Category Archives: Conversational Presentations

(Video) What’s the difference between conversational presentations and traditional presentations?


Conversational Presentations vs.Traditional from Julie Hansen on Vimeo. I often get asked “What’s the difference between conversational presentations and more traditional presentations?” Traditional presentations are probably what most of us are familiar with.  They typically involve going through a slide deck in a linear way with limited audience participation.  While this style of delivery is often appropriate for more formal presentations, larger audiences or when delivering a great deal of content, it has it’s limitations. What if you are off the mark?  What if the audience wanted to see something else?  In a more traditional presentation you may not find out until the end when you open it up for questions.  Obviously this is too late to adjust. Conversational presentations, on the other hand, are more of a two-way exchange and more fluid than a typical linear presentation.  You are engaging with the customer more frequently throughout your presentation so you are able to Read More

Can This Presentation be Saved? Yes, with the Improv Rule of Use It, Lose It, or Laugh at It


As they say in live theater, “the show must go on.” The same holds true for your presentation. Whether the customer throws you a curve ball, you’ve forgotten your slide deck, or can’t access your demo environment, you must carry on. Things change and mistakes happen. Technology and humans are both fallible. The important thing to remember is to remain calm. Not only will keeping your composure help you manage the situation, but it will help your prospect stay calm as well. Keep in mind that your prospect will take his cues from you. If you suddenly look like you’ve just missed the last flight home, your prospect will be understandably alarmed as well. When the unexpected occurs in business, I find many improv techniques to be very helpful, especially the improv rule of Use it, Lose it, or Laugh at to be extremely helpful. The rule quickly narrows down Read More

Think like a director: The secret to managing a conversational presentation


Director

A conversational presentation is a non-linear style of presenting in which you can move about in a more fluid way responding to prospect’s interests.  It’s a big – and often welcome – change from the old days of a sales person’s orderly and scripted descent through a slide deck. When done well, giving the customer a greater role in the presentation can create a more engaging, memorable event tailored to their interests.  So why do we need to think about managing the conversational presentation?  Because often the pendulum swings too far.  Giving the customer total control without exerting proper guidance leads to all kinds of problems:  The conversation veers off track leaving prospects confused.  You jump from topic to topic and never make a strong, cohesive point.  You run out of time and don’t accomplish what you set out to, which doesn’t benefit you or your prospect.  What’s the answer? Read More

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Performance Sales and Training: Persuasive Presentation Skills to meet the challenges of today’s B2B Sales Environment