Deliver Persuasive Presentations
Hi business developers. I hope you had a great summer. It’s time to prepare for our group sessions. Please set aside around 2 hours in total to prepare for the sesssion and to catch up on what we did.
Lene:)
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Three preparation tasks for Group Sessions
Task 1: The 1 minute Executive Summary
Think of a message you are to present soon for senior management.
Prepare a 1 minute Executive Summary following our structure (see video + use template)
Fish Model – 1 minute Executive Summary:
Task 2: The 4- minute version
Now expand the 1-minute version into a 4-minute version, which means you now add to the Exectuive Summary.
Follow the Fish Structure + template and prepare a 4 minute presentation(See video + template)
Also, prepare a strong question you can use to kick start the dialogue (see ideas below)
Also, make a list of questions you can use to handle their critical questions by “asking a question to their question”, so take the role as FACILITATOR rather than a DEFENDER.
Kick start the dialogue with a strong question - ideas
Getting to know their barriers
What makes you hesitant or reluctant to get on board?
What else do you want to know before making a decision?
What’s stopping you from acting on this tomorrow?
Any reasons not to proceed?
Getting to know their enthusiasm
What makes you especially happy about this project?
What possibilities could spring from this change?
In what way do these findings support your goals?
If everything I’ve just proposed was made reality - how would that help you?
Next Steps
What’s your next step from here?
Any concrete ideas on how to implement this?
So listening to my proposal, how would you consider guiding your affiliates, stakeholders or team members?
How does this change translate into your context?
New Perspectives
I’d be happy if you could provide a perspective that we have not considered?
Which angles did we miss in today’s presentation?
Are there any customer concerns we should be aware of?
Do you think we have the right stakeholders identified or are there others we should consider?
Ask a question to their question - ideas
The Anthropologist Position
What alternatives do you see given the competitor we just showed you?
Where would we have been as a company, if we hadn’t done XX [Ovasion]?
What past acquisitions of this size have been very successful for Lundbeck?
Considering our strategic aim - how can this contribute?
What do you think went through their minds 3 years ago when they said Yes to. xx?
The Future Researcher Position
What happens if this project comes out negatively?
How do you see our pipeline composition six years from now if we don’t?
Which 3 things would you like to know/remove/add before endorsing?
Task 3: Your Personal Goal
Before we met, I asked you to set a personal goal for yourself. What did you want to become better at? Please adjust your goal and bring it to the session.
