Change Management Presentations – Don’t Leave Summaries Till the End, Grab and Re-Grab Attention

The problem with presentations that contain data or technical information is that they can be complex, and often need to make multiple points before coming to a final conclusion. This means you may lose your audience half way through hence not get the decision you want at the end. A good way to avoid this is to summarise and pre-sell as you go.

Senior executives get bored very easily. A few years ago I attended a conference where the director of product development from Microsoft was speaking. He said that he’d sat through so many pitches for new products that now when he gets bored, he simply shouts “next slide, next slide.” And If the presenter is really crappy then he shows no mercy and shouts “last slide”; when this happens you can bet that the idea is going in the bin. He says it happens when he loses the thread of the presentation and gets bored.
This is easy to rectify if you simply stop regularly, do a recap of what you have said, and then pre-sell the next few points.

A great everyday example of this is the news. At some point today stop and watch a news programme. But don’t listen to the actual news, listen to how it’s structured. Specifically count the number of times that the newsreader summarises the main points before moving on to tell you more. The producers of the show know that they are competing for your attention so they constantly have to remind you what you’ve just been told, and then sell you on what’s coming next. To stop you from switching channel they constantly grab and re-grab your attention.

It’s no different when you present data, analysis or technical information.
Here’s a short cut structure you can use to make sure that your audience stays mentally tuned into your next presentation.

1.During the planning phase (which I recommend you do on word or paper) insert a summary after every three points.

2.Before moving onto the next set of points make a note of why your audience should listen.

Here’s an example from a client presentation I did recently.

“Before we move onto the next section I’d like to remind you of what we’ve covered so far

a. It typically takes you 212 days to respond to repair for a customer

b. You get around 60 complaints per day in your contact centre as a result

c. In addition your staff are leaving because of all the angry calls from customers

In short your customers are not happy and it’s affecting both client and staff retention. In the next part of the presentation I’m going to show you exactly what you can do to stop both the complaints and the staff turnover.”

There you go a simple summary and pre-sell.

How To Enjoy the Present and Get Out of the Past

I once saw a photograph of the 1950′s that showed bears in a national park leaning on a car and looking in the window as the sight seers were taking pictures of them with their windows down. The caption under the picture read, “Even bears were nicer back then.”

We often hear people longing for the good ole’ days. But were the good ole’ days really that good? Is the present really all that rotten?

Better Interest Rates Now
In the early 80′s interest rates were about 15% or more. The payment for a $100,000 house on a thirty year mortgage would have been $1,680.61 per month. You would have paid $345,449.85 in interest after 30 years. The total amount you would have paid after 30 years would have been $492,699,85.

Today at 4% on a $100,000 dollar house you would pay $581.58 per month. You will pay $67,119.51 in interest after 30 years. The total amount you will pay after 30 years is $209,361.51. Are these really the bad ole’ days.

Better Unemployment Rates Now
In 1981 unemployment was above 10% for more than 10 months. Unemployment rose above 10% for only one month recently. The story goes on and on.

Better Cancer Therapy Now
Just a few decades certain cancers were an automatic death sentence, but now they are usually cured through modern medical advancements. If you needed an organ transplant a few years ago you were out of luck. Now there are many lives saved through organ transplants that have become routine procedure.

Better Heart Surgery Now
In many cases certain heart surgeries are outpatient, whereas a few short years ago any heart surgery put you in the hospital for days and sometimes weeks.

Better Cars Now
My dad’s 1968 Oldsmobile Delmont 88 died at 125,000 mile mark. We thought that was amazing. Most cars were dead by the 60,000 to 75, 000 mile mark. Now, it is no big deal if a car gets 150,000 to 250,000 miles. Were those really the good ole’ days.

The Bible warns us about looking at the past and wishing we were there.

1.The Israelis looked back to Egypt where they had been slaves and wished they were there again. They didn’t like the responsibility of freedom.

2.; Lot’s wife looked back to the burning cities of Sodom and Gomorrah and longed to go back to a city that had become lawless and violent. A city where her daughters were raped and abused. She became a pillar of salt. Her death led to her husband committing incest with his other daughters in order to produce a family. The Moabties and the Ammonites were the result.

Jesus Warned Us About Glorifying the Past

In Luke 9:62 Jesus said, “No man after putting his hand to the plow, if he keeps looking back, is fit or prepared for ruling in the Kingdom of God”. Let’s quit looking back and look forward with new vision and rule and reign in Christ.

I’ll guarantee you that bears in the 1950′s were as deadly as bears today!

Byron has been a motivational speaker for over 25 years speaking nearly 200 times per year. He is putting his years of research and experience into writing and on audio.

What is the Best Way to Sell My Business Online?

Marketing a business for sale by owner or through a broker on the Business Broker Journal Network offers several distinct advantages for you, the seller. Let’s take a look at the benefits of each approach.

How can business brokerages help me to sell my business?
If you are not comfortable tackling the task of selling yourself, a broker could be worth the fees you will pay. The sale of a business should be approached with much more formality than the sale of residence. Using a broker gives you an expert who can help you prepare your business for sale, find a buyer who will pay top dollar, and negotiate the details.

1.) Shouldering the load: Selling your business requires a great deal of time and attention, two things that you may not be able to spare while continuing the daily operational requirements of running your business. Passing selling, negotiating and closing responsibilities on to a business broker will allow you to focus on your business and keep you from being spread too thin.

2.) Confidentiality: When listing a business for sale by owner, the owner reveals that his enterprise is for sale, therefore affecting the relationship with the public and prospective buyers, employees, suppliers and other associates. A good business broker can market a company for sale in such a way that protects the owner’s identity and effectively screen potential buyers to ensure that they are qualified and serious about purchasing.

3.) Close Quicker: With a business broker working full-time on the sale, chances are the transaction will be completed much sooner and for a higher price. To find a business broker in your area, click on Find a Broker.

4.) Buyer Interaction: When business brokerages sell businesses, the owners involved are very rarely able to speak to potential buyers. Being able to speak directly with someone will give you an idea of how badly he wants the business and how he might run it so keep in touch with your broker regularly for updates on all prospect-related conversations.

Should I sell my business myself or work with a Business Broker?
Listing your business for sale by owner is one of the simplest ways to approach a very important business transaction. You’ve invested so much time, sweat and money into your business, and it can be difficult to entrust your entire future to a third party even if trust is very high. Can I really sell my business myself?” you ask. The answer is absolutely! Let’s examine more closely the benefits of selling a business independently.

1.) Cost savings: This is nearly always the primary concern for business owners who decide to sell their own business. The commission on the sale of a large business can be very lucrative for a broker, and take a large chunk of profit away from you. This can be especially dangerous if you are attempting to sell a troubled business. Managing the sale of your own business can keep much-needed money in your pocket.

Posting your business online is an easy and cost efficient way to advertise, and will reach infinitely more interested parties than advertising in print. At Business Broker Journal.com, you can list your business for sale by owner for only $49.95 per month. In addition, premier placement is available for a reasonable fee, giving your business additional exposure on the site. The average business takes between five and eight months to sell, and a online listing can dramatically shorten that statistic.

Whether you sell your business independently or use business brokerages, marketing on the Business Broker Journal network can help you gather the largest number of lucrative offers in the shortest amount of time, ensuring a win-win situation for both you and your buyer.