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The Power of the WIIFY
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The Power of the WIIFY
by Jerry Weissman
Presenting to Win: The Art of Telling Your Story
Copyright
Praise for Presenting to Win
Financial Times Prentice Hall
Financial Times Prentice Hall Books
Preface: What's Past Is Prologue
Introduction: The Wizard of Aaaahs
You and Your Audience
The Problem with Presentations
The Power Presentation
Persuasion: Getting from Point A to Point B
Audience Advocacy
Getting Aha!s
The Power of the WIIFY
What's In It For You?
WIIFY Triggers
The Danger of the Wrong “You”
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
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
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
Communicating Visually
The Proper Role of Graphics
Presenter Focus
Less Is More
Perception Psychology
Graphic Design Elements
Making the Text Talk
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
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
Bringing Your Story to Life
Verbalization: The Magic Ingredient
Spaced Learning
Internal Linkages
Internal Linkages in Action
Phraseology
Customizing Your Presentation
The Power of Customization
The Illusion of the First Time
External Linkages
Gathering Material for Customization
External Linkages in Action
Pitching in the Majors
End with the Beginning in Mind
It All Starts with Your Story
Practice, Practice, Practice
Every Audience, Every Time
Tools of the Trade
The Presentation Environment
Presentation Checklists
The Four Critical Questions
WIIFY Triggers
Seven Classic Opening Gambits
16 Flow Structures
12 Internal Linkages
Seven External Linkages
Five Graphic Continuity Techniques
Acknowledgments
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Prev
Previous Chapter
Getting Aha!s
Next
Next Chapter
What's In It For You?
Chapter 2. The Power of the WIIFY
Company Examples:
Brooktree
Netflix
Luminous Networks
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