PPT简报技巧-学习资料.ppt

Professional Presentation Skills 简报技巧,Alan Shih,课程目标,了解如何准备简报内容 了解如何做精彩的简报 能有效利用FAB法则说服听众 能泰然面对及有效处理异议 能更具自信及影响力,Agenda,专业简报七大步骤 FAB技巧（含practice） 三种性质不同的简报 有效处理异议及问题人物 结论 Practice,何谓简报,所谓简报，就是以言语配合其他表现方式，分享重要讯息及资讯，让大家了解或注意并被说服。,Seven Simple Steps,Commit Yourself 专心投入 Analyze Your Audience 分析听众 Organize Your Thought 组织构思 Think Sight and Sound 视听效果 Practice 反复练习 Relax 放松心情 Enjoy 愉快享受,Commit Yourself 专心投入,充分准备 Go through 7 steps every time you are preparing presentation, even the same presentation material. 不可自欺，更不可欺骗听众 充分准备是消除恐惧建立自信的最好办法 有效简报的秘诀：自信,2. Analyze Your Audience 分析听众,分析听众的属性 了解听众需求(needs)/兴趣(interests)及期望(expectation) 掌握听众心理 向听众阐明主题，并进一步引导听众接受你的讯息/观点,AUDIENCE,A_udience - Who are the members? How many will be at the event? U_nderstanding - What is their knowledge about the topic you will be addressing? D_emographics - What is their age, sex, educational background, etc.? I_nterest - Why will they be at this event? Who asked them to be there? E_nvironment - Where will I stand when I speak? Will everyone be able to see me? N_eeds - What are the listeners needs? What are your needs as a speaker? C_ustomized - How can I custom fit my message to this audience? E_xpectations - What do the listeners expect to learn from me?,3. Organizing Your Thought 组织构思,目标设定 Results to achieve inform train persuade sell Key messages to deliver,准备简报内容 根据目的及听众来准备 利用点子档案来加入内容及特色元素 规划全局 简报如何进行 简报过程使用工具 事先演练可能遇到的状况,简报结构,Opening (开场白),趣闻轶事,引证事实,激发问题,惊人叙述,相反意见,Get their attention Establish a theme Present a structure Create a rapport Administration,简介(Introduction),Who? introduce yourself, background Why? purpose of the presentation - why the subject is important What? presentation outline How? format you will use, rules for questions,本文(Body),Remember these key points while delivering the body of your presentation: do not hurry be enthusiastic give time on visuals maintain eye contact modulate your voice look friendly keep to your structure remain polite when dealing with difficult questions,结论(Conclusion),Summarize your presentation review, highlight and emphasize - key points, benefits, recommendations draw conclusions - where are we? . what does all of this mean? . whats the next step? Thank your audience Invite questions,Closing (结尾语),赞赏听众表现,引证名人名言/事件例证,复述重点（三个重点让听众带回家）,建议后续可行方案,要求听众采取特定行动,Get their attention Last chance to convey the message Raise your audience to a high pitch, stop sit down quit!,4. Think Sight and Sound 视听效果,Analyze the environment 座位排列、照明设备 Voice 音量、速度、音调、音质 Body Language 注意你自己及听众的肢体语言 Eye contact 注视听众 Appearance 衣着、姿势 Visual Aids 视听辅助器材的运用 走入观众席 but not impact focus 与听众互动 技巧性提问,简报时常见的问题与克服之道,过快 太慢或单调 “这个，那个” 表情严肃 手放口袋 手中紧抓东西 手放后面 抖脚 目不视人 手脚僵硬,练习分段暂停提醒 热诚问问题说笑话 暂停数秒加强准备 对镜微笑提醒 拿开 放下 自然运用 平时脱鞋练习 练习看每一位每一区 对镜练习临场放松,5. Practice 反复练习,事先检查 go through 7 steps 辅助工具 post-it note 对镜练习录影 演练会议 Rehearsal Meeting 勿强记，熟能生巧,6. Relax 放松心情,After you prepare the whole things Relax during the presentation,7. Enjoy 愉快享受,说服自我 享受简报乐趣,Using FAB into your presentation 简报时擅用FAB技巧,FEATURE: A fact about a product or service that is present in its design. 