{"product_id":"mastering-the-art-of-oral-presentations-isbn-9781119550051","title":"Mastering the Art of Oral Presentations","description":"\u003cp\u003e\u003cb\u003eProven techniques to win over any audience and make any sale\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003ci\u003eMastering the Art of Oral Presentations \u003c\/i\u003eis 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.\u003c\/p\u003e \u003cp\u003eDrawing 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 language and stage presence, this expert guide will help convey a take-home message that resonates and endures long after your presentation has concluded. A must-have resource for government contractors, sales and marketing professionals, and anyone seeking to raise the level of their oral presentation skills, this book will help you:\u003c\/p\u003e \u003cul\u003e \u003cli\u003eDevelop winning approaches to oral presentations regardless of experience or skill level\u003c\/li\u003e \u003cli\u003eBuild the confidence to present your ideas to individuals, teams, and large audiences\u003c\/li\u003e \u003cli\u003eIncorporate your personal and professional lives into your communication strategies\u003c\/li\u003e \u003cli\u003eCreate and deliver messages that will win the hearts and minds of any audience\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003e\u003ci\u003eMastering the Art of Oral Presentations: Winning Orals, Speeches, and Stand-Up Presentations \u003c\/i\u003eis an indispensable tool for those who speak to influence, to promote, and to sell—aiding you in making positive and lasting impressions on potential customers, team members, and decision makers. \u003c\/p\u003e \u003cp\u003eForeword xix\u003c\/p\u003e \u003cp\u003eIntroduction An Absolute Will to Win Is Essential for Success xxi\u003c\/p\u003e \u003cp\u003eGovernment Orals — What They Are, How They Originated, Why They Are So Important, and the Requirements the Government Must Follow When They Are Used xxiii\u003c\/p\u003e \u003cp\u003eCustomer’s Objectives xxv\u003c\/p\u003e \u003cp\u003eYour Team and Your Team’s Objectives xxvi\u003c\/p\u003e \u003cp\u003eOrals Coach or Speech Coach? xxviii\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 1 \u003c\/b\u003e\u003cb\u003ePreparation: Preparation Is the Foundation of Success 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eCustomer Intelligence 2\u003c\/p\u003e \u003cp\u003eEvaluation Criteria 7\u003c\/p\u003e \u003cp\u003eTeam Strengths and Weaknesses 8\u003c\/p\u003e \u003cp\u003eCompetitor Strengths\/Weaknesses 10\u003c\/p\u003e \u003cp\u003ePresentation Win Strategy 13\u003c\/p\u003e \u003cp\u003eValue Proposition 17\u003c\/p\u003e \u003cp\u003eWin Themes and Discriminators 18\u003c\/p\u003e \u003cp\u003eGetting to Blue! 24\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 2 \u003c\/b\u003e\u003cb\u003eSecrets of Successful Presenters: An Audience Quickly Forgets the Ordinary—Don’t Be Ordinary! 27\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eLet Your “Self ” Shine Through 28\u003c\/p\u003e \u003cp\u003eThe Power of Personal Stories 29\u003c\/p\u003e \u003cp\u003eConverse Rather Than Lecture 31\u003c\/p\u003e \u003cp\u003eTeach the Customer Something They Don’t Already Know 32\u003c\/p\u003e \u003cp\u003eInclude Something Astounding 34\u003c\/p\u003e \u003cp\u003eKeep It Short, Sweet, and Direct 36\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 3 \u003c\/b\u003e\u003cb\u003ePresentation and Messaging Preparation: Key Elements to Increase Your Win Probability 39\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eSelect Content 40\u003c\/p\u003e \u003cp\u003ePrepare Content for Delivery 46\u003c\/p\u003e \u003cp\u003eEffective Graphics and Visuals—There Will Not Be a Second Opportunity to Create a Great First Impression 47\u003c\/p\u003e \u003cp\u003eEffective Dialogue and Manuscript—The Key Part of Messaging Is Delivery 55\u003c\/p\u003e \u003cp\u003eRefining Your Message—Improvements to Increase Your Win Probability 65\u003c\/p\u003e \u003cp\u003eReview the Power of Your Language—What You Say and How You Say It Are Equally Important 68\u003c\/p\u003e \u003cp\u003eMake Your Content Work for You—Achieve the Most Value with Limited Time and Resources 69\u003c\/p\u003e \u003cp\u003eHighlighting Strengths and Mitigating Weaknesses— All Companies Have Them, so Know Yours! 