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Other titles in the Financial Times Prentice Hall Books series:
Presenting to Win: The Art of Telling Your Story (Financial Times Prentice Hall Books)by Jerry Weissman
Synopses & Reviews
Named by FORTUNE Magazine as a "Must-Read"
"Jerry Weissman makes the challenge of producing and delivering effective presentations delightfully simple. Read it and benefit!"
Tim Koogle,Founding CEO, Yahoo!
“A great read for all of us who have ever struggled with any aspect of our public speaking skills. Presenting to Win contains the same timeless techniques that helped me  years ago.”
Jeff Raikes, former President, Microsoft Business Division, Microsoft Corporation, and CEO, Bill and Melinda Gates Foundation
“Jerry is The Man when it comes to making great pitches. If your pitch doesn’t get a whole lot better after reading this book, something is wrong with you.”
Guy Kawasaki, Managing Director and Chairman, Garage Technology Ventures, and bestselling author of The Art of the Start
“Presenting to Win is the shortest path to applause for any presenter. It will be your bible for the PowerPoint Age. It’s loaded with easy actions and real examples that really work. I’ve used them. I know.”
Scott Cook, Founder, Intuit
Thirty million presentations will be given today. Millions will fail. Millions more will be received with yawns. A rare few will establish the most profound connection, in which presenter and audience understand each other perfectly…discover common ground… and, together, decide to act.
In this fully updated edition, Jerry Weissman, the world’s #1 presentation consultant, shows how to connect with even the toughest, most high-level audiences...and move them to action! He teaches presenters of all kinds how to dump those PowerPoint templates once and for all and tell compelling stories that focus on what’s in it for the audience.
Weissman’s techniques have proven themselves with billions of dollars on the line. Thousands of his elite clients have already mastered them. Now it’s your turn!
• What you must do to tell your story
Focus before Flow: identifying your real goals and message
• The power of the WIIFY: What’s In It For You
Staying focused on what your audience really wants
• Capture your audience in 90 seconds… and never let go!
Opening Gambits and compelling linkages
• Master the art of online Web conferencing
Connecting with your invisible audience
• From brainstorming through delivery
Crafting the Power Presentation, one step at a time
Book News Annotation:
Weissman, a corporate presentations coach, shows how to transform presentations from dry recitals of facts into compelling stories, revealing techniques for identifying goals and messages, staying focused on what the audience really cares about, capturing an audience in the first 90 seconds, and making the most of special effects. Annotation (c)2003 Book News, Inc., Portland, OR (booknews.com)
Thirty million presentations will be given today--and millions will fail. "Presenting to Win" is about getting those "A-ha!" moments, and the success that follows from them. Weissman shows readers how to transform presentations from dry recitals of facts into compelling stories with a laser-sharp focus on what matters most: what's in it for the audience.
Weissman, the world's #1 presentation consultant, shows readers how to connect with even the most high-level audiences and transform presentations from dry recitals of facts into compelling stories with a laser-sharp focus on what matters most: what's in it for the audience.
In Presenting to Win: Persuading Your Audience Every Time, the world's #1 presentation consultant shows how to connect with even the toughest, most high-level audiences--and move them to action. Jerry Weissman shows presenters of all kinds how to dump those PowerPoint templates once and for all--and learn to tell compelling stories that focus on what's in it for their listeners. Drawing on dozens of practical examples and real case studies, Weissman shows presenters how to identify their real goals and messages before they even open PowerPoint; how to stay focused on what their listeners really care about; and how to capture their audiences in the first crucial 90 seconds. From bullets and graphics to the effective, sparing use of special effects, Weissman covers all the practical mechanics of effective presentation--and walks readers through every step of building a Power Presentation, from brainstorming through delivery. Unlike the techniques in other presentation books, this book's easy, step-by-step approach has been proven with billions of dollars on the line, in hundreds of IPO road shows before the world's most jaded investors.
About the Author
Jerry Weissman, the world’s #1 corporate presentations coach, founded and leads Power Presentations, Ltd. in Foster City, California. His private clients include executives at hundreds of the world’s top companies, including Yahoo!, Intel, Cisco Systems, Intuit, Dolby Laboratories, and Microsoft.
