Table Of Content

Title Page Page: 5 Copyright Page Page: 5 Praise for the First Edition of Presenting to Win Page: 2 Contents Page: 6 Foreword to the Updated and Expanded Edition Page: 7 Preface Page: 9 What’s Past Is Prologue Page: 9 Introduction Page: 10 The Wizard of Aaahs Page: 10 The Mission-Critical Presentation Page: 11 The Art of Telling Your Story Page: 12 A New Approach to Presentations Page: 13 The Psychological Sell Page: 14 One. You and Your Audience Page: 15 The Problem with Presentations Page: 16 The Power Presentation Page: 16 Persuasion: Getting from Point A to Point B Page: 17 Audience Advocacy Page: 17 Getting Aha!s Page: 18 Two. The Power of the WIIFY Page: 19 What’s In It For You? Page: 20 WIIFY Triggers Page: 20 The Danger of the Incorrect “You” Page: 21 Three. Getting Creative: The Expansive Art of Brainstorming Page: 24 The Data Dump Page: 25 Managing the Brainstorm: The Framework Form Page: 27 Brainstorming: Doing the Data Dump Productively Page: 28 Focus Before Flow Page: 31 Four. Finding Your Flow Page: 32 The 16 Flow Structures Page: 33 Which Flow Structure Should You Choose? Page: 39 Guidelines for Selecting a Flow Structure Page: 40 The Value of Flow Structures Page: 40 The Four Critical Questions Page: 41 Five. Capturing Your Audience Immediately Page: 42 Seven Classic Opening Gambits Page: 43 Compound Opening Gambits Page: 47 Linking to Point B Page: 47 Tell ’em What You’re Gonna Tell ’em Page: 48 90 Seconds to Launch Page: 49 Winning Over the Toughest Crowd Page: 50 Six. Communicating Visually Page: 51 The Proper Role of Graphics Page: 52 Presenter Focus Page: 52 Less Is More Page: 53 Perception Psychology Page: 53 Graphic Design Elements Page: 55 Seven. Making the Text Talk Page: 56 Bullets Versus Sentences Page: 56 Wordwrap Page: 56 Crafting the Effective Bullet Slide Page: 56 Minimize Eye Sweeps with Parallelism Page: 57 Using the Build Page: 57 Bullet Levels Page: 57 Verbal Style Page: 58 Visual Style Page: 58 Text Guidelines Page: 59 Eight. Making the Numbers Sing Page: 60 The Power of Numeric Graphics Page: 60 Bar Charts Page: 60 Pie Charts Page: 61 Typography in Numeric Graphics Page: 61 The Hockey Stick Page: 61 Subtle? Yes, But . . . Page: 62 Nine. Using Graphics to Help Your Story Flow Page: 63 The 35,000-Foot Overview Page: 64 Graphic Continuity Techniques Page: 65 Presenter Focus Revisited Page: 65 Graphics and the 35,000-Foot View Page: 65 Ten. Bringing Your Story to Life Page: 67 Verbalization: The Special Technique Page: 68 Spaced Learning Page: 69 Internal Linkages Page: 69 Internal Linkages in Action Page: 72 Verbiage Page: 72 Summary Page: 74 Eleven. Customizing Your Presentation Page: 75 The Power of Customization Page: 76 The Illusion of the First Time Page: 76 External Linkages Page: 77 Gathering Material for Customization Page: 79 External Linkages in Action Page: 80 Twelve. Animating Your Graphics Page: 81 How Versus Why and Wherefore Page: 81 Perception Psychology Page: 82 Cinematic Techniques Page: 82 Microsoft PowerPoint 2003 and 2007 Page: 83 Animation Options Page: 83 Animation and the Presenter Page: 86 Thirteen. The Virtual Presentation Page: 87 Anytime, Anyplace, Anyone Page: 87 How the Virtual Presentation Works Page: 87 Preparing for Your Virtual Presentation Page: 88 Connecting with Your Invisible Audience Page: 89 Creating a Winning Virtual Presentation Page: 90 The Future of the Virtual Presentation Page: 91 Fourteen. Pitching in the Majors Page: 93 End with the Beginning in Mind Page: 94 It All Starts with Your Story Page: 94 Practice, Practice, Practice Page: 94 Every Audience, Every Time Page: 95 Appendix A. Tools of the Trade Page: 96 The Presentation Environment Page: 96 Appendix B. Presentation Checklists Page: 97 The Four Critical Questions Page: 97 WIIFY Triggers Page: 97 Seven Classic Opening Gambits Page: 97 Sixteen Flow Structures Page: 97 Twelve Internal Linkages Page: 97 Seven External Linkages Page: 97 Five Graphic Continuity Techniques Page: 97 Acknowledgments Page: 98 About the Author Page: 99 Financial Times Press Page: 100 Index Page: 101

Description:

Thirty million presentations will be given today. Millions will fail. Millions more will be received with yawns. A rare few will establish the most profound connection, in which presenter and audience understand each other perfectly…discover common ground… and, together, decide to act. In this fully updated edition, Jerry Weissman, the world’s #1 presentation consultant, shows how to connect with even the toughest, most high-level audiences...and move them to action! He teaches presenters of all kinds how to dump those PowerPoint templates once and for all and tell compelling stories that focus on what’s in it for the audience. Weissman’s techniques have proven themselves with billions of dollars on the line. Thousands of his elite clients have already mastered them. Now it’s your turn! • What you must do to tell your story Focus before Flow: identifying your real goals and message • The power of the WIIFY: What’s In It For You Staying focused on what your audience really wants • Capture your audience in 90 seconds… and never let go! Opening Gambits and compelling linkages • Master the art of online Web conferencing Connecting with your invisible audience • From brainstorming through delivery Crafting the Power Presentation, one step at a time Named by FORTUNE Magazine as a "Must-Read" "Jerry Weissman makes the challenge of producing and delivering effective presentations delightfully simple. Read it and benefit!" Tim Koogle,Founding CEO, Yahoo! “A great read for all of us who have ever struggled with any aspect of our public speaking skills. Presenting to Win contains the same timeless techniques that helped me [18] years ago.” Jeff Raikes, former President, Microsoft Business Division, Microsoft Corporation, and CEO, Bill and Melinda Gates Foundation “Jerry is The Man when it comes to making great pitches. If your pitch doesn’t get a whole lot better after reading this book, something is wrong with you.” Guy Kawasaki, Managing Director and Chairman, Garage Technology Ventures, and bestselling author of The Art of the Start “Presenting to Win is the shortest path to applause for any presenter. It will be your bible for the PowerPoint Age. It’s loaded with easy actions and real examples that really work. I’ve used them. I know.” Scott Cook, Founder, Intuit