winning strategies that close the deal © 2009 tracy r. williams kelly t. o’brien

Winning Strategies that Close the Deal

© 2009 Tracy R. Williams Kelly T. O’Brien

WHAT MUST THEY KNOW

Hybrid Persuasive Sequence

• Attention Getter• Thesis Statement• Audience Motivation• Content Overview

Attention

• Restatement of the problem• Research that supports problemNeed/Problem

• Statement of Solution• Research and other information that

positively supports solutionSolution

• Short and long-term benefits of solution - WIIFMBenefits

• Specifically request action for audience to takeAction

Understand your audience

What do they

expect?

What do I

want?

Who is my

audience?

USE YOUR BODY AND VOICE TO SUCCEED

Graffiti

Graffiti

Rapport Building

Rapport Building

Team Transitions

“Elise is going to take it from here….”“That’s all I got here’s Brendan…..”

“I’m going to pass the baton over to……”

How NOT to Give a PowerPoint Presentation

Adapted from “Life After Death by PowerPoint” Don McMillan

Common PowerPoint Mistakes

1.) People tend to put every word they are going to say on their PowerPoint slides. Although this eliminates the need to memorize your presentation, this ultimately makes your slides crowded, wordy, and boring. You will lose your audience’s attention before you even reach the bottom of your…

Common PowerPoint Mistakes, Contd.

…first slide.

2.) Many people do not run spell cheek before there presentation – BIG MISTAK!!!! Nothing makes you look stupider than spelling erors.

• Avoid• Excessive• Bullet• Pointing• Only• Bullet• Key• Points• Too• Many

• Bullet points• And • Your• Key • Messages• Will • NOT• Stand• Out• In fact,

• The• Term • “Bullet Point”• Comes • From• People• Firing• Guns• At• Annoying• Presenters

Bad Color Schemes

Clashing background and font colors can lead to:

• Distraction• Confusion• Headaches• Nausea• Vomiting• And loss of bladder control

Usefulness vs. Total Number of Slides

This presentation

Data vs. Effectiveness

Amount of Animation vs. Effectiveness

Original chart from: www.whattofix.com

Simple, but Effective

Active &

Confusing

Effective, but Boring

Active, but Ineffective

Static and Dull

Dull, but Static

Busy, but Useless

ADD Only

Dull Triangle

Useful and

Amusing

Dizzying Trapezoid

FONT Analysis

Courier NewOrganized and Structured

Mistral ARTISTIC

Times New Roman Lazy, Apathetic, Unimaginative

(and you always use the default)

Let Them See What You Say

Web Based Learning

ADVANTAGES: • Access is available anytime, anywhere, around the

globe. • Per-student equipment costs are affordable. • Student tracking is made easy. • Possible "learning object" architecture supports on

demand, personalized learning• Content is easily updated.

DISADVANTAGES• Lack of human contact• Lack of multi media

Let Them See What You Say

Let Them See What You Say

OCULAR APPEALRevenue and Gross ProfitTotal Revenue 0 32 46 169 747 Operating ExpensesCost of Revenue, Total 0 17 30 100 288Selling/Gen/Admin Expense 1 6 10 24 69Labor & Related Expense 0 2 2 41 1Sell/Gen/AdminExpenses,Tot 1 8 13 65 69Depreciation/Amortization 0 5 7 34 72Inter/Expnse(In),Net Oper 0 -2 0 0 40Impair-Assets Held for Use 1 -- -- -- --Other Unusual Expnse (In) -- 0 0 4 -1Unusual Expense (Income) 1 0 0 4 -1Other Operat Expse, Total 0 0 0 1 3Total Operating Expense 2 28 50 203 471

OCULAR APPEALRevenue and Gross ProfitTotal Revenue 0 32 46 169 747 Operating ExpensesCost of Revenue, Total 0 17 30 100 288Selling/Gen/Admin Expense 1 6 10 24 69Labor & Related Expense 0 2 2 41 1Sell/Gen/AdminExpenses,Tot 1 8 13 65 69Depreciation/Amortization 0 5 7 34 72Inter/Expnse(In),Net Oper 0 -2 0 0 40Impair-Assets Held for Use 1 -- -- -- --Other Unusual Expnse (In) -- 0 0 4 -1Unusual Expense (Income) 1 0 0 4 -1Other Operat Expse, Total 0 0 0 1 3Total Operating Expense 2 28 50 203 471

Marketing

Sensibility

Baldwin

Chester

YAMANA GOLD (AUY) Yamana Gold Inc. (auy) is engaged in the acquisition, exploration,

development and operation of mineral properties. Yamana’s principal product is gold. The Company has gold production, development stage properties, exploration properties and land positions in Brazil Chile, Argentina, Mexico, Honduras, Nicaragua and the United States. A total of 975,764 ounces of gold were produced by the Company’s mines during year ended December 31, 2008.

During 2007, the Company’s projects include Chapada Mine (Brazil), Sao Francisco Mine (Brazil), Jacobina Mining Complex (Brazil), San Andres Mine (Honduras), Fazenda Brasileiro Mine (Brazil), Alumbrera Mine (Argentina), El Penon Mine (Chile), Minera Florida Mine (Chile) and Rossi Property (United States).

On October 13, 2007, Yamana acquired Northern Orion Resources Inc. As of November 5, 2007, Yamana had acquired approximately 90% interest in Meridian Gold Inc.

YAMANA GOLD (AUY)

975,764 oz as of 12/08

Our Top 5

Failing to Excite

Standing At Attention

Failing to Rehearse

Dressing Down

Avoiding Eye Contact

Adapted from 10 Simple Secrets of the World’s Greatest Business Communicators by Carmine Gallo