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Pullman Proactive Sales
Transcript of Pullman Proactive Sales
Trigger an action!
know your audience and what they value
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?
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...
It's more than
what you say!
It's more than
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
Progress from big picture to small
Do the 'squint test' on your
How to structure an impromptu presentation
Use arrows to indicate flow
Always create an overview, agenda or state a purpose that helps people to understand
If your presentation looks like this, it's too rigid, and easy to lose context as you move around
You need both
Like a floor plan...
It makes sense from the overview
You want to be here
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.
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.
in a meeting or presentation
Linear, hierarchical list
best to build trust, confidence in you as a person...
feels fast and easy to create
reassuring and inspiring VS intimidating
Credibility and appeal
In general, to create an experience that feels positive your prezi should be
in your meeting or presentation
This part is all about a presence that builds...
...to build the
emotional bank account
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
Coveys 4 Human Endowments
The Proactive Model
To choose how you will respond to a given situation.
To take control.
Ask to meet/tele meet
Escalate communication, Comm. preference
Control & choreograph meetings, dialogue
Focus on personal, organisational, Event/Hosp.
Expand contact surface
Sell people not product
Present in person, seek first to understand
Identify real customer needs
"seek first to understand"
Avoid irrelevant features
Where are we now?
Where do we want to be?
How are we going to get there?
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
70% / 30%
"then to be
Their fabulous shoes!!
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
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.
Event, Meeting, Food/Drinks, Celebration
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
Top down entry