Course Outline - Powerful Presentation Skills

Powerful Presentation Skills

Course Description

Powerful presentation skills increase a salesperson�s ability to educate and influence audiences. Ideas, products, and concepts must be presented concisely and compellingly. This course teaches a salesperson to develop and deliver a clear, concise message that will quickly and effectively gain the attention of his or her audience.

Sales presentations require special skills and techniques � the average presenter�s loss is the exceptional presenter�s gain. Participants will begin the course by exploring the benefits of a powerful presentation. They then will utilize a formula to create an effective, two-minute opening for a presentation that they will be delivering. Once the openings are created, they will present their opening to the rest of the group and receive feedback from the group on its effectiveness. Participants then will work through a five-step process to develop and prepare an effective message. Throughout this process, they will work on an actual presentation that they will be delivering in the near future. Special focus is directed toward asking the right questions ahead of time so that the presenter has a better understanding of his or her audience and content needs. In addition, participants will learn techniques to add variety, interest, and emphasis for greater audience impact.

Once the presentations are prepared, the focus of the course will shift to delivery skills. Participants will learn techniques for managing nervousness and for using visual aids effectively while focusing on their visual, verbal, and vocal skills. They also will learn how to encourage audience participation in a way that will help ensure that their presentation points are of the most interest to the audience. Audience participation can result in difficult questions and/or audience members. Participants will learn methods for managing difficult questions. These methods can be customized based on the experiences of the participants themselves. Participants also will learn and practice methods for effectively managing difficult audience members.

The final step in the course is for each participant to present a five-minute segment of his or her actual presentation. After each presentation, both written and verbal feedback is given to the presenter. These presentations are recorded on a disc and given to the presenter for personal review.

Objectives:

Identify the benefits of a powerful presentation.
Use the T.O.P. formula to create an opening that will capture audience attention.
Apply a five-step process for preparing a powerful presentation.
Utilize techniques to add variety, interest, and emphasis.
Manage nervousness.
Discuss the power of visual, verbal, and vocal skills.
Encourage audience participation.
Manage difficult questions and audience members.

Duration:

The duration of this course is 1 � days in length and is based on an enrollment of eight to nine participants.

Course Outline

Below is the course outline with objectives and timing.

Objective: Identify the benefits of a powerful sales presentation.
• Welcome/Icebreaker		10 min	(10 min)
• Activity - Powerful/Powerless Presentations		15 min	(25 min)

Objective: Use the T.O.P. formula to create an opening that will capture audiences attention.
• Review T.O.P. formula		5 min	(30 min)
• Prepare presentation opening		10 min	(40 min)
• Present opening/audience feedback (video recorded)		40 min	(1 hr, 20 min)

Objectives:	Apply a five-step process for preparing a powerful presentation. Utilize techniques to add variety, interest, and emphasis.
• Step 1: Assess your audience and facility		10 min	(1 hr, 30 min)
• Step 2: Identify the objective(s) of your presentation		10 min	(1 hr, 40 min)
• Step 3: Gather presentation content		20 min	(2 hr)
• Break		15 min	(2 hr, 15 min)
• Practice: Apply steps 1, 2 and 3 to individual presentations		20 min	(2 hr, 35 min)
• Step 4: Organize your presentation (develop open and close)		10 min	(2 hr, 45 min)
• Step 5: Add variety, interest, and emphasis		10 min	(2 hr, 55 min)
• Practice: Apply steps 4 and 5 to individual presentations		20 min	(3 hr, 15 min)
• Discussion: Shortening the material		15 min	(3 hr, 30 min)
• Lunch		60 min	(4 hr, 30 min)

Objective: Manage nervousness.
• Presentation do’s and dont´s		20 min	(4 hr, 50 min)
• Practicing		10 min	(5 hr)


Objectives: Discuss the power of visual, verbal, and vocal skills.
• Using the three v's: visual, verbal, and vocal		15 min	(5 hr, 15 min)

Objective: Use visual aids effectively.
• Review the effective use of visual aids		15 min	(5 hr, 30 min)
• Discuss the effective use of PowerPoint slides(include break)		45 min	(6 hr, 15 min)
• Develop/refine individual PowerPoint slides		45 min	(7 hr)
• Prepare for presentation		60 min	(8 hr)

Course Outline - Day Two

Below is the course outline with objectives and timing.

Objective: Use visual aids effectively (continued).
• Review Day One	10 min	(10 min)
• Practice using your PowerPoint slides	30 min	(40 min)

Objective: Encourage audience participation.
• Facilitating a discussion	10 min	(50 min)
• Asking questions to encourage discussion	10 min	(1 hr)
• Listening for audience response	10 min	(1 hr, 10 min)

Objective: Manage difficult questions and audience members.
• Examples of difficult questions	10 min	(1 hr, 20 min)
• Responding to difficult questions	15 min	(1 hr, 35 min)
• Challenging participants	15 min	(1 hr, 50 min)
• Break	10 min	(2 hr)
• Preparation time for afternoon presentations	30 min	(2 hr, 30 min)
• Lunch (participants may opt to use this time for prep as well)	30 min	(3 hr)
• Individual presentations and feedback (video recorded)	2.5 hr	(5 hr, 30 min)
• Review of individual discs	15 min	(5 hr, 45 min)
• Summary and wrap-up	15 min	(6 hr)

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