Mastering the art of oral presentations winning orals, speeches, and stand-up presentations
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 ofte...
| Otros Autores: | , |
|---|---|
| Formato: | Libro electrónico |
| Idioma: | Inglés |
| Publicado: |
Hoboken, New Jersey :
Wiley
[2019]
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| Edición: | 1st edition |
| Materias: | |
| Ver en Biblioteca Universitat Ramon Llull: | https://discovery.url.edu/permalink/34CSUC_URL/1im36ta/alma991009630407306719 |
Tabla de Contenidos:
- Intro
- Mastering the Art of Oral Presentations
- Contents
- Foreword
- Introduction: An Absolute Will to Win Is Essential for Success
- Government Orals - What They Are, How They Originated, Why They Are So Important, and the Requirements the Government Must Follow When They Are Used
- Customer's Objectives
- Your Team and Your Team's Objectives
- Orals Coach or Speech Coach?
- Chapter 1. Preparation: Preparation Is the Foundation of Success
- Customer Intelligence
- Evaluation Criteria
- Team Strengths and Weaknesses
- Competitor Strengths/Weaknesses
- Presentation Win Strategy
- Value Proposition
- Win Themes and Discriminators
- Getting to Blue!
- Chapter 2. Secrets of Successful Presenters: An Audience Quickly Forgets the Ordinary-Don't Be Ordinary!
- Let Your "Self " Shine Through
- The Power of Personal Stories
- Converse Rather Than Lecture
- Teach the Customer Something They Don't Already Know
- Include Something Astounding
- Keep It Short, Sweet, and Direct
- Chapter 3. Presentation and Messaging Preparation: Key Elements to Increase Your Win Probability
- Select Content
- Prepare Content for Delivery
- Effective Graphics and Visuals-There Will Not Be a Second Opportunity to Create a Great First Impression
- Effective Dialogue and Manuscript-The Key Part of Messaging Is Delivery
- Refining Your Message-Improvements to Increase Your Win Probability
- Review the Power of Your Language-What You Say and How You Say It Are Equally Important
- Make Your Content Work for You-Achieve the Most Value with Limited Time and Resources
- Highlighting Strengths and Mitigating Weaknesses-All Companies Have Them, so Know Yours!
- Using Content and Delivery to Connect
- Incumbent Tips
- Chapter 4. Rehearse: The Delivery - Part Interview, Part Stage Show
- Appearance
- Verbal Delivery Tips
- Nonverbal Delivery Tips.
- Effective Use of Your Hands
- Effective Use of Your Face
- Effective Use of Your Body: Posture and Gesture
- Connect with the Audience Emotionally and Psychologically
- Engaging - General Delivery Tips
- Using Props and Visuals
- Practice, Practice, Practice
- Dry Run Your Presentations
- Informal Dry Run
- Formal Dry Run
- Create a Mock-Up Presentation Room
- Prepare for Common and Uncommon Events
- Question and Answer Sessions
- Sample Questions Your Customer May Ask You
- Chapter 5. Formal Presentation Day: Demonstrate Your Competence, Credibility, Confidence and Commitment
- Dealing with Nervousness and Distractions
- Delivery Distractions
- Guidelines for Interacting with the Customer
- Formal Presentation Day Emergency Kit
- Essential Backup Equipment to Take with You
- Final Preparations
- The After-Presentation Action Review
- Celebrate!
- Chapter 6. Real-Time Demonstrations-A Truly Special Experience!: Live Demonstrations Present New Challenges and Opportunities to Crush Your Competition
- Understanding the Demo Requirements
- When Demonstration Requirements Are Clear
- When Demonstration Requirements Are Not Specified
- Simple and Complex Demos - Either Way, Make Sure They "Get It"!
- Getting from Good to Great with Deeper Insights - Discriminators, Risks, and Hot Buttons
- The Demo Project Plan and Project Manager
- Teammate, Subcontractor, Vendor, and Supplier Support
- Visuals
- Planning for Success
- How to Handle an Issue or Problem
- Before Going Live - Holistic Review, Integration, and Rehearsal
- Celebrate Success!
- Chapter 7. Sample Charts
- Overall Approach, Win Theme, and Discriminators Chart
- Organizational Chart
- Impact and Special Messages Chart
- Build-Up
- Text-Intensive Charts
- Mixing Key Words and Graphics
- Sample Chart-Features and Benefits
- Risks Chart.
- Financial and Statistical Charts
- Tables
- Technical Illustrations and Drawings
- Appendix: Federal Acquisition Regulation (FAR) 15.102 Oral Presentations
- Acknowledgments
- About the Authors
- Index
- EULA.