特色：产品或服务的本质在于它的设计 ADVANTAGE: What the feature does. 优点：这个特色能提供什么 BENEFIT: How the feature satisfies the prospects needs. 好处：这个特色如何满足他的使用者,Feature, Advantage, Benefit,Example 1,FEATURE: Automatic Transmission. 特色：自动排挡 ADVANTAGE: Driver does not shift gears. 优点：驾驶者不需要换档 BENEFIT: Not shifting means less tiring driving, especially in cities. 利益：不需换档，可减少疲劳，尤其是在 市区里,Example 2,FEATURE: cPCI 插针式设计 ADVANTAGE: 稳定耐用可以持续不间断的运行 BENEFIT:让你在5.1期间安心放假出去旅游无后顾之忧,三种性质不同的简报,三种性质不同的简报,Informative Speaking 叙述性简报 Persuasive Speaking 说服性简报 Impromptu/Extemporaneous Speaking 即席演讲,Informative Speaking 叙述性简报,开场白 首先引起听众的注意 简介 陈述论点及目标 指出听众可能获得的利益 说明自己的资格与经历 预先简介重点 本文重点 全部内容 指出重点 前后连贯 观念具体化 同时与听众打成一片 结论 覆述讲过的重点及目标 回答原有的问题 结尾语 提出发人深省的结语 引发听众的行动力,Persuasive Speaking 说服性简报,强力的开场白 提供利益使听众发觉聆听演讲的利益 利用问题以刺激注意 事实 提出对目前状况简略的叙述及必要的背景 由事实引发的问题 正反双方的立场 举出双方的事实与理由以结论摧毁对方的立场 行动 指出听众应采取的行动或观点,说服性简报四种方法,说服性演讲,分析法,情绪法,因果法,目标管理法,推理性支持式反对,列出目标及期望 加以引导,诉求个人要求,提供奖励或处罚,Persuasive Speaking KSF 说服性简报主要成功要素,不使用空洞的语句 抓住重点 明确表达 使用图表 热诚要有传染性 语句中要注入真感情 发音强烈而有变化 抑扬顿挫 以快慢速度加强效果,Impromptu/Extemporaneous Speech 即席演讲,确定谈话的目的 传达讯息 娱乐性质 采取某种行动 考虑听众讲演完后所能达成的目标 记下关键词句作为提示,Objections and Problem Behaviors Handling 异议及问题人物的处理,Types of Objections 异议的形式,REAL A legitimate problem for the prospect you usually get order if you overcome it. 真实 顾客的一个实际问题，当你解决问题时， 通常你会得到订单 PHONY A stall prospect raises another when you answer it. 虚假的延迟 当你解决了这个问题，客户又提出下一个问题 BANTER Sounds like an objection, but you should treat it seriously. 嘲弄 听起来就像反对，可是你该把它当真,Objection Handling Process,Acknowledge 确认背后需求 怀疑 误解 缺点 纯了解 Close:是否接受/再询问及补充,Convert to a question 将异议转换成问题,Answer the question 回答问题,Listening to Your Audience 倾听技巧,Passive 被动式倾听 Active 主动式倾听 Asking Open-ended questions 问开放问句 Accepting 表示接受 Responding to content 对内容回应 Responding to Feeling 以感情回应,Feel Felt Found 感觉 同感的 发现,I know how you fell. 我了解你的感受 Other ADLINK customers have felt the same way. 其他顾客也曾经有同样的感觉 And they found. 可是他们后来发现.,Convert to a Question 转换成讯问,EXAMPLES: The Objection “your price is too high.” Convert to a question.,【异 议】 【价 格 太 高】 【转换成问题】,“ I guess the question you are asking me is, is the value received worth the price?” “我想你问我的问题是，这个商品值这个价钱吗？”,Answering Objections,Competitors 比你好 客户嫌贵 交期太长 问到真的不会回答,Problem Behaviors 问题人物,The Shy Guys The Vacationers The Class Clowns The KNOW-IT-ALLS The Monopolizers The Squabblers The Attackers,Ask easy, open-ended questions Leave