time and time again. There are two key points to note if this occurs. Firstly, you should consider changing your presentation to include the answer to those questions. Secondly, always wait until the questioner has completely finished his or her question before giving an answer.

If it is a question you are expecting, it is tempting to jump in with the answer but their question may actually be different from what is normally asked. By jumping in you are not giving the questioner sufficient respect. You may have heard the question many times before, but to the questioner and this audience it is a new and valid question. You never know, it may not be the question you were expecting.

Thinking off the top of your head to create a good answer to a question can be difficult. Have a technique prepared that will give yourself some thinking time. Techniques I have seen used include: cleaning your glasses, drawing a square on a white board or taking a drink of water. Repeating the question back to the audience, so they can all hear what was being asked, and you have a chance to think about the answer, is also a good tactic.

To avoid question time turning into a conversation between one or two people and yourself, ensure that you give the questioner only 25% of your eye contact and the rest of the audience 75%. If you do not want a follow up question from the same person, ensure you are not looking at the questioner when you come to the last part of your answer.

No matter how controversial a question is asked, never get into an argument with a member of the audience. When you argue with one, the effect is the same as if you are arguing with everyone; it will ruin your presentation!

When anyone is being too confrontational, you need to find a polite way of diffusing the argument and then moving one with the rest of your prepared presentation. When somebody insists on asking too many questions, or is getting in to too much detail, politely suggest that you carry on this discussion after the presentation.

Sometimes it is difficult to elicit the first question from an audience. Most people are quite shy about asking questions in case it shows them up in a bad light. However, once one or two questions have been asked you will find people become more relaxed about asking questions and soon you can be in danger of the presentation degenerating into a question and answer session. This may or may not be a bad thing depending on your objectives and the size of the audience.

When you want people to start asking questions, it is wise to plant a colleague in the audience with one or two pre-agreed questions to get the ball rolling. If no questions are forth coming then she/he can step in.

Q is for Questioning the Audience

Asking the audience questions is a good way of increasing their involvement in the presentation. When you ask them to raise the hands, raise your hand at the same time. It encourages people to do the same.

Usually you will gain a lower response to the first question than is actually the true representation of the audience. This is because people are a bit shy or nervous of putting their hand up. By the time you get to the third or fourth question and people have realised nothing bad is going to happen if they put their hand up, you will get a far more representative sample.

When you wish to conduct some audience research, and you are really interested in the answers that are being given, it is wise to ask a couple of dummy questions to get people started.

Asking open questions that require a verbal response is much harder with a larger audience. One word of warning, never ask a question, the answer to which you are not equipped to answer.

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

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 to register..

  
I hope you have found this issue of Markets View interesting and informative.


Effective Business Communication

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