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6/6/2018 1 C Delivering WOW Presentations Mary Ellen Sokalski, MAS The Scarlet Marketeer Trained speaker Taught hundreds of sessions Speaker Excellence Award PPAI Lifetime Achievement in Education PPAI Prepared presentations winning $20,000 to $20 million contracts My current business preps presentations Wow, fun sales meetings Boring speakers drive me NUTS!

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Page 1: Delivering Wow Presentations Mini 1 Hour PPT [Read-Only] · 6/6/2018 1 C Delivering WOW Presentations Mary Ellen Sokalski, MAS The Scarlet Marketeer Trained speaker Taught hundreds

6/6/2018

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CDelivering 

WOW Presentations

Mary Ellen Sokalski, MASThe Scarlet Marketeer

Trained speaker Taught hundreds of sessions Speaker Excellence Award ‐

PPAI Lifetime Achievement in 

Education ‐ PPAI Prepared presentations winning 

$20,000 to $20 million contracts My current business preps 

presentations  Wow, fun sales meetings Boring speakers drive me NUTS!

Page 2: Delivering Wow Presentations Mini 1 Hour PPT [Read-Only] · 6/6/2018 1 C Delivering WOW Presentations Mary Ellen Sokalski, MAS The Scarlet Marketeer Trained speaker Taught hundreds

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Better approach your audience

How to better prep for a great presentation

World class tips  for the most WOW delivery for best results, for…

Page 3: Delivering Wow Presentations Mini 1 Hour PPT [Read-Only] · 6/6/2018 1 C Delivering WOW Presentations Mary Ellen Sokalski, MAS The Scarlet Marketeer Trained speaker Taught hundreds

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Describe the peopleyou present to

Page 4: Delivering Wow Presentations Mini 1 Hour PPT [Read-Only] · 6/6/2018 1 C Delivering WOW Presentations Mary Ellen Sokalski, MAS The Scarlet Marketeer Trained speaker Taught hundreds

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What is their day like?

Page 5: Delivering Wow Presentations Mini 1 Hour PPT [Read-Only] · 6/6/2018 1 C Delivering WOW Presentations Mary Ellen Sokalski, MAS The Scarlet Marketeer Trained speaker Taught hundreds

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PRESENCE Authentic Passionate Enthusiastic Confident Comfortable Captivating

The worst of the worst:

Page 6: Delivering Wow Presentations Mini 1 Hour PPT [Read-Only] · 6/6/2018 1 C Delivering WOW Presentations Mary Ellen Sokalski, MAS The Scarlet Marketeer Trained speaker Taught hundreds

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“Resonate” by      Nancy Duarte

“Present visual stories that transform audiences”

Short, easy‐reading  with lots of visuals

PLOT TWIST!

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PLOT TWIST!

You are NOT the hero.

Page 8: Delivering Wow Presentations Mini 1 Hour PPT [Read-Only] · 6/6/2018 1 C Delivering WOW Presentations Mary Ellen Sokalski, MAS The Scarlet Marketeer Trained speaker Taught hundreds

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They are the hero of the story. Place them at the center of the action. Be humble. It’s about them. You need them. The audience does the hard work.  Provide guidance, insight, training, advice, instill confidence, provide magical gifts.

Page 9: Delivering Wow Presentations Mini 1 Hour PPT [Read-Only] · 6/6/2018 1 C Delivering WOW Presentations Mary Ellen Sokalski, MAS The Scarlet Marketeer Trained speaker Taught hundreds

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Page 10: Delivering Wow Presentations Mini 1 Hour PPT [Read-Only] · 6/6/2018 1 C Delivering WOW Presentations Mary Ellen Sokalski, MAS The Scarlet Marketeer Trained speaker Taught hundreds

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Page 11: Delivering Wow Presentations Mini 1 Hour PPT [Read-Only] · 6/6/2018 1 C Delivering WOW Presentations Mary Ellen Sokalski, MAS The Scarlet Marketeer Trained speaker Taught hundreds

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Page 12: Delivering Wow Presentations Mini 1 Hour PPT [Read-Only] · 6/6/2018 1 C Delivering WOW Presentations Mary Ellen Sokalski, MAS The Scarlet Marketeer Trained speaker Taught hundreds

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Page 13: Delivering Wow Presentations Mini 1 Hour PPT [Read-Only] · 6/6/2018 1 C Delivering WOW Presentations Mary Ellen Sokalski, MAS The Scarlet Marketeer Trained speaker Taught hundreds

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Page 14: Delivering Wow Presentations Mini 1 Hour PPT [Read-Only] · 6/6/2018 1 C Delivering WOW Presentations Mary Ellen Sokalski, MAS The Scarlet Marketeer Trained speaker Taught hundreds

