Dear {{FirstName}}

1. The Book: Even You Can PRESENT WITH CONFIDENCE

Only a first time published author understands the feeling of having your first book in your hands. I experienced this last Saturday, and it really felt rather good. With contributions from 13 of the world's top speakers, many of them authors, and advance acclaim from half a dozen top international presentation authorities, it was a great feeling to actually be holding the finished product in my hands. The book will be available in all the major book outlets before the end of August (can't promise a date yet) but the interest has been greater than my wildest dreams. By mid August the rights for Australasia will be confirmed and it will be at the Frankfurt Book Fair in October.

Who should ideally read this book? Professional and Industry speakers, toastmasters, executives, managers, sales professionals, exhibitors, lecturers and teachers - or anyone wanting to learn how to speak with ease and clartity to an audience.

To order your early copy of the book please visit www.presentwithconfidence.co.za. For Southern Africans it's just R150 - includes taxes and postage. If you live abroad, we will add postage on - alternatively wait about 6 weeks and it will be on Amazon.com

For bulk orders of this "how to" book, the following discounts will be calculated automatically on the site:

• 10 or more @ R125 each
• 25 or more @ R110 each
• 50 or more @ R100 each
• 100 or more @ R90 each

The launch of this publication coincides with the launch of the new look presentation skills zone website www.presentationskills.co.za. Go and help yourself to free articles and tips on presenting, and forward any comments mailto:director@congruence.co.za

2. Going in with a plan

Feature article - excerpt from "Even You Can PRESENT WITH CONFIDENCE"

Many years ago I attended a course on selling and decided to immediately put into action a key segment of what I had learnt. I had a big appointment coming up, a presentation to a human resources director, the marketing manager and four factory managers of a pharmaceutical company. They needed a programme to increase the hands-on leadership skills of their 40 supervisors in charge of four production lines.

I started the presentation by providing a five-minute overview of my company, describing the aspects of my operation that I saw as relevant to the client. I then immediately requested permission to ask them a few questions, to which they all agreed. I asked the first factory manager what he saw as the ideal outcome of the course for his people. He listed seven outcomes. I wrote them all down, repeated all seven back to him and asked if I had them all correct. He nodded. I went to the next manager and did the same. He stated that he agreed with his previous colleague, but would like to add two more points. I wrote them down and then read the list of nine points back to him. He nodded. The third manager only added one more point. Again, I wrote it down, repeating all 10 points. He nodded. Then to the fourth manager, who added two of his own and said that one of the previous points was not important to him.

I thanked him and then read all 12 points back to the audience, making eye contact with all six participants. I was careful to say each manager's name when reading his points. I then asked the marketing manager, also by name, if he had anything to add. No, he assured me, I'd heard it all from the horse's mouth. The HRD waved me on to continue.

My next step was to briefly outline the programme that would meet their needs and how it worked, but I kept this to three minutes. Armed with their 12 desired outcomes, I then showed them, point by point, exactly how the programme would meet their required outcomes. This took about 25 minutes. More nodding of heads. Then I invited questions from them. I was asked three, mostly logistical, questions but nothing that came anywhere near being an objection.

I ended by asking them when they would like to see the process completed and was told it should be within the next four months. I then promised them a proposal outlining what had been discussed and they in turn promised me an answer within a week of receiving the written proposal. I had my answer by the end of that week. It was a resounding yes and a request for dates.

I had gone in knowing exactly what I was going to do and how I was going to do it. I was in control of the entire presentation, but it was conducted in a friendly, cooperative atmosphere. Within a short time frame I had my desired outcome and the client had theirs.

If you are serious about delivering a successful presentation or talk, it is imperative to get organised early on in the planning stages and stay organised. In the event of an unsuccessful presentation, one will often be able to pinpoint lack of proper organisation as the main culprit.

Remember, successful doesn't mean getting through the presentation, it means achieving your objective!

It's a pity this point eludes many presenters, whose primary objective seems to be to win popular approval from the audience. We've all experienced doubling over with laughter at a clever advert - but then can't remember what product it was advertising. Smart is good, but proper preparation will ensure that the clever bits complement your main messages and that they are used in the proper context in order to ensure maximum impact.

Paul du Toit CSP

Certified Speaking Professional, Author (still getting used to this title, forgive me....) Mindsetshifter and Presentation Skills Coach.

