56k dial-up connection, 7–8, 10, 13, 25–26, 31–32, 116–117, 126
A
abstract, 46–47
acknowledgment, 28, 39, 65, 96–97, 102, 179
action, call for, 57–58, 63–64, 67, 176
active listening, 90, 95–96
Actualizations, 90–91
advertising, 123
agenda slide, 54, 67, 176
agreement frame, 99–100
Ailes, Roger, 69, 70, 72, 74, 103
algorithm, 179, 193
alpha dog, being the, 69–70, 73–75, 80–81, 103–104, 110, 163
analogies, 62, 66, 179
anchored broadband connection, 2, 5, 15, 72–73
annihilation, risk of, 25–27, 29, 34
anxiety, 118, 180
apologizing, 107–108
appropriateness, 180–181
assertiveness, 72
assumptions, avoiding, 143
atmosphere, controlling the, 69–81
attack, 181–182. see also resistance
attention, audience paying
and asking questions, 64, 138, 140–141
breaking through the firewall, 30–43
and developing the purpose, 50
and enrollment in presentation, 54, 162
to PowerPoint presentations, 175
tips on, 78–79
and visual aids, 63, 167–168
when using eye contact, 133
and wireless packet delivery, 6, 9, 12, 17
audience
being in present time with, 12–13, 19
connection to, diagram of, 10
conscious awareness of, 113–133
creating space packets for the, 8, 11–17, 19, 72, 132, 164, 174
as a database, 9
deferring to the, 95, 104
definition of, 182
developing credibility with, 61
and developing the purpose, 48–53, 97
and enrollment in presentation, 53–55
keeping interested with trial close, 57–58
key points for, 55–57, 62–65
knowledge of, 171–172
managing the conversation with, 69–81, 103, 159–165
nuking the, 9, 115
participation, 42, 152–157
paying attention. see attention, audience paying
presenter understanding the, 50
questioning the, 135–157
as receivers of communication, 1–4
relationship, building with, 38–39, 41–42, 58–59, 65–66
remembering data, 3–5, 8, 33, 38, 45, 51
and removing psychological firewall, 30–43
resistance from, managing, 83–112
taking care of logistics for, 36, 59–61
as threat to presenter’s survival, 24–27, 30
understanding data. see understanding data
auditory noise, 72
authority on subject matter, being an, 41
awareness
conscious, 113–133
conversation expanding, 52
keeping during presentations, 72, 164
lack of behind firewall, 27
and managing resistance, 84, 94
of self, 29
state of, 23
B
Bailey, Alice, 11
bandwidth, 182, 185
barrier
and the art of questioning, 150
breaking through the firewall, 21–43
definition of, 182–183
and managing resistance, 95
and use of mass, 2, 95
and visual aids, 172
baud rate, 12, 183
being, 7, 87, 183
belief
and brain as a database, 22–24
breaking through the firewall, 36
and conscious awareness, 119–120, 122–123, 125, 128
definition of, 183–184
and managing resistance, 89
and owning the room, 80
blame, 97, 184, 209
block, 26–27, 30, 109, 133, 172, 185
body
checks, 15–17, 72, 185
conscious awareness of, 114
and owning the room, 71–72, 76–79
relaxing during presentation, 13, 15–16, 164
and resistance, 84
and wireless packet delivery, 3–6, 8–9
body of a presentation, 62–64, 67, 176
bombs, dropping data, 9
bore/boring, 5, 46, 172, 185
brain, evolution of, 22
brainwashing, 129
breathing during presentation, 16, 80, 103
broadband connection
to audience, 5, 8, 12–13, 163
body as tool for, 72
confidence as, 25–26
conscious awareness as, 7, 113–133
definition of, 185
giving space to the moment, 106
grounded/anchored, 2, 5, 15, 72–73
IT presentation compared to, 2
pauses creating, 16–17
preference from audience, 31
business cards, collecting, 38, 109
C
call for action, 57–58, 63–64, 67, 176
Carnegie, Dale, 74
Carroll, Alan, 27, 29
cheerleader, being for audience, 163
clear, 7, 185
closed questions, 136–137, 139, 149
collision, 186
commitment, 4, 8–9, 27, 77, 107, 186–187
communication
and the art of questioning, 135–157
and building rapport, 161. see also relationship
conscious awareness of, 113–133
creating space for, 79–80
definition of, 187
delivering wholeheartedly, 9
and eye contact. see eye contact
