Well Said!: Presentations and Conversations That Get Results Book

Preface xi

Section I Laying the Groundwork for Getting Results

Chapter 1 The Most Important Element of All 3

Know Your Audience: Learning About Decision Makers 5

Ten Critical Questions to Ask About Your Audience 6

How to Gather Information About Your Audience 11

Chapter 2 How to Persuade a Decision Maker 15

What Do Decision Makers Really Want to Know? 16

The Four Ps of Persuasion 18

Decision Makers' Biggest Complaints About Presenters 20

Effective Influencing: The Three Cs of High-Impact Conversations 23

Aristotle's Three Modes of Persuasion: Ethos, Pathos, and Logos 24

Chapter 3 Establishing Credibility 27

Perception Determines Choice 29

Three Factors of Perception: Visual, Vocal/Verbal, Relations 30

Connection, Not Perfection! 31

Section II Developing Persuasive Content

Chapter 4 Crafting Your Presentation 37

Organizing Your Presentation with Persuasive Logic and Structure 38

How to Develop an Effective Opening, Body, and Close 39

Outline Recap 55

Chapter 5 Developing Content That Involves and Engages Your Audience 58

Adapting to the Three Audience Learning Styles 58

Twenty Ways to Engage and Involve Your Audience 60

Techniques for Incorporating Humor 66

The Art of Executive Storytelling 69

Chapter 6 Designing and Presenting Effective PowerPoint Slides 74

You Are Your Best Visual Aid 74

Surviving and Thriving With or Without PowerPoint 75

Using PowerPoint Presentations Effectively 76

PowerPoint Best Practices 76

Section III Mastering a Confident, Dynamic Delivery Style

Chapter 7 Preparing for a Powerful Performance 89

Controlling Nervousness and Anxiety: From Stage Fright to STAGE MIGHT 90

Rehearsal Techniques to Optimize Delivery 93

Top Ten Ways to Create a Great First Impression 94

Chapter 8 Using Effective Body Language to Show Confidence 97

Effective Eye Communication 98

Effective Facial Expressions 102

Natural Gestures: Visual Punctuation 104

Power Posture to Exude Leadership and Authority 108

Body Movement to Engage Your Audience 110

Chapter 9 Conveying a Professional Image Through Dress and Appearance 114

Executive Attire for Women 116

Executive Grooming for Women 117

Executive Attire for Men 119

Executive Grooming for Men 120

Chapter 10 Speaking with the Voice of Authority 123

Using Your Voice to Influence Decision Makers 124

The Six Qualities of a Good Speaking Voice 124

Avoid Jeopardizing Speech Habits 133

Chapter 11 Leveraging the Language of Leadership 136

"You" and "Your" vs. "I-Me-My-Mine" 137

Action Verbs and Cause-and-Effect Phrases 140

Language to Avoid 145

Chapter 12 Handling Q&A with Credibility and Finesse 149

Techniques for Handling Questions and Answers Like a Pro 149

Dealing with Difficult Decision Makers and Tough Questions 155

Objection-Handling Techniques 157

Section IV Seizing Every Opportunity to Persuade Decision Makers

Chapter 13 Planning and Conducting Powerful Conversations 165

What Is a Powerful Conversation? 166

Conducting Powerful Conversations: A Four-Step Process 167

RELATE to Create Powerful Conversations 173

Chapter 14 Writing E-Mails That Get Results 182

Best Practices for Effective E-Mails 182

Netiquette Guidelines 186

Chapter 15 Facilitating Effective Meeting In Person and via the Telephone 193

Tips for Running Effective, Efficient Meetings 194

How to Facilitate Meetings Effectively 199

Best Practices for Teleconference Calls and Speaking over the Phone 202

Chapter 16 Delivering Winning Webinars 210

Plan, Prepare, and Rehearse 210

Effective Presentation and Facilitation 214

Webinar Follow-Up 220

Chapter 17 Leading Team Presentations 223

Guidelines for Presenting Well with Others 224

Afterword 231

Index 233