7. www.josephdeungria.com
Why Steve Jobs?
Arguably, the world’s best storyteller for business…
Steve Jobs vs. Bill Gates vs. Will Ferrell
As Commencement Speaker to Stanford, Harvard & Columbia
University
http://www.josephdeungria.com/2012/05/steve-jobs-bill-gates-and-will-
ferrell.html?q=steve
9. www.josephdeungria.com
1.Why?
Life is not FAIR! 15 min> 40 hours
Your 15-30 minute weekly oral report
May have greater impact to your career
than the rest of the 40 hours you worked
during that week
A great part of management’s judgment of YOU
is based on what , how you report.
10. www.josephdeungria.com
A lot of effort is wasted violating this
universal law:
For every action
There MUST BE
An equal and opposite reaction
We MUST GET a reaction to
our business reports!
12. www.josephdeungria.com
Video Summary:
Present like Steve Jobs
1. Set the theme
2. Outline
3. Demonstrate enthusiasm
4. Wow your audience
5. Sell an experience
6. Make numbers meaningful; use analogies
7. Paint a picture; Make it visual
8. Give a show
9. Rehearse, rehearse, rehearse!
http://www.josephdeungria.com/2011/08/21-secrets-of-effective-communications.html?view=classic
15. www.josephdeungria.com
4. How to Convince Like Steve Jobs
Adapted to Business Presentations
1. Set the theme
a. Headlines for Each Slide
b. Cover Page for the Presentation
2. Outline
a. Use Descriptive/Headline Outline
b. Focus on big idea
c. Follow 7 x7
d. Slides are Free
e. Use as Notes
16. www.josephdeungria.com
3. How to Convince Like Steve Jobs
Adapted to Business Presentations
1. Set the theme
a. Headlines for Each Slide
b. Cover Page for the Presentation
2. Outline
a. Use Descriptive/Headline Outline
b. Focus on big idea
c. Follow 7 x7
d. Slides are Free
e. Use as Notes
22. www.josephdeungria.com
Make the Headline Speak
(Top Red Line = Complete idea)
If it is important,
Explicitly state this in the head line.
Think like a newspaper editor.
Don’t make audience guess.
23. www.josephdeungria.com
Budget for 2016
Current CRM Proposed CRM Increase
SALES 80 144 64
COST OF SALES 48 72 24
GROSS PROFIT 32 72 40
LESS: OPERATING EXPENSE 16 21 5
FIXED COST 7 7 0
VARIABLE COST 9 14 5
LESS: ADV & PROMO 5 17 12
NET INCOME 11 35 24
This is a title
or label. So what are
you really trying to say?
24. www.josephdeungria.com
Invest 12 M in Proposed CRM Increase
Income by 24 M
5. Budget for 2016 (millions)
Current CRM Proposed CRM Increase
SALES 80 144 64
COST OF SALES 48 72 24
GROSS PROFIT 32 72 40
LESS: OPERATING EXPENSE 16 21 5
FIXED COST 7 7 0
VARIABLE COST 9 14 5
LESS: ADV & PROMO 5 17 12
NET INCOME 11 35 24
This is why you are
Showing this Table!
This is a good
Example of a the HEADLINE
Direct the listener’s eyes
by highlight boxes just
Like in newspapers.
25. www.josephdeungria.com
Headlines are complete ideas.
Slide can stand alone!
Uses Title.
Needs explanation by presentor
for audience to understand
Uses Title Line.
Explanation is clearly
Shown.
“Selective” is repeated 4 times
26. www.josephdeungria.com
3. How to Convince Like Steve Jobs
Adapted to Business Presentations
1. Set the theme
a. Headlines for Each Slide
b. Cover Page for the Presentation
2. Outline
a. Use Descriptive/Headline Outline
b. Focus on big idea
c. Follow 7 x7
d. Use only relevant numbers
e. Slides are Free
f. Use as Notes
30. www.josephdeungria.com
Stop Decline: Back to Basics!
Same Stores -3% to 250M, -10% LLY
Consolidated: +7% to 300 M, +2% LLY
BETTER?
Definitely!r
Jan 2017
Note: No need to
cite preceding
LY sale of 260M
31. www.josephdeungria.com
Last slide should finish
with your 1 Big Idea!
Blank Page Adds
No Value
Remind audience
Of your Big Idea.
You can still thank
audience.
