Best Practices for Persuasive Presentations (Collection)

Best Practices for Persuasive Presentations (Collection)

by Mark Magnacca, James O’Rourke, Jerry Weissman
Released January 2011
Publisher(s): Pearson
ISBN: 9780132696395

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Book description

3 expert guides to creating and delivering the best presentations of your life!

Learn how to make winning presentations fearlessly and painlessly… prepare quickly, efficiently, and well… manage anxiety and handle hostile audiences… answer the crucial “So What?” question brilliantly, every time… capture even the toughest, most high-level audience in 90 seconds... tell compelling stories that move your listeners to action!

From world-renowned leaders and experts, includingJames O'Rourke, Mark Magnacca, and Jerry Weissman

Table of contents

  1. Title Page
  2. Contents
  3. The Truth About: Confident Presenting
    1. Contents
    2. Introduction
    3. Part I: Some Initial Truths
      1. Truth 1. Public Speaking Is Not Easy, But It's Certainly Doable
      2. Truth 2. The Key to Success Is Preparation
      3. Truth 3. Rehearsal Is Essential
      4. Truth 4. Emulating Good Speakers Makes You Better
      5. Truth 5. Establish Goals for Your Presentation
      6. Truth 6. A Presentation Is a Learning Occasion
    4. Part II: The Truth About Getting Ready to Speak
      1. Truth 7. Talk Is the Work
      2. Truth 8. Know What Your Audience Is Looking for
      3. Truth 9. There Is a Difference Between Speaking and Writing
      4. Truth 10. Preparing a Presentation Is a Relatively Simple Process
      5. Truth 11. Begin by Analyzing Your Audience
      6. Truth 12. Know Your Audience
    5. Part III: The Truth About What Makes People Listen
      1. Truth 13. Understand What Makes People Listen
      2. Truth 14. Your Speaking Style Makes a Difference
      3. Truth 15. Anticipate the Questions Your Audience Brings to Your Presentation
      4. Truth 16. Listening Matters
      5. Truth 17. Being an Active Listener Brings Real Benefits
      6. Truth 18. You Can Overcome the Barriers to Successful Communication
    6. Part IV: The Truth About Developing Support for Your Presentation
      1. Truth 19. Develop Support for Your Presentation
      2. Truth 20. Understand the Power of Your Content
      3. Truth 21. The Kinds and Quality of Evidence Matter to Your Audience
      4. Truth 22. Structure Can Help Carry an Inexperienced Speaker
      5. Truth 23. Find Support for Your Presentation
      6. Truth 24. Use the Internet to Support Your Presentation
    7. Part V: The Truth About Getting Up to Speak
      1. Truth 25. Select a Delivery Approach
      2. Truth 26. Your Introduction Forms Their First Impression
      3. Truth 27. Begin with a Purpose in Mind
      4. Truth 28. Keep Your Audience Interested
      5. Truth 29. Conclusions Are as Important as Introductions
      6. Truth 30. Have Confidence in Your Preparation
      7. Truth 31. Repeat the Process as Often as Possible
    8. Part VI: The Truth About Managing Anxiety
      1. Truth 32. All Speakers Get Nervous
      2. Truth 33. Recognize Anxiety Before It Begins
      3. Truth 34. Deal with Nervous Behaviors
      4. Truth 35. Keep Your Nervousness to Yourself
    9. Part VII: The Truth About Nonverbal Communication
      1. Truth 36. Most Information Is Transferred Nonverbally
      2. Truth 37. The Nonverbal Process Can Work for You
      3. Truth 38. Nonverbal Communication Has Specific Functions
      4. Truth 39. Nonverbal Communication Is Governed by Key Principles
      5. Truth 40. Nonverbal Communication Has an Effect on Your Audience
    10. Part VIII: The Truth About Visual Aids
      1. Truth 41. Visual Aids Can Help Your Audience Understand Your Message
