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Date: Wednesday, August 27, 2008
Location: The Federal Sales Academy in Bethesda, MD
Time: 9:00 a.m. to 4:30 p.m.
Cost: $950 per person
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>> Register Here
Why Is This Seminar Different?
Unlike other presentation skills or communication seminars which focus on the elements of style, this seminar – and this one alone – focuses on how to influence the audience; how to influence what they remember, and how to enlist them to pass on what’s unique about you and your proposal.
Who Should Attend?
Anyone who will have to talk to, present to or meet with government personnel in the course of seeking work with the government. This course is especially relevant and important for owners of the business, manager level or sales personnel. It’s a must-take course for project managers who want to benchmark and improve their own presentation skills as they move up the career ladder.
Why Should You Attend?
You should attend because bringing your presentation and communication skills to a new level will benefit you and your company in many ways, not just in dealing with the government.
When you’re asked to meet with the government and review your offering, this is not just an informational session. It’s an opportunity to connect and convince. You’ve already invested tens of thousands of dollars in preparing a presentation. When you’re in the top three, don’t lose everything because your presentation isn’t the best.
Your attendance will bring your presentation and communication skills to a new level and will benefit you and your company in countless ways, and for all audiences.
>> Register Here
You’ve researched the opportunities, developed the killer proposal, found the actual decision maker and now it’s between you and one other contender. Will their in-person presentation knock you out of contention? Powerful Presentations/The Final Frontier is designed to match the winning components of your offer with your ability to convey what makes yours best.
Powerful Presentations/The Final Frontier lifts your material into the ‘win’ zone. In addition to conveying a clear, concise and compelling picture of what you can do, this seminar provides an unparalleled opportunity to ready yourself for the in-person – and final – pitch.
The seminar is personally led by Media Director for President Ronald Reagan, Merrie Spaeth, described by Forbes Magazine as one of the top five speech coaches in the country.
“I’ll show you a new way to structure how you communicate. Do you approach your presentation thinking of what you want to cover? What if I asked you how much people remember from what you say, a lot or a little? You’d say it’s just ‘a little.’ We’ll examine the structure of your presentation to make sure it can influence what the decision maker remembers, and then you’ll go through our copyrighted methodology to ensure you deliver it with confidence. You’ll be differentiated and so will your proposal,” says Merrie Spaeth.
The class begins with introductions and the small group of participants presenting their material. One benefit of the seminar is highly customized, intensely personal critique and assistance. It’s like having one of the Spaeth trainers as your own personal coach.
The afternoon session reviews Spaeth’s pioneering methodology, including the correct and memorable way to use PowerPoint and visuals.
“Even if you’re going to be making your ‘in-person’ presentation over the telephone, it’s still verbal communication, and too many excellent proposals don’t succeed because the prospective seller doesn’t have excellent communication skills,” says Spaeth.
Instructors: All Spaeth instructors have been personally trained by Merrie Spaeth, the pioneer of ‘Influence Communications,’ and author of Words Matter and Marketplace Communication. They have spent years training corporate and government executives how to move away from “What do I want to say?” to “Who’s my audience, and how do I influence what they hear, believe and remember?” Clients of the Spaeth method include the worlds most admired and successful companies and individuals, and now, for the first time, these lessons are made available to Fedmarket.com students.
AGENDA – 9:00 AM to 4:30 PM
- Introduction: Why a new paradigm of communication is needed
- Presentation taping (illustrative sample)
- Spaeth methodology:
- What drives the memory of the listener?
- How to structure a response and a presentation?
- How to handle Q&A without losing control?
- Where do the traditional elements of style fit in and how do they affect listening?
- What kinds of visuals are effective? Is my PowerPoint helping or hurting?
- How can I enlist the listener to become my messenger?
- How do I validate what’s different about my proposal?
- What’s the value of third party quotes?
- How important is storytelling?
- Should I interact with the audience or listener before Q&A?
- Personalized critique: each element of your presentation and presentation skills is rated.
- Personalized drills and coaching: individuals will practice elements and skills depending on their priorities and needs.
MANUAL DESCRIPTION: a comprehensive manual is provided to all participants.
TABLE OF CONTENTS
| Introduction |
11 |
| Influence Model |
13 |
| Implications of Model |
15 |
| The Five Drivers of Memory |
17 |
| Structuring Your Remarks |
23 |
| Guideposts |
25 |
| The Structure of Information |
27 |
Anecodotes & Quotes vs. Facts
Motivation vs. Information |
29 |
| Storytelling Basics |
31 |
| Handling Q & A |
33 |
| Enlisting Audience to Carry Message |
35 |
| Elements of Style |
37 |
| Visual Aids |
43 |
| PowerPoint |
47 |
| Write On It |
65 |
| Humor as Leadership Tool |
69 |
| Speech Formats |
71 |
| Preparation |
75 |
| Firm Profile |
77 |
Cancellation & Rescheduling
Cancellation notification must be received one week prior to the seminar date. Upon notification, your registration fee will be refunded less a $100 non-refundable processing fee. Any cancellations beyond the one week period are non-refundable. You may reschedule at any time. If you reschedule to attend another seminar, we will apply your payment toward your new registration fee. Personnel substitutions may be made at any time. Payment must be received prior to the seminar date. No shows are liable for the full seminar fee and refunds will not be given.