Explicitly showing
Thank You
Is for Beauty Contests
Only
32. www.josephdeungria.com
3. How to Convince Like Steve Jobs
Adapted to Business Presentations
1. Set the theme
a. Headlines for Each Slide
b. Cover Page for the Presentation
2. Outline
a. Use Descriptive/Headline Outline
b. Focus on big idea
c. Follow 7 x7
d. Use only relevant numbers
e. Slides are Free
f. Use as Notes
33. www.josephdeungria.com
Use A Descriptive Outline
Effective Communication Requires 3 Steps
1. Introduce what you will say… (Outline)
2. Say it (Body)
3. Repeat what you just said… (Conclusion)
37. www.josephdeungria.com
1. Sales: +3% to 150M, -2% LLY
2. Opex: +5% to 4M
3. Income: +4% to 10M
Better Outline:
YTD Performance: Income +4%
due to higher sales
38. www.josephdeungria.com
3. How to Convince Like Steve Jobs
Adapted to Business Presentations
1. Set the theme
a. Headlines for Each Slide
b. Cover Page for the Presentation
2. Outline
a. Use Descriptive/Headline Outline
b. Focus on big idea
c. Follow 7 x7
d. Use only relevant numbers
e. Slides are Free
f. Use as Notes
44. www.josephdeungria.com
This is what you say
To customer
What they hear & see
What they distort
What they remember
Everything can get lost in the
translation
45. www.josephdeungria.com
This is what you say
To customer
What they hear & see
What they distort
What they remember
Avoid communication errors!
46. www.josephdeungria.com
This is what you CAN say
This is what you ACTUALLY say
What they hear & see
What they distort
What they remember
Focus on the big idea!
Learn from the 30 second TV ad
48. www.josephdeungria.com
This is what you CAN say
This is what you ACTUALLY say
With SIZZLE
Sell the SIZZLE, not the steak
Enlarge the sizzle with smoke and sound
48
49. www.josephdeungria.com
This is what you CAN say
This is what you ACTUALLY say
With SIZZLE
What they hear & see
What they distort
What they remember
Sell the SIZZLE, not the steak
Do it well and there is no loss in translation
50. www.josephdeungria.com
This is what you CAN say
This is what you ACTUALLY say
With SIZZLE
What they hear & see
What they distort
What they remember
Sell the SIZZLE, not the steak
Customer buys everything!
If they buy sizzle,
They buy steak,
sauce, burnt
meat & all.
51. www.josephdeungria.com
3. How to Convince Like Steve Jobs
Adapted to Business Presentations
1. Set the theme
a. Headlines for Each Slide
b. Cover Page for the Presentation
2. Outline
a. Use Descriptive/Headline Outline
b. Focus on big idea
c. Follow 7 x7
d. Use only relevant numbers
e. Slides are Free
f. Use as Notes
53. www.josephdeungria.com
Why do we need power presentations?
Unnecessary building distracts power
presentations
There is no picture here that can liven page in this
example.
A power presentor does not have cue cards.
Everything he needs is in the slide.
Too many words disallow the use of accompanying
pictures
Tendency to just read off (ala narrator)
See “power presentations” repeated 4 x.
This outline is too wordy… uses complete
sentences and no abbreviations. Not 7 x 7
54. www.josephdeungria.com
Why use power ppt? (Intro)
Techniques (Body)
Meeting Customer Needs (Conclusion)
Why, How, Who? (Summary)
This follows 7 x 7 rule
55. www.josephdeungria.com
3. How to Convince Like Steve Jobs
Adapted to Business Presentations
1. Set the theme
a. Headlines for Each Slide
b. Cover Page for the Presentation
2. Outline
a. Use Descriptive/Headline Outline
b. Focus on big idea
c. Follow 7 x7
d. Use only relevant numbers
e. Slides are Free
f. Use as Notes
56. www.josephdeungria.com
Law of Relevant Numbers
Too many numbers confuse!
Too little and it may hide truth
24M sales not 24,102,304.39
2.4% shrinkage (loss) not 2%
62. www.josephdeungria.com
4. How to Convince Like Steve Jobs
Adapted to Business Presentations
1. Set the theme
a. Headlines for Each Slide
b. Cover Page for the Presentation
2. Outline
a. Use Descriptive/Headline Outline
b. Focus on big idea
c. Follow 7 x7
d. Use only relevant numbers
e. Slides are Free
f. Use as Notes
64. www.josephdeungria.com
Your slide = Your notes
Don’t hold a notebook, cue card
Don’t say something & not show it.
Slides should self-explain, stand-alone.
65. www.josephdeungria.com
3. How to Convince Like Steve Jobs
Adapted to Business Presentations
1. Set the theme
a. Headlines for Each Slide
b. Cover Page for the Presentation
2. Outline
a. Use Descriptive/Headline Outline
b. Focus on big idea
c. Follow 7 x7
d. Use only relevant numbers
e. Slides are Free
f. Use as Notes
66. www.josephdeungria.com
Outline
Convince Like Steve
1. Why?
2. How?
3. What’s next?
– Use the template for your company
– Practice! Practice
– See more tips here…
http://www.josephdeungria.com/2011/08/21-secrets-of-effective-communications.html
http://www.josephdeungria.com/2012/05/steve-jobs-bill-gates-and-will-ferrell.html?q=steve