      2. Truth 42. Understand Visual Images Before You Use Them
      3. Truth 43. Choose the Right Visual
      4. Truth 44. Use PowerPoint Effectively
      5. Truth 45. Consider Speaking Without Visuals
    11. Part IX: The Truth About Handling an Audience
      1. Truth 46. Assess the Mood of Your Audience
      2. Truth 47. Answer the Audience's Questions
      3. Truth 48. Handle Hostility with Confidence
    12. Part X: The Truth About What Makes a Presentation Work
      1. Truth 49. Know as Much as Possible About the Location
      2. Truth 50. Use the Microphone to Your Advantage
      3. Truth 51. Know Your Limits
    13. References
    14. Acknowledgments
    15. About the Author
  4. So What?: How to Communicate What Really Matters to Your Audience
    1. Contents
    2. ABOUT THE AUTHOR
    3. FOREWORD
    4. CHAPTER 1 WHAT YOU NEED TO KNOW IN 850 WORDS
      1. PRACTICING WHAT I PREACH
      2. TAKE-AWAY IDEAS
    5. CHAPTER 2 CHANGE YOUR THINKING, CHANGE YOUR LIFE
      1. IT KEEPS YOU CURRENT
      2. TAKE-AWAY IDEAS
    6. CHAPTER 3 HOW I LEARNED TO THINK THIS WAY—YOU CAN, TOO!
      1. TAKE-AWAY IDEAS
    7. CHAPTER 4 YOUR WORLD VIEW—MAKING THE INVISIBLE VISIBLE
      1. TAKE-AWAY IDEAS
    8. CHAPTER 5 WHAT’S IN IT FOR THEM?
      1. WHAT IS YOUR MOMENT?
      2. TAKE-AWAY IDEAS
    9. CHAPTER 6 WHO YOU ALWAYS WANTED TO BE—YOURSELF
      1. BEFORE THE PRESENTATION
      2. DURING THE PRESENTATION
      3. AFTER THE PRESENTATION
      4. TAKE-AWAY IDEAS
    10. CHAPTER 7 WINGING IT VERSUS ORCHESTRATION
      1. WHAT WENT ON HERE
      2. 30,000 FEET VERSUS SEA LEVEL
      3. TAKE-AWAY IDEAS
    11. CHAPTER 8 GETTING YOUR AUDIENCE ENGAGED
      1. IF AT FIRST YOU DON’T SUCCEED
      2. THE SO WHAT POSITIONING STATEMENT GENERATOR
      3. TAKE-AWAY IDEAS
    12. CHAPTER 9 TIE A STRING AROUND YOUR FINGER
      1. YOU MUST REMEMBER THIS
      2. TAKE-AWAY IDEAS
    13. CHAPTER 10 GETTING FROM WHERE YOU ARE TO WHERE YOU WANT TO BE
      1. 21-DAY CHALLENGE
      2. A FINAL THOUGHT
      3. TAKE-AWAY IDEAS
    14. SO WHAT? A FINAL WORD
    15. GLOSSARY
    16. ACKNOWLEDGMENTS
    17. INDEX
  5. Presenting to Win: The Art of Telling Your Story, Updated and Expanded Edition
    1. Contents
    2. Foreword to the Updated and Expanded Edition
    3. Preface
    4. What’s Past Is Prologue
    5. Introduction
    6. The Wizard of Aaahs
    7. The Mission-Critical Presentation
    8. The Art of Telling Your Story
    9. A New Approach to Presentations
    10. The Psychological Sell
    11. Chapter One. You and Your Audience
      1. The Problem with Presentations
      2. The Power Presentation
      3. Persuasion: Getting from Point A to Point B
      4. Audience Advocacy
      5. Getting Aha!s
    12. Chapter Two. The Power of the WIIFY
      1. What’s In It For You?
      2. WIIFY Triggers
      3. The Danger of the Incorrect “You”
    13. Chapter Three. Getting Creative: The Expansive Art of Brainstorming
      1. The Data Dump
      2. Managing the Brainstorm: The Framework Form
      3. Brainstorming: Doing the Data Dump Productively
      4. Focus Before Flow
    14. Chapter Four. Finding Your Flow
      1. The 16 Flow Structures
      2. Which Flow Structure Should You Choose?
      3. Guidelines for Selecting a Flow Structure
      4. The Value of Flow Structures
      5. The Four Critical Questions
    15. Chapter Five. Capturing Your Audience Immediately
      1. Seven Classic Opening Gambits
      2. Compound Opening Gambits
      3. Linking to Point B
      4. Tell ’em What You’re Gonna Tell ’em
      5. 90 Seconds to Launch
      6. Winning Over the Toughest Crowd
    16. Chapter Six. Communicating Visually
      1. The Proper Role of Graphics
      2. Presenter Focus
