Mastering the Art of Oral Presentations - Winning Orals, Speeches, and Stand-Up Presentations

Informationen zum Autor 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. Klappentext Proven techniques to win over any audience and make any saleMastering 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 audienceMastering 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. Zusammenfassung Proven techniques to win over any audience and make any saleMastering 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 t...

List of contents

Foreword xix
 
Introduction An Absolute Will to Win Is Essential for Success 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 xxiii
 
Customer's Objectives xxv
 
Your Team and Your Team's Objectives xxvi
 
Orals Coach or Speech Coach? xxviii
 
Chapter 1 Preparation: Preparation Is the Foundation of Success 1
 
Customer Intelligence 2
 
Evaluation Criteria 7
 
Team Strengths and Weaknesses 8
 
Competitor Strengths/Weaknesses 10
 
Presentation Win Strategy 13
 
Value Proposition 17
 
Win Themes and Discriminators 18
 
Getting to Blue! 24
 
Chapter 2 Secrets of Successful Presenters: An Audience Quickly Forgets the Ordinary--Don't Be Ordinary! 27
 
Let Your "Self " Shine Through 28
 
The Power of Personal Stories 29
 
Converse Rather Than Lecture 31
 
Teach the Customer Something They Don't Already Know 32
 
Include Something Astounding 34
 
Keep It Short, Sweet, and Direct 36
 
Chapter 3 Presentation and Messaging Preparation: Key Elements to Increase Your Win Probability 39
 
Select Content 40
 
Prepare Content for Delivery 46
 
Effective Graphics and Visuals--There Will Not Be a Second Opportunity to Create a Great First Impression 47
 
Effective Dialogue and Manuscript--The Key Part of Messaging Is Delivery 55
 
Refining Your Message--Improvements to Increase Your Win Probability 65
 
Review the Power of Your Language--What You Say and How You Say It Are Equally Important 68
 
Make Your Content Work for You--Achieve the Most Value with Limited Time and Resources 69
 
Highlighting Strengths and Mitigating Weaknesses-- All Companies Have Them, so Know Yours! 70
 
Using Content and Delivery to Connect 73
 
Incumbent Tips 74
 
Chapter 4 Rehearse: The Delivery -- Part Interview, Part Stage Show 79
 
Appearance 81
 
Verbal Delivery Tips 83
 
Nonverbal Delivery Tips 88
 
Effective Use of Your Hands 90
 
Effective Use of Your Face 96
 
Effective Use of Your Body: Posture and Gesture 96
 
Connect with the Audience Emotionally and Psychologically 99
 
Engaging -- General Delivery Tips 107
 
Using Props and Visuals 111
 
Practice, Practice, Practice 112
 
Dry Run Your Presentations 114
 
Informal Dry Run 114
 
Formal Dry Run 114
 
Create a Mock-Up Presentation Room 117
 
Prepare for Common and Uncommon Events 118
 
Question and Answer Sessions 122
 
Sample Questions Your Customer May Ask You 127
 
Chapter 5 Formal Presentation Day: Demonstrate Your Competence, Credibility, Confidence and Commitment 131
 
Dealing with Nervousness and Distractions 132
 
Delivery Distractions 135
 
Guidelines for Interacting with the Customer 136
 
Formal Presentation Day Emergency Kit 137
 
Essential Backup Equipment to Take with You 138
 
Final Preparations 138
 
The After-Presentation Action Review 139
 
Celebrate! 140
 
Chapter 6 Real-Time Demonstrations-A Truly Special Experience!: Live Demonstrations Present New Challenges and Opportunities to Crush Your Competition 141
 
Understanding the Demo Requirements 142
 
When Demonstration Requirements Are Clear 142
 
When Demonstration Requirements Are Not Specified 143
 
Simple and Complex Demos -- Either Way, Make Sure They "Get It"! 145
 
Getting from Good to Great with Deeper Insights -- Discrimin

Product details

• Authors: Don Fulop, Don Stewart Fulop, Stewart, John Stewart, John P Stewart, John P. Stewart, John P. Fulop Stewart, Js Stewart, Stewart John P.
• Publisher: Wiley, John and Sons Ltd
• Languages: English
• Product format: Hardback
• Released: 30.04.2019
• EAN: 9781119550051
• ISBN: 978-1-119-55005-1
• No. of pages: 224
• Subjects: Social sciences, law, business > Business > Management; Präsentation, Rede, Ratgeber Wirtschaft, Business & management, Wirtschaft u. Management, Business Self-Help, Wirtschaft /Ratgeber