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USE PLANTED QUESTIONS
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OK, this may sound a bit shady, but as William Shakespeare wrote in As you Like It, All the world s a stage, and all the men and women merely players Sometimes you just need to prime the pump to get things started If the presentation is quiet or if you ask if anyone has a question and no one answers, have your producer/moderator ask one that you have prepared in advance He can ask you the question via audio or chat You may also want it to appear that your attendees are running the show, when they are really only following your script If you want to be tricky, use the chat feature to secretly request that selected attendees ask such planted questions You can even make up a question and attribute it to some mythical attendee Say, Emily from San Francisco would like to know Forget that there is no Emily No one is watching the chat as closely as you and your producer/moderator are You may feel that this is a bit deceptive, and it is If you don t feel comfortable with this technique, feel free not to include it in your arsenal of tricks
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THREE ARE BETTER THAN TWO
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If you are planning any types of activities in your virtual presentations that involve pairs of attendees, such as case studies or team contests, try using three attendees instead of two For example, if you place pairs of attendees in breakout rooms where one plays the role of the salesperson and other plays the role of a customer, consider throwing in a third to play a sales manager with the job of rating the performance of the other two Since having three players can be confusing, I recommend that you summarize the instructions for interactive activities on the electronic whiteboard
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TRY IT YOURSELF
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Use Table 231 to apply what you covered in this chapter to the presentation that you have been working on since 16 Review the material
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PROMOTING INTERACTION
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TABLE 231 TAKE ACTION FORM: PROMOTING INTERACTION
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Idea 1 Idea 2
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and then identify two ideas that you have for promoting interaction during the presentation The Situation Starion is about to make a major worldwide product introduction In three months, it will begin taking orders for the Transporter 1000 The Transporter is the size of a microwave and can digitize and transport a small package from one point to another anywhere in the world, instantly The Transporter is a completely new product class that has no competition The company would like you to conduct a series of virtual presentations to introduce the Transporter 1000 to its 1,000 direct salespeople and its top 3,000 distributors and channel partners The goal of this effort is to enable personnel to position the bene ts and features of the product and demonstrate its compelling usefulness As is the case with most revolutionary products, selling the Transporter 1000 will have its challenges Among them is the price The price of each unit will be $50,000, and Starion has been unsuccessful in the past in selling equipment at that high a price point Starion would like you to lead this effort by collaborating with the sales, marketing, and IT departments Your management expects you to be the major presenter, but to also include regional sales managers and senior product managers as additional presenters It expects these virtual presentations to take between 60 and 90 minutes and to utilize portions of presentations that have already been prepared by marketing, as well as several planned collaterals and Web pages You have been chosen for this important assignment because of your reputation as a quick learner and a gifted presenter You are honored, but you are a bit nervous You are new to conducting virtual presentations, and you have never conducted one of this magnitude
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