      3. Less Is More
      4. Perception Psychology
      5. Graphic Design Elements
    17. Chapter Seven. Making the Text Talk
      1. Bullets Versus Sentences
      2. Wordwrap
      3. Crafting the Effective Bullet Slide
      4. Minimize Eye Sweeps with Parallelism
      5. Using the Build
      6. Bullet Levels
      7. Verbal Style
      8. Visual Style
      9. Text Guidelines
    18. Chapter Eight. Making the Numbers Sing
      1. The Power of Numeric Graphics
      2. Bar Charts
      3. Pie Charts
      4. Typography in Numeric Graphics
      5. The Hockey Stick
      6. Subtle? Yes, But . . .
    19. Chapter Nine. Using Graphics to Help Your Story Flow
      1. The 35,000-Foot Overview
      2. Graphic Continuity Techniques
      3. Presenter Focus Revisited
      4. Graphics and the 35,000-Foot View
    20. Chapter Ten. Bringing Your Story to Life
      1. Verbalization: The Special Technique
      2. Spaced Learning
      3. Internal Linkages
      4. Internal Linkages in Action
      5. Verbiage
      6. Summary
    21. Chapter Eleven. Customizing Your Presentation
      1. The Power of Customization
      2. The Illusion of the First Time
      3. External Linkages
      4. Gathering Material for Customization
      5. External Linkages in Action
    22. Chapter Twelve. Animating Your Graphics
      1. How Versus Why and Wherefore
      2. Perception Psychology
      3. Cinematic Techniques
      4. Microsoft PowerPoint 2003 and 2007
      5. Animation Options
      6. Animation and the Presenter
    23. Chapter Thirteen. The Virtual Presentation
      1. Anytime, Anyplace, Anyone
      2. How the Virtual Presentation Works
      3. Preparing for Your Virtual Presentation
      4. Connecting with Your Invisible Audience
      5. Creating a Winning Virtual Presentation
      6. The Future of the Virtual Presentation
    24. Chapter Fourteen. Pitching in the Majors
      1. End with the Beginning in Mind
      2. It All Starts with Your Story
      3. Practice, Practice, Practice
      4. Every Audience, Every Time
    25. Appendix A. Tools of the Trade
      1. The Presentation Environment
    26. Appendix B. Presentation Checklists
      1. The Four Critical Questions
      2. WIIFY Triggers
      3. Seven Classic Opening Gambits
      4. Sixteen Flow Structures
      5. Twelve Internal Linkages
      6. Seven External Linkages
      7. Five Graphic Continuity Techniques
    27. Acknowledgments
    28. About the Author
    29. Financial Times Press
    30. Index
  6. The Art of Asking: Ask Better Questions, Get Better Answers
    1. Contents
    2. Praise for The Art of Asking
    3. Disclaimer
    4. Acknowledgments
    5. About the Author
    6. Preface: Corporate Inquisitions
      1. The Not-So-Grand Inquisitor
    7. Introduction: Questioning Is the Skill of Management
      1. 1. Is There a Basic Set of Management Questions?
      2. 2. Asking Questions Is the Skill of Effective Management
      3. 3. How Good Are Your Skills?
      4. 4. You Ask Too Many Questions
    8. Common Errors: How to Recognize and Correct Them
      1. 5. What Are the Common Errors?
      2. 6. Do You Have Habit Questions?
      3. 7. Does Your Question Lack Context?
      4. 8. Do You Put the Answer in the Question?
      5. 9. Positioning: "Just a Country Lawyer…"
      6. 10. Posturing: When the Questioner Suddenly Becomes Larger
      7. 11. A "Casual" Question?
      8. 12. Do You Speak "Jargonese"?
      9. 13. Avoidance: If I Close My Eyes, Will the Elephant in the Room Disappear?
      10. 14. No Question: Managing by "Wall"
    9. Neglected Questions
      1. 15. If I Ask a Foolish Question, I'll Look Foolish
      2. 16. Unasked Questions: If You Already Know the Answer, It Is Unnecessary to Ask the Question
