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The Art and Science of Selling Your Message"The effective presenter makes it easy for the audience to grasp ideas without having to work. The effective presentation story leads the audience to an irrefutable conclusion. The journey gives the audience a psychological comfort level that makes it easy for them to say 'YES' to whatever the presenter is proposing. Presenting...is selling."
--Jerry Weissman, Presenting to Win
A NEW APPROACH TO PRESENTATIONSThe techniques you'll be learning in this workshop are a blend of new and old concepts from a broad array of disciplines. Many of the communication principles and persuasion techniques were drawn from classical sources, such as the writings of Aristotle. John Maxwell, Tom Hopkins, and Steve Jobs apply these principles and techniques in their presentations too.
Other methods are based on established knowledge, as well as recent discoveries about the human mind. These scientific findings which detail how all brains and eyes absorb information relate directly to how every audience reacts to any data input.
Quiz Bee: Presentation 2.0
Presentation Trinity: Ethos, Logos, Pathos
PRESENTATION BEGINS WITH YOUWinning presentations can be learned. It's both an art and a science. It's an art because you bring to it the style and personality that distinguish you from any other person. It's all those things unique to you - your outlook on life, your values, and your way with people.
Presenting is also a science because it requires the conscious application of product knowledge and audience-sensitive communication skills. Winning presentations is blending art and science.
You Make the Difference. Your customer (audience) will find something wrong with what you're presenting when he finds something wrong with you.
“Setting a goal is not the main thing. It is deciding how you
will go about achieving it and staying with that plan.”
—Tom Landry, Former Dallas Cowboys Coach
How Do Your Skills Add Up? The Six-Step Process of self-assessment will help you get a good picture of where you stand by using a video camera and the work sheets and questionnaires provided in this workshop. The purpose of the Six-Step Process is to create a kind of balance sheet, with your assets on one side, liabilities on the other. This balance sheet will give you a more complete picture. Once you have this self-assessment, you will be able to create a personal coaching plan.
AUDIENCE O.R. (OPERATING REALITY)Audience is No. 1Presentations are similar to speeches in some ways. As with a speech, the focus of a presentation must be your audience. Sometimes you don’t know much about your audience. You need to know so you can create a presentation that interests them. The Audience Agenda System—a technique for presenters to create audience-focused presentations may help you.
Gap Model: Find the Area of OpportunityToo often, salespeople try to sell products, programs, or services on the basis of facts alone. They are preprogrammed to make high-powered presentations describing in great detail the benefits of what they have to offer - before discovering what their customers might possibly want or need. The Gap, designed by sales trainer Jack Carew, will help you figure out the customer's operating reality and develop presentations that matter to your audience.
The Power of WIIFYBy constantly seeking the WIIFY in any persuasive situation, you can ensure that your presentation stays focused on what matters most. The WIIFY is the benefit to the specific audience.
The Power of Planned PresentationsMaster presenters plan every presentation in writing. In this workshop, you will learn how to plan every move and anticipate every problem. You’ll walk into every presentation knowing exactly what your audience (prospect) will listen to, what they’ll say yes to, and what they’ll agree with, and what they need.
“The way to develop self-confidence is to do the thing you fear
and get a record of successful experiences behind you.
Destiny is not a matter of chance, it is a matter of choice;
it is not a thing to be waited for, it is a thing to be achieved.”
—William Jennings Bryan, American Lawyer and Speaker
Q&A Sessions: Thinking on Your FeetThis session will help you communicate clearly and convincingly. You will gain more confidence. You can quickly organize your ideas during Q&A sessions. I will teach you how.
PUT CHAMPION SELLING POWER IN YOUR PRESENTATIONSGiving a powerful presentation should never be your purpose in and of itself - you're not there to win an award or get an A from your professor, you're there to close the sale. The only purpose for presenting is to get the prospect ready to approve the purchase. Except for its value as a training exercise, there is absolutely no point in giving a splendid presentation unless it results in a sale.
The Dynamic DiamondA great deal of what you do in front of the customers is showing them what you can do and how it will benefit them - and getting them to buy into the solutions. You can use the model of the Diamond to straighten out a presentation and deliver it in such a way that it make sense to the buyer. The Diamond model is a complete visual summary of the “tell'em “ teaching strategy. If you keep the Diamond in mind, you can see the presentation while doing it. The Diamond tells you where you are and what comes next.
