Presenting to Win by Weissman, Jerry -- Read -- Imperial Library of Trantor

Index

Title Page Copyright Page Praise for the First Edition of Presenting to Win Contents 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