70\u003c\/p\u003e \u003cp\u003eUsing Content and Delivery to Connect 73\u003c\/p\u003e \u003cp\u003eIncumbent Tips 74\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 4 \u003c\/b\u003e\u003cb\u003eRehearse: The Delivery — Part Interview, Part Stage Show 79\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eAppearance 81\u003c\/p\u003e \u003cp\u003eVerbal Delivery Tips 83\u003c\/p\u003e \u003cp\u003eNonverbal Delivery Tips 88\u003c\/p\u003e \u003cp\u003eEffective Use of Your Hands 90\u003c\/p\u003e \u003cp\u003eEffective Use of Your Face 96\u003c\/p\u003e \u003cp\u003eEffective Use of Your Body: Posture and Gesture 96\u003c\/p\u003e \u003cp\u003eConnect with the Audience Emotionally and Psychologically 99\u003c\/p\u003e \u003cp\u003eEngaging — General Delivery Tips 107\u003c\/p\u003e \u003cp\u003eUsing Props and Visuals 111\u003c\/p\u003e \u003cp\u003ePractice, Practice, Practice 112\u003c\/p\u003e \u003cp\u003eDry Run Your Presentations 114\u003c\/p\u003e \u003cp\u003eInformal Dry Run 114\u003c\/p\u003e \u003cp\u003eFormal Dry Run 114\u003c\/p\u003e \u003cp\u003eCreate a Mock-Up Presentation Room 117\u003c\/p\u003e \u003cp\u003ePrepare for Common and Uncommon Events 118\u003c\/p\u003e \u003cp\u003eQuestion and Answer Sessions 122\u003c\/p\u003e \u003cp\u003eSample Questions Your Customer May Ask You 127\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 5 \u003c\/b\u003e\u003cb\u003eFormal Presentation Day: Demonstrate Your Competence, Credibility, Confidence and Commitment 131\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eDealing with Nervousness and Distractions 132\u003c\/p\u003e \u003cp\u003eDelivery Distractions 135\u003c\/p\u003e \u003cp\u003eGuidelines for Interacting with the Customer 136\u003c\/p\u003e \u003cp\u003eFormal Presentation Day Emergency Kit 137\u003c\/p\u003e \u003cp\u003eEssential Backup Equipment to Take with You 138\u003c\/p\u003e \u003cp\u003eFinal Preparations 138\u003c\/p\u003e \u003cp\u003eThe After-Presentation Action Review 139\u003c\/p\u003e \u003cp\u003eCelebrate! 140\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 6 \u003c\/b\u003e\u003cb\u003eReal-Time Demonstrations–A Truly Special Experience!: Live Demonstrations Present New Challenges and Opportunities to Crush Your Competition 141\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eUnderstanding the Demo Requirements 142\u003c\/p\u003e \u003cp\u003eWhen Demonstration Requirements Are Clear 142\u003c\/p\u003e \u003cp\u003eWhen Demonstration Requirements Are Not Specified 143\u003c\/p\u003e \u003cp\u003eSimple and Complex Demos — Either Way, Make Sure They “Get It”! 145\u003c\/p\u003e \u003cp\u003eGetting from Good to Great with Deeper Insights — Discriminators, Risks, and Hot Buttons 146\u003c\/p\u003e \u003cp\u003eThe Demo Project Plan and Project Manager 146\u003c\/p\u003e \u003cp\u003eTeammate, Subcontractor, Vendor, and Supplier Support 147\u003c\/p\u003e \u003cp\u003eVisuals 148\u003c\/p\u003e \u003cp\u003ePlanning for Success 149\u003c\/p\u003e \u003cp\u003eHow to Handle an Issue or Problem 149\u003c\/p\u003e \u003cp\u003eBefore Going Live — Holistic Review, Integration, and Rehearsal 151\u003c\/p\u003e \u003cp\u003eCelebrate Success! 152\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 7 \u003c\/b\u003e\u003cb\u003eSample Charts 153\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eOverall Approach, Win Theme, and Discriminators Chart 156\u003c\/p\u003e \u003cp\u003eOrganizational Chart 157\u003c\/p\u003e \u003cp\u003eImpact and Special Messages Chart 158\u003c\/p\u003e \u003cp\u003eBuild-Up 159\u003c\/p\u003e \u003cp\u003eText-Intensive Charts 160\u003c\/p\u003e \u003cp\u003eMixing Key Words and Graphics 161\u003c\/p\u003e \u003cp\u003eSample Chart—Features and Benefits 162\u003c\/p\u003e \u003cp\u003eRisks Chart 163\u003c\/p\u003e \u003cp\u003eFinancial and Statistical Charts 164\u003c\/p\u003e \u003cp\u003eTables 165\u003c\/p\u003e \u003cp\u003eTechnical Illustrations and Drawings 166\u003c\/p\u003e \u003cp\u003eAppendix Federal Acquisition Regulation (FAR) 15.102 Oral Presentations 167\u003c\/p\u003e \u003cp\u003eAcknowledgments 171\u003c\/p\u003e \u003cp\u003eAbout the Authors 173\u003c\/p\u003e \u003cp\u003eIndex 177\u003c\/p\u003e  \u003cp\u003e\u003cb\u003eJOHN PARKER STEWART\u003c\/b\u003e is the founder and CEO of Stewart Leadership, which he started in 1980. He is globally recognized as a leadership coach, consultant, educator, speaker, orals\/speech coach, and team performance specialist. John has coached and trained tens of thousands of leaders worldwide. \u003c\/p\u003e\u003cp\u003e\u003cb\u003eDON FULOP\u003c\/b\u003e is a senior executive who has worked in aerospace and defense his entire career. During his career with the world's largest defense contractor, he led teams that won billions of dollars in new business.   \u003c\/p\u003e\u003cp\u003eBecome the kind of speaker who gives a powerful speech or presentation that is convincing, engaging, and leaves your audience with a credible and memorable message. \u003ci\u003eMastering the Art of Oral Presentations\u003c\/i\u003e focuses on selling products and services of all types and includes proven techniques that can be applied to a wide range of customers and in a variety of circumstances. The book debunks common myths about oral presentations and is filled with the suggestions, ideas, and strategies that are needed to create and deliver a presentation that is insightful and compelling. \u003c\/p\u003e\u003cp\u003eBased on years of successful, real-world experience and valuable lessons learned, the book contains templates that will help you develop and polish your presentation. No matter if you have the stage to yourself or are giving a team presentation, \u003ci\u003eMastering the Art of Oral Presentations\u003c\/i\u003e offers the detailed information needed to win over your audience. \u003c\/p\u003e\u003cp\u003eA successful presentation can convince your potential customers that you alone are qualified to satisfy their needs. With \u003ci\u003eMastering the Art of Oral Presentations\u003c\/i\u003e as your guide, you will learn how to keep light years ahead of the competition by honing your presentation to be easily understood and unforgettable. As a master speaker, your presentation will emphasize your product or service's unique value and clearly show how it fulfills your customer's requirements and needs. \u003c\/p\u003e\u003cp\u003e\u003ci\u003eMastering the Art of Oral Presentations\u003c\/i\u003e is an essential resource for government contractors, sales and marketing professionals, and anyone who wants to develop the skills to give compelling oral presentations. The book offers a guide to: \u003c\/p\u003e\u003cul\u003e \u003cli\u003eDeveloping winning approaches to oral presentations for both the novice and the experienced presenter\u003c\/li\u003e \u003cli\u003eBuilding the confidence to present your ideas to individuals, teams, and large audiences\u003c\/li\u003e \u003cli\u003eDesigning and conducting stunning real-time customer demonstrations\u003c\/li\u003e \u003cli\u003eCreating and delivering messages that will win the hearts and minds of any audience\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003e\u003ci\u003eMastering the Art of Oral Presentations\u003c\/i\u003e is the hands-on guide for planning, developing, and delivering your special message that will convince potential customers, influence people, and ultimately get the thumbs up from the decision makers.     \u003c\/p\u003e\u003cp\u003ePRAISE FOR \u003c\/p\u003e\u003cp\u003eMASTERING THE ART OF ORAL PRESENTATIONS \u003c\/p\u003e\u003cp\u003e\"If you are a professional who has to win a proposal or impress a prospective client, this book is a must-read for you and your team.\"\u003cbr\u003e \u003cb\u003e—Mike Thomas,\u003c\/b\u003e Former President, Lockheed Martin \u003c\/p\u003e\u003cp\u003e\"Fulop and Stewart truly stand up and deliver. They lift the veil and reveal what magicians rarely, if ever, share: their real secrets. They have been there and done that—skillfully, gracefully, and seemingly effortlessly—delivering uncommon results.\"\u003cbr\u003e \u003cb\u003e—Dr. Lani Kass,\u003c\/b\u003e Senior Vice President and Corporate Strategic Advisor, CACI International Inc.; Former Senior Policy Advisor to the Chairman of the Joint Chiefs of Staff; Former Special Assistant to the Chief; USAF Former Professor of Military Strategy, National War College \u003c\/p\u003e\u003cp\u003e\"Facing an oral presentation is much feared but is an increasingly critical aspect of winning business. Rest assured the winning organization will have thoroughly studied this invaluable resource.\"\u003cbr\u003e \u003cb\u003e—Colonel James C. Adamson,\u003c\/b\u003e US Army, Ret.; NASA Astronaut; Former President, Lockheed Martin; Former CEO, Allied Signal\/Honeywell \u003c\/p\u003e\u003cp\u003e\u003ci\u003eMastering the Art of Oral Presentations\u003c\/i\u003e is your hands-on guide for creating and delivering presentations that have the punch and credibility that can convince your listeners that you have the product or service they need. No matter if you are presenting to a single individual or an auditorium filled to capacity, this book gives you the suggestions and information needed to help you plan, develop, and present a dynamic presentation. \u003c\/p\u003e\u003cp\u003eThe book contains the time-tested suggestions for pitching your message to government agencies, private companies, and key decision makers. The authors explain what it takes to create conversational presentations that are head and shoulders above the competition because they incorporate compelling personal stories. They also discuss how to refine your message, highlight your product or service's strengths, and use effective graphics and visuals. \u003c\/p\u003e\u003cp\u003e\u003ci\u003eMastering the Art of Oral Presentations\u003c\/i\u003e gives solid advice for delivering a presentation that will engage your audience, instill confidence, and ultimately win them over.\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47989581676773,"sku":"NP9781119550051","price":27.0,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9781119550051.jpg?v=1761784685","url":"https:\/\/k12savings.com\/es\/products\/mastering-the-art-of-oral-presentations-isbn-9781119550051","provider":"K12savings","version":"1.0","type":"link"}