December 2012
Beginner
220 pages
4h 38m
English
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12 The Strategy behind the Materials
The materials that you select to support you in telling your story can have a profound effect on the experience that you create for your audience. When we conduct presentation workshops, people frequently ask questions like these:
- Should we use PowerPoint?
- Should we project our slides?
- Should we use handouts? If so, should we give them out before or after the presentation?
- What about iPads?
When people ask about using PowerPoint, they usually just mean, “Should we project our slides somehow?” Of course, the answer to this depends on the situation. This book focuses on the conclusion of a sales cycle—the part of the process that typically ends in a so-called beauty contest in which a few finalists are presenting to client teams often composed of four or more people. In more cases than not, it is appropriate to project slides that will make it easy for the audience to follow your points and for you to control the meeting. Earlier on in the sales cycle, the meetings include much more dialogue—with the client doing the majority of the speaking. So projecting slides would be inappropriate during that stage, as it would hinder the sales team's ability to get the client talking—which is essential in developing a thorough understanding of the client's needs.
Outlined here are some pros and cons of projecting your PowerPoint.
Projecting PowerPoint Slides
As we discussed in Chapter 11, PowerPoint can be incredibly powerful when you use strong and ...
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I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.Addison B.
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I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.