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     Effective Business Communication

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January 2007

Vol 2  Issue 1    


Let me start by wishing you and your family a Happy and Prosperous New Year. I hope that 2007 is the year when your dreams become realities and you create new dreams to drive you ever onwards and upwards.

This year, Young Markets has teamed up with renown HR consultancy, ICR International (Sales Compensation Plan design consultants, authors of the IPAS worldwide employee compensation survey ) to provide you with an increased understanding of what works and what isn't working in your sales team. See the section entitled "What Stops People Selling?" below.  

In the A to Z of Effective Business Presentations, we are up to H for Hearing and Handouts.

Please feel free to forward this on to your friends and colleagues.

Upcoming Courses

There are still places available on all our courses, including:

    Effective Business Presentation Skills    Wed 24th Jan in Basingstoke

    Effective Business Presentation Skills    Tues 6th Feb in Guildford (only 2 places left)

    Effective Business Presentation Skills    Wed 21st Feb in Oxford

    "Close More Sales!"                               Thurs 22nd Feb in Guildford

For more information and to book click here.

Why our effective presentation skills training is worth attending in 3 simple quotes:

"The human mind is a wonderful thing, it starts working the moment you are born and never stops until you ......... get up to speak in public"  Roscoe Drummond.
Implication - The better you prepare the less you need to think on your feet.

"It usually takes more than three weeks to prepare a good impromptu speech." Mark Twain.
Implication - Planning, preparation and practise are the key to a good presentation.

"Don't judge each day by the harvest you reap but by the seeds that you plant." Robert Louis Stevenson .
Implication - Plant the seeds for your next great presentation, book on a course today.

And here's three more great quotes from people who have attended the course:

"Very worthwhile. Highly Recommended" Alex Napier, Proxima Technology

"Very enjoyable course. Good mix of practical v lecturing" James Gibb, Cerrus International

"Brought new ideas and structure to getting the message across" Graeme Barker, Director, IP Centric



What Stops People Selling?

41% of sales people will not hit target.*   Do you know why?

There are 3 questions every sales manager should know the answers to:

  1. What % of YOUR salespeople will hit target this year?
  2. What do THEY think are the major issues that may stop them achieving your goals?
  3. What can YOU do to improve their chances?

Just asking the questions may not always result in a complete and factual answer.

Young Markets together with ICR International has been talking to a number of companies who have suggested that we run a collaborative survey, into Sales Effectiveness. The survey will involve a number of companies, all of which are in the high tech markets in the Thames Valley and surrounding areas.   

Only by digging under the surface and understanding the real issues, is the truth likely to emerge. Our confidential survey will get under the surface gloss to discover the knowledge, attitudes and behaviours of your sales force. It will highlight exactly those aspects that stop people selling in your company.

The results will show "You versus The Others", i.e. showing you the results for your organisation and comparing these with the cumulative totals of the other participants. Individual company’s results would remain confidential as would the responses given by any individual person.

As an early participant, you will have input in to the survey design stage, to ensure you gain the answers to your specific areas of concern

Is this something you might consider participating in?

The costs involved will be dependant on the number of companies that participate but are expected to be in the range of £150 to £400 per participating company.

If you or your sales director would like to know what your sales force really think and how they compare with other similar companies in the area, please email me or call on 01276 502257.

* Source IPAS 2006 – ICR International.

A to Z of Effective Presentations

In previous newsletters, which you can access here, I have covered A to G , so now it is the letter " H"

H is for Hearing 

Make sure your audience can hear you clearly.  If you are not sure that you can be heard, have a friend or colleague sit at the back of the room and ask them to let you know using sign language, if you are speaking too quietly or too loudly.  Do not forget to look at this person occasionally throughout your presentation, as although you may start at one volume your voice may gradually tale off during the talk.

You will need to speak more loudly to an audience that you would normally speak one to one.  The way to increase the volume is by projecting your voice. Use your diaphragm to increase the flow of air over your vocal cords as opposed to raising your voice and shouting, which you would normally do using your neck muscles.  It should not hurt to project your voice, unlike continuous shouting.

A word of caution, if you are used to presenting without a microphone you will be used to projecting your voice.  If you are then given a microphone by a conference organiser you do not need to project your voice. Doing so is likely to deafen your audience, if the sound man is not aware of it in advance.

H is for Handouts

Some people like to provide copies of their slides to everyone before they start, my advice is not to hand them out.  You want people to pay attention to what you are saying.  If you give them copies of the slides beforehand, they will scan through them and know what you are going to be saying before you say it.  This is a sure fire way of letting the audience get ahead of you, they will then stop listening and start thinking about other things.

The only time I would allow handouts to go out before a presentation is when I know people will otherwise want to take notes and I am confident that the visual aids that I am using will not give away the main thrust of my presentation.  Even then, it is better to provide a copy of the slides with your own notes at the end of the presentation.

When you are presenting and there is some detailed artwork or plans that you would like people to look at,  again my advice is scan them in to the computer and show them as slides.  Split the artwork on to multiple slides so that the specific areas of interest are visible on each slide.  If they are too detailed or too large to be scanned in, then leave them until the end of the presentation and display them on a separate table.

Giving something out, in the middle of a presentation, to be passed round the table for everyone to look at, is definitely not recommended.  While they are looking at it they will not be listening to you, they will also not be listening while they are waiting for it to reach them, and while they are looking at the expressions on the other people’s faces when they are looking at it.  There is no point in trying to carry on a presentation while something of interest is circulating round a room.

Special Offer

Every person who books a place on our "Close More Sales!" courses taking place in January or February 2007 will be entitled to a complimentary SOCAscore assessment of their competence at selling. Normally, these tests cost £25 each and provide a comprehensive measure of both your sales and salesmanship skills.

Why not take the test first, simply go to and follow the on screen instructions. When you book on the course just let us know that you took the test and we will reduce the fee by the amount you spent on the test. We are confident that the test and the training course will equip you better to tackle next year’s sales targets. In fact, let’s call it an early Christmas present from us to you!

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 (see above), or from my ebook " The A to Z of Effective Business Presentations" which you can download from my website  ( today, for only $15  or  £8.75 .

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 subscribe here.

I hope you have found this issue of Markets View interesting and informative. Don't forget, if you are interested in the survey, please give me a call.

Effective Business Communication 

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