Weissman coached Cisco executives before their immensely successful IPO road show. Afterward, the firm’s chairman attributed at least two to three dollars of Cisco’s offering price to Weissman’s work. Since then, he has prepared executives for more than 500 IPO road shows, helping them raise hundreds of billions of dollars. His techniques have helped another 500 firms develop and deliver their mission-critical business presentations.
Weissman is the author of the global bestseller Presenting to Win: The Art of Telling Your Story (Financial Times Prentice Hall, 2003); In the Line of Fire (Pearson Prentice Hall, 2005) and its companion DVD, In the Line of Fire: An Interactive Guide to Handling Tough Questions (www.powerltd.com); and The Power Presenter: Technique, Style, and Strategy from America’s Top Speaking Coach.
Table of Contents
Preface: What's Past Is Prologue.
Introduction: The Wizard of Aaaahs.
The Mission-Critical Presentation.
The Art of Telling Your Story.
A New Approach to Presentations.
The Psychological Sell.
Company Examples: Cisco Systems.
1. You and Your Audience.
The Problem with Presentations. The Power Presentation. Persuasion: Getting from Point A to Point B. Audience Advocacy. Getting Aha!s. Company Examples: Network Appliance. Luminous Networks.
2. The Power of the WIIFY.
What's In It For You? WIIFY Triggers. The Danger of the Wrong “You”. Company Examples: Brooktree. Netflix. Luminous Networks.
3. Getting Creative: The Expansive Art of Brainstorming.
The Data Dump. Managing the Brainstorm: The Framework Form. Brainstorming: Doing the Data Dump Productively. Focus before Flow. Company Example: Adobe Systems.
4. Finding Your Flow.
The 16 Flow Structures. Which Flow Structure to Choose? Guidelines for Selecting a Flow Structure. The Value of Flow Structures. The Four Critical Questions. Company Examples: Intel. Cisco Systems. BioSurface Technology. Tanox. Cyrix. Compaq Computer. ONI Systems. Epimmune.
5. Capturing Your Audience Immediately.
Seven Classic Opening Gambits. Compound Opening Gambits. Linking to Point B. Tell 'em What You're Gonna Tell 'em. 90 Seconds to Launch. Winning Over the Toughest Crowd. Company Examples: Intuit Software. DigitalThink. Mercer Management Consulting. Cisco Sytems. Yahoo! Macromedia. Argus Insurance. TheraTech. Microsoft. Network Appliance. Cyrix. ONI Systems. Laurel Elementary School.
6. Communicating Visually.
The Proper Role of Graphics. Presenter Focus. Less Is More. Perception Psychology. Graphic Design Elements. Company Example: Microsoft.
7. Making the Text Talk.
Bullets Versus Sentences. Wordwrap. Crafting the Effective Bullet Slide. Minimize Eye Sweeps with Parallelism. Using the Build. Bullet Levels. Verbal Style. Visual Style. Text Guidelines.
8. Making the Numbers Sing.
The Power of Numeric Graphics. Bar Charts. Pie Charts. Typography in Numeric Graphics. The Hockey Stick.
9. Using Graphics to Help Your Story Flow.
The 35,000-Foot Overview. Graphic Continuity Techniques. Presenter Focus Revisited. Graphics and the 35,000-Foot View. Company Examples: Intel. Modex Therapeutics.
10. Bringing Your Story to Life.
Verbalization: The Magic Ingredient. Spaced Learning. Internal Linkages. Internal Linkages in Action. Phraseology. Company Example: Central Point Software.
11. Customizing Your Presentation.
The Power of Customization. The Illusion of the First Time. External Linkages. Gathering Material for Customization. External Linkages in Action. Company Examples: Integral Capital Partners. Cisco Systems.
12. Pitching in the Majors.
End with the Beginning in Mind. It All Starts with Your Story. Practice, Practice, Practice. Every Audience, Every Time. Company Example: Microsoft.
Appendix A. Tools of the Trade.
Appendix B. Presentation Checklist.
What Our Readers Are Saying
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