firewalls as barriers to, 27, 31–32
IT presentation as, 1–2
and managing resistance, 89–91, 95–96, 98–104, 106–110, 112
and managing the conversation, 159–165
in present time, 12–13, 19
and presentation as a conversation, 45–67
strategies, 35–43
two-way, maintaining, 45, 159
undelivered, 106, 156, 214
use of body in, 3–6
communication packets
and body checks, 16, 72
creating space packets in between, 8, 13–17, 19, 72, 132, 164, 174
data in, 9
definition of, 187
effectiveness in firing, 33
IT presentation as, 1–4
lack of voice in, 6, 8
and Point of Focus, 73, 130–131
and resistance, 83–86
sending keep-alives with, 79
tennis ball representing a, 156
wireless process, 11–12
communion, 187. see also sharing
compassion, 85–86, 108, 157, 187–188
complete, 59, 122, 188
complex, 46
conclusion of a presentation, 64, 67, 176
confidence, 25–30, 41, 71–73, 81
congestion, 12, 188
consciousness
awareness of, 113–133
and body checks, 16
and brain as a database, 23–24
and connection with audience, 8, 27, 42
content, 12–13, 19, 115, 121, 188
developing, 29–31
levels of, 7
and managing resistance, 112
universal, 86
conversation. see also presentation
and the art of questioning, 135–157
creating space in the, 104
definition of, 189
leading the, 69–81, 103, 159–165
and managing resistance, 105, 107, 109
presentation as a, 35–43
purpose to, establishing, 97–98
structure of, 45–67
Copernicus, 93, 121, 128
corporate, deferring to, 102
courage, 25–30, 32–35, 189
Covey, Stephen, 90, 97
creation, 189. see also re-creating communication
credibility, 33, 40, 47, 50, 56, 61
D
data
addiction, 13, 132
additional in handouts, 65
audience remembering, 3–5, 8, 33, 45, 51
and brain as a database, 26
commitment to, 4, 8–9, 77
communication of, 4
conscious awareness of, 115–116, 119
delivering with confidence, 41–42
and developing the purpose, 47–49, 53
dropping into space, 19
dumpers, 2, 9, 11, 27, 33–34, 57, 115, 119
firewalls as barriers to, 31, 33–35
focusing too much on, 70, 132, 144, 164
generation of, 16
ideal percentage in communication packet, 3
IT presentation as, 2
in PowerPoint presentations, 171–172, 176
quantity vs. quality of, 56–57, 115
resistance based on, 84, 86
understanding. see understanding data
use of in presentations, 2–4, 9, 11–13
Data Land
and the art of questioning, 153
avoiding by using pauses, 132
being in when hiding behind firewalls, 27
and conscious awareness, 119, 164
definition of, 189
focus on content as being in, 115–116, 163
as lowest level of consciousness, 7, 13
and no awareness in body, 72
no concern for audience while in, 57
and Point of Focus, 131
databases
of audience members, 9, 138, 140–141, 143, 146
based on past, 120–122
brains as, 22–23, 26, 46, 129, 157
connection to, 10
in Data Land, 115
external, 9, 11
group, 40
internal, 3, 9, 16, 26, 157
of knowledge, 129
and managing resistance, 91, 93, 96
self as contents of, 86
and truth, 84
deception, 189, 190
defense
breaking through the firewall, 32, 39–41
and conscious awareness, 119, 126
definition of, 190
and managing resistance, 85, 96, 98–99, 106, 108
deferring issues, 94–95, 102, 104, 108
delay, 24, 190
demonstrations, 62, 77, 79
dense thoughts, 7
destination router, 1, 79, 115
destruction, 169, 191
dignity, 191
direct questions, 137–139, 154
discipline, 191
dissolution, 30, 192
distinctions in managing resistance, 88–112
distractions, avoiding, 107, 109
drink, taking a, 104
Dual Monitor Display, 173–175, 176
E
education, 156, 192
effectiveness
and the art of questioning, 146
audience as threat reducing, 24–27
consciousness ensuring, 42, 113–116, 127, 130
definition of, 192
in managing the conversation, 159–163
of presentation, 1, 3–6, 8–9, 11–13, 16
presentation as a conversation raising, 45–47, 51
and removing psychological firewall, 30–34
of visual aids, 167–168, 172
ego
and brain as a database, 22
and conditioning of the mind, 129
on display, 25
freedom from, 29, 31, 36
getting in data’s way, 49
