Presenting to Win口才制胜:讲故事的艺术
30 million presentations will be given today. Millions will fail. Millions more will be received with yawns. A rare few will establish the most profound connection, in which presenter and audience ...
30 million presentations will be given today. Millions will fail. Millions more will be received with yawns.
A rare few will establish the most profound connection, in which presenter and audience understand each other perfectly ... discover common ground ... and, together, decide to act!Presenting to Win: Persuade Your Audience Every Time is about getting those "A-ha!" moments, and the extraordinary success that follows from them.
Jerry Weissman shows you how to transform your presentations from dry recitals of facts into compelling stories with a laser-sharp focus on what matters most: what's in it for the audience.These techniques have proven themselves with billions of dollars on the line. Thousands of Weissman's elite clients have already mastered them. Now it's your turn!
Techniques proven in hundreds of IPO road shows How you can convince even the world's toughest audiences What you must do to tell your story Focus before flow: Identifying your real goals and message The power of the WIIFY: What's In It For You Staying focused on what your audience really cares about Capture your audience in 90 seconds ... and never let go! Opening gambits and compelling linkages The practical mechanics of effective presentations Making the most of bullets, graphics, charts, and special effects From brainstorming through delivery Crafting the Power Presentation, one step at a time
Become one of the world's most persuasive presenters ... right now!
Beyond the bullet point: presentations that connect!
Bring your message to life: using proven storytelling techniques
Show your audiences what really is in it for them
Use graphics to support your story, not bury it
Keep your presentations fresh, no matter how often you deliver it
Learn by example: case studies from the world's leading companies
Suddenly, in a flash, the lights go on in their heads. Aha! They smile. They nod. They get it. They're yours. You've persuaded them. All your presentations should be filled with moments like these, and with Presenting to Win: Persuade Your Audience Every Time, they will be.
You'll master the same step-by-step techniques Jerry Weissman uses to coach business people preparing for the most mission-critical presentations of their careers before the world's toughest audiences.
It's time to learn how to make your presentations unforgettable-and irresistible.
作者简介：
JERRY WEISSMAN,the world's number one corporate presentations coach,is known worldwide for his confidential sessions.Weissman's private client list reads like a who's who of the world's best companies,including the top brass at Yahoo!Compaq,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 hundres of billions of dollars in the stock market,and have helped another 400 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
Chapter 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
Company Examples: Network Appliance·
Luminous Networks
Chapter Two: 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
Chapter 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
Company Example: Adobe Systems
Chapter Four: 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
Chapter 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
Company Examples: Intuit Software·DigitalThink
·Mercer Management Consulting·Cisco Sytems·
Yahoo!·Macromedia·Argus Insurance ·
TheraTech·Microsoft·Network Appliance·
Cyrix·ONI Systems·Laurel Elementary School
Chapter Six:Communicating Visually
Chapter Seven:Making the Text Talk
Chapter Eight:Making the Numbers Sing
Chapter Nine:Using Graphics to Help Your Story Flow
Chapter Ten:Bringing Your Story to Life
Chapter Eleven:Customizing Your Presentation
Chapter Twelve:Pitching in the Majors
Appendix A:Tools of the Trade
Appendix B:Presentation Checklist
Acknowledgments
Index
