In Presenting to Win: Persuading Your Audience Every Time, the world's #1 presentation consultant shows how to connect with even the toughest, most high-level audiences--and move them to action. Jerry Weissman shows presenters of all kinds how to dump those PowerPoint templates once and for all--and learn to tell compelling stories that focus on what's in it for their listeners. Drawing on dozens of practical examples and real case studies, Weissman shows presenters how to identify their real goals and messages before they even open PowerPoint; how to stay focused on what their listeners really care about; and how to capture their audiences in the first crucial 90 seconds. From bullets and graphics to the effective, sparing use of special effects, Weissman covers all the practical mechanics of effective presentation--and walks readers through every step of building a Power Presentation, from brainstorming through delivery. Unlike the techniques in other presentation books, this book's easy, step-by-step approach has been proven with billions of dollars on the line, in hundreds of IPO road shows before the world's most jaded investors.
Jerry Weissman, the world's #1 corporate presentations consultant, is known worldwide for his confidential executive coaching sessions. Weissman's private client list reads like a Who's Who of the world's great companies, including the top brass at Yahoo!, eBay, Intel, Intuit, Cisco Systems, Microsoft, and many others. Weissman's techniques have helped nearly 400 client firms hone persuasive IPO road show presentations that have raised hundreds of billions of dollars in the stock market; and have helped hundreds of other public and pre-public firms develop and deliver crucial business presentations.
Preface: What's Past Is Prologue. Introduction: The Wizard of Aaaahs. The Mission-Critical Presentation. The Art of Telling Your Story. A New Approach to Presentations. The Psychological Sell. Company Examples: Cisco Systems. Microsoft. 1. You and Your Audience.
The Problem with Presentations. The Power Presentation. Persuasion: Getting from Point A to Point B. Audience Advocacy. Getting Aha!s. Company Examples: Network Appliance. Luminous Networks.2. The Power of the WIIFY.
What's In It For You? WIIFY Triggers. The Danger of the Wrong "You". Company Examples: Brooktree. Netflix. Luminous Networks.3. 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. Company Example: Adobe Systems.4. 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. Company Examples: Intel. Cisco Systems. BioSurface Technology. Tanox. Cyrix. Compaq Computer. ONI Systems. Epimmune.5. 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. Company Examples: Intuit Software. DigitalThink. Mercer Management Consulting. Cisco Sytems. Yahoo! Macromedia. Argus Insurance. TheraTech. Microsoft. Network Appliance. Cyrix. ONI Systems. Laurel Elementary School.6. Communicating Visually.
The Proper Role of Graphics. Presenter Focus. Less Is More. Perception Psychology. Graphic Design Elements. Company Example: Microsoft.7. 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.8. Making the Numbers Sing.
The Power of Numeric Graphics. Bar Charts. Pie Charts. Typography in Numeric Graphics. The Hockey Stick.9. 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. Company Examples: Intel. Modex Therapeutics.10. Bringing Your Story to Life.
Verbalization: The Magic Ingredient. Spaced Learning. Internal Linkages. Internal Linkages in Action. Phraseology. Company Example: Central Point Software.11. Customizing Your Presentation.
The Power of Customization. The Illusion of the First Time. External Linkages. Gathering Material for Customization. External Linkages in Action. Company Examples: Integral Capital Partners. Cisco Systems.12. Pitching in the Majors.
End with the Beginning in Mind. It All Starts with Your Story. Practice, Practice, Practice. Every Audience, Every Time. Company Example: Microsoft.Appendix A. Tools of the Trade. Appendix B. Presentation Checklist. Acknowledgments. Index.