as lowest level of consciousness, 7
and resistance, 86–87
Einstein, Albert, 23, 122
embarrassment
and the art of questioning, 138–139, 145, 152
breaking through the firewall, 25, 28
definition of, 192–193
and developing the purpose, 49
and managing the conversation, 160
and owning the room, 71
Emery, Stewart, 91
emotion, expression of, 73–75, 85–86, 98, 107–108, 110, 163
encryption, 193
energy levels
and the art of questioning, 135, 142
breaking through the firewall, 26, 31, 39, 41
conscious awareness of, 119
and developing the purpose, 47, 52
flow easier during relaxation, 15, 164
and managing resistance, 90, 112
and owning the room, 72, 74–75, 78
enlistment, 193
enrollment, 53–55, 66–67, 162, 171, 175–176, 193–194
entanglement, 121, 194
entertainment, 14, 168, 194
enthusiasm, 73–75, 194. see also
emotion, expression of
environment
and the art of questioning, 153
and brain as a database, 22
breaking through the firewall, 31, 41
and conscious awareness, 124–125, 128
definition of, 195
and logistics, 60
and managing the conversation, 160
and visual aids, 168
and wireless packet delivery, 5
Erhard, Werner, 25, 126, 135, 209–210
exaggeration, 195
excitement, 74–75, 163, 195
exercise, use of, 78
expansion
and the art of questioning, 137, 146, 156
breaking through the firewall, 25
and conscious awareness, 113
definition of, 195
and developing the purpose, 52
and managing resistance, 104
and visual aids, 170, 175
expectation
and the art of questioning, 151
breaking through the firewall, 35–36
and conscious awareness, 124
definition of, 183, 195
and developing the purpose, 50
and logistics, 60
and managing resistance, 106, 111
experience, 88–89, 97–98, 115, 121–122, 128–129
expertise, level of, 40–41, 50, 56–57, 109–110, 140
external database, 9, 11
eye contact
breaking through the firewall, 42
and building rapport, 58
and conscious awareness, 116, 118
and facing the audience, 173
and managing resistance, 104–105, 111
and managing the conversation, 163
and owning the room, 73, 75, 79
as point of focus, 131–133
while asking questions, 140
F
failure, 12, 41, 140, 152, 181, 195
faith, 28, 183–184, 187, 196–197, 202
fear, 25–27, 30, 34, 70–71, 78, 163, 197
field of now, 84
fill-in-the-blank questions, 142, 153, 154
firewalls
and the art of questioning, 135, 138, 142, 152, 156
breaking through the, 21–43
and creating a safe space, 160
definition of, 197–198
and encouraging participation, 160–161
and energy level, 39, 41, 75
lowering with physical contact, 110
psychological, 21–22, 25, 27, 28, 30–43, 96
raising by taking offense, 112
sharing to break down, 98
as a shield, 9
flip charts
and breaking through the firewall, 40
and developing the purpose, 51
and managing resistance, 95, 102
and owning the room, 70, 75, 77–78
and structure of presentation, 66–67
varying media tools using, 63
as visual aids, 169–170
in wireless packet delivery, 2
focal point, 73, 76, 130–133, 140, 198
foggy, 7
following up, 43
food, use of, 39
fool, 28–30, 34, 49, 71, 181, 198
forgive, 140, 198
frames, 3, 12, 99–100, 106, 198, 202, 206
freedom, 7, 28–30, 121, 128, 130, 198
future. see time
G
Galileo, 84, 121, 128
generalities, avoiding, 100
gestures, use of, 4–6, 71–72, 76–79
Golas, Thaddeus, 125
grace, 198
grounded broadband connection, 2, 5, 15, 72–73
guests, 36, 59, 160, 194, 198–199
H
handouts, use of, 65
happiness, finding, 105–106, 123–127
heavy, 7
hello packet, 38, 199
high-definition video images, 71
hop, 199
hospitable, 36, 194, 199, 211
host (hostess), 36, 39, 59, 81, 160, 199
Huxley, Aldous, 122
I
identity, 86–88, 120–121, 129
images, creating video, 3–6, 8, 11, 71–72, 76–79, 143
importance to audience, solution, 101
impression, making on audience
breaking through the firewall, 42
and managing resistance, 104
staying in control, 102
urgency, use of, 100
and wireless packet delivery, 3–6, 8, 14
with your voice, 73
informal atmosphere, creating a, 39
