Fearless Presentations – Détails, épisodes et analyse

This is episode six of our 12-episode series on how to win group sales presentations. For the last couple of weeks, we talked about how a case study is a story or example of how you've helped other clients solve similar problems to what this client has. And we showed how these stories help you show your experience to the buying committee throughout your presentation. We also showed how these stories capture attention, make your data memorable, build rapport, build credibility, build more of a team atmosphere, and help your presenting team reduce nervousness.

So, you want to make the case studies the backbone of your shortlist presentation. Today, I show you how to take one of these case studies and show you how to make short persuasive messages out of them. This technique will be important when we get to the question and answer sessions -- by the way, we'll cover that next week. 

But this simple addition to the stories allows you to sprinkle calls to action throughout your presentation so that you are throwing breadcrumbs out to the committee. The goal is to get the committee members to follow these persuasive breadcrumbs until they come to the natural conclusion to hire you and your team.

This is 2nd half of episode five of our 12-episode series on how to win shortlist presentations or other types of group sales presentations. Last week, we talked about how a case study is a story or example of how you've helped other clients solve problems similar to those of this client. They are also fantastic ways to make details in your presentation memorable and a great way to build rapport with the selection committee.

In fact, the only thing that makes you different from your competition is your experience. So, getting really good at delivering fantastic case studies during your presentation is the most important thing you can do to increase your closing ratio on these high-level sales presentations.

In part two of this episode, we'll show you how these case studies help you build credibility with the committee. They also build more of a team atmosphere. And then, finally, I'll show you how these additions to your shortlist presentation or interview presentation are a fantastic way to reduce public speaking fear. Your presentation team is going to be nervous. So, as the leader of the presentation, you want to give your team members ways to feel more comfortable when they are presenting in a high-stakes presentation. 

Having them tell about past experiences in a story format will help dramatically.

This is part two of a four-part series on how to make your presentations more interesting. If you recall, last week, I mentioned that there are two major components of a fantastic speech. 

First, you have to have good content that the audience wants or needs to hear. And second -- and this is the part that many presenters overlook -- you have to have entertainment value in your presentation.

You can have great content, but if your content is boring, no one will really hear you. So, last week, we covered a few "impact ideas" that you can use to spice up your presentation.

This week, I show you a few simple ideas about how to build credibility by name dropping -- no it probably isn't what you think. I will also show you how to use non-PowerPoint visual aids. And finally, we'll get you to add a little showmanship to your presentations.

Then, in the next couple of weeks, I'll cover audience participation and analogies. These final two impact ideas are really important if you want to be a great presenter.

In honor of our 201st episode last week, I started a four-part series covering the 101 best public speaking tips. So if you missed last week, make sure to catch up before listening to this episode. We will zoom through another 25 or so tips today.

These are public speaking tips 25-50. I cover a few ways to use stories to reduce public speaking fear. Then, I cover 20 or so of the best ways to add impact to a great presentation including audience participation tips and ways to add showmanship.

For the full show notes, visit The 101 Best Public Speaking Tips

https://www.fearlesspresentations.com/101-public-speaking-tips/

This is the 201st episode, so for fun a couple of years ago on my 101st episode, I started a series of 101 public speaking tips. So, in the 201st episode, I'm going to deliver those 101 tips a second time. (My humor knows no bounds.)

So for those of you who listen to the podcast and say, just give me the tips without all the fluff, these are the episodes for you!

This episode covers public speaking tips #1 - #24 and is part 1 of a 4 part series. To see all the tips along with additional details for each, visit the full show notes at 101 Public Speaking Tips

https://www.fearlesspresentations.com/101-public-speaking-tips/

You have identified a problem or opportunity for your company. Now you need to get approval. So, how do you present a proposal to management that will get approved? The process is actually pretty simple. The method of how to present a proposal to management that we use works about 100% of the time. Just follow the simple steps below, and your project will easily get funded.

By the way, if you are presenting a proposal to a customer or potential client, see this post. The technique below is mainly for elevator speech types of presentations (short and to the point.) If you are presenting a proposal to someone outside of your own company, you want to be more detailed.

For full show notes, see  How to Present a Proposal to Management in Three Simple Steps

https://www.fearlesspresentations.com/how-to-present-a-proposal-to-management/

Here are a few tips to keep in mind when you present a proposal to a client. Here is the scenario… You have done your homework. A team at your company painstakingly created the perfect sales proposal. In fact, the potential client was so impressed, that they moved you to their “shortlist.” Now, though, they want you to present a bid proposal to the purchasing committee.

