EFFECTIVE PRESENTATIONS

2. EFFECTIVEPRESENTATIONS

3. “Getting Others To Understand And Accept Your Ideas”

4. What Do You Say? How Do You Say It?

5. DISTRACTIONS

6. DISTRACTIONS TO EYES

7. DISTRACTIONS TO EYES • Nervousness

8. DISTRACTIONS TO EYES • Nervousness • Pacing/Shifting

9. DISTRACTIONS TO EYES • Nervousness • Movement • Appearance

10. DISTRACTIONS TO EYES • Nervousness • Pacing/Shifting • Appearance • Hands

11. DISTRACTIONS TO EARS

12. DISTRACTIONS TO EARS • Nervousness

13. DISTRACTIONS TO EARS • Nervousness • Uh. . . you know . . . Umm . . .

14. DISTRACTIONS TO EARS • Nervousness • Uh. . . you know . . . Umm . . . • Pauses

15. DISTRACTIONS TO EARS • Nervousness • Uh. . . you know . . . Umm . . . • Pauses • Speaking Pace

16. DISTRACTIONS TO EARS • Nervousness • Uh. . . you know . . . Umm . . . • Pauses • Monotone • SpeakingPace

17. What Do You Say?

18. OUR POINT OF VIEW

19. OUR POINT OF VIEW • Idea

20. OUR POINT OF VIEW • Idea • Proof

21. OUR POINT OF VIEW • Idea • Proof • Action

22. THEIR POINT OF VIEW • Objective • Problem • Idea • Benefits • Proof • Summary • Action

24. Billings OBJECTIVE

25. Presentations Lost Presentations Sold OBSTACLE

26. Effective Presentations IDEA

27. Smith Advertising Billings BENEFITS

28. Ted Bates Foote Cone & Belding Leo Burnett J. Walter Thompson Young & Rubicam PROOF

29. Investment Return PROOF

30. Dear Joel, “BestworkshopI’veeverattended” L. Jones PROOF

31. L. Jones Billings 2006 2007 PROOF Source: Ad Age

32. Coach PROOF

33. Smith Advertising Presentations Lost Presentations Sold Effective Presentation Billings SUMMARY

34. CONTRACT ~~~~~~~~~ ~~~~~~~~~~ ~~~~~~~~~~ ~~~~~~~~~~ x__________ x__________ ACTION

35. VISUAL AIDS

36. US Health Systems Operational Excellence Columbia Tenet Premier VHA AmeriNet HSCA Consorta Quest SmithKline LabCorp Chemistry DB (4/96) Roche DB (6/97)DB (12/94)DB (1/98)DB (12/98) J&J Olympus Olympus Roche J&J J&J J&J J&J Roche Roche Beckman Roche Roche Beckman Beckman Immuno DB (4/96) Abbott DB (6/97) Abbott DB (1/98) DB (12/98) Abbott Abbott Abbott Abbott Abbott Chiron Chiron DB(5/99) Beckman Chiron Chiron Chiron Abbott Roche Roche Cardiac DB (4/96) Chiron DB (6/97) Abbott DB (1/98) DB (12/98) DB (2/97) Abbott Chiron DB(5/99) Roche Roche Abbott Abbott Micro DB (4/96) Vitek DB (10/98) DB (12/94) DB (1/98) DB (7/94) DB (2/98) DB (9/94) Vitek Vitek Vitek Vitek Vitek Hemo DB (4/96) DB (9/94) DB (9/97) DB (12/93) DB (1/98) DB (7/94) DB (1/97) DB (1/98) DB IL J&J J&J J&J O.T. IL Sigma Plasma DB (4/96) Roche DB (9/98) Beckman DB (1/98) DB (12/98) Beckman DB (7/98) Beckman BeckmanProteins Beckman RocheTDM DB(5/99)DB (12/95) DB (12/95) RocheDAT DB(5/99) AbbottThyroids DB(5/99) Total Sole Roche 13 4Abbott 12 4Beckman 9 3J&J 8 0Chiron 7 0Vitek 6 3Olympus 2 2IL 2 1

37. VISUAL AIDS • Simple

38. VISUAL AIDS • Simple • Few Words

39. VISUAL AIDS • Simple • Few Words • Golden Rule

40. OVERKILL OVERKILL OVERKILL OVERKILL OVERKILL OVERKILL OVERKILL

41. HEDGERS Like To Think Might Should If

42. ENTHUSIASM

43. ENTHUSIASM

44. QUESTIONS & ANSWERS

45. ARE YOU ALMOST FINISHED?

46. ALMOST

47. QUESTIONS & ANSWERS • Concentrate • Repeat/Rephrase • Answer • Next Question