Presenting to Win The Art of Telling Your Story

ISBN-10: 0130464139

ISBN-13: 9780130464132

Edition: 2003

Authors: Jerry Weissman

List price: $29.99
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In Presenting to Win, the world's #1 presentation consultant shows how to connect with even the toughest, most high-level audiences -- and move them to action. Jerry Weissman shows presenters of all kinds how to dump those PowerPoint templates once and for all -- and learn to tell compelling stories that focus on what's in it for their listeners. Drawing on dozens of practical examples and real case studies, Weissman shows presenters how to identify their real goals and messages before they even open PowerPoint; how to stay focused on what their listeners really care about; and how to capture their audiences in the first crucial 90 seconds. From bullets and graphics to the effective, sparing use of special effects, Weissman covers all the practical mechanics of effective presentation -- and walks readers through every step of building a Power Presentation, from brainstorming through delivery. Unlike the techniques in other presentation books, this book's easy, step-by-step approach has been proven with billions of dollars on the line, in hundreds of IPO road shows before the world's most jaded investors.
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Book details

List price: $29.99
Copyright year: 2003
Publisher: FT Press
Publication date: 3/3/2003
Binding: Hardcover
Pages: 304
Size: 6.25" wide x 9.00" long x 1.00" tall
Weight: 1.738
Language: English

Preface: What's Past Is Prologue
Introduction: The Wizard of Aaaahs
The Mission-Critical Presentation
The Art of Telling Your Story
A New Approach to Presentations
The Psychological Sell
Company Examples: Cisco Systems
You and Your Audience
The Problem with Presentations
The Power Presentation
Persuasion: Getting from Point A to Point B
Audience Advocacy
Getting Aha!s
Company Examples: Network Appliance
Luminous Networks
The Power of the WIIFY
What's In It For You?
WIIFY Triggers
The Danger of the Wrong "You"
Company Examples: Brooktree
Luminous Networks
Getting Creative: The Expansive Art of Brainstorming
The Data Dump
Managing the Brainstorm: The Framework Form
Brainstorming: Doing the Data Dump Productively
Focus before Flow
Company Example: Adobe Systems
Finding Your Flow
The 16 Flow Structures
Which Flow Structure to Choose?
Guidelines for Selecting a Flow Structure
The Value of Flow Structures
The Four Critical Questions
Company Examples: Intel
Cisco Systems
BioSurface Technology
Compaq Computer
ONI Systems
Capturing Your Audience Immediately
Seven Classic Opening Gambits
Compound Opening Gambits
Linking to Point B
Tell 'em What You're Gonna Tell 'em 90 Seconds to Launch
Winning Over the Toughest Crowd
Company Examples: Intuit Software
Mercer Management Consulting
Cisco Sytems
Yahoo! Macromedia
Argus Insurance
Network Appliance
ONI Systems
Laurel Elementary School
Communicating Visually
The Proper Role of Graphics
Presenter Focus
Less Is More
Perception Psychology
Graphic Design Elements
Company Example: Microsoft
Making the Text Talk
Bullets Versus Sentences
Crafting the Effective Bullet Slide
Minimize Eye Sweeps with Parallelism
Using the Build
Bullet Levels
Verbal Style
Visual Style
Text Guidelines
Making the Numbers Sing
The Power of Numeric Graphics
Bar Charts
Pie Charts
Typography in Numeric Graphics
The Hockey Stick
Using Graphics to Help Your Story Flow
The 35,000-Foot Overview
Graphic Continuity Techniques
Presenter Focus Revisited
Graphics and the 35,000-Foot View
Company Examples: Intel
Modex Therapeutics
Bringing Your Story to Life
Verbalization: The Magic Ingredient
Spaced Learning
Internal Linkages
Internal Linkages in Action
Company Example: Central Point Software
Customizing Your Presentation
The Power of Customization
The Illusion of the First Time
External Linkages
Gathering Material for Customization
External Linkages in Action
Company Examples: Integral Capital Partners
Cisco Systems
Pitching in the Majors
End with the Beginning in Mind
It All Starts with Your Story
Practice, Practice, Practice
Every Audience, Every Time
Company Example: Microsoft
Tools of the Trade
Presentation Checklist
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