From Presentation Kills

to Presentation Skills:
Skills

How to avoid the “murder by PowerPoint”

and deliver a damn good presentation!
Copyright: Raja Shuja-ul-Haq (2012)
 A few words of wisdom
to start with!

Copyright: Raja Shuja-ul-Haq (2012)

Bring out the “Bruce Lee”
Lee in you

Define your own rules of excellence!

Bring out the “Bruce Lee”
Lee in you

Some times your skills are too good

compared to the resources available
Bring out the “Jonty Rhodes”
Rhodes in you

Define your own domain of “stardom”!

Bring out the “Mariusz Pudzianowski”
Pudzianowski in you

Define your own rules of competition!

 Bring out the “Dian Fossey”
Fossey in you

Define your own standards of morality!

 The Key Difference

No one has the time to read

(in the age of time famine) …

Presentations are
interactive and
encourage cross-
fertility of ideas!
Elements of a Great Presentation

Persuasive Participation
Communication

Demonstration Presenter Proof

Dramatization Visual Aids

Copyright: Raja Shuja-ul-Haq (2012)

Elements of a Great Presentation

Persuasive communication
include logical reasoning,
persuasive suggestions,
Persuasive Participation sense of fun, personalized
Communication relationships, trust, body
language, diplomacy, and
use of words as selling
tools

Demonstration Presenter Proof

Dramatization Visual Aids

Copyright: Raja Shuja-ul-Haq (2012)

 Persuasive Communication: (i) Logical Reasoning

Logical reasoning involves a presentation constructed

around three parts: major premise, minor premise and
conclusion

 Major premise: “All manufacturers wish to reduce cost

and increase efficiency”

 Minor premise: “My equipment will reduce your costs

and increase your efficiency”

 Conclusion: “Therefore, you should buy my equipment”

Copyright: Raja Shuja-ul-Haq (2012)

 Persuasive Communication: (ii) Persuasive Suggestions

The skillful use of suggestions can arouse Attention, Interest,

Desire, Conviction and Action (AIDCA)

.
Attention Interest Desire Conviction Action

Instantly Grabbing Gauging and Generating Making the Customer

Developing Customer Desire “Firmly Believe” that
Customer Attention Sale
Customer’s He / She Needs the
Immediate Interest Product

Copyright: Raja Shuja-ul-Haq (2012)

 Persuasive Communication: (ii) Persuasive Suggestions

“Should you go ahead and buy now before the

1. Suggestive Propositions price goes up next month?”

“The National Professional Engineers Association

2. Prestige Suggestions has endorsed our equipment. Does this interest you?”

“Just imagine how this equipment will look and

3. Autosuggestions operate in your store”.

“Based on our survey of your needs, I suggest you

4. Direct suggestion purchase …”

“Should you spend a lot of money on the maintenance

5. Indirect suggestion of your existing equipment to keep it workable?”

6. Counter suggestion “Do you really want such a high quality product?”
(you can suggest this only when you have
predetermined that the prospect is not willing
to compromise on quality of the product)

Copyright: Raja Shuja-ul-Haq (2012)

 Persuasive Communication: (iii) Make the Presentation Fun

Presentations are fun, not a battle between the

audience and the presenter, so loosen up and
enjoy the presentation …

Persuasive Communication: (iv) Personalize Your

Relationship

Let the audience know that you have their best

interest at heart and you very sincerely care about
them (in case of a sales presentation) …

Copyright: Raja Shuja-ul-Haq (2012)

 Persuasive Communication: (v) Build Trust

Two best and easiest ways to build your persuasive

power with the audience are being honest and doing
what you say you will do (keeping your commitments)

Persuasive Communication: (vi) Use Body Language

Non-verbal communication (i.e. facial expressions

and body movements) must project a positive image
to the audience …
“You can say almost anything to anyone, if you say
it with a smile”

Copyright: Raja Shuja-ul-Haq (2012)

 Persuasive Communication: (vii) Be a Diplomat

A presenter has to be a diplomat in cases in which

temper rise and audience (prospects) are wrong but feel
they are correct and will not change their opinions …
Retreat is the best option if the relationship is at stakes

Persuasive Communication: (viii) Use Words as Selling

Tools
Similes, metaphors, analogies, pauses, silence, and
changes in rate of speaking, tone and pitch are
effective methods of gaining prospect’s attention
and developing interest …

Copyright: Raja Shuja-ul-Haq (2012)

 A bit of secondary school English …

 Simile is a direct comparison statement using the word “like”

or “as”. “A poorly manicured lawn is like a bad haircut”.

 Metaphor is an implied comparison that uses a contrasting

word or phase to evoke a vivid image. “Our power mowers sculpt
your lawn”.

 Analogy compares two different situations that have something

in common. “Our sun screen for your home will stop the sun’s heat
and glare before it hits your window. It’s like having a shade tree in
front of your window without blocking the view”.