Your team is one of just six to eight other companies competing for this contract. How do you make sure that the committee picks your team? Well, not to brag, but over the years, groups that I have coached have received over 80% of these contracts. Just follow this simple sales presentation outline, and your team will have a better shot at winning as well.

Don’t Get Hung Up on the Terms Proposal, Bid Proposal, Shortlist Presentation or Sales Presentation

By the way, don’t get hung up on the terms that I am using. People will often respond with something like, “We don’t present ‘bids’ to our potential clients.” In other cases, professional people may say, “But I’m not a salesperson. This isn’t a sales presentation.” My point is, don’t get hung up on the terms.

The process that I’m covering will help anyone who is presenting a solution to a person or group who will exchange money for this solution. The terms “Bid” and “Proposal” are standard procurement terms, which is why we are using them here.

I have heard this type of presentation called each of the following over the years.

• Bid Proposal
• RFP Presentation
• Shortlist Presentation
• Sales Presentation
• Present a Quote

Regardless of what your industry calls this speech, the process will still work.

For full show notes, visit How to Present a Proposal

https://www.fearlesspresentations.com/present-a-bid-proposal-great-sales-presentation-outline/

In this episode, Doug Staneart of Fearless Presentations walks us through a simple three-step process to persuade others.

Want to learn how to write a persuasive speech? Want to make sure that you persuade your audience without raising resentment? Well, if you use the techniques that you likely learned in school, you will often fail at both of these goals. In high school, you most likely learned that to write a good persuasive presentation, you have to do research, list the pros and cons, and then use lots of data to win over your audience. This technique is a terrible way to persuade people.

Most often, it actually causes the other person to want to play “Devil’s advocate” and argue with you. In this article, we are going to show you a simple way to win people to your way of thinking without raising resentment. If you use this technique, your audience will actually WANT to agree with you! The process starts with putting yourself in the shoes of your listener and looking at things from their point of view.

For full show notes visit How to Write an Effective Persuasive Speech

https://www.fearlesspresentations.com/persuasive-speech-how-to-write-a-persuasive-speech/

This “remember stories from your life” post is part three of a three-part series about how to tell stories in your speech. In the first two posts, we talked about the value of stories. If you recall, statistics and data are forgotten quickly and lead your audience to play “Devil’s advocate.” However, stories build rapport with your audience and reduce public speaking fear. They also make the data you are delivering more memorable.

Once you understand the value of inserting stories into your presentation, many people want to know how to do it. So, we also covered a few specific steps in storytelling to make the process easier.

My audience members will often come up to me after a presentation asking, “How do you remember all your stories?” Actually remembering stories from your life is pretty easy. It’s keeping track of all of them and being able to recall the perfect story at the perfect time. That is the hard part. In this post, I’ll give you a few of my secrets. I’ll give you a few simple ways to remember great stories as well as how to recognize when a success will make a great story.

For the full show notes, visit Remember Stories from Your Life to Insert into Presentations

https://www.fearlesspresentations.com/remember-stories-from-your-life-to-insert-into-presentations/

Feel nervous about speaking in public? Tell a personal story in your speech (early), and you can reduce public speaking fear dramatically. One of the first public speaking secrets that we share in our public speaking training classes is that stories are your friend.

When you tell a story, you reduce presentation jitters and build rapport with your audience. Don’t believe me? Watch any professional motivational speaker on YouTube. You will find that their entire speech is composed of a series of individual stories that they link together. In this post, we will cover some of the major benefits of telling stories as well as the best way to do it.

Major Benefits of Telling Stories in a Presentation

They say that a picture is worth a thousand words. Well, when you tell a story in your speech, you are presenting a series of pictures. These pictures magically appear in the minds of the audience. This is where true communication occurs. The human mind thinks in pictures. So, when a speaker is able to create this series of images in the audience’s mind that is similar to the picture in the presenter’s head, the speaker has communicated effectively. Stories are a powerful tool to capture and hold the audience’s attention.

Storytelling skills are easy to master as well. After you identify the important concepts you want to cover in your speech, recall instances from your own experiences where that concept was true. Just play the mental movie in your head of that memory. To tell the story to your audience, just describe this movie in enough detail that your movie also plays for the audience as well.

For full show notes, visit Storytelling in Speeches-How to Reduce Presentation Fear Quickly
https://www.fearlesspresentations.com/tell-a-story-in-your-speech-and-reduce-public-speaking-fear/