inhibition, 26, 31, 34, 199
inspiration, 5, 49, 69, 74, 194, 199–200
integrity, 59–60, 200
intention, 52, 106, 200–201
interface, 201
interframe gap (IFG), 2, 132, 201
internal database, 3, 9, 26, 157
Internet Protocol (IP), 2. see also Voice over IP
interpacket gap (IPG). see interframe gap (IFG)
interpreting events, 96–97
introduction of a presentation, 47–62, 66–67, 97, 139, 164, 174–175
intrusion detection, 202
involvement, 201. see also participation, encouraging
Island, 122
J
judgment, 80, 91, 93, 97, 120, 129
K
keep-alives, 38, 79, 162, 201–202
key points, 55–57, 62–66, 175–176
Kingsley, Ben, 14
knowledge
of audience members, 40, 41, 50, 61, 138–139, 145–146, 156, 172
brain as database of, 22–23, 26, 46
and conditioning of the mind, 129
in Data Land, 115
and managing resistance, 93–94, 103
of self, 120–122
Krishnamurti, 127
L
labels, 22–24, 34, 84, 93, 120, 128
language, 22–23, 42
latency, 202
The Lazy Man’s Guide to Enlightenment, 125
level of expertise, 40–41, 50, 56–57, 109–110, 140
light, 7
Linver, Sandy, 73, 80
listening
active, 90, 95–96
and the art of questioning, 143, 148
of the audience, 50, 118
to the audience, 79–80, 164
breaking through the firewall, 37, 41
and creating a safe space, 160
definition of, 202
and managing resistance, 91–94, 100
negative, 61
without judgment, 80, 91, 93, 129
local area network (LAN), 1
logistics, 36, 59–61, 66, 165, 202
love, 85–86, 107–108, 125–127, 157
loyalty, 41, 61, 196, 202
M
manager, deferring to the, 94–95
Markham, Edwin, 83
mass
and the art of questioning, 143, 150, 152, 157
and managing resistance, 108
re-creating using, 80, 95–96, 103
use of in presentations, 2, 70
The Matrix, 119
Media Access Control (MAC), 155
memory, 3–5, 8, 14, 16, 33, 38, 45, 51
metaphors, 72, 202
mind
being trapped by the, 27, 30, 34–35
and brain as a database, 22, 24
conditioning of the, 127–130
creating time, 114, 117–127
on display, 25
getting in data’s way, 49
and managing resistance, 86, 91, 94, 98
mindfulness, 80, 202–203. see also present time
miracle, 203
“more” virus, 122–124
multiple-choice questions, 142, 153, 155
multi-tasking, avoiding, 80
music, use of, 39, 78
N
names, use of people’s, 38, 79, 108–109, 138–140
need, identifying customer’s, 48–50, 54–55
negativity, eliminating, 106
networks
eye contact as private, 131
firewalls as barriers between, 21, 31
gaining access to audience’s, 37
OSI explaining, 115–116
use of keep-alives, 79
virtual local area, 175
Neuro-Linguistic Programming (NLP), 99, 111
New Age, 126
Next Generation Networks (NGN), 104
nodes, 155, 186, 199, 203, 213
noise, 72
notes, writing on slides, 173
now. see present time
nuking the audience, 9, 115
O
observer, self as, 23
offense, avoiding by audience, 112
open questions, 136–137
Open Systems Interconnection (OSI), 115, 154–155, 203–204
overhead questions, 141–144, 153–155
P
pacing presentation correctly, 70–71
paradox, 204
participation, encouraging, 107–109, 135–157, 160–161. see also sharing
passion, 8, 47, 49, 74, 204–205
past. see time
pauses, value of. see also space packets
and conscious awareness, 114, 132
and managing resistance, 104
and managing the conversation, 163
and owning the room, 70, 72, 75
in PowerPoint presentations, 174
while asking questions, 138–141
personal, avoiding making things, 90–91, 107–108
philosophy, 205
physics, 89
planning presentations, 66
Point of Focus, 73, 75–76, 130–133
point of view, 91–92, 98–100, 103, 106, 108, 164
port connection, 73
possibility, listening for, 93–94, 100
power
definition of, 205–206
and developing the purpose, 47
increasing with Point of Focus, 73
on offense, 26
and removing psychological firewall, 30–31, 41
The Power of Now, 97, 105
PowerPoint presentations
additional tools for, 62–63, 66, 95
avoiding facing slides, 75
breaking through the firewall, 34
challenge of, 171–177
and controlling physical space, 70
and developing the purpose, 51–52
as exterior data, 115
