Your Presentation
Success Is Our Passion
Present It Right...The First Time!
This month I'd
like to discuss two ideas for presenters and one for designers. As
always,
there's a monthly challenge at the end. You will notice there is a
new format.
FOR
PRESENTERS: STEP 9:
RECOMMEND NEXT STEPS
BE PREPARED TO NEGOTIATE
(From
the book Presentations Kit: 10 Steps for Selling Your Ideas)
Aristotle said,
“The fool tells me his reasons; the wise man persuades me with
my own.”
Just because you
gave a presentation doesn’t mean your audience will automatically
go along with your recommendations. The best possible scenario is when
everyone agrees with your suggestions, works out their concerns during
the question-and-answer period, then eagerly goes along with your next
steps. But what do you do if someone disagrees? How do you discuss options
other than the ones you listed? During the next two months you’ll
get some pointers on negotiating.
First, consider
your own attitude. Realize that everyone perceives the world differently.
You must let people in your audience state their views. Never box yourself
or someone in your audience into a corner. Avoid ultimatums, avoid taking
a position with no escape route, and avoid presenting one viewpoint.
Why? Some people think they are contributing only when they find the
problems with a recommendation.
Second, consider
how you present your ideas. Allow me to generalize for just a moment,
using lawyers as an example. Lawyers spend their days looking for the
problems and finding the inconsistencies in a situation. That’s
why they are good at what they do. You don't give a lawyer one suggestion.
Instead, you present several options for the lawyer to discuss, then
choose which one is best. Your presentation, too, should follow the
strategy recommendation format described next.
FOR
PRESENTERS: USE A STRATEGY
RECOMMENDATION FORMAT
There are many ways
to organize your information. The strategy recommendation format works
well when presenting your products to clients. You can offer different
strategies and ask them to consider which strategy best suits their
needs.
| Strategy
Format |
| State the
objective. |
| State the
present situation.
|
| State the desired
outcome. |
| State the
potential strategies.
|
| Recommend
one or more of the strategies.
|
| Develop actions
needed to implement strategy.
|
Strategy
Example
Objective:
Exercise more in the New Year of 2003.
Present situation:
Exercise sporadically once to three times a week.
Desired outcome: Exercise
at least four times a week, with aerobics three times a week.
Potential strategies with
the advantages and disadvantages:
Strategy
1: Get gym equipment for my home.
Advantages:
Easy to get to the equipment. Can exercise when I want.
Disadvantages:
Not motivated. Always something else to do at home besides exercise.
Strategy
2: Join a gym.
Advantages:
I just have to show up and then I’ll be sure to exercise. I’ll
get a good workout by following the example of people around me.
Disadvantages:
I don’t like gyms. They're cold they cost money.
Strategy
3: Find other types of exercise: dance
classes, yoga classes.
Advantages:
More fun for me than going to a gym. Meet new people.
Disadvantages:
May not get enough exercise. Costs money.
Recommended
strategy: Number 3: taking dance and yoga
classes, plus exercise bike in my home for aerobics.
Actions to implement:
-Call to find out about yoga
and dance classes.
-Go try out exercise bikes.
-Join a community sports team.