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It’s not WHAT you do…

Page 15: Delivering Wow Presentations Mini 1 Hour PPT [Read-Only] · 6/6/2018 1 C Delivering WOW Presentations Mary Ellen Sokalski, MAS The Scarlet Marketeer Trained speaker Taught hundreds

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A significant, sincere and enlightening moment that helps magnify your big idea

Prop Demo Reenactment  Skit

Short memorable quotes or sayings

An anthem Rally cry Headlines Social media insights

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A picture really does tells a thousand words

An emotional picture does it best

Stories package information in a way people can remember it

Attaching a great story to the big idea makes it repeatable

If shocking, don’t gloss over them. Use them.

80% ends up Here 

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TRADITIONAL

Be the main event Hide behind podium Use stage as is

ENGAGING

Share the main event Be free to roam Use stage as a setting

TRADITIONAL

Serious business tone Confined expressiveness Monotone

ENGAGING

Humor & enthusiasm Large expressiveness Vocal and pace variety

TRADITIONAL

Read slides Static images Talk about your product

ENGAGING Minimize slides Big images, little copy  (10 words or less – the 

Billboard Rule)

Moving images Show them your product

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TRADITIONAL

Minimize disruptions Resist live feedback Request silence

ENGAGING

Plan disruptions Embrace real‐time 

feedback Encourage exchanges

TRADITIONAL

Familiarity with features Flawless knowledge Long‐winded rambles

ENGAGING

Wonderment and awe of features

Self‐deprecating humanness

Memorable headline‐sized sound bites

TRADITIONAL

One‐way delivery

ENGAGING

Polling, shout‐outs, game‐playing, writing, drawing, sharing, singing, and question‐asking

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Start by asking your audience: “What is the most important thing you expect me to cover at this presentation today?”

Body Language“Our bodies change our minds, our minds change our behavior and our behavior changes our outcomes.” Strike a high‐power pose, such as standing with your hands on your hips or leaning back in a chair with your hands clasped behind your head.”                      

Amy Cuddy, Social Psychologist

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Tell stories, especially with an opener. 

63% of people remember stories, while only 5% remember stats.

Research, research, and then research some more.

What should you research before you see an important account?

Go in with the idea that you are going to have a conversation and build a relationship with a prospect.

Not selling. Conversing.

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If you begin by telling them you are going to talk about 3 things… their mind will relax.

If appropriate, ask them to tell you which of the 3 points was most important or helpful. 

Western brains are happiest when they have a task to perform.

Humor is a great lubricator.

Come prepared with some funny stories that tie into your products or service… or a situation that happened to a fellow distributor (without naming names.)

Be brief.             Be brilliant.      Be gone.

(Brilliant means letting the client design the presentation and you play off it… then deep listening. Just like successful improv.)

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Paint a picture of a problem.

“Have you ever been in a situation where…”

“Has this ever happened to you…?”

“Have one of your customers been in this situation…?”

Work the room, but persuade ONE.

Looks everyone in the eye at least once, but pick one person in the middle of the room and pretend you are speaking to him/her. Why?

Now you’re just talking to one person!

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Let prospects interrupt.

If you see a prospect ready to interrupt – verbal, gestural, facial expression – stop and let them.

What the prospect has to say is always more important that what you have to say.

Filter your presentation. If not, audience will be negative. They have to work too hard to grasp your points.

They don’t want everything… just the important things.

Make it clear, not crammed.

“If only it were longer…” said no one ever.

Ensure all key decision‐makers are present

Strong opening, close and meaty content… 

What are you selling?  Trust and expertise

Ask for some type of action

Give printed material AFTER finished

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What would wow them?   Experiential economy, touch, show‐me The more personalized, the more customized, the better Did you know me?  Ask questions? Did you explain case histories? Show them good, better, best Offer them self promotion? Don’t overwhelm – take in too many things

Did you make the presentation interactive – continued to listen?

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BEFORE NOW

Under promise and over‐deliver!

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Do exactly as you promised, WHEN you promised.

Fail? Follow‐up another way 

(Millennials like texting rather than emails. 

Baby boomers like phone calls & emails. 

Gen X’ers usually prefer emails.)

Email is easy to send and ignore Be organized with your leads. Enter them in your CRM system with all you remember.

Your Follow‐Up

Is it WOW as well?

… or a yawn?

Strut your creativity!

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DID I WOW YOU? LINKEDINWITH ME

Mary Ellen Pahlka Sokalski, MASThe Scarlet [email protected]