3. The Relationship Selling seminar

This week (Tuesday eve) it was Sandton - and a vibrant, intense collection of sales professionals and entrepreneurs joined me for an enjoyable, informative and invigorating session. I opened my email on Wednesday morning and up popped an email from one of my delegates, Joe Viede from WorldWide Incentive and Travel Solutions:

Thank you Paul for an awesome and inspiring seminar. I had a "10" of a time, despite sitting there with a migraine of note! The fact that I sat through 3 hours with the "challenge" I had should be an indicator of how much I valued listening to you. Looking forward to the next one and to receiving your invaluable newsletters.

I have a simple principle. There are at least 10 major learning points in this seminar. If you take 3 away with you and implement just one - this seminar will pay for itself many times over, as it has done for countless sale people who have implemented these principles. Here is the remainder of the schedule for this year:

Breakfast events: Registration and delicious continental breakfast from 07h30, seminar 08h15 to 11h15.

• Johannesburg 15 August Emperor's Palace, off R21
• Cape Town 26 August Cullinan Hotel (previously 14 August - date changed)
• Pretoria 28 August CSIR, Brummeria

Evening events: Registration tea/coffee from 16h45, seminar 17h15-20h15. Scrumptuous finger buffet served midway.

• Krugersdorp 12 August Avianto, Mulderdrift (not 19 August as previously advertised)
• Durban 9 September The Hilton, 14 Walnut Street
• Port Elizabeth 8 October Protea Hotel Marine, Summerstrand

At only R679 per person including VAT, a meal and a complimentary copy of my new book "Even You Can PRESENT WITH CONFIDENCE," this is a particularly good value for your sales team. More information and online bookings can be found here, or phone us on share call 0860 503 191.

East London and Polokwane stand by, will schedule your seminars for this year in the next newsletter!

4. Upcoming Short-course Programme Schedule

The following public programmes (2 days each unless otherwise specified) are scheduled for the next 3 months in Gauteng:

• Effective Time Management (11-12 August)
• Assertiveness Skills (21 August - one day only!)
• Mind Blowing Presentations (25-26 August & 14-15 October)
• Conflict Resolution (9-10 September)
• Facilitation Skills (10-12 September - 3 days)
• Stress Management (11-12 September)
• Business Writing Skills (17-18 Sept)
• Advanced Customer Relationship Skills (22-23 September)

You can go here for the schedule, prices and venues, or phone us share call on 0860 503 191. Both our programmes and facilitators continue to receive sky-high ratings. Programmes are NQF aligned, and assessment is available. Congruence Training is accredited as a training provider with the Services Seta.

5. News bits, both sad and happy

I'm often reminded that a newsletter should contain news - so here goes:

On a Saturday in February this year, acting legend Blaise Koch kindly and selflessly donated his time to the Professional Speakers Association of Southern Africa in Gauteng, imparting his substantial knowledge on voice skills and projection. He held us riveted. On Monday he passed away. The many people whom he touched will remember a generous and talented man taken from us perhaps before his time - may he rest in peace.

Last week Trudi and I nervously attended the finals of the Redhill Prep Pop Idols competition - for Grades 1-3 only. Our Jenna, aged 6 was the tiniest contestant, but had the advantage of Dad (me) accompanying her on guitar. Explains why I was so nervous. Since both Trudi and I are presentation skills coaches, there was a very real understanding of the pressure these 9 little contestants were under, and it was truly wonderful watching each of them giving their all in front of a packed auditorium. Truth is, it's tough getting up there in front of a whole bunch of people. No matter who won, it was a victory for all the participants.

By the time this lands in your inbox I'll be in New York City for just a week, collecting the CSP, meeting old friends, and continuing to learn how to be a better speaker. May they have found a solution for Zim by the time I return!

Expert Sales and Technology guru/speaker Frank Furness will be in South Africa from 7 to 16 August 2008. Contact my office if you are interested in speaking to Frank about blasting your sales in to orbit, or contact Frank directly on mailto:frank@frankfurness.com. You may wonder why I'm recommending Frank when I do a similar thing? Well, because he's very, very good at what he does. If this is insufficient notice for you, there's always my seminar, coming to a place near you sooooon.

The Professional Speakers Association of Southern Africa (PSASA) hosts the Global Speakers Summit from 16-19 April 2009. This is a good time to start blocking off the dates in your diary if you'd like to view some of the world's best speaking talent Perhaps you aspire to be a professional speaker one day? Go to globalspeakersummit.org.