introduction of, 53–54
making interesting, 59
not exciting, 163
structure of, 66–67
use of sound in, 78
and wireless packet delivery, 2, 9, 16
praise, 97, 206, 209
preframing slides, 173–174
presence, state of, 23, 114
present time. see also time
avoiding purposeless movement in the, 71–72
confidence as being in the, 25–26, 29, 31–32
conscious awareness during, 114–128
definition of, 206–207
and enrollment in presentation, 53
and level of consciousness, 7
and managing resistance, 97, 106
practicing skill of staying in the, 80
staying in with audience, 12–13, 19, 57, 163–164
presentation. see also conversation
after the, 42–43, 65
before the day of the, 35–36
body of the, 62–64, 67, 176
conclusion of the, 64, 67, 176
conscious awareness during the, 113–133
during the, 39–42
as a conversation, 45–67, 159
day of the, 36–39
during the, 39–42
introduction of, 47–62, 66–67, 97–98, 139, 164, 174–175
as a team sport, 136, 146
prison, 7
Private Branch Exchange (PBX), 141–142
protocol, 22, 182, 207
provoke, 195, 207
psychological firewall, 21–22, 25–28, 30–43, 96
psychology, 90, 114, 117–130, 140
purpose
and the art of questioning, 147
definition of, 47, 207–208
developing the, 47–53, 55, 59, 63–64, 66–67, 175–176
of knowledge, 121, 127
and managing resistance, 97–98
and managing the conversation, 162–164
modulating voice with, 73–75
moving body with, 72
Q
questions
and answer sessions, 63–64, 67, 81, 176
art of asking, 135–137
breaking through the firewall, 42
closed, 136–137, 139, 149
direct, 137–139, 154
distinguishing between statements and, 110
fill-in-the-blank, 142, 153, 154
multiple-choice, 142, 153, 155
open questions, 136–137
overhead, 141–144, 153–155
promoting participation, 152–157
relay, 143–146
responding to, 102–105
reverse, 146–151
rhetorical, 151–152
time bomb, 139–141, 144, 154–155
QuickTime® movies, 168
R
rapport, 161, 208. see also relationship
reality
and conditioning of the mind, 128, 130
conscious awareness of, 120
creating your own, 22–24
and managing resistance, 84, 91, 97–99
sharing your own, 32
understanding audience’s, 41
re-creating communication
and the art of questioning, 143–145, 148–151, 157
as integrity in the space, 59
listening for purpose of, 164
and managing resistance, 90, 92, 95, 101–103, 105, 110, 112
and owning the room, 79–80
regret, 181, 208
rejection, 27–28, 208
relationship
and the art of questioning, 135, 138, 141–142, 145, 148, 152–153, 156–157
building with audience, 38–39, 41–42, 58–59, 65–66
definition of, 208
and encouraging participation, 160–161
and managing resistance, 91, 96, 102, 104, 106–108, 110, 112
relaxation
of the audience, 39–40, 151
definition of, 209
as highest level of consciousness, 7
labeling causing, 24
with physical contact, 110
during presentation, 13, 15–16, 164
taking a drink, 104
through deep breathing, 16, 80, 103
relay questions, 143–146
remote, using PC, 174
resentment, 198, 209
resistance
definition of, 209
and level of consciousness, 7
managing, 83–112, 138, 145
of present time, 126
responsibility, 96–97, 139, 152, 209–210
results, 66, 95, 150, 172, 185–186, 191–193, 210
Return on Investment (ROI), 116
reverse questions, 146–151
rhetorical questions, 151–152
Rinpoche, Sogyal, 90
Robbins, Tony, 99, 139
room, owning the, 69–81, 103, 163
routers, 1, 79, 115, 153, 156, 210
rules of engagement, 162
S
sacrifice, 210
safe space, 31, 35, 135, 142, 152–153, 157, 160
satisfaction
and the art of questioning, 153
breaking through the firewall, 31–32
and conscious awareness, 122–124
definition of, 194, 210–211
and enrollment in presentation, 55
and managing resistance, 88–89, 94, 106
trial close, use of, 58
and visual aids, 175–176
and wireless packet delivery, 18
Schweitzer, Albert, 45
service, 34, 36, 48–49, 211
The Seven Habits of Highly Effective People, 90, 97
shaking hands, 37, 81, 96, 109–110
shame, 181
sharing. see also participation, encouraging
and the art of questioning, 136
