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Pullman Proactive Sales

A presentation on Prezi presentations that will amaze and inspire your audience.
by

Nicolas Kent

on 17 February 2018

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Transcript of Pullman Proactive Sales

Meaningful
Memorable experience
Trigger an action!
Structure
know your audience and what they value
Simple
feels fast paced and easy to communicate
reassuring and inspiring VS intimidating
Every sales interaction, bid, presentation or meeting should build the relationship and move toward the next step.
Things you understood?
Or the person, the place, smells, touch?
How an experience made you feel?
:¬)
Effective?
What makes your bid or presentation
Presentations & meetings should be a...
What do you remember more?
Bids & Presentations should always
( It's your responsibility as a sales person not to waste that time. )
This part is all about
a meeting or presentation that's about ...

This part is all about a meeting or presentation that builds...
Empathy
+
Hint:
It's more than
what you say!
Hint:
It's more than
pretty graphics!
Rationale
To appeal to
In general, to create an experience that feels positive your message should be
You should have a
That conveys the overarching point of your meeting or presentation
from an overview
through
path steps
Progress from big picture to small
Do the 'squint test' on your
How to structure an impromptu presentation
Reading direction
Use arrows to indicate flow
Always create an overview, agenda or state a purpose that helps people to understand
Chaos
Boxes
Spatial narrative
blah
blah
blah
blah
blah
blah
blah
blah
blah
blah
blah
blah
Order
Order
Order
TITLE
Order
Order
Order
If your presentation looks like this, it's too rigid, and easy to lose context as you move around
Order
What?
You need both
Structure
Flow
Like a floor plan...
It makes sense from the overview
Narrative
Storytelling
You want to be here
Thread
Classic
classic
classic
classic
foundation
progress
future?
if your presentation looks like this, please work a little more, scale up main points, place greater emphasis on subtopics etc...
Yeah, easy for maps.
But not everything can be organized spatially ?!?
Squint and view your overview from a distance - does it still make sense?
This overview has been blurred,
but can you still guess the overall theme?
Create structures that show relationships and context:
If not, how do you expect your audience to understand?
Concluding with an overview (or final reveal) can be a great way to bring the context of your story together.
Overview
Exposition
Rising action
Climax
Falling action
Resolution
You've likely all seen a simple linear narrative...
A spatial narrative has a more visual structure
which helps you to follow the story.
Just like it helps the viewer follow a long movie, it can help the viewer follow long or complex presentations.
Example:
Example:
emotion
in a meeting or presentation
Linear, hierarchical list
Credibility
best to build trust, confidence in you as a person...
Simple
feels fast and easy to create
reassuring and inspiring VS intimidating
:¬)
To create
Credibility and appeal
In general, to create an experience that feels positive your prezi should be
respect
in your meeting or presentation
This part is all about a presence that builds...
Audience Analysis
DiSC Styles
...to build the
emotional bank account
...OR?

Power of Choice
Work, relationships, personality, social networks, identity....even the brain can change more during this decade more than any other period of adulthood.
The twentysomething years don't matter??
80% of life's defining moments happen by age 35
Three Principles
Be Proactive
Strategic
Client Focused
Coveys 4 Human Endowments
The Proactive Model

Stimulus
Response
Freedom
to
Choose
Self awareness
Imagination
Independent will
Conscience
Proactive Definition:
To choose how you will respond to a given situation.
To take control.
Proactive Behaviours
Ask to meet/tele meet
Escalate communication, Comm. preference
Control & choreograph meetings, dialogue
Focus on personal, organisational, Event/Hosp.
Strategic Behaviours
Next step
Communicate intent
Expand contact surface
Sell people not product
Test commitment
Customer Focus
Present in person, seek first to understand
Identify real customer needs
"seek first to understand"
70/30 Rule
NFB Recommendations
Avoid irrelevant features
Listen
Tailor Proposal
Sales Strategy
Where are we now?
Where do we want to be?
How are we going to get there?
Incremental Commitments
Client Focus
Customer/s
Pullman SA
Mantra
Mercure
Stamford
Holiday Inn
Inhouse/Other
Rydges
Issues
Needs
Features
Benefits
Key Issue
To maintain a high level of professionalism in the organisation and minimise risk associated with workplace injury and accidents/To grow revenue by expanding market share in NSW
Key
Issue
Key
Need
Key
Feature
Key
Benefit
PSA BVP
70% / 30%
"Seek First"
"then to be
understood"
Their fabulous shoes!!
Key Need
To take the initiative and educate team members in workplace occupational health, safety and wellbeing/To maximise productivity when travelling to meet clients in Sydney.
...other Need Words
effectiveness, professionalism, education, image, communication, productivity, revenue, profit, management, costs, efficiency, brand, culture, values, influence, funding, membership, growth, savings, diversification, respect, recognition, security, safety, risk, reward, exchange, community, retention, policy, change, experience, prestige, reputation, reliability, stress, compliance, celebrate, family, fun, growth, well-being, familiarity....
Aristotle's 3 Modes of Persuasion
Ethos
Pathos
Logos
Credibility, reputation, character of organisation/person, "good sense"
Creating an emotional response, shared identity, common bond.
Logical argument, rationale supported by reason and evidence to persuade.
Communication/Research/Questioning
Strategy?
Personal
Organisation/Company/Department, family
Event, Meeting, Food/Drinks, Celebration
Identify Needs
+
Qualify the Opportunity
- will we win it?
- is there a business fit?
People + information
Need Feature Benefit
What Why How
Past Present Future
Point Reason Example Point
Hilary Clinton's Womens rights are Human rights speech...
"It is a violation of human rights when babies are denied food, or drowned, or suffocated, or their spines broken, simply because they are born girls.

It is a violation of human rights when women and girls are sold into the slavery of prostitution for human greed — and the kinds of reasons that are used to justify this practice should no longer be tolerated."
Stirring emotions makes a forceful case for action
Example
Ask Questions
Top down entry
Speed Date
Coffee first
Be available
Full transcript