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Presenting to Win: The Art of Telling Your Story [Hardcover]

Jerry Weissman
4.8 out of 5 stars  See all reviews (13 customer reviews)

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Book Description

March 3 2003 0130464139 978-0130464132 1

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.


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From the Inside Flap

What's Past Is Prologue

My first experience with the power of the spoken word came on December 8, 1941, when as a child, I joined my father and mother at the family Philco radio to hear President Franklin Delano Roosevelt, in the wake of the attack on Pearl Harbor, deliver his stirring Day of Infamy speech. I'll never forget how he concluded, his rich voice reverberating: "With confidence in our armed forces, with the unbounded determination of our people, we will gain the inevitable triumph. So help us God." In that exhilarating moment, Roosevelt's potent words pierced through our dismay, lifted our spirits, and restored our confidence in our nation and in our future.

Later, I learned more about the ability of words to move people's minds in my graduate classes in the Speech and Drama Department at Stanford University, where I studied the works of the great Greek orators. Still later, in my work as a news and public affairs producer for CBS Television in New York, I witnessed the momentous impact of the words of great national leaders, from John F. Kennedy to Martin Luther King, Jr.

But I never fully realized the universal significance of communication until I left the broadcast medium and entered the world of business. The medium of choice in business is the presentation, and I soon discovered the force it can exert: A poor presentation can kill a deal, while a powerful one can make it soar. Early in my business career, I was privileged to work on the Initial Public Offering presentation, known as an IPO road show, for Cisco Systems, and saw, on its first day of trading after the road show, Cisco's valuation increase by over 40 million dollars.

The big Aha!for me was the realization that every communication is an IPO. Everyone communicates every day. You do. I do. Every time we do, we can either fail or succeed. My job is to help you succeed in your everyday communications, just as I helped the Cisco IPO, and as I've helped hundreds of corporations like Microsoft and Intel, and thousands of clients who are executives or managers or salespeople just like you. My job is to help you persuade every audience, every time.

The very same principles that propelled Cisco's success reach all the way back to the classical concepts of Aristotle. Those same basics underlie Abraham Lincoln's towering rhetoric that healed a nation torn asunder by civil war. They underlie Sir Winston Churchill's inspiring orations and Franklin Roosevelt's assuring fireside chats that rallied their nations to the victorious defense of the free world. And they underlie Martin Luther King's rousing speeches that spearheaded the civil rights movement.

They also underlie your sales pitch, your presentation to a potential new customer, your bid for financing, your requisition for more resources, your petition for a promotion, your appeal for a raise, your call to action, your own quest for the big Aha!

They are the principles that will empower you to present to win.

From the Back Cover

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.


Inside This Book (Learn More)
First Sentence
Few human activities are done as often as presentations, and as poorly. Read the first page
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Front Cover | Copyright | Excerpt | Index | Back Cover
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Customer Reviews