definition of, 211
and managing resistance, 96
removing psychological firewall by, 28, 32–33
stories, 40–41, 58, 66, 81, 98, 161
Shaw, George Bernard, 26
shepherd, being for audience, 78, 162
silence, avoiding fear of, 70–71, 79, 111, 163
smell, remembering, 3–4
Socrates, 146, 149
Socratic Method, 146
sound effects, use of, 78–79
source router, 1, 79, 115
space
of being, 87
and conditioning of the mind, 129–130
conscious awareness of, 115–118, 120–122
consciousness, 12–13, 89, 211
controlling physical, 70, 76–79
creating for communication, 79–80, 156
giving to the moment, 106
increasing circulation of communication in, 159, 161
making for questions, 141, 143
and managing resistance, 85–86, 89–90, 96, 103–104, 106, 109–112
oversaturating with data, 172
and point of focus, 130–131
safety in, 31, 35, 135, 142, 152–153, 157, 160
staying present in the, 163–164
space packets
and body checks, 16, 72
creating, 8, 13–17, 19, 72, 132, 164, 174. see also pauses, value of
definition of, 212
failure to deliver, 12–13
gaining control of body during a, 16, 72
IT presentation containing, 1–3, 5, 10, 11–14
Speak Easy, 73
specifics, use of, 100
speech process, 11
Star Trek, 33
stillness, 7, 23, 212
stories, sharing, 40–41, 58, 66, 81, 98, 161
structure, 46, 174–177
subtle, 212
Sufi, 87
suppress, 212
surrender, 105, 112, 123, 126–127, 212–213
survival
and conditioning of the mind, 128
and creating a safe space, 160
definition of, 213
and expression of emotion, 74
firewalls as means of, 22, 24–25, 31
and managing resistance, 84, 91
and mind creating time, 119, 121, 127
synchronization, 213
T
thoughts, 7
throughput, 12, 24, 30–32, 116, 213
thwarted intentions, 106, 213
time, 52, 114, 117–127, 141, 147. see also present time
time bomb questions, 139–142, 144, 154–155
token, 213
Tolle, Eckhart
breaking through the firewall, 24
and managing resistance, 86, 95, 97, 105
mind creating time, 117, 120, 126–127
stillness, 212
and wireless packet delivery, 12
tone of voice, 73–75, 79, 84, 143
touch, use of, 37, 76–77, 79
tour guide, being for audience, 46, 62, 162
transition statement, 62, 67
trial close, 57–58, 64, 175
truth, recognizing your own, 24, 84, 88, 128
U
undelivered communication, 106, 156, 214
understanding data
and amount in presentation, 56–57
and the art of questioning, 64, 140, 146
conditioning of the mind, 127
and developing the purpose, 51–52
and enrollment in presentation, 55
helping the audience with, 161–162
and managing resistance, 90, 95–96, 104
others’ point of view, 164
PowerPoint abuse, 172
and re-creating communication, see re-creating communication
router analogy, 1, 79, 115
of self, 120–122
and wireless packet delivery, 4–5, 8–9, 11–12, 14, 17–19
unfulfillment, 106, 214
upset, 106–107, 214
urgency, use of, 100
V
value, 53–57, 70, 78, 110–111
vibrancy, 47
video, 2–6, 8, 11, 71–72, 76–79, 143
view, point of, 91–92, 98–100, 103, 106, 108, 164
Virtual Local Area Network (VLAN), 175
Virtual Private Network (VPN), 42, 73, 131, 139
visual aids, 167–177
visual noise, 72
voice
tone of, 73–75, 79, 84, 143
use of in presentations, 2–3, 5–6, 8–9, 11
Voice over IP, 52, 55, 61, 137, 141–142, 153, 175. see also Internet Protocol (IP)
vulnerability, 25–26, 29, 31–33, 41, 74, 98, 214
W
The Way of Transformation, 25
weaknesses in solution, preparing for, 101–102
whiteboards
and logistics, 60
and managing resistance, 95, 102
and owning the room, 70, 75
and structure of presentation, 66–67
varying media tools using, 63
as visual aids, 170–171
in wireless packet delivery, 2
WIIIFM (What Is In It For Me)
and audience paying attention, 78, 162
in conclusion, 64
and enrollment in presentation, 53–54
key points, use of, 56
and managing resistance, 111
and PowerPoint presentations, 66–67, 171
purpose, developing the, 66–67
wireless packet delivery, 1–19
witness, self as, 23–24
word symbols, 18
writing down questions, 102
Y
You Are the Message, 69, 103
Z
Zen, 30, 117