MASTERING THE ART OF ORAL PRESENTATIONS : WINNING ORALS, SPEECHES, AND STAND-UP PRESENTATIONS

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Title:

Personal Author:

Stewart, John Parker, author

Physical Description:

xxx, 185 pages : illustrations ; 24 cm.

ISBN:

9781119550051

General Note:

Includes index

Abstract:

"Formal oral presentations communicate a message in a way that is unlike any other method of delivery. Nothing is more influential than a dynamic, face-to-face presentation followed by a lively discussion among the various stakeholders. A powerful presentation will endure in the minds of the audience and ultimately become a motivating force that positively influences their decision making. To make your presentation memorable, you must understand what makes people receptive to what you have to say, deliver a credible and convincing message, and stay focused on your topic. This involves a great deal of deliberate, thorough preparation. It must not be treated as an impromptu event. To ensure the success of your targeted outcome, your presentation must be thoughtfully planned, it must be insightful, and it must be compelling".

Subject Term:

Public speaking

Oral communication

Business communication

Added Author:

Fulop, Don, 1950-,

Available:*

Library	Item Barcode	Call Number	Material Type	Item Category 1	Status
Searching... PSZ JB	30000010372273	PN4129.15 S74 2019	Open Access Book	Book	Searching... Unknown

On Order

Summary

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.

Author Notes

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.

Foreword	p. xix
Introduction An Absolute Will to Win Is Essential for Success	p. xxi
Government Orals-What They Are, How They Originated, Why They Are So Important, and the Requirements the Government Must Follow When They Are Used	p. xxiii
Customer's Objectives	p. xxv
Your Team and Your Team's Objectives	p. xxvi
Orals Coach or Speech Coach?	p. xxviii
Chapter 1 Preparation: Preparation h the Foundation of Success	p. 1
Customer Intelligence	p. 2
Evaluation Criteria	p. 7
Team Strengths and Weaknesses	p. 8
Competitor Strengths/Weaknesses	p. 10
Presentation Win Strategy	p. 13
Value Proposition	p. 17
Win Themes and Discriminators	p. 18
Getting to Blue!	p. 24
Chapter 2 Secrets of Successful Presenters: An Audience Quickly Forgets the Ordinary-Don't Be Ordinary!	p. 27
Let Your "Self" Shine Through	p. 28
The Power of Personal Stories	p. 29
Converse Rather Than Lecture	p. 31
Teach the Customer Something They Don't Already Know	p. 32
Include Something Astounding	p. 34
Keep It Short, Sweet, and Direct	p. 36
Chapter 3 Presentation and Messaging Preparation: Key Elements to Increase Your Win Probability	p. 39
Select Content	p. 40
Prepare Content for Delivery	p. 46
Effective Graphics and Visuals-There Will Not Be a Second Opportunity to Create a Great First Impression	p. 47
Effective Dialogue and Manuscript-The Key Part of Messaging Is Delivery	p. 55
Refining Your Message-Improvements to Increase Your Win Probability	p. 65
Review the Power of Your Language-What You Say and How You Say It Are Equally Important	p. 68
Make Your Content Work for Yon-Achieve the Most Value with Limited Time and Resources	p. 69
Highlighting Strengths and Mitigating Weaknesses-All Companies Have Them, so Know Yours!	p. 70
Using Content and Delivery to Connect	p. 73
Incumbent Tips	p. 74
Chapter 4 Rehearse: The Delivery-Part Interview, Part Stage Show	p. 79
Appearance	p. 81
Verbal Delivery Tips	p. 83
Nonverbal Delivery Tips	p. 88
Effective Use of Your Hands	p. 90
Effective Use of Your Face	p. 96
Effective Use of Your Body: Posture and Gesture	p. 96
Connect with the Audience Emotionally and Psychologically	p. 99
Engaging-General Delivery Tips	p. 107
Using Props and Visuals	p. 111
Practice, Practice, Practice	p. 112
Dry Run Your Presentations	p. 114
Informal Dry Run	p. 114
Formal Dry Run	p. 114
Create a Mock-Up Presentation Room	p. 117
Prepare for Common and Uncommon Events	p. 118
Question and Answer Sessions	p. 122
Sample Questions Your Customer May Ask You	p. 127
Chapter 5 Formal Presentation Day: Demonstrate Your Competence, Credibility, Confidence and Commitment	p. 131
Dealing with Nervousness and Distractions	p. 132
Delivery Distractions	p. 135
Guidelines for Interacting with the Customer	p. 136
Formal Presentation Day Emergency Kit	p. 137
Essential Backup Equipment to Take with You	p. 138
Final Preparations	p. 138
The After-Presentation Action Review	p. 139
Celebrate!	p. 140
Chapter 6 Real-Time Demonstrations-A Truly Special Experience!: Live Demonstrations Present New Challenges and Opportunities to Crush Your Competition	p. 141
Understanding the Demo Requirements	p. 142
When Demonstration Requirements Are Clear	p. 142
When Demonstration Requirements Are Not Specified	p. 143
Simple and Complex Demos-Either Way, Make Sure They "Get It'!	p. 145
Getting from Good to Great with Deeper Insights-Discriminators, Risks, and Hot Buttons	p. 146
The Demo Project Plan and Project Manager	p. 146
Teammate, Subcontractor, Vendor, and Supplier Support	p. 147
Visuals	p. 148
Planning for Success	p. 149
How to Handle an Issue or Problem	p. 149
Before Going Live-Holistic Review, Integration, and Rehearsal	p. 151
Celebrate Success!	p. 152
Chapter 7 Sample Charts	p. 153
Overall Approach, Win Theme, and Discriminators Chart	p. 156
Organizational Chart	p. 157
Impact and Special Messages Chart	p. 158
Build-Up	p. 159
Text-Intensive Charts	p. 160
Mixing Key Words and Graphics	p. 161
Sample Chart-Features and Benefits	p. 162
Risks Chart	p. 163
Financial and Statistical Charts	p. 164
Tables	p. 165
Technical Illustrations and Drawings	p. 166
Appendix Federal Acquisition Regulation (FAR) 15.102 Oral Presentations	p. 167
Acknowledgments	p. 171
About the Authors	p. 173
Index	p. 177

Available:*

On Order

Summary

Summary

Author Notes

Table of Contents