IBM演讲培训.docx
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IBM演讲培训.docx
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IBM演讲培训
TherearethreestepstomakinganIBMpresentation:
PlanItoffersadviceonorganizingyourmessage,sharpeningyourfocusonwhatyouwanttosay,andarrangingitinamannerthataudiencescanfollow.
PrepareItisaresourceforconstructinggraphicsupportmaterialsinFreelanceGraphics(PowerPointisalsosupported).Youwillfindinstructionsonhowtoincludeelementssuchastext,chartsandgraphsinastylethatwillbeconsistenttoallouraudiences-an"IBMlook,"inmuchthesamewaythatouradvertisingandmarketingmaterialshaveadistinctappearance.
PresentItofferstipsonhowtodeliverwhatyou'vepreparedeffectivelytoanaudience.Presentationsarenotaboutshowingaseriesofslides;theyareaboutyou,communicatingamessage,withvisualelementsinasupportingrole.
Wheretobegin
InherbookSecretsofPowerPresentations,MickiHollidaysuggestsansweringthefollowingquestionsasafirststarttoorganizingyourpresentation:
Whatdoestheaudienceneedtoknow?
Whatdoestheaudiencewanttoknow?
Whatarethepossiblebenefitsofasuccessfulmeetingforthisaudience?
("What'sinitforme?
")
Whatquestionsmighttheaudiencehave?
Here'swhatyoudofirst:
Stop.Takesometime.AsThomasWatsonSr.usedtoadvise,famously:
Think.
Youareabouttomountanargument.Whatdoyouneed?
Don'tsuccumbtothetemptationofcollectingeveryapparentlyrelevantitemintoajumbleandthentryingtoreshufflethemintoacoherentorder.("Jimhasanicechartonthis,andLisahassomegoodmarketdata,I'llgetthose.")That'stheflawedtechniquebehindmanyofthemoreoverblown,leadenpresentationsyou'veeverdozedthrough.That'sworkingbackwards.Instead,startwithnothing...andworkforward.
Askyourselfthis:
Whatismypoint?
Everypresentationisanattempttocommunicatesomething.Itmaybeacomplextopic,withlotsofsupportingdata,butfundamentallytherewillalwaysbesomethingsimpleyouwanttosay.Itmightbe"IBMunderstandsyourbusiness,"or"Thistechnologyisthebestforourrequirements"or"Weneedmoretimetodothisjobright."
Figureoutwhatyou'retryingtocommunicate,initssimplest,clearest,mostconciseform.Writeitdown,inonesentence.Doesitmakesense?
Doesitreallycuttotheheartofwhatyouneedtoconvey?
Ifnot,rewriteit.
Ifyouonlycoulddeliverthisonesentencetoyouraudience,withnochartsoranysupportinginformation,wouldthisbetheoneyou'dchoose?
Composingthisbasicsentencemighttaketwominutes,oritmighttakeanhour.Itdoesn'treallymatterwhich.Justgetitright.Withoutaclearpointofview,youarenavigatingwithoutdirection.
Getitwrong,andyou'llstruggletherestoftheway.
Getitright,andthepieceswillbeginfallingnaturallyintoplacebehindit.
Buildyourcase
OK,you'reclearaboutthepointyouneedtoconvey.Butit'ssafetoassumethatyouraudienceisnotpreparedtoacceptyourmessageonfaith.Afterall,ifeveryoneintheroomalreadyknewwhatyouwantedtotellthem,andagreedwithit,therewouldbenopointwhatevertoyourstandingupandtalking.
Thepurposeofyourtalkistomoveyouraudiencetoyourpointofview.Soyouwillhavetobuildyourcase.Youneedtoorganizeyourargument.
Makearoughflowchartoftheinformationyouaregoingtopresent.Justsketchitoutonpaper-thisisn'tgoingtobeachartyou'llshow,andyou'llprobablyhavetoreviseitafewtimesanyway.
Theorganizingprinciplebehindthisisapyramid:
eachstatementyoumakewillhaveone,ormorelikelyseveral,supportingpiecesofinformationunderit.Asyoubuildyourpresentationinthisoutlineform,apyramidwillform,withyourbasicstatementatthetopandeverythingelsearrayedbeneathit.Don'tworryyetabouttheorderinwhichyou'llactuallypresenteachitem.Justgetthemalldownonpapertolookat.
ThePyramidPrinciplebooklistedinourrecommendedreadinglistisdevotedtothismethodoforganization,andit'sausefulresource.Butthebasicideaisreallycommonsense,merelyawayoflayingoutyourinformationsoyoucanarrangeand,lateron,presentitlogically.
Let'stakealookatahypotheticalpresentationandhowyoumightorganizeitsvariouselements,usingthistechnique.
Fromthetopdown
Let'sassumeyourbasicpointis:
IBM'ssolutionisyourbestoption,becauseitscombinationofproductsandservicesisintegratedandflexible,andbecauseweunderstandyourbusinesschallenges.
Now,putyourselfinyouraudience'sposition.Theywanttoknowwhytheyshouldbelievethis.Theyexpectproof.
