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A lively presentation will impress your prospective clients! This will keep your customers’ attention and it might lead to more profit for you. Follow these instructions to create animations for your next talk.

Step 1: Add excitement, but in moderation. Your talk should be captivating and interesting to your audience. At the same time, it’s best not to overdo it. Moderate the amount of animation and video clips you include to keep your presentation from annoying. You can add color and interesting fonts but ensure that you are able to maintain a professional outlook and feel for your presentation too. As an example, the screen that announces a price increase shouldn’t have lively animations zooming across. Keep it appropriate and limited.

Step 2: Use timed content. It can be difficult for presenters to remember that a PowerPoint or Flash requires a click for every little bit of animated text. Try using timed text on your presentation so that the person presenting it will not have to try to memorize it all. Enter at the right moment in the presenter’s speech. (You might need to practice and fine-tune this).

Step 3: Spice up your graphic displays and diagrams. Other animations, such as charts and graphs, can be added as well. Make sure that facts and statistics that are the most important stand out among the others. Use a bar chart which depicts an ascending bar in order to highlight rising profits. Having a visual representation during your presentation is something your audience will appreciate.

Step 4: To explain a process, use animation. When a segment of your advertising presentation needs to be explained, utilize illustrations to get the points across. The presenter should click to show the first step in the process before explaining it. When the user is finished with the first step, he or she ought to be able to click and have the second step appear, without any further action on their part. The concepts will be easier for your audience to grasp if there are good visual graphics to explain the steps. This is better than one large graphic all at one time.

Step 5: Make a joke. If a presentation has some complicated segments to it, break it up with a little light humor. A heavy part of your presentation should be followed by a funny comic or dancing caricature. This will allow your clients both some laughs as well as the chance to digest the information presented. Plus it will stop them from coming to the conclusion “my, this presentation is long and dreadfully boring….”. Add some humour to break things up.

Step 6: Practice beforehand. If your presentation has cute little clips that require excellent timing or ones that will only show up with a mouse click, make sure that you or the presenter practice the presentation. The audience should be surprised as the graphics appear; the presenter should not. Ensure that the presenter is well prepared for the animated presentation.

All sales negotiations are driven by both public and private needs. If you can understand and deal with the other side’s hidden needs, then you’ll have more power during the negotiation.

It’s What Lies Below The Surface That Really Matters
When we enter into a sales negotiation, we like to kid ourselves that we know what the other side is looking to get out of the negotiation. At least on the surface, all sales negotiations look the same.

The easy-to-see desires of the other side generally come down to one of three things: money, goods, and / or services. This is what we can see and this is what we spend our time preparing to negotiate. However, that’s really only part of the story.

Knowledge Of Hidden Needs Boosts Your Power
I’m sure that you’re probably already agreeing with me that knowing the other side of the table’s hidden needs would be advantageous when you are getting ready to negotiate. However, did you know that this knowledge will increase your negotiating power?

Remember that power in a sales negotiation is a difficult thing to nail down. However, the more that you know about the other side and their hidden needs, then the more negotiating power you’ll have.

The Search For Hidden Needs
If we can all agree that identifying the other side’s hidden needs is a good thing, than all that is left for us to talk about is just exactly HOW you can go about doing that. The key is to have a good set of questions.

These are the questions that you need to ask yourself BEFORE you enter into a sales negotiation. Not every question will pertain to this specific negotiation and your list will evolve over time. Here’s a good set of questions for you to start asking yourself:

• Do they want to make their lives easier?
• Do they want to appear to be competent?
• Do they want peace of mind?
• Do they want to be listened to?
• Do they want freedom of choice?
• Do they want to keep their job?
• Do they want recognition?
• Do they want to be liked?

Final Thoughts
As you enter into a sales negotiation, you need to realize that the other side of the table probably has more hidden needs than they have publicly known needs. What this means for you is that the other side of the table won’t say “yes” to your requests until after at least some of their hidden wants have been fulfilled.

In the end, all negotiating is about making sure that you have enough power to be successful. One of the most important keys is to realize that we need to also address the other side of the table’s hidden needs in order reach an agreement that both sides can live with.

If you can learn to spot these hidden needs before you enter into your next negotiation, then you will be able to close better deals and close them quicker.

Cultural anthropologist Angeles Arrien, author of The Four-Fold Way, teaches there are four bones to which we must pay attention if we are to remain fully present in our lives. As in life, so it is in speaking! Use these four bones of professional speaking to ensure your presentation is masterful.

1. The wishbone. This is where our vision resides, the place of dreaming and re-dreaming so that we live the life we came to live. When you’re developing your presentation, what is the vision you hold of what is possible because you choose to show up? A transformational speech begins with knowing the new story you want people to embrace and act upon. So exercise your wishbone as your very first step to a transformational speech. What is the outcome you wish for that makes all the energy of preparing and delivering a presentation worthwhile?

2. The backbone. Taking action in support of our dreams requires courage and strength. The call to action you put forth in your speaking is the backbone–it first represents your own backbone, the bravery to ask for something worthy of a better story. Then you call forth the backbone of the audience when you challenge them to leave the room with a commitment to a personal step toward an action that will make the new story possible. Just one step; ask them for that without apology or equivocation.

3. The funny bone. It is said that laughter is the shortest distance between two people. It is perennial wisdom in professional speaking circles that, “You don’t have to be funny to speak; only to get paid for it!” Forge your own brand of humor–without telling jokes–and be sure to include it in your speaking.

4. The hollow little bone. This bone is likely the most challenging for a speaker who needs a strong ego to show up in the first place–and then get out of the way. To be a “hollow bone” requires that we acknowledge our doubts and fears and reluctance and do the work to heal the personal wounds that cause us to question our callings and capacities. Only then can we be “hollow” enough to make room for something more powerful than a carefully crafted speech to flow through us and out to others. When we recognize that ultimately our speaking is in support of our message and not about us, we open the hollow bone to hope and possibility and to receive grand support for a worthy mission. We experience an energetic surge when the hollow little bone is an open channel for truth to be spoken in the moment.

When your wishbone, your backbone, your funny bone, and the hollow little bone are acknowledged and expressed, you’re well on your way to presenting the speech you were born to give to the audience you are destined to serve. To be a transformational speaker, remember the Four Bones!

© Gail Larsen 2010. All rights reserved. Real Speaking is a registered trademark. Permission to reprint: You may reprint this article in your own print or electronic newsletter. Please include the following statement: Reprinted from “Real Speaking” a free e-letter by Gail Larsen featuring insights and ideas to enhance your public speaking and communications.