Description
Book SynopsisProven 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
Table 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 — Discriminators, Risks, and Hot Buttons 146
The Demo Project Plan and Project Manager 146
Teammate, Subcontractor, Vendor, and Supplier Support 147
Visuals 148
Planning for Success 149
How to Handle an Issue or Problem 149
Before Going Live — Holistic Review, Integration, and Rehearsal 151
Celebrate Success! 152
Chapter 7 Sample Charts 153
Overall Approach, Win Theme, and Discriminators Chart 156
Organizational Chart 157
Impact and Special Messages Chart 158
Build-Up 159
Text-Intensive Charts 160
Mixing Key Words and Graphics 161
Sample Chart—Features and Benefits 162
Risks Chart 163
Financial and Statistical Charts 164
Tables 165
Technical Illustrations and Drawings 166
Appendix Federal Acquisition Regulation (FAR) 15.102 Oral Presentations 167
Acknowledgments 171
About the Authors 173
Index 177