Copyright: Raja Shuja-ul-Haq (2012)

Elements of a Great Presentation

If you sell food, let them

see, smell and taste it

Persuasive Participation If you sell stereos, let them

Communication see, hear and touch them
If you sell clothes, let them
touch and wear them …

Demonstration Presenter Proof

Dramatization Visual Aids

Senses develop
emotional appeal
for the product …
Copyright: Raja Shuja-ul-Haq (2012)
 Participation

Copyright: Raja Shuja-ul-Haq (2012)

Elements of a Great Presentation

Proof in the presentation

can comprise of customer
testimonials, guarantees
Persuasive Participation and independent research
Communication results (in magazines and
consumer reports) …

Demonstration Presenter Proof

Dramatization Visual Aids

“Prove it” is a common
customer thought …

Copyright: Raja Shuja-ul-Haq (2012)

 Quoting relevant facts, statistics, percentages,
data etc. builds upon the “Proof Part”
Part of a
presentation …

Copyright: Raja Shuja-ul-Haq (2012)

 The next 6 slides are taken from
FAST National University
Islamabad’s High School Liaison
Programme’s Presentation …

See how the presentation is kept

“FACTUAL”
FACTUAL to constantly deliver
on the proofs!

Copyright: Raja Shuja-ul-Haq (2012)

 Why FAST?
 “Top Rated University” – HEC

 Strong Industry Reputation and Excellent

Employability since Establishment (1980)

 National Presence and Globally Respected

 Pioneers in IT and Computer Education

 Philanthropic Organization (Financial

Assistance of 10 million per annum)
 Where our alumni is
placed?
Some Key Recruiters:
 Wasif Khan – Haroon Piracha – Omer Khan – Preferred Affan Malik – Madeeha Mussawir –
Area Sales Executive Business Analyst Relationship Manager Territory Manager Territory Manager

Abu Dhabi, UAE

Asad Khokar – Assistant Usman Sharif – Assistant Ulfat Fida – Assistant Mahin Syed – Business Adil Riaz – Credit Controller
Manager Marketing Manager Retail Banking Manager Marketing Intelligence Analyst
Zuhair Khalid Areeba Shahzad - Wajeeha Nadeem - Bilal-ud-Din Khan -
-MSc Marketing MSc Marketing MSc Advanced MSc Logistics
Management Practice

Zainab Ali - Humayun Shan - Aruj Haider -

MSc MSc MSc
Marketing Logistics HRM
FAST Faculty Member becomes the first Muslim
to win the highly prestigious “Oxford Leadership
Prize” at Oxford University, UK (July 2010)
Where our alumni is
studying / has studied?
Elements of a Great Presentation

Visual Aids are very important

in any presentation …
They reinforce the message,
Persuasive Participation increase retention, reduce
Communication misunderstanding and show
they buyer that you are
professional …

Demonstration Presenter Proof

Dramatization Visual Aids

People retain 10% of

what they hear and 50%
of what they see …
Copyright: Raja Shuja-ul-Haq (2012)
 Brilliant Presentations’ Audience
Focal Division

70% Focus 30% Focus

50% Retention 10% Retention

Copyright: Raja Shuja-ul-Haq (2012)

 Why you should buy our office chairs?

“Our office chairs are both comfortable and

stylish, with armrests, lever adjustment, back
support and rolling wheels … their unique styling
will give a great look to your office …”

Now see how “appealing to the eyes”

makes a difference!

Copyright: Raja Shuja-ul-Haq (2012)

 A Unique and
Contemporary
Look! Comfortable Back
Support

Armrest

Adjusting Lever

Rolling Wheels

Copyright: Raja Shuja-ul-Haq (2012)

Elements of a Great Presentation

Dramatics refers to showing

the product in a striking, or
extravagant way …
Persuasive Participation It’s a theatrical presentation
Communication of a product …

Demonstration Presenter Proof

Dramatization Visual Aids

Copyright: Raja Shuja-ul-Haq (2012)

 Take every presentation as an
“Entertainment Act”,
Act executed
professionally!

Copyright: Raja Shuja-ul-Haq (2012)

Elements of a Sales Presentation

“A picture is worth a 1000

words and a demonstration
is worth a 1000 pictures”
Persuasive Participation …
Communication Demonstrations are a part
of Dramatization …

Prospects should be
involved in the
Demonstration Presenter Proof demonstrations …

Dramatization Visual Aids

87% of the information on
the outside world is through
eyes and 13% through the
other four senses …
Copyright: Raja Shuja-ul-Haq (2012)
 Every bit of information
in your mind!
Received from the other
4 Senses (Smell, Touch,
Taste and Sound)

Received from Eyes

Copyright: Raja Shuja-ul-Haq (2012)

 Presentation Speaking Exercise

(3 Absolute Marks)
Marks

You have been invited for a “presentation interview”

interview for
an upcoming Management Trainee Position at Unilever
Pakistan. The evaluation panel has asked you to deliver
a short 3 minutes presentation on your key strengths
(as compared to other BBA candidates) which can
make you a better choice for the company (beyond the
GPA) – Take a minute to discuss each strength with
LOGICAL REASONING (i.e. Major Premise, Minor
Premise and Conclusion)!
Copyright: Raja Shuja-ul-Haq (2012)
 For Every Strength – 3 Strengths
1. Major Premise (Universal fact)
2. Minor Premise (How it relates to you)
3. Conclusion (Hence proved!)

4. Example from Student Life /

Internship (Testimonial)

Copyright: Raja Shuja-ul-Haq (2012)