PPT简报技巧-学习资料.ppt

ProfessionalPresentationSkills简报技巧,AlanShih,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。,SevenSimpleSteps,CommitYourself专心投入AnalyzeYourAudience分析听众OrganizeYourThought组织构思ThinkSightandSound视听效果Practice反复练习Relax放松心情Enjoy愉快享受,CommitYourself专心投入,充分准备Gothrough7stepseverytimeyouarepreparingpresentation,eventhesamepresentationmaterial.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.AnalyzeYourAudience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-Whoarethemembers?Howmanywillbeattheevent?U_nderstanding-Whatistheirknowledgeaboutthetopicyouwillbeaddressing?D_emographics-Whatistheirage,sex,educationalbackground,etc.?I_nterest-Whywilltheybeatthisevent?Whoaskedthemtobethere?E_nvironment-WherewillIstandwhenIspeak?Willeveryonebeabletoseeme?N_eeds-Whatarethelistenersneeds?Whatareyourneedsasaspeaker?C_ustomized-HowcanIcustomfitmymessagetothisaudience?E_xpectations-Whatdothelistenersexpecttolearnfromme?,3.OrganizingYourThought组织构思,目标设定ResultstoachieveinformtrainpersuadesellKeymessagestodeliver,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,GettheirattentionEstablishathemePresentastructureCreatearapportAdministration,简介(Introduction),Who?introduceyourself,backgroundWhy?purposeofthepresentation-whythesubjectisimportantWhat?presentationoutlineHow?formatyouwilluse,rulesforquestions,本文(Body),Rememberthesekeypointswhiledeliveringthebodyofyourpresentation:donothurrybeenthusiasticgivetimeonvisualsmaintaineyecontactmodulateyourvoicelookfriendlykeeptoyourstructureremainpolitewhendealingwithdifficultquestions,结论(Conclusion),Summarizeyourpresentationreview,highlightandemphasize-keypoints,benefits,recommendationsdrawconclusions-wherearewe?.whatdoesallofthismean?.whatsthenextstep?ThankyouraudienceInvitequestions,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,GettheirattentionLastchancetoconveythemessageRaiseyouraudiencetoahighpitch,stopsitdownquit!,4.ThinkSightandSound视听效果,Analyzetheenvironment座位排列、照明设备Voice音量、速度、音调、音质BodyLanguage注意你自己及听众的肢体语言Eyecontact注视听众Appearance衣着、姿势VisualAids视听辅助器材的运用走入观众席butnotimpactfocus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gothrough7steps辅助工具post-itnote对镜练习录影演练会议RehearsalMeeting勿强记，熟能生巧,6.Relax放松心情,AfteryoupreparethewholethingsRelaxduringthepresentation,7.Enjoy愉快享受,说服自我享受简报乐趣,UsingFABintoyourpresentation简报时擅用FAB技巧,FEATURE:Afactaboutaproductorservicethatispresentinitsdesign.特色：产品或服务的本质在于它的设计ADVANTAGE:Whatthefeaturedoes.优点：这个特色能提供什么BENEFIT:Howthefeaturesatisfiestheprospectsneeds.好处：这个特色如何满足他的使用者,Feature,Advantage,Benefit,Example1,FEATURE:AutomaticTransmission.特色：自动排挡ADVANTAGE:Driverdoesnotshiftgears.优点：驾驶者不需要换档BENEFIT:Notshiftingmeanslesstiringdriving,especiallyincities.利益：不需换档，可减少疲劳，尤其是在市区里,Example2,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,InformativeSpeaking叙述性简报PersuasiveSpeaking说服性简报Impromptu/ExtemporaneousSpeaking即席演讲,InformativeSpeaking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,PersuasiveSpeaking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,PersuasiveSpeakingKSF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/ExtemporaneousSpeech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,ObjectionsandProblemBehaviorsHandling异议及问题人物的处理,TypesofObjections异议的形式,REALAlegitimateproblemfortheprospectyouusuallygetorderifyouovercomeit.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PHONYAstallprospectraisesanotherwhenyouanswerit.虚假的延迟当你解决了这个问题，客户又提出下一个问题BANTERSoundslikeanobjection,butyoushouldtreatitseriously.嘲弄听起来就像反对，可是你该把它当真,ObjectionHandlingProcess,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,Converttoaquestion将异议转换成问题,Answerthequestion回答问题,ListeningtoYourAudience倾听技巧,Passive被动式倾听Active主动式倾听AskingOpen-endedquestions问开放问句Accepting表示接受Respondingtocontent对内容回应RespondingtoFeeling以感情回应,FeelFeltFound感觉同感的发现,Iknowhowyoufell.我了解你的感受OtherADLINKcustomershavefeltthesameway.其他顾客也曾经有同样的感觉Andtheyfound.可是他们后来发现.,ConverttoaQuestion转换成讯问,EXAMPLES:TheObjection“yourpriceistoohigh.”Converttoaquestion.,【异议】【价格太高】【转换成问题】,“Iguessthequestionyouareaskingmeis,isthevaluereceivedworththeprice?”“我想你问我的问题是，这个商品值这个价钱吗？”,AnsweringObjections,Competitors比你好客户嫌贵交期太长问到真的不会回答,ProblemBehaviors问题人物,TheShyGuysTheVacationersTheClassClownsTheKNOW-IT-ALLSTheMonopolizersTheSquabblersTheAttackers,Askeasy,open-endedquestionsLeavethemaloneUsethem“breaktheice”AsktointegratetheirexperienceAsksomeoneelse”whatdoyouthink”DrawattentiontothemRecognizetheattack,Conclusion结论,简报前你该做3P,PLANPREPAREPRACTICE,SevenSimpleSteps,CommitYourself专心投入AnalyzeYourAudience分析听众OrganizeYourThought组织构思Thi