anatomy of a lousy pitch: the six worst presentation habits and how you can avoid them
DESCRIPTION
Whatever the size of your audiences, it is critically important for you to connect with and engeage your listeners. In this presentation, Landslide Technologies invites Tim Wackel shows exactly what it takes to deliver messages that get results.TRANSCRIPT
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w w w . l a n d s l i d e . c o m Building World Class Sales
Organizations
© The Wackel Group 2009. All Rights Reserved
Anatomy of a Lousy Pitch
The Six Worst Presentation Habits and How You Can Avoid Them
Landslide Technologies
www.landslide.com
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Building World Class Sales
Organizations
Presenter
•Tim Wackel - founder and president of The Wackel Group
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Building World Class Sales
Organizations
There are 300 million PowerPoint users in the world*
* Estimate
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Building World Class Sales
Organizations
They do 30 million presentations each day*
* Estimate
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Building World Class Sales
Organizations
About a million presentations are going on right now*
* Estimate
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Building World Class Sales
Organizations
50% of them are
unbearable*
* Conservative Estimate
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Building World Class Sales
Organizations
How many presentations?
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Building World Class Sales
Organizations
Every time we attempt to convince anybody, anywhere, of anything… in business, at home, over the phone, in person, one-on-one or in groups
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Building World Class Sales
Organizations
#1. Speaking before a group
#2. Heights
#3. Insects and bugs
#5. Deep water
#6. Sickness
#8. Flying
#9. Loneliness
#4. Financial problems
#10. Dogs
#7. Death
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Building World Class Sales
Organizations
#1. Speaking before a group
#2. Heights
#3. Insects and bugs
#5. Deep water
#6. Sickness
#8. Flying
#9. Loneliness
#4. Financial problems
#10. Dogs
#7. Death
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Building World Class Sales
Organizations
Mistake #1
Failure to understand your audience.
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Building World Class Sales
Organizations
You and your ideas???
The customer???
Mistake #1
Where do you focus your time?
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Building World Class Sales
Organizations
Landslide Sales P3 System - SalesView
© Landslide 2009. All Rights Reserved
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Building World Class Sales
Organizations
Mistake #2
Lack of a clearly defined objective.
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Building World Class Sales
Organizations
Mistake #2
What do you want?
What is in it for the listener?
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Building World Class Sales
Organizations
Mistake #2
By purchasing this software your
company will save 1.3 million
dollars a year.
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Building World Class Sales
Organizations
Mistake #2
By adopting my ideas for a flextime
system, the company will gain
access to whole new pool of
highly qualified employees.
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Building World Class Sales
Organizations
Mistake #3
Too Much Data!
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Building World Class Sales
Organizations
Mistake #3
Three pillars that support your objective
Framework of the presentation
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Building World Class Sales
Organizations
Mistake #3
Memory & impact
Distill many into few
Lead with your best stuff!
Why Only Three?
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Building World Class Sales
Organizations
Landslide Sales P3 System - Process
Conversation Guides
© Landslide 2009. All Rights Reserved
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Building World Class Sales
Organizations
Mistake #4
Failing to Excite.
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Building World Class Sales
Organizations
Mistake #4
• You can never take back a ?
• Less than 2 minutes
• Forget platitudes
• A gee-whiz fact, a powerful story
• Focus attention on key issues
• Grab their attention
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Building World Class Sales
Organizations
Mistake #5
Death By Powerpoint.
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Building World Class Sales
Organizations
Mistake #5
Visual Aids
How big is an acre of land?
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Building World Class Sales
Organizations
Mistake #5
Visual Aids
43,560 square feet!
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Building World Class Sales
Organizations
Mistake #5
Visual Aids
208.7 feet by 208.7 feet
208.7 feet by 208.7 feet208.7 feet by 208.7 feet208.7 feet by 208.7 feet
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Building World Class Sales
Organizations
Mistake #5
208.7 feet by 208.7 feet208.7 feet by 208.7 feet208.7 feet by 208.7 feet
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Building World Class Sales
Organizations
Mistake #6
Ending with inspirational deficit.
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Building World Class Sales
Organizations
End of slide show, click to exit
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Building World Class Sales
Organizations
pre·sen·ta·tionPronunciation: “prE-“zen-‘tA-sh&n”
Function: verb
Definition 1a: asking someone to agree with you b: asking someone to make a decision c: asking someone to do something
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Building World Class Sales
Organizations
Landslide Sales Production System
• Implement step-by-step sales process/es• Use web 2.0 technologies to engage and
qualify prospects• Offload data entry to VIP Assistants• Use as is or as compliment to existing CRM
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Building World Class Sales
Organizations
Thank You for Participating!
Please Join Us for our Next WebinarHow Corporate Decision Makers Think - and What that Means to You! May 20th –
1pmVisit www.landslide.com/webinar to register! While there, download the slides for today’s presentation and
check back tomorrow for a recording of this webinar!
Tim Wackel | President and Founder | The Wackel GroupTel: 214.369.7722 - www.timwackel.com
© The Wackel Group 2009. All Rights Reserved