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- Wiley
More About This Title Mastering the Art of Oral Presentations: Winning Orals, Speeches, and Stand-Up Presentations
English
Proven techniques to win over any audience and make any sale
Mastering the Art of Oral Presentations is your expert guide to delivering memorable and effective speeches and presentations. Whether selling a product, offering a service, or bidding for a contract, your oral presentation skills can often determine success or failure. This invaluable resource delivers real-world advice and proven strategies to elevate your game and close the deal. Comprehensive coverage of preparation procedures, delivery techniques, and presentation strategies provide you with the tools and knowledge to motivate and persuade your audience. Emphasizing real-world versatility, this unique book delivers methods equally effective to both individual and team presentations.
Drawing from decades of experience, authors John Parker Stewart and Don Fulop offer keen insight into the process of winning over an audience. From topics ranging from rhetorical devices and visual cues to body language and stage presence, this expert guide will help convey a take-home message that resonates and endures long after your presentation has concluded. A must-have resource for government contractors, sales and marketing professionals, and anyone seeking to raise the level of their oral presentation skills, this book will help you:
- Develop winning approaches to oral presentations regardless of experience or skill level
- Build the confidence to present your ideas to individuals, teams, and large audiences
- Incorporate your personal and professional lives into your communication strategies
- Create and deliver messages that will win the hearts and minds of any audience
Mastering the Art of Oral Presentations: Winning Orals, Speeches, and Stand-Up Presentations is an indispensable tool for those who speak to influence, to promote, and to sell—aiding you in making positive and lasting impressions on potential customers, team members, and decision makers.
English
JOHN PARKER STEWART is the founder and CEO of Stewart Leadership, which he started in 1980. He is globally recognized as a leadership coach, consultant, educator, speaker, orals/speech coach, and team performance specialist. John has coached and trained tens of thousands of leaders worldwide.
DON FULOP is a senior executive who has worked in aerospace and defense his entire career. During his career with the world's largest defense contractor, he led teams that won billions of dollars in new business.
English
Introduction
An Absolute Will to Win Is Essential for Success 14
Government Orals – What They Are, How They Originated, Why They Are So Important & the Requirements the Government Must Follow When They Are Used 15
Customer’s Objectives 17
Your Team & Your Team’s Objectives 18
Orals Coach or Speech Coach? 19
1 Preparation: Preparation Is the Foundation of Success 21
Customer Intelligence 21
Evaluation Criteria 25
Team Strengths & Weaknesses 26
Competitor Strengths/Weaknesses 29
Presentation Win Strategy 31
Value Proposition 34
Win Themes & Discriminators 35
Getting to Blue! 39
2 Secrets Of Successful Presenters An Audience Quickly Forgets the Ordinary – Don’t Be Ordinary! 40
Let Your “Self” Shine Through 41
The Power of Personal Stories 42
Converse Rather Than Lecture 43
Teach the Customer Something They Don’t Already Know 44
Include Something Astounding 45
Keep It Short, Sweet & Direct 47
3 Presentation & Messaging Preparation Key Elements to Increase Your Win Probability 48
Select Content 49
Prepare Content for Delivery 53
Effective Graphics & Visuals—There Will Not Be a Second Opportunity to Create a Great First Impression. 55
Effective Dialogue & Manuscript—The Key Part of Messaging Is Delivery. 61
Refining Your Message—Improvements to Increase Your Win Probability. 68
Review the Power of Your Language—What You Say & How You Say It Are Equally Important. 70
Make Your Content Work for You—Achieve the Most Value with Limited Time & Resources. 71
Highlighting Strengths & Mitigating Weaknesses—All Companies Have Them Know Yours! 72
Using Content & Delivery to Connect 74
Incumbent Tips 76
4 Rehearse The Delivery Part Interview, Part Stage Show 78
Appearance 79
Verbal Delivery Tips 81
Nonverbal Delivery Tips 85
Effective Use of Your Hands. 86
Effective Use of Your Face. 87
Effective Use of Your Body: Posture & Gestures. 88
Connect with the Audience Emotionally & Psychologically 88
Engaging.General Delivery Tips 95
Using Props & Visuals 98
Practice, Practice, Practice 98
Dry Run Your Presentations 100
Informal Dry Run. 100
Formal Dry Run. 100
Create a Mock-up Presentation Room 102
Prepare for Common & Uncommon Events 103
Question & Answer Sessions 106
Sample Questions Your Customer May Ask You 110
5 Formal Presentation Day Demonstrate Your Competence, Credibility, Confidence & Commitment 112
Dealing with Nervousness & Distractions 112
Delivery Distractions. 115
Guidelines for Interacting with the Customer 116
Formal Presentation Day Emergency Kit 116
Essential Backup Equipment to Take With You. 118
Final Preparations 118
The After-Presentation Action Review 119
Celebrate! 119
6 Real-Time Demonstrations – A Truly Special Experience! Live Demonstrations Present New Challenges & Opportunities To Crush Your Competition 120
Understanding the Demo Requirements 120
When Demonstration Requirements Are Clear. 121
When Demonstration Requirements Are Not Specified. 121
Simple & Complex Demos—Either Way, Make Sure They “Get it”! 123
Getting from Good to Great with Deeper Insights—Discriminators, Risks & Hot Buttons. 124
The Demo Project Plan & Project Manager 124
Teammate, Subcontractor, Vendor & Supplier Support 125
Visuals 126
Planning for Success 126
How to Handle an Issue or Problem 126
Before Going Live—Holistic Review, Integration & Rehearsal 128
Celebrate Success! 128
7 Sample Charts 129
Overall Approach, Win Theme & Discriminators Chart 130
Organization Chart 131
Impact & Special Messages Chart 131
Build-Up 131
Text-Intensive Charts 132
Mixing Key Words & Graphics 132
Sample Chart – Features & Benefits 133
Risks Chart 133
Financial & Statistical Charts 134
Tables 134
Technical Illustrations & Drawings 134
Appendix
Acknowledgments
About the Authors
Index
