A Resource
Center for Executives Who Want Excellence in all Their Endeavors
October 2007
Newsletter
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Overcome “Presentation” Fears
At a recent Workshop, most of the participants admitted being nervous when “presenting” to groups, but were fine when “speaking” one-on-one or to a handful of people. We explored why. People are used to having conversations and speaking to people about things they feel competent on. But once they plan to engage in the “alien” practice of presenting, nervousness sets in.
Why? Because they’re no longer focusing on their audience’s need-to-know, but on themselves, worrying more about their behavior. Worse, a downward spiral sets in when presenters switch focus: energy that should go into developing an easy-to-understand, compelling message, is now channeled into the “nervousness” zone, leading to a poorly designed PowerPoint Presentation, often full of “corporate speak”. Knowing they don’t really like their presentation, speakers become even more self-conscious and rob themselves of the power to converse directly and passionately with the audience.
What’s the solution? Remember that presentations really are no more than focused conversations, where you know what you’re going to say in the future and can make it succinct and compelling by focusing on the audience’s need to know. And by doing so, you’re paying attention to their feedback and using it, as you do in any conversation, to adjust the message and delivery making sure the message hits the bulls-eye.
Don't Just "Give Information"
A presentation that many people have trouble with is one designed to just give the audience “information”. Such a presentation has no limits – what facts or data, in what order, for how long? And the result is it meanders, and sometimes bores the speaker as much as the audience.
In the information age, we’re all overloaded. We only want information that can be used, somehow. That means you, as the speaker, have to determine what the audience really is going to do with the information. Often, the goal is to be better equipped to make a decision, in which case you should design the presentation to guide the decision-making process – and possibly lead them to the logical and emotional conclusion you’d like them to reach!
Winning Sales Teams
Winning sales professionals know that there are 3 keys to success:
- Focus on the goal
- Adopt an effective sales strategy;
- Execute the strategy flawlessly.
For many people, it’s the third step that’s hard, because we get distracted by challenges and can even fall into slumps.
Ideally you gave a coach who holds you accountable to your strategy, and encouraging you to overcome problems with inspiration and advice. Recently, our Super-Mentoring team developed a new, cost-effective way to provide sales people with accountability and coaching, which we call Winning Sales teams. Sales professionals (which can come from different departments or organizations) join a four-month co-mentoring group. Each person sets short-and long-term goals. In conference calls 2-3 times a week, for less than half an hour, each person reports on his/her progress, and other team members provide advise and inspiration. Supervising the entire process is a SuperMentor, who provides insightful coaching to both “mentees” and “mentors” within the support group.
For more information on how our Winning Sales Teams program might help your stars reach new heights, contact Dr. Jerry Cahn.
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 WORKSHOP
Hosted by Jerry Cahn,
Ph.D., J.D.
November
15, 2007 - Executive Presentation Training Workshop
Are your presentations really working for you - impacting your audience
and advancing your career? If not, this workshop is for you.
Present like a Pro focuses
on the "4 Ss":
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Select the
right Substance and eliminate distractive details. |
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Use a Structure
which organizes the material to lead the audience to the desired
conclusion. |
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Implement
a Style of powerful words and graphics which engages audiences
and not bore them! |
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Harness critical Speaking skills to overcome
fears, exude confidence and demonstrate your competence. |
 During this program we'll practice by
delivering your own presentation, and getting feedback from video &
group. To promote your company, service or product - and your career,
don't miss this workshop.
For info, click
here.
Yes, we also offer in-house corporate group training and one-on-one
coaching. Share with us what you need and we'll find the right solution
for you. Click
here.
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| RECENT TESTIMONIAL |
| Your 2007 presentation to experienced institutional
real estate sales professionals at the National Association of Real
Estate Investment Managers (NAREIM) conference was great. We all
learned something new from you, and your interactive, motivating style
was much appreciated so early in the morning! I know a number of the
participants have since contacted you about your professional services
and I hope you will be able to assist them in their future sales
presentations. I wish you continued success in your efforts. -
KM, TIAA-CREF. |
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News
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Digital Risk, the next generation provider in risk mitigation services, will be exhibiting at the Mortgage Bankers Association annual convention at the Hynes Convention Center in Boston, MA on October 14-17, 2007.
FIRSTPLUS Financial Group (Pink Sheets: FPFX), a diversified financial services company, will be holding its annual shareholder meeting in Texas on October 17, 2007. FIRSTPLUS also activated its new website and websites for its subsidiary companies -- Rutgers Investment Group, Inc., FirstPlus Development, FirstPlus Enterprises, FirstPlus Restoration, LLC, FirstPlus Facility Services, LLC, and Ole Auto Group, Inc. For more information, see www.firstplusgroup.com.
Third Eye, Inc. will be exhibiting its wrist-mounted Security Alert Tracking System (SATS) that monitors heart rate fluctuations, non-invasively, at the 11th China Public Security Expo. Nov. 1-4, 2007 in Shenzen, China. For more info, see: www.3eyeinc.com.
Vision Real Estate Group, a NYC based investment and management firm, has engaged Presentation Excellence to provide Executive Coaching for key executives. For more information see www.vg-usa.com
Vuance Ltd. (NASDAQ:VUNC) a provider of innovative incident management, access control, credentialing, and active RFID solutions to government agencies, institutions and commercial enterprises concerned with homeland security, public safety and real-time location services, moved its Corporate headquarters to McLean, VA. Visit www.Vuance.com.
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