Youhave,let'sassume,fourreasons.First,IBMproductsworktogether.Second,IBMofferstheflexibilityofopensystems.Third,IBMservicestieeverythingtogether.Fourth,IBMhasexperienceinthecustomer'sindustry.
Thisistheheartandframeworkofyourpitch.Layitoutgraphically.
Younowseethatyou'regoingtoopenbystatingyourmainpoint,andyou'regoingtoproceedthroughyourpresentationbyofferingfactsanddatainthesefourareas.Don'tworryyetaboutwhichwillcomefirst.
Takeeachofyoursupportingargumentsanddothesameagain.Buildanotherpyramidundereachofthefour.Under"productsworktogether"youmighthaveinformationabouteachoftheelementsinthesolution:
servers,middleware,storage.Youmightwanttotalkaboutinter-divisionaleffortsinIBMtointegratetechnologiesacrossourproductlines.Itwouldlooksomethinglikethis:
FallenPyramids
Somepeoplefindithelpfultouseapyramidonitsside,withthetopicintheleft-mostbox,andbuildingthepyramidouttotheright,insteadofbelowit.Ifyouusethismethod,you'llnoticethatthepyramidmorecloselyresemblesaclassicoutlinestructure.Unlikeanoutline,however,therelativeequalityoftheboxesmakeitmucheasiertorestructureandre-orderyourpresentationandestablishnewrelationshipstoitemwithoutalteringtheentireorganization,asoftenoccurswhencreatinganoutline.
Forthisexample,wedon'tneedtobothercreatingallthepyramidsthatbuilddownward,butyouwillwanttodothisforyourentirepresentation.Organizealltheinformationthatyoumightwanttoinclude.Youwillthenhaveapyramidthatencompasseseverythingyouneedtoconvey.
Now,playwithit.Lookatthebigpicture.Seewhat'smostimportant.Takeoutthingsthat,whileyoumightthinkthey'reimportant,justwon'tresonatewithorbeunderstoodbyyouraudience.Movethingsaround.Addordelete,butkeeptheorganizingstructureintact.
Onceyouhaveapyramidthatseemstorepresentyourthemeandthevariouspointsyouneedtogetacross,you'rereadytostartcreatingthematerialsyouwillactuallyshowpeople:
bulletpoints,charts,graphs.Insteadoforganizingon-the-fly,you'veorganizedfirst.Congratulations:
younowhaveaclearpicture-literally-ofwhatinformationisrelevanttoyourpresentation,whatpointsitsupports,andwhereitshouldgo.Unfortunately,manypeopledon'tbothertobeginwiththisformal,structuredapproach.
Althoughyouhaven'tevencreatedyourfirstslide,themostcritical(andoftenbotched)workincreatingyourpresentationiscomplete.
Ifthisallseemstooplodding,toorestrictiveandstructured,don'tworry:
itisn't.Bythetimeyouhaveapresentationreadytoshow,theunderlyingorganizationwillfadefromview,leavingbehindmerelyaframeworkthathelpsyouraudiencefocusmoreeasilyonyourmessage,andenhancesyourownmasteryofthematerial,sinceyouunderstandthoroughlyhowitallfitstogether.
Now,let'stakeyourgraphical,pyramidoutlineandprepareapresentation.
Wheretobegin
Visualelementssuchasgraphs,charts,andtextcanenhanceyourabilitytocommunicate,helpingyouraudiencefollowyourmessageandquicklyunderstandvarioustypesofinformation.
Usedthoughtfully,theycanbevaluabletools.
Usedindiscriminately,orconstructedpoorly,however,theycanactuallydetractfromyourmessage.Theycanclutteryourpresentationandconfuseyouraudience.
ThistemplatewillfacilitatethepreparationofyourpresentationandwillhelptocontinueestablishingyouasoneofthebestexpressionsoftheIBMbrand.
∙ItreflectsIBM'scorporatedesignstyle,whichalsoinfluencesouradvertisingandmarketingmaterials.Itisstraightforward,clean,andsimple.
∙It'sflexibleenoughtoaccommodateavarietyofuses.Somemayuseitwithlittleornographicelements,whileothersmightneedtoconveyfarmorecomplicateddata.
∙It'ssimpletouse.Althoughcommunicationsspecialistsandgraphicdesignershaveworkedtocreatethistemplate,anyoneinIBMshouldbeabletouseitwithoutanyspecialskillsorsoftwarebeyondwhatisalreadyavailable.
Don'tautomaticallyassumeyouneedtousepresentationsoftwaretomakeyourpresentation!
Someofthemosteffectivesalesjobsaredonejustbyspeakingdirectly,sincerelyandinformativelyaboutthesubject,withouthidingbehindcharts.InSayItWithPresentations,notedpresentationdesignerGeneZelaznygivesthreebasictypesofmediayoushouldconsiderifyouneedvisualstohelpconveyyourmessage:
Lapvisuals,socalledbecauseeachmemberoftheaudiencereceiveshisorherowncopyofthematerialsatthestartofthemeeting,ifnotbefore.Bestforsmallgroups,theirusecanopenupdiscussionandhelpeveryoneparticipateasequalpartners.Thedownsideisthattheymayreadaheadandstartaskingquestionsyouwouldprefertodealwithlaterinthediscussion.Andyoucanalso
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