      3. 17. Someone Else (of Higher Authority or Greater Experience) Will Ask
      4. 18. Saved Questions: I Will Save My Question for Another More Appropriate Time
      5. 19. My Question Will Make Waves and Making Waves Is Bad
      6. 20. Normalization of a Defect
    10. Misuses of Management Skills: Inquisitions Are Not the Only Abuse of Questioning
      1. 21. Errors and the Misuse of Management Skills
      2. 22. Is Your Question an Abuse of Power?
      3. 23. Are There Questions That Should Not Be Asked?
    11. Questioning: Improve Your Skills
      1. 24. What Are the Attributes of a Person Who Asks Good Questions?
      2. 25. Are You Prepared to Ask?
      3. 26. What's the Purpose of Your Question?
      4. 27. Words: Are Some Words More Important Than Others?
      5. 28. What Are the "Right" Questions?
      6. 29. Is Everything We Ask Important?
      7. 30. The Manner of Asking a Question: Style
      8. 31. What Was That You Said?
      9. 32. Can You Use a Raised Voice?
      10. 33. What Is Your Personal Style for Asking Questions?
      11. 34. Who Is Asking the Question?
      12. 35. Who Are You as a Manager?
    12. Signs and Signals
      1. 36. Hand Gestures and Other Physical Signals
      2. 37. Eye Contact
      3. 38. Demeanor, Body Language, and Facial Expressions
    13. Types of Questions
      1. 39. Direct Questions
      2. 40. Indirect Questions
      3. 41. Open Questions
      4. 42. Closed Questions
      5. 43. Stupid Questions
      6. 44. Filtering Questions
      7. 45. Double-Direct Questions
      8. 46. Hypothetical Questions (If, What If, Suppose)
      9. 47. Provocative Questions
      10. 48. Rhetorical Questions
      11. 49. Reflective Questions
      12. 50. Leading Questions
      13. 51. The Pause as a Question
      14. 52. Silent Questions
      15. 53. One-Word Questions
      16. 54. Clarifying Questions
      17. 55. Divergent Questions
      18. 56. Convergent Questions
      19. 57. Redirecting Questions
      20. 58. Negative Questions
      21. 59. Either/Or Questions
      22. 60. Loaded Questions
      23. 61. Trick Questions
      24. 62. Dual-Answer Closed Questions
      25. 63. General Reference Questions to Keep Handy
    14. Use of Skills
      1. 64. Do You Have a Plan?
      2. 65. Follow-Ups and Probes
      3. 66. Follow-Up Questions
      4. 67. Probing Strategies
      5. 68. Does the Manager Need to Control the Conversation?
      6. 69. Strategies for Asking Tough Questions
      7. 70. Mounting Challenges
      8. 71. Eliciting Dissent
      9. 72. Are You Prepared for Any Answer? What About a Surprise?
      10. 73. The Use of Leading Questions
      11. 74. Looking for Reasons
      12. 75. Are You Asking for an Opinion?
      13. 76. How Do You Evaluate New Ideas?
      14. 77. Looking for Trouble?
      15. 78. Strategies for the Setting
      16. 79. Are You Prepared for Answers?
      17. 80. Are You Prepared for Nonanswers?
      18. 81. Have You Asked About the Fatal Flaw?
    15. Listening
      1. 82. Listening: The "Hearing Phenomenon"
      2. 83. What Are You Listening For?
      3. 84. Avoiding Listening Errors
    16. Conclusions
      1. 85. Is Socrates to Blame?
      2. 86. Conclusions and Final Recommendations
    17. Epilogue
      1. Are You Still Here?
    18. Definitions
    19. References
    20. Questioning as a Spectator Sport: Where to Go to Watch and Learn the Game
    21. Endnotes
    22. Financial Times Press
    23. The Art of Asking?
    24. Inside Back Cover

Product information

  • Title: Best Practices for Persuasive Presentations (Collection)
  • Author(s): Mark Magnacca, James O’Rourke, Jerry Weissman
  • Release date: January 2011
  • Publisher(s): Pearson
  • ISBN: 9780132696395