17 MinutesAfter seventeen minutes people start to lose interest. Boredom sits in; they remember other things they could or should be doing; they stop listening attentively. When you start losing their attention, you start losing your chance to make the sale. You must pack more punch into that seventeen minute period when you have the best chance to score a knockout. How do you do that? Not by talking faster, but by presenting better. Learn how to make your visual aids pay off for you.
To PowerPoint or Not to PowerPoint, That Is the QuestionSlides are a blessing and a curse for any presentation. Audiences have seen many presentations that use slides, so they are no longer “wowed” by them unless the slides are well designed and implemented. On the other hand, visuals such as slides are an efficient, effective way to convey detailed information. You just don’t want the slides to become the focus. The speaker should always be front and center. If you rely too much on slides, you will lose the audience. Slides should just enhance what you say.
“To speak, and to speak well, are two things.
A fool may talk, but a wise man speaks.”
—Ben Jonson, British Poet and Dramatist
Bring Your Presentation to LifeIn this session, you will learn how to make your presentation clear and compelling. Successful presenters know how to capture their audience immediately, make the numbers sing, and make the text talk. In other words, they know how to bring their presentations to life. You will learn how to use anecdotes, humor, analogies, audience participation, startling facts, and current events that will make your presentation interesting.
PRESENTATION WORKSHOP: PUTTING ALL THE PIECES TOGETHERThis is the best part of this program. You will deliver your own presentations in a safe and friendly environment. Your presentation will be evaluated by your peers and your facilitator to provide you significant tips that will make your next presentations excellent. This is one step that will bring you awareness and make you more confident.
Ten Things You Can Do to Guarantee SuccessDo ten helpful actions and behaviors that will bring you closer to your presenting goals. Use these recommendations as a guide to stay on target, keep your goals in view, and get to the next level with your presenting plan.
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WHO SHOULD GET THIS TRAINING?
This program should be required training any business executive who will be presenting to any group of internal or external customers. A business executive who deliver crisper, clearer, and more effective presentations create more value to the company.
HOW LONG SHOULD THIS TRAINING BE?
This training can be done for two to five days. The number of days depends on the needs of the organization and of the participants, and the number and availability of the attendees.
Jef is a conscientious teacher, mentor, and trainor.
A supportive person, he makes his students feel
comfortable and subtly pushes his clients to the best they can.
His workshops are lively and very enjoyable.
Everyone he taught at the Farm at San Benito is thankful
for the valuable lessons they learned from him.
He is an excellent communicator, speaker and leader.
Perla E. Rempe President, THE FARM AT SAN BENITO
Jef Menguin’s Training PhilosophyLearning happens in a class, a workshop, a seminar, and everywhere–and whatever you call it as long as people will learn, I will help you drive it!
While I have workshops that I have delivered many times, I will work with you to develop a customized training plan to meet the specific needs of your company
When selecting consultants to help you with your learning needs, I know that you look for someone whose philosophy fit your company's philosophy. So, what comprise my training philosophy?
I believe that people are the best investment. Your investments of time, energy and money can give your people encouragement, confidence, and vision as well as skills and knowledge. Training transforms people’s potentials into realities. Investing in people ensures continued success.
I believe that learning is about personal and organizational improvement, not a speaking or training event. Most trainers measure the success of workshops based on their amazing performances, by the number of tricks they used. I measure the success of any training program in only one way: output.
I believe that learning is an active process. Learning is much more than a one-way lecture. We best learn by doing, and by teaching what we learned. For that very reason, I make sure that people learn concepts, principles, and procedure by doing it. All my training programs are learner-centered and result-oriented.
I believe that learning can be fun. Yes, you've read it right. I believe that learning should be fun. Human beings are fun (and funny!) beings. When we make learning fun, exciting and interactive, we learn more, learn faster, and remember longer.
I believe that learning must serve a purpose. It must serve the purposes of the company. It must serve the purposes of the employees. Conducting training for the sake of meeting your training quota is a waste of time and energy and money. My purpose is to add value.
Secrets of Master Presenters
Training Partnership Terms
Details
Duration two to three days
Number of Attendees 15 persons or less
Terms and Conditions
1) The company will provide for the following
a. Learning Needs Assessment (when available)
b. Training Facilities
2) Growth Orientors HR Training Consultancy / Jef Menguin will provide for the following
a. A customized training program
b. training materials/handouts
Jef Menguin
Speaker and Trainor
09204323632
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