Power Points!: How to Design and Deliver Presentations That Sizzle and Sell

234 Pages·2007·3.36 MB·English

by  Harry Mills

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How to Design and
Deliver Presentations
That Sizzle and Sell
HARRY MILLS
AmericanManagement Association
NewYork•Atlanta•Brussels•Chicago•MexicoCity•SanFrancisco
Shanghai•Tokyo•Toronto•Washington,D.C.
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Powerpoints!:howtodesignanddeliverpresentationsthatsizzleandsell/HarryMills.
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Includesbibliographicalreferencesandindex.
ISBN-13:978-0-8144-7469-3
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1. Businesspresentations. 2. MicrosoftPowerPoint(Computerfile) I. Title.
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C O N T E N T S
Companion CD-ROM xi
Acknowledgments xiii
Introduction xv
PART ONE
Stand and Deliver: The Seven Steps to
Presentation Success 1
CHAPTER 1
Step One: Define Your Purpose 7
Establishing Focus 7
Presenting to Inform 9
Presenting to Entertain 10
Presenting to Persuade 12
CHAPTER 2
Step Two: Profile Your Audience 15
Analyzing Your Audience 15
Influencing a Hostile Audience 17
Influencing a Neutral Audience 18
Influencing an Uninterested Audience 19
Influencing an Uninformed Audience 20
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Influencing a Supportive Audience 22
Influencing a Mixed Audience 23
CHAPTER 3
Step Three: Map and Structure Your Story 27
The Three-Part Classic Presentation Formula 27
Applying the Three-Part Formula to PowerPoint 30
Focusing Your Pitch 32
Use Compelling Headlines to Create Flow and
Direction 33
Sell the Sizzle 35
Starting Strongly 36
Making Your Point 38
Finishing in Style 39
Bridging with Transitions 40
Tried and Proven Organizational Patterns 42
Use a Persuasive Structure to Add Coherence 44
CHAPTER 4
Step Four: Add Drama and Impact 47
Making Head and Heart Appeals 47
Tapping into the Power of Stories 49
Quoting for Impact 50
Persuading with Metaphors and Analogies 53
Using Statistics 54
The Power of Three 56
Persuading with Visuals 57
The Potency of Visuals 59
CHAPTER 5
Step Five: Rehearse Until Perfect 61
Speaking with Notes 61
Reading a Speech from a Script 63
Using Speaker Notes as Handouts in PowerPoint 65
Practicing for Perfection 66
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CHAPTER 6
Step Six: Deliver with Style 69
Overcoming Stage Fright 69
Use High-Impact Body Talk 72
Power Words 74
Using Assertive Language 76
Develop Vocal Impact 77
Staying Center Stage 78
Handling Tough and Tricky Questions 80
CHAPTER 7
Step Seven: Review and Revise 83
Evaluate Your Performance 83
PART TWO
PowerPoint Magic: How to Design and
Deliver Persuasive Power Points 87
CHAPTER 8
Persuasion Strategies: How to Optimize the
Persuasive Impact of PowerPoint 91
Strategy 1. Align PowerPoint with the Way the Brain
Works 91
Strategy 2. Segment Your Story into Visually
Digestible Bites 93
Strategy 3. Signpost Location and Direction with
Graphic Organizers 95
Strategy 4. Wherever Possible, Persuade with Visuals 97
Strategy 5. Purge All but Essential Text and
Audiovisual Effects 98
Strategy 6. Dice and Sequence Complex Visuals 100
CHAPTER 9
Say it with Color: Tapping into the Power of the
Rainbow 103
CONTENTS vii
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Influencing with Color 103
Picking the Right Color 106
Managing Color in PowerPoint 108
CHAPTER 10
Bullets, Bullets, and More Bullets: How to Write,
Use, and Lay Out Compelling Text 111
Terrific Text 111
Type, Size, and Style 113
Bullet Layout and Design 114
Writing Compelling Bullets 115
Using Text Builds 117
Text or Images 118
CHAPTER 11
Compelling Charts: How to Put the Wow into Pie,
Bar, and Line Graphs 121
Persuading with Charts 121
Use Pie Charts for Percentages 124
Use Bar Charts to Compare Magnitudes 126
Use Column Charts to Compare Data Changes Over
Time 128
Use Line Charts to Plot Trends 130
Use Area Charts to Compare Changes in Quantities
Over Time 132
Use Scatter or Dot Charts to Show Relationship
Patterns 134
Use Tables to Summarize Data 136
CHAPTER 12
Diagrams, Photos, and Cartoons: How to Inform
with Impact 139
Using Diagrams 139
Use Organization Charts to Display Rankings 141
Use Matrixes to Explain Concepts 143
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Add Art and Illustrations to Create Impact 145
Use Strategy Diagrams to Plot Tactics 147
Use Visual Metaphors to Sell Ideas 149
Add Impact with Photos 151
Presenting with Cartoons 153
Use Humor to Persuade 153
CHAPTER 13
Present and Sell: The Ultimate PowerPoint Sales
Presentation 157
Establish a Persuasive Structure 157
Step 1: Identify the Problem 160
Step 2: Quantify the Impact of the Prospect’s Problem 162
Step 3: Specify the Prospect’s Need 164
Step 4: Recommend Your Solution 166
Step 5: Quantify the Benefits 168
Step 6: Differentiate Yourself 170
Step 7: Establish Your Credentials 172
Use a One-Page Visual Brief to Clinch Your Sale 174
The Mills One-Page Visual Brief 175
APPENDIXES
Appendix A: The Mills Presentations Formula 181
Appendix B: PowerPoint Presentation Planner Template 183
Appendix C:Blank PowerPoint Presentation Planning
Template 187
Appendix D:Organizing Your Presentation 191
Appendix E: Speaker Evaluation Template 193
Appendix F: How PowerPoint 2007 Helps You Create
Sensational Presentations 197
Appendix G:The Companion CD-ROM 201
Index 203
About the Author 213
CONTENTS ix
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