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Presenting to Win: The Art of Telling Your Story, Updated and Expanded Edition
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Presenting to Win: The Art of Telling Your Story, Updated and Expanded Edition
by Jerry Weissman
Successful Presentation Strategies (Collection)
About This eBook
Title Page
Copyright Page
Contents
Winning Strategies for Power Presentations: Jerry Weissman Delivers Lessons from the World’s Best Presenters
Copyright Page
Dedication Page
The Masters
Introduction
Natural and Universal
Section I: Content: The Art of Telling Your Story
1. Mark Twain’s Fingernails
How to Remember What to Say
2. Kill Your Darlings
A Lesson from Professional Writers
3. How Long Should a Presentation Last?
Be Brief and Concise
4. Follow the Money
“So...?”
5. Fellini on Creativity
Consider All the Possibilities—Before You Present
6. How Woody Allen Creates
First Things First, Last Things Last
7. What’s Your Point?
Leave Pointlessness to Woody Allen
8. Spoiler Alert
What’s Your Point?
9. The Cyrano Parable
The Story You Tell Versus the Slides You Show
10. “Does that make sense?”
...And Other Meaningless Words
11. Meaningful Words
Words That Inspire Confidence
12. Writer’s Block
How to Break Through
13. Writer’s Block II
Easier Said Than Done
14. Never Say “Never”
Well, Almost Never
15. From Bogart to Gingrich
Who Did It?
16. Rupert Murdoch’s 90% Apology
Who Did It?
17. Winning and Losing the World Cup
He’s Just Not That into FIFA
18. John Doerr’s “Chalk” Talks
Three Best Practices from a Top Venture Capitalist
19. Vinod Khosla’s Cardinal Rule
“Message Sent Is Not the Same as Message Received”
20. The Outline Trap
Britannica and Brainstorming
21. Having a ’versation
“I” Versus “You”
22. “It’s all about you!”
“...But they’re just not that into you.”
23. When Not to Tell ’em
“Get on with it!”
24. Bookends
Establish Your First and Last Sentences
25. The Sound of Ka-Ching!
Scale the “You”
26. David Letterman’s Top Ten
Pick a Number
27. Illusion of the First Time
Road (Show) Warriors
28. In Praise of Analogies and Examples
Add Value and Dimension
29. Ronald Reagan and Barack Obama
Masters of the Game
30. Aristotle: The First Salesman
The Original Source
Section II: Graphics: How to Design PowerPoint Slides Effectively
31. Vinod Khosla’s Five-Second Rule
A Sanity Check for Every Presentation
32. Don’t Raise the Bridge, Lower the Water
Better Box Thinking
33. Jon Stewart’s Right
Positioned on Purpose?
34. Misdirection
Magicians and Graphics
35. Obama Makes a PowerPoint Point
The State of the Union and Presentations
36. Go in the Right Direction
A Presentation Lesson from Akira Kurosawa
37. PowerPoint and Movie Stunts
Use Graphics to Create Continuity
38. The Anti-PowerPoint Party
Another Precinct Heard From
39. Signage Versus Documents
Drive Your PowerPoint Home
40. The Graphics Spectrum
Lives of Quiet Desperation
41. How Audiences See
Follow the Action
42. Why Use PowerPoint at All?
A Picture Is Worth a Thousand Words
43. “But, I’m not an artist!”
Rx: Infographics
44. The Kindness of Strangers
Stand and Deliver
45. No More Mind-Numbing Number Slides
Five Easy Steps to Bring Your Presentation to Life
Section III: Delivery Skills: Actions Speak Louder than Words
46. Eight Presentations a Day
Cause and Effect
47. Sounds of Silence
Presentation Advice from Composers and Musicians
48. Stage Fright
A Close Cousin of Writer’s Block
49. Swimming Lessons and Presentations
Deconstruct and Reconstruct
50. Valley Girl Talk
Invisible Question Marks
51. “What do I do with my hands?”
A Simple Approach to Gesturing
52. “Look, Ma, no hands!”
Anchorperson or Weatherperson
53. Foreign Films
The Pause That Refreshes
54. Rx: CrackBerry Addiction
Control Yourself!
55. The Eyes Have It
Relax!
56. Why Sinatra Stood
The Voice of “The Voice”
57. Presentation Counts
The Rise and Fall of Rick Perry
Section IV: How to Handle Tough Questions
58. Listening and Laughing with Johnny Carson
Late Night Lessons for Presenters
59. Ready, Fire, Aim!
Old Habits Die Hard
60. How to Deal with a Direct Attack
“That was certainly a downer!”
