Description
Book SynopsisJerry Weissman is the founder and president of Suasive, Inc., formerly Power Presentations, Ltd. Weissman began his career as a staff producer-director of public affairs and news programs at CBS TV in New York, where he learned the skills to master the building blocks of every presentation: a clear, compelling story, well-designed graphics, natural delivery, and the art of Q&A. In 1988, Weissman brought these skills to Silicon Valley. In short order, he established himself as the coach for Silicon Valley CEOs developing their IPO roadshows by teaching them to tell their business stories through the eyes of their investors. In doing so, he helped their companies raise hundreds of billions of dollars. After amassing an elite client list of IPOs, he soon widened his focus to coaching public and privately held companies to develop and deliver all types of business presentations. Today his methodology has helped thousands of companies on every continent deliver high-stakes presentati
Table of ContentsForeword to the Second Edition xvii
Preface: Show Me the Money xxi
Introduction: The Deer in the Headlights xxvii Fight-or-Flight xxvii
Adrenaline Rush Remedies xxviii
The Mental Method xxix
Book Conventions xxx
Chapter One: Actions Speak Louder Than Words 1 Audience Advocacy 1
The Power of the Visual 3
Chapter Two: Creating Empathy with Your Audience 11 Empathy 11
The Science of Empathy 12
The Effectiveness Matrix 15
Chapter Three: The Butterflies in Your Stomach 23 Fight-or-Flight: Internal Dynamics 23
Fight-or-Flight: External Dynamics 26
Presenter Behavior/Audience Perception 29
The
Yikes! Moment 30
Chapter Four: The Quest for Content 31 Slides 32
Script 33
Teleprompter (Also Known as Autocue) 34
Comfort Monitors 35
Advanced Technology 36
Five Simple Steps to Develop Your Story 37
Chapter Five: The Mental Method 45 Concentration 45
The Mind–Body Connection 46
The Mental Method 49
Delivering Your Message 59
Chapter Six: The Learning Process 61 Change 61
The Four Stages of Learning 62
Comfort Zone Paradox 63
Repetition over Time 65
The
Yikes! Moment 68
The Suasive Master Skills Cycle 69
Chapter Seven: Speak with Your Body Language 71 The Historic Kennedy–Nixon Debate 71
External Factors/Audience Perception 76
Visual Dynamics 77
Vocal Dynamics 92
Putting It All Together 96
Chapter Eight: Control Your Cadence: The Phrase 99 Cadence 99
Complete the Arc 100
Rising/Falling Inflection 102
Complete the Arc in Action 107
Chapter Nine: Control Your Cadence: The Pause 111 Unwords 112
Ten Benefits of the Pause 120
Speak
Only to Eyes 120
Phrase & Pause 122
Cadence Summary 124
Chapter Ten: Tools of the Trade 127 Position 127
The Presentation Checklist 130
Putting It All Together 133
Chapter Eleven: SlideSynchronization 135 Design/Delivery Balance 135
The Suasive Meta Design Concepts 138
Seven Steps of Slide
Sync Delivery 141
Slide
Sync Delivery in Action 148
Chapter Twelve: SlideSync Narrative 149 Describe 149
Narrative Continuity 154
Three Simple Steps of Continuity 155
Putting It All Together 156
Chapter Thirteen: Masters of the Game 157 The Great Communicator 157
Sir Winston Churchill 160
President John F. Kennedy 161
Reverend Martin Luther King, Jr. 162
Reverend Billy Graham 163
The Great Communicator Redux 165
The Great Orators: Conversation and Empathy 167
Coda: Ending with the Beginning 169 Endnotes 173 Appendix A: Video Links 187 Acknowledgments 193
About the Author 195
Index 197
