Absolute Beginner's Guide to Winning Presentations

Overview

Jerry Weissman, world-renowned guru of the corporate presentation and best-selling author, offers everyone, even absolute beginners, the benefit of his experience and expertise in crafting and delivering unforgettable speeches. Using the author's practical advice and step-by-step methods from his best-selling book, Presenting to Win, anyone can master the difficult task of communicating a call-to-action to others, be it a new customer, an employer, or an audience of hundreds.

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Overview

Jerry Weissman, world-renowned guru of the corporate presentation and best-selling author, offers everyone, even absolute beginners, the benefit of his experience and expertise in crafting and delivering unforgettable speeches. Using the author's practical advice and step-by-step methods from his best-selling book, Presenting to Win, anyone can master the difficult task of communicating a call-to-action to others, be it a new customer, an employer, or an audience of hundreds.

The key to Weissman's philosophy is discovering what in the presentation represents the "Aha!" moment for the audience. Instead of focusing on flashy PowerPoint gimmicks or crafting facts to prove a point, this book walks the reader through the entire preparation process from brainstorming ideas and creating a story to preparing the slides and delivering the speech.

Using case studies from his work with companies like Yahoo!, Intel, Intuit, Cisco Systems, and Microsoft, Weissman demonstrates the techniques that have won him the respect and confidence of high-powered CEOs from around the world. After using this book to craft a high-quality message, even the most timid beginner will perform like a top-dollar, persuasive presenter with the audience feedback to prove it.

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Product Details

  • ISBN-13: 9780789731210
  • Publisher: Que
  • Publication date: 4/6/2004
  • Series: Absolute Beginner's Guide Series
  • Pages: 225
  • Product dimensions: 7.38 (w) x 9.12 (h) x 0.55 (d)

Meet the Author

Jerry Weissman is the world's number-one corporate presentations coach. His private client list reads like a who's who of the world's best companies, including the top brass at Yahoo!, Compaq, Intel, Intuit, Cisco Systems, Microsoft, and many others.

Bill Kaszubski lives in Los Angeles, where he writes about science, art, and technology.

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Table of Contents

Introduction 1
I Your Point Is More Important Than PowerPoint 7
1 Why Present? 9
Presenting Is Storytelling 10
A New Approach to Presentations 10
The Psychological Sell 13
2 So What Is the Point? 17
The Problem with Presentations 17
The Power Presentation 19
Persuasion: Getting from Point A to Point B 20
Starting with the Objective in Sight 21
Audience Advocacy 22
Shift the Focus from Features to Benefits 23
Understand the Needs of Your Audience 23
Getting Aha!s 25
3 You and Your Audience 27
What's in It for You? 27
WIIFY Triggers 28
The Danger of the Wrong "You" 31
II Creating Your Story 35
4 Finding Your Story: Creative Brainstorming 37
The Data Dump 38
Left Brain Versus Right Brain 39
The Speaker Is Out of His Right Mind 40
Leaving the Left Brain Behind 41
Managing the Brainstorm: the Framework Form 43
Point B 43
Audience 43
Setting 45
A Form for the Framework 46
Managing the Brainstorm: During the Session 47
The Spirit of the Brainstorm 49
Roman Columns: The Technique of Clustering 50
Some Clustering Happened While Walking Around the Forum 51
Constructing Your Own Columns 51
Splat and Polish 52
Focus Before Flow 54
5 Plotting Your Story: Flow Structures 55
Mapping Your Idea Forest 56
The Sixteen Flow Structures 57
Modular 58
Chronological 59
Physical 59
Spatial 60
Problem/Solution 62
Issues/Actions 63
Opportunity/Leverage 64
Form/Function 65
Features/Benefits 66
Case Study 67
Argument/Fallacy 68
Compare/Contrast 68
Matrix 69
Parallel Tracks 69
Rhetorical Questions 70
Numerical 71
Selecting the Right Flow Structure 72
Guidelines for Selecting a Flow Structure 74
The Presenter's Individual Style 74
The Audience's Primary Interest 75
Innate Story Factors 75
The Established Agenda 75
Esthetic Sense 75
The Four Critical Questions 77
6 Starting Your Story: Capturing Your Audience Immediately 79
Why Are We Here Again? 80
Seven Classic Opening Gambits 80
The Question 80
The Factoid 82
The Retrospective/Prospective View 82
The Anecdote 83
The Quotation 87
The Aphorism 87
The Analogy 88
Compound Opening Gambits 90
Linking to Point B 90
USP 90
Proof of Concept 91
Set 'Em Up, and Knock 'Em Down 91
Tell Them What You're Going to Tell Them 93
Link Forward from Point B 94
Forecast the Time 94
90 Seconds to Launch 97
III Showing Your Story 99
7 Communicating Visually 101
Visually, It's a Dump 102
The Proper Role of Graphics 102
Presenter Focus 104
Less Is More 106
Perception Psychology 106
Graphic Design Elements 110
8 Making the Text Talk 113
Bullets Versus Sentences 114
Wordwrap 115
Crafting the Effective Bullet Slide 116
Minimize Eye Sweeps with Parallelism 118
Using the Build 119
Bullet Levels 120
Verbal Style 122
Use Possessives/Plurals Correctly and Sparingly, If at All 122
Keep Your Font Choices Simple 123
Proportional Spacing 124
Visual Style 125
Text Guidelines 128
9 Making the Numbers Sing 131
The Power of Numeric Graphics 132
Bar Charts 132
Pie Charts 135
Typography in Numeric Graphics 137
The Hockey Stick 138
Subtle? Yes, But... 140
10 Using Graphics to Help Your Story Flow 141
The 35,000-Foot Overview 142
Graphic Continuity Techniques 144
Bumper Slides 145
Indexing/Color Coding 149
Icons 151
Anchor Objects 155
Anticipation Space 158
Presenter Focus Revisited 162
Graphics and the 35,000-Foot View 163
IV Telling Your Story 165
11 In Front of the Room: Bringing Your Story to Life 167
Verbalization: Shout It Out! 168
Spaced Learning 170
Internal Linkages 173
Twelve Internal Linkages 173
Reference the Flow Structure 174
Logical Transition 175
Cross-Reference 176
Rhetorical Question 176
Recurring Theme 177
Symmetry 177
Mantra 177
Internal Summary 178
Enumeration 179
Do the Math 179
Point B Reinforcement 180
Say Your Company Name 180
Internal Linkages in Action 180
Phraseology 181
Practice Really Does Make Perfect (or At Least Gets You a Whole Lot Closer) 185
12 Customizing Your Presentation 187
A Face in the Crowd 187
The Illusion of the First Time 189
External Linkages 190
Direct Reference 191
Mutual Reference 191
Ask Questions 192
Contemporize 193
Localize 193
Data 194
Customized Opening Graphic 194
Gathering Material for Customization 195
Prior to Presentation Day 196
On the Day of the Presentation 196
External Linkages in Action 198
13 The Big Time: Putting It All Together 201
It All Starts with Your Story 202
Practice, Practice, Practice 203
Every Audience, Every Time 204
V Appendix 207
Appendix Tools of the Trade 209
Using the Storyboard Flow Form 209
The Presentation Environment 211
Presentation Checklists 213
The Four Critical Questions 213
WIIFY Triggers 214
Seven Classic Opening Gambits 215
Sixteen Flow Structures 216
Twelve Internal Linkages 217
Seven External Linkages 218
Five Graphic Continuity Techniques 219
Index 221
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