New Roles Of Human Resources (PPT)

Human Resources Practices in Vietnam

Chapter 12 Human Resource Management Ppt12

Here are some good sales presentation tips:

You have a solution that the potential customer needs

You may have the most amazing presentation ever, but if it is not a solution to a problem of potential customers, it may not be sold. If you do this, you deceived the customers and tricked them into purchasing something they do not need .This is not ethical.

You explain how your solution will solve your potential customer’s problem

On the other hand, you can create a solution to the problem the individual is facing. This requires a lot of practice. Explicitly portray the problem. Then show how your product will solve the problem or service. Provide information to the solution. If you explain your solution, you should connect it with everything relating to the problem. Hard facts and figures must be given.

Your visuals are clear

The presentation slides that you create, should be crystal clear. People can not read and listen simultaneously. Slides that contain a lot of text are sometimes not clear because people won’t hear what your saying. All text must be legible and save the animation to a minimum.

All graphics must be of high quality. Avoid distracting backgrounds. Tables and figures should be easy to understand and irrelevant content should not be included. When you need to make very detailed data, such as a spreadsheet, use a document where people can use lines to follow with their finger.

You connect with your audience

When you talk, think of your presentation as a conversation, especially in a small group, interact with your audience to make them understand. Ask and answer questions, be pleasant and natural. Your potential customer wants to buy from a person and not a presenter.

The common structure is called AIDA:

• Attention to excite: attention.
• Interest: maintaining interest
• Desire: The desire to create
• Action: Trace

How to translate AIDA for presentations?

1) Initial treatment

In the traditional formulation, the subject can be used to draw attention. In a presentation, use the first word of mouth to attract attention of your audience. If you cannot do this, ask the audience difficult questions. Post amazing slides of pictures. It can be used when you are in the organization and management time.

2) Put a thought-provoking quote on a slide

Put quotes that get the mind of the individual moving.

3) Tell a story of the senses

Explain what you’re saying, but make sure it is less than 1 minute. Attention can be attained in the first stage only.

4) Maintain interest

Hold over people’s interest by:

• Make sure the content is relevant to your target audience
• Provide information that they do not know
• Use the show and tell method to communicate visually
• Interaction with the audience, including eye contact, answer questions and ask questions.

5) Create a desire

Create desire to listen by showing the public, what they can. Sensorial images can also be used. If you have any client testimonials, use them.

6) Action Track

At the end of the presentation, summarize the main points. Make sure that you ask for comments. Finish by asking whether the project is approved and the contract signed.

A rule of thumb has been that there should be one slide for every two to three minutes of presentation and I was always in favor of this. But I examined a presentation on video tape for a client from one of their top sales professionals in front of clients and he used 155 slides in a 35 minute presentation that looked amazing based on perfection and was presented in a very organized way. You might be confused that how is this possible?

Let me explain you the technique. It branches from what is on the slide. Most of his slides were product photos that he showed in fairly quick succession showing off the diverse features. His presentation was in such a systematic way that it looked almost like a movie of sorts, with the flow working quite well. He spent more time on the text slides, such as when he was explaining that how an order is placed regarding the product. Then he spent additional time on the most significant part of his presentation, the call to action, and did not stick to a specific formula.

So based on this experience, this is what I have perceived. If it is a chiefly a text slide with bullets for example, I think the conventional rule of two to three minutes per slide would still be a good principle. But when the slide is mainly a graphic, a much wider variety of timing can apply. A series of photos may be run through quite quickly, with maybe five slides in one minute. Some graphics, such as a process flow diagram, require a two or three minute explanation. So I believe that a graphic slide could range from 10 seconds to three minutes, depending on what the graphic is and how it is used in the presentation.

Now in my presentations I am starting to use more graphics, primarily photographs and sometimes it is on the display for a short period of time since the point is clear. Other times, I show the photo explain everything about it. In this case, the photo slide is on the screen for a couple of minutes.

Therefore, consider these ideas in determining whether you want to adapt the rule you have used in the past. If you try to count image slides using the same two to three minute rule, you may find that you can’t find enough to say about the slide. Now I am sure that all your confusions must have cleared uptil now.

It is easy to blame PowerPoint when something goes wrong instead of looking at the real cause of the problem. People instantly blame the tool without realizing it could be the PowerPoint user who creates the problem.

Too many presenters use PowerPoint to make up for their own lack of preparation or skill. Instead of spending time to think about what they are going to say and write, they simply select the program and begin writing immediately. This problem can easily be seen in almost all airports on any day of the week. Here you see business people making slides on the current project they are working on, and then going straight to the office in a car to give the presentation.