4.8 out of 5 stars
4.8 out of 5 stars
Most helpful customer reviews
5 of 5 people found the following review helpful
4.0 out of 5 stars The real story in presenting April 13 2004
Format:Hardcover
I teach courses in business writing, including lessons on presentations. When students ask for good books to continue learning, this is the book I recommend for presentations. I also suggest that it will help them with all of their communications at work. The ideas in the book are simple yet powerful. For example, the most important communications we do at work is convincing others, and a powerful way to do that is to tell them a story. It is fundamental human nature that storytelling awakens, relaxes, and engages those who are listening.
Unfortunately, the editing and packaging of the book are not as well done as is the presentation of the main ideas. The author has had one audience for years: entrepreneurs who are trying to convince bankers to back their IPOs. The publisher tried to take his ideas and make them applicable and accessible to all business people everywhere. They did not quite succeed, for a variety of reasons.
The text uses vocabulary and figures of speech that exclude those who are not older, male, American, entrepreneurs in Silicon Valley. It uses basic words (graphics, verbal) in ways I found confusing. It has errors in grammar and punctuation, as well as inconsistent ways of presenting material. The book includes an unnecessary color insert. The end of the book received much less editorial attention than did the beginning of the book. As I read the first parts of the book, I was usually smiling and saying, "Ah hah!" As I read the latter parts of the book I found myself occasionally frowning and asking, "Huh?" And the whole book is replete with intrusive "sideboxes" that repeat parts of the text. I find this distracting and insulting.
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5.0 out of 5 stars Certain to Become a "Classic" July 17 2003
By Amazon Customer HALL OF FAME TOP 10 REVIEWER
Format:Hardcover
It would be a mistake to assume that the benefits of this book will be of greatest value only to those who make formal presentations. On the contrary, as Weissman explains so thoroughly and eloquently, each one of us every day is almost constantly telling a "story" in one form or another to achieve one or more of these objectives: to explain with information (exposition)...or to make vidid with compelling details (description)...or to explain a process or sequence with information (narration)...or to convince with logic and/or evidence (argumentation). The most effective formal presentations are those which make maximum use of all four levels of discourse. It is also worth mentioning that, although percentages vary from one research study to another, the impact of a face-to-face encounter is estimated to be as follows: body language 60-70%, tone of voice 15-20%, and content (i.e. what is actually said) about 10-15%. Skilled recruiters claim that more often than not, they have already made a decision about a candidate before the interview formally begins. In fact, it begins at the initial point of physical contact.
So, I think this book can be of greatest value to literally anyone whose communication skills (both verbal and non-verbal) need to be improved. The strategies and tactics which Weissman shares have almost unlimited applications: when making formal presentations and during job interviews, as noted, but also when preparing reports, contributing to group discussions (e.g. strategic planning and especially budget reviews), resolving problems with customer service, implementing crisis management initiatives, and conducting performance reviews.
Those who share my high regard for this book are urged to check out Stephen Denning's The Springboard: How Storytelling Ignites Action in Knowledge-Era Organizations and Kevin Hogan's The Psychology of Persuasion: How to Persuade Others to Your Way of Thinking.
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5.0 out of 5 stars Hitting the Bulls-eye: 30 years in the Making June 2 2003
Format:Hardcover
Jerry Weismann's "Presenting to Win" odyssey began in the network news and programming studios on West 57th street at CBS, America's so-called "Tiffany" network.
His talent then for persuading the talent in front of the camera to follow his compelling and effective techniques for capturing the audience on the other side of the lens has now been dramatically transformed to the new century, the new media and today's new winning "presenter" persuader: YOU!
Despite the vastly changing times today and the clutter of competing chatter, Weismann has broken through again with the same clarity and simple formula for success that motivated the old crowd at CBS and the new breed just beginning to break in on the air and at the podium at that new upstart network in New York, HBO.
Jerry's talent then was what it is now : a piercing focus on giving us the winning recipe for bulls-eye communication, wherever the audience, whatever the message, whoever the voice.
This one belongs on every desk in every shop everywhere. Rembember, we're not that far from West 57th street and 1973; it's just a slightly different climate.
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Format:Hardcover
Would you like every presentation you give to be a WIN/WIN?
Don't take a chance on your next presentation. Be prepared to WIN. Here are 5 reasons why I LOVE this book.
1) It gives all the important points in an easy to follow format with examples. I don't have to THINK about how to do it. This book tells me HOW to do it.
2) I love the Presentation Checklist that summarizes everything that's in the book.
3) Examples tell the story of how to use the information to WIN.
4) Visual examples of how to make your data visually appealing.
5) Presentation techniques and how-to's for business people using business processes like Brainstorming.
I recommend this book to ALL of my Entrepreneur Coaching Clients. This is critical to success in business. Everything from a sales presentation to a PowerPoint Presentation can be improved using this information.
I bought it before it came out. I read it all as soon as I received it in the mail. I will refer to it every time I make a presentation. This will be my new Public Speaking Bible!
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Most recent customer reviews
5.0 out of 5 stars It's really presenting to win
You may be a skilled presentator, but your so called "support material" may be working against you. Read more
Published on July 19 2004 by Amazon Customer
5.0 out of 5 stars Real information you can use!
I purchased this book after the executives of my company raved about Jerry Weissman's work in helping them prepare for our IPO. Read more
Published on May 24 2004
5.0 out of 5 stars Packed with Knowledge!
The lessons in this excellent book should be studied and applied by everyone who has to give presentations. Read more
Published on May 19 2004 by Rolf Dobelli
3.0 out of 5 stars It seems having no typos isn't one of the deadly sins
Its a good book, but full of typos. Excessive typos creates will a subconscious skepticism of the credibility of the author while reading. Read more
Published on Feb. 28 2004
5.0 out of 5 stars Excellent information
With a solid four pages or so of favourable reviews within the book itself, it's fair to say that this book has been well received. Read more
Published on Jan. 18 2004 by "mbowman2"
5.0 out of 5 stars Hits the Mark
About 99% of presentations I have been given violate all of the principles espoused in this book. Most people are thinking that more is better and that creativity is... Read more
Published on Dec 19 2003 by Paul Friedberg
5.0 out of 5 stars The WIIFY: Becoming a better business person
What's in it for you? Jerry Weissman's book and his entire approach not only prepare you to be an infinitely better presenter, the clarity of thinking and discipline he provides... Read more
Published on May 28 2003 by johnza
5.0 out of 5 stars Destined To Be A Classic
A clear,well-founded, thorough analysis of the process of speech-making. ANY speaker can benefit from Weisssman's insights. guidance and proven methods. Read more
Published on May 21 2003
5.0 out of 5 stars Tell 'em how to WIN!!
Jerry Weissman's book, "Presenting to Win," is a gem! Anyone who is interested in telling his/her story should read this book. Read more
Published on April 20 2003 by Roberta L. Baron
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