Mastering the Art of Oral Presentations

Index

A

• Accessories, 82–83
• Active listening, 68
• Active voice, 68–69
• After-presentation action review, 139–140
• Analogies, 102
• Appearance, 80–83, 137–138
• Arrogance, 9, 45, 60, 68, 104, 105
• Assertive phrases, 87
• Assumptions,
  • about the customer, 8
  • toxic, xxii-xxiii
• Attention, 30–34, 37, 48, 52–53
• Attention getters, 101
• Attention span, 36–37
• Audience
  • as active listeners, 68
  • capturing attention, 30–34, 37, 48, 52–53
  • connecting with presenters, 28, 46, 61, 70–74, 83–90, 99–107
  • connecting with stories, 29–31, 69, 102–103
  • conversing with, 31
  • for demonstrations, 145–146, 150
  • interaction, 109, 118
  • mock, 115–116, 151
  • question-and-answer sessions, xx, xxviii–xxix, 50, 122–129, 139

B

• Backup material, 42
• Benefits charts, 162
• Blue rating, 23–24
• Body language, 80, 89, 90, 96–98, 100, 102, 111, 137
• Brainstorming, 15
• Build-up charts, 159
• Buying criteria, xxv, 18, 39, 42, 46, 64

C

• Celebrations, 140, 152
• Charts
  • benefits, 162
  • build-up, 159
  • design, 51–52, 154–155
  • drawings, 166
  • effective use of, 111–112
  • features, 162
  • financial, 164
  • first impressions and use of, 47–55
  • illustrations, 166
  • impact, 158
  • mixing key words and graphics, 169
  • organizational relationship, 110, 157
  • overall approach, 156
  • risks, 163
  • sample, 153–166
  • special messages, 158
  • “stand alone,” 54–55
  • statistical, 164
  • tables, 165
  • text-intensive, 160
  • use of text and graphics, 52–53
• “Clean-sheet” solution, 77
• Closing statements, 63–64
• Clothing, 81–82, 137–138
• Coaches
  • orals coach, xxvii, xxviii–xxx
  • speech coach, xxvii, xxviii