Poor presentations are due to the facilitator not PowerPoint. The presenters must take the time to plan their message, then determine what visual elements will improve the meaning of their message. PowerPoint is a wonderful addition to a certain message created. It can never replace the message. PowerPoint was never designed as a tool for word processing.

People should not blame PowerPoint for the millions of poor presentations that are delivered each day. It is the professionals who do not want to put in extra time to create and draft a proper message and then use PowerPoint to reinforce the idea. PowerPoint can not substitute the idea it has to be drafted first.

So the next time you are invited to present, make sure you make a proper draft and then see how PowerPoint can add a visual dimension that reinforces your message. It is a powerful tool when used correctly

Most presentations are for information only. The objective is primarily to obtain information. Other performances are persuasive-attempts to persuade the public to take action. Before writing your submission, make a list of what you want your audience to know, and then make the presentation.

Use a good Presentation structure

Once a predetermined objective is determined, it is necessary to know the mood and background of your audience. Make a plan of how you will get your audience to listen to you so that you can feed them your ideas. This will include analysis of the level of knowledge, prejudices of public opinion and the credibility it has with them.

Select colors that will contrast with each other

When you make your entire presentation, stick to two different colors together to make text and graphics easy to see when they are posted. Popular choices include dark background color such as blue or dark purple with a lighter color such as yellow or white. This makes the text float on top and makes it illegible. White on a yellow background will not be seen by your audience.

Choose fonts that are not too large or too small

Never use a font less than 24 points, the best is between 24 and 32. For titles use a font of 36 to 44 in size. A small font is hard to read and the message can be lost, a large font through out the presentation seems unprofessional.

Use bullets

Make sure you use bullet points to give key ideas instead of sentences. When you use bullet points, do not put too much information on one slide. The 6 by 6 Guideline is good to have in mind. Every bullet must not have more than six words each and each slide should have no more than 6 points.

Build Bulleted Text

When using bullets, write one by one in the slide and avoid excessive bullet points. In this way, you can talk about each item separately and the public will know which idea is being developed.

Avoid movement of the slide elements

As text and graphics move around the slide it’ distracts the public. Avoid excessive animation effects where the movement is outside the boundaries of the text or graphics. The effect is preferable when the text appears only in the right place on the slide. Use animation effects which will focus on one concept. Content should not be done just to make a slide more interactive.

Carefully select Graphics

You may use graphics or pictures, if they match your message and your slide. It should not distract your audience. There are many images available, but many of them will be a distraction for a presentation. Always make sure your picture or graphic items have improved the slide.

Use the appropriate box

Charts and tables- can be an excellent way to present the information. If you select the chart type, consider whether the data you are trying to show is sequential in time or not, and how many sets of data are displayed. For complex ideas, the division of a graph in small amounts of common data in a graph in general, may be the best way .

Read, Read and Practice

You need to feel a hundred percent confident on the delivery of your presentation. This way, you need not fear any questions. In fact, you should try to anticipate questions so you have a ready answer. There is no way to practice without preparation. All good speakers have mastered the art of presentation. Practice is the key to successful presentations.

1. Repeat the vital matter.

One of good practices for long presentations is that Dr. Covey repeated the important sayings /statement throughout the speech and kept connecting it back to the center message.

2. Keep pleasing questions throughout the presentation.

In-case of perplexity it is better that the questions are answered on the ongoing basis. Dr Covey did not have a question and answer session at the end. This was a nice way to overcome all the perplexity faced by the audience.

3. Utilize videos.

As the presentation was a full day one so the use of videos during the presentation created more interest in the audience and kept them considerate. Videos that are pertinent help explain every significant point you make. Dr Covey used to mention the motive behind every video so that the audience could have a better know how of what they are watching.

4. Effectual use of Hilarity.

Any presentation seems incomplete if there is no touch of humour in it. Covey’s speeches and videos were well adorned with humor. At times when during the presentation, the topic became too serious, he used to fill humor and immediately win over the audience.

5. Giving contributions before the start.

Another effective way that Mr. Covey did was that he distributed handouts before starting with the power point slides. This became easier for the audience to get prepared of the upcoming explanations and made it easier to understand in a better way. Then while explaining important notions, he would direct the audience to open the handout and have a proper look at them.

6. Improve audience understanding.

Dr. Covey referred some characters from an earlier video during his presentation while explaining a concept so that people could relate better. He also made the audience write a few times in their notebooks. This was very effective as such kind of methods enhance preservation and understanding.

7. Make use of props.

Dr Covey asked the audience to ‘find our voice’ (find out what we really like to do in life) and then ‘inspire others to find their voice’. To explain this he lighted up a matchstick (find our voice) and then used this matchstick to light up another matchstick (inspire others to find their voice). Though this was dramatic but it worked.

Therefore these simple habits if followed can have a deep impact in your life.

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