61. No Such Thing as a Stupid Question
A Lesson in Q&A from Dilbert
62. The Patronizing Paraphrase
Trying to Channel Bill Clinton
63. Tricky Questions
Be Transparent or Be Trapped
64. Robert McNamara Was Wrong
You Must Respond to All Questions
65. Breaking into Jail
The Elephant IS in the Room
Section V: Special Presentations
66. Speak Crisply and Eliminate Mumbling
Be Your Own Henry Higgins
Athletic Articulation
Primer
Be Your Own Henry Higgins
67. How to Develop a Richer Voice
Be Your Own Echo Chamber
Resonance
Be Your Own Echo Chamber
The Pause Bonus
68. How to Deliver a Scripted Speech
When the Words Count
Teleprompter
Vertical Text
69. Speaking to an Audience of a Thousand
The Big Tent
Image Magnification
Actions, Speaking, and Words
70. How to Beat the Demo Demons
Plan B and More
71. Bring Your Panel Discussion to Life
How to Herd Cats
72. Mark Your Accent
Eliza Doolittle Is a Myth
Spanish Lessons
Ears Versus Eyes
73. How to Interview Like a Television Anchorperson
Seven Easy Steps
74. Ten Best Practices for the IPO Road Show
75. Cicero: Peroration
Timeless and Borderless
Endnotes
Introduction
Chapter 1
Chapter 2
Chapter 3
Chapter 5
Chapter 6
Chapter 7
Chapter 8
Chapter 9
Chapter 12
Chapter 13
Chapter 14
Chapter 15
Chapter 16
Chapter 17
Chapter 18
Chapter 19
Chapter 20
Chapter 21
Chapter 22
Chapter 23
Chapter 24
Chapter 25
Chapter 26
Chapter 27
Chapter 28
Chapter 29
Chapter 30
Chapter 31
Chapter 32
Chapter 34
Chapter 35
Chapter 36
Chapter 37
Chapter 38
Chapter 39
Chapter 40
Chapter 41
Chapter 42
Chapter 43
Chapter 44
Chapter 46
Chapter 47
Chapter 48
Chapter 50
Chapter 51
Chapter 52
Chapter 54
Chapter 55
Chapter 56
Chapter 57
Chapter 58
Chapter 59
Chapter 60
Chapter 61
Chapter 63
Chapter 64
Chapter 65
Chapter 66
Chapter 73
Chapter 74
Chapter 75
Acknowledgements
Index
About the Author
FT Press
Presenting to Win: The Art of Telling Your Story, Updated and Expanded Edition
Title Page
Copyright Page
Dedication
Praise for the First Edition of Presenting to Win
Foreword to the Updated and Expanded Edition
Preface
What’s Past Is Prologue
Introduction
The Wizard of Aaahs
The Mission-Critical Presentation
The Art of Telling Your Story
A New Approach to Presentations
The Psychological Sell
One. You and Your Audience
The Problem with Presentations
The Power Presentation
Persuasion: Getting from Point A to Point B
Audience Advocacy
Getting Aha!s
Two. The Power of the WIIFY
What’s In It For You?
WIIFY Triggers
The Danger of the Incorrect “You”
Three. 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
Four. Finding Your Flow
The 16 Flow Structures
Which Flow Structure Should You Choose?
Guidelines for Selecting a Flow Structure
The Value of Flow Structures
The Four Critical Questions
Five. 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
Six. Communicating Visually
The Proper Role of Graphics
Presenter Focus
Less Is More
Perception Psychology
Graphic Design Elements
Seven. 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
Eight. Making the Numbers Sing
The Power of Numeric Graphics
Bar Charts
Pie Charts
Typography in Numeric Graphics
The Hockey Stick
Subtle? Yes, But . . .
Nine. 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
Ten. Bringing Your Story to Life
Verbalization: The Special Technique
Spaced Learning
Internal Linkages
Internal Linkages in Action
Verbiage
Summary
Eleven. Customizing Your Presentation
The Power of Customization
The Illusion of the First Time
External Linkages
Gathering Material for Customization
External Linkages in Action
Twelve. Animating Your Graphics
How Versus Why and Wherefore
Perception Psychology
Cinematic Techniques
Microsoft PowerPoint 2003 and 2007
Animation Options
Animation and the Presenter
Thirteen. The Virtual Presentation
Anytime, Anyplace, Anyone
How the Virtual Presentation Works
Preparing for Your Virtual Presentation
Connecting with Your Invisible Audience
Creating a Winning Virtual Presentation
The Future of the Virtual Presentation
Fourteen. Pitching in the Majors
End with the Beginning in Mind
It All Starts with Your Story
Practice, Practice, Practice
Every Audience, Every Time
Appendix A. Tools of the Trade
The Presentation Environment
Appendix B. Presentation Checklists
The Four Critical Questions
WIIFY Triggers
Seven Classic Opening Gambits
Sixteen Flow Structures
Twelve Internal Linkages
Seven External Linkages
Five Graphic Continuity Techniques
Acknowledgments
About the Author
Financial Times Press
Index
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Presenting to Win
The Art of Telling Your Story, Updated and Expanded Edition
Jerry Weissman
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