Position

• People are being constantly bombarded with sensational negative messages about the economy by the media.

Problem

• Customers now believe:

− They need to cut costs

− Suppliers ought to be grateful for their business and ought to reduce their margin as a sign of their gratitude.

Possibilities

• You have a number of choices:

− Hope you are small enough to stay under the radar

− Hope that your current capability is good enough to deal with the onslaught

− Get some external help from experts

Proposal

• We offer the following support:

− Train you to negotiate better

− Prepare you and assist you in real negotiations

− Handle your negotiations for you

EFFECTIVE PRESENTATIONSThe Four Ps

• Position

− What is the current situation or background

• Problem

− What is the current problem (from the customer’s point of view)

• Possibilities

− What are the opportunities or possible courses of action – may include do nothing

• Proposal

− What are you proposing – action based close

Please

ASK FOR THE ORDER

Powerpoint Mistakes

Mistake number one

• Brace yourself for a shock

− People you present to are selfish

− They care more about themselves than they care about you.

− Make sure your presentation reflects this

Don’t fill up the page with your logo or continual repetition of large headers and

footers

Focal Point Negotiation - helping companies make more profit by negotiating effectivelyPO Box 6060 Thatcham Berks RG18 9BA -

01635 860120 www.negotiationexpert.co.uk

We are so great and you are so stupid that you need our telephone number, slogan, address and website details on

every page – even though we haven’t got a printed copy for you – so write it down – you’ll have plenty of time just before you

die of boredom

Focal Point Negotiation - helping companies make more profit by negotiating effectivelyPO Box 6060 Thatcham Berks RG18 9BA -

01635 860120 www.negotiationexpert.co.uk

Mistake number Two

• People tend to put every single word that they are going to say on their PowerPoint slides. Although this eliminates the need to memorise your talk, you will lose your audience’s attention before you get anywhere near the bottom of the page. Most people in senior executive jobs have at least a rudimentary reading ability and they will find it massively tedious if you read things out for them.

Mistake number three

• Many pople do not run spill chock.

• They have many simple spelling errs

• Remember that the spell check only picks up whether you have written words that are correct - ewe need to read it two!

Mistake number four• Avoid

• Excessive

• Use

• Of

• Bullet

• Points

• and

• Builds

• It

• Does

• Not

• Normally

• Aid

• Clarity.

• Your

• Key

• Messages

• Have

• Even

• Less

• Chance

• Of

• Standing

• Out

Mistake number five

• Avoid bad colour schemes

• You don’t have to use every single colour in the PowerPoint palate

Mistake number six

•There is no chance that it will detract from your key message•And it will no doubt impress customers with your grip of technology

OR YOU COULD USE

One of the rather attractive Microsoft standard templates

Mistake number seven - as you can see from the chart………

Mistake number seven - or maybe it would be more useful to have a table of values as well