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  1. CHAPTER 12 Business Presentations

  2. Getting Ready for an Oral Presentation • Know your purpose. • What do you want your audience to believe, remember, or do when you finish? • Aim all parts of your talk toward your purpose.

  3. Getting Ready for an Oral Presentation Organize the conclusion Identify your purpose Understand your audience Organize the body Organize the introduction

  4. Getting Ready for an Oral Presentation • Understand your audience. • Friendly, neutral, uninterested, hostile? • How to gain credibility? • How to relate this information to their needs? • How to make them remember your main points?

  5. Organizing Content Capture attention in the introduction. • Grab listeners’ attention and get them involved by opening with a promise, story, startling fact, question, quotation, relevant problem, self-effacing story, or some other tactic. • Identify yourself and establish your credibility. • Preview your main points.

  6. Succeeding With Four Audience Types Friendly Neutral Uninterested Hostile

  7. Building Rapport Like a Pro 0

  8. Building Rapport Like a Pro Effective Imagery • Analogy – a comparison of something familiar with something unfamiliar • To understand how the heart is divided, imagine a house with two rooms upstairs and two downstairs.

  9. Building Rapport Like a Pro Effective Imagery • Metaphor – an implied, nonliteral comparison • The old office building became a money pit. • Simile – a comparison that includes the words like or as • His mind works like a computer.

  10. Building Rapport Like a Pro Other Ways to Connect With Your Audience • Personal anecdotes • Personalized statistics • Worst- and best-case scenarios

  11. Using Verbal Signposts to Transition Previewing Now let's look at three reasons for . . . My next major point focuses on . . . Summarizing As you can see, we have two primary reasons explaining . . . Let me review the two major factors I've just covered. . . Up to this point, I've concentrated on . . .; now let's look at another significant factor . . . Switching Directions I've just discussed three reasons for X. Now I want to move on to Y.

  12. Sending Positive Nonverbal Messages • Look professional. • Animate your body. • Punctuate your words. • Use appropriate eye contact. • Get out from behind the podium. • Vary your facial expressions.

  13. Allow plenty of time to set up and test equipment. Always bring backups. Consider transferring your presentation to a CD or a USB flash drive. Look at the audience, not the screen. Do not read from a slide. Paraphrase. Preparing a Visually Appealing PowerPoint Presentation Use PowerPoint effectively.

  14. Leave the lights as bright as possible. Use a radio remote control to advance slides. Use a laser pointer to highlight slide items. Don’t rely totally on your slides. Remember that the audience came to see and hear you. Preparing a Visually Appealing PowerPoint Presentation Use PowerPoint effectively.

  15. Stage Fright Symptoms Dry throat Unsteady voice Trembling hands Tied tongue Wobbly knees Stomach butterflies Pounding heart Shortage of breath Sweaty palms

  16. Combating Stage Fright Just before you begin to talk, take some deep breaths. Convert your fear into anticipation and enthusiasm. Select a familiar, relevant topic. Prepare 150 percent. Use positive self-talk.

  17. Shift the focus from yourself to your visual aids. Ignore stumbles; keep going. Don't admit you're nervous. Feel proud when you finish. Reward yourself. Combating Stage Fright

  18. END