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Presenting to Win: The Art of Telling Your Story, Updated and Expanded Edition
Presenting to Win: The Art of Telling Your Story, Updated and Expanded Edition
ISBN: 0137144172
EAN: 2147483647
Year: 2003
Pages: 94
Authors:
Jerry Weissman
BUY ON AMAZON
Main Page
Table of content
Copyright
Praise for Presenting to Win
FT Prentice Hall FINANCIAL TIMES
Financial Times Prentice Hall Books
Preface: What s Past Is Prologue
Introduction: The Wizard of Aaaahs
The Mission-Critical Presentation
The Art of Telling Your Story
Chapter 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
Chapter 2. The Power of the WIIFY
What s In It For You?
WIIFY Triggers
The Danger of the Wrong You
Chapter 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
Chapter 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
Chapter 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
Chapter 6. Communicating Visually
The Proper Role of Graphics
Presenter Focus
Less Is More
Perception Psychology
Graphic Design Elements
Chapter 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
Chapter 8. Making the Numbers Sing
The Power of Numeric Graphics
Bar Charts
Pie Charts
Typography in Numeric Graphics
The Hockey Stick
Chapter 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
Chapter 10. Bringing Your Story to Life
Verbalization: The Magic Ingredient
Spaced Learning
Internal Linkages
Internal Linkages in Action
Phraseology
Chapter 11. Customizing Your Presentation
The Power of Customization
The Illusion of the First Time
External Linkages
Gathering Material for Customization
External Linkages in Action
Chapter 12. Pitching in the Majors
End with the Beginning in Mind
It All Starts with Your Story
Practice, Practice, Practice
Every Audience, Every Time
Acknowledgments
Appendix A. Tools of the Trade
The Presentation Environment
Appendix B. 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
Presenting to Win: The Art of Telling Your Story, Updated and Expanded Edition
ISBN: 0137144172
EAN: 2147483647
Year: 2003
Pages: 94
Authors:
Jerry Weissman
BUY ON AMAZON
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Creating Temporary Tables
Adding a Temporal Interval to a Date
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Chapter Five Stimulating Interest
Chapter Nine Selling When You re Not First
Chapter Ten Vision Re-engineering
Chapter Twelve Controlling the Buying Process
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Operators
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Questions and Exercises
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Computers as Persuasive Tools
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Increasing Persuasion through Mobility and Connectivity
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Risk-Adjusted Financial Management
Special Topics in Quantitative Management
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