Custom Edition to Presenting to Win: The Art of Telling Your Story

Description

In Presenting to Win: Persuading Your Audience Every Time, 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(r) 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 you how to identify your real goals and messages before you even open PowerPoint; how to stay focused on what your listeners really care about; and how to capture your 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 you 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.

This Special Expanded Edition contains two premium chapters:
* "Animating Your Graphics," a design style guide for Microsoft PowerPoint animation
* "The Virtual Presentation," how to make winning presentations on the Web

Sample Content

Table of Contents

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.


Microsoft.


1. 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.

What's In It For You? WIIFY Triggers. The Danger of the Wrong “You.” Company Examples: Brooktree. Netflix. Luminous Networks.

The Data Dump. Managing the Brainstorm: The Framework Form. Brainstorming: Doing the Data Dump Productively. Focus before Flow. Company Example: Adobe Systems.

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. Tanox. Cyrix. Compaq Computer. ONI Systems. Epimmune.

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. DigitalThink. Mercer Management Consulting. Cisco Sytems. Yahoo! Macromedia. Argus Insurance. TheraTech. Microsoft. Network Appliance. Cyrix. ONI Systems. Laurel Elementary School.

The Proper Role of Graphics. Presenter Focus. Less Is More. Perception Psychology. Graphic Design Elements. Company Example: Microsoft.

Bullets Versus Sentences. Wordwrap. Crafting the Effective Bullet Slide. Minimize Eye Sweeps with Parallelism. Using the Build. Bullet Levels. Verbal Style. Visual Style. Text Guidelines.

The Power of Numeric Graphics. Bar Charts. Pie Charts. Typography in Numeric Graphics. The Hockey Stick.

The 35,000-Foot Overview. Graphic Continuity Techniques. Presenter Focus Revisited. Graphics and the 35,000-Foot View. Company Examples: Intel. Modex Therapeutics.

Verbalization: The Magic Ingredient. Spaced Learning. Internal Linkages. Internal Linkages in Action. Phraseology. Company Example: Central Point Software.

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.

End with the Beginning in Mind. It All Starts with Your Story. Practice, Practice, Practice. Every Audience, Every Time. Company Example: Microsoft.