英语书籍：Well Said (节选1）
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英语书籍：Well Said (节选2）
http://bbs.wenxuecity.com/yingyuziliao/176527.html
英语书籍：Well Said (节选3）
http://bbs.wenxuecity.com/yingyuziliao/176552.html
英语书籍：Well Said (节选4）
http://bbs.wenxuecity.com/yingyuziliao/176598.html
英语书籍：Well Said (节选5）
http://bbs.wenxuecity.com/yingyuziliao/176633.html
英语书籍：WELL SAID!; Presentations and Conversations That Get
Results by Darlene Price (节选1）（ZT）
WELL SAID! by Darlene Price 简介：(ZT)
Do presentations make you anxious? Do you wish you could
deliver your message in a truly confident and more
persuasive way?
For most people, presentations are one of the most
difficult parts of their job. Whether it's speaking to a
roomful of people, explaining your budget to the CEO,
pitching to a potential client, leading a departmental
meeting, or presenting remotely via the Internet,
otherwise effective and valuable employees struggle to
drive home their message and persuade their audience. Even
experienced presenters can fall flat on their faces when
the stakes are high.
Rambling, nervousness, excessive detail, overreliance on
slides, lack of focus on the audience: These are all
common problems--and all easily corrected with "Well
Said!," the complete how-to-do-it guide to delivering
targeted, memorable presentations that get results in
every business situation.
The key to truly great presentations is to understand your
audience's point of view and to tell them what's in it for
them. "Well Said!" helps you make this crucial audience
assessment, then carefully analyzes the mechanics of
stellar presentations. Packed with tried-and-true tips,
tricks, and techniques based on the author's extensive
experience, industry research, and client surveys, the
book shows you how to:
* Stop worrying about perfecting your presentation and
start connecting with your audience
* Organize your presentation with persuasive logic and an
effective structure
* Ensure a dynamic, confident delivery every time
* Engage and involve your audience to make your message
meaningful and memorable
* Use PowerPoint more effectively to reinforce your
message and optimize impact.
* Manage nervousness and create a great first impression
* Cultivate a variety of image enhancers that will subtly
lend power to your presentation--and much more.
_________________________________________________________________
WELL SAID!; Presentations and Conversations That Get
Results by Darlene Price
CHAPTER ONE
The Most Important
Element of All
You've got to start with the customer experience and work back
toward the technology, not the other way around.
--STEVE JOBS
When I conduct executive-level presentation coaching programs aimed
at persuading tough decision makers, I often begin by waving a crisp
$100 bill around the room and asking the participants, "Who would
like to win this?" Several hands shoot up in the air, folks sit up a
little straighter in their chairs, and all eyes are fixed on the
green oval portrait of Benjamin Franklin. Once I have their
attention, I continue, "In the next thirty seconds, you'll win $100
if you can answer this question correctly: What is the most
important element of every presentation?" I set a thirty-second
timer for all to see. The competitive outgoing types immediately
shout out their answers: "Body language!" "Voice tone!"
"Professional image!"
"All good guesses," I reply, "and critical elements to success, but
not the 'most' important." The guesses continue. "The opening?" "The
close?" "The content?" The timer is ticking. I urge them on. "Think
about it," I say. "Of all the elements that make up a successful
presentation, what is most important of all?" They look befuddled.
"Humor?" "Good visual aids?" "Oh I know! It's the presenter's level
of expertise!" I nod my head, but they sense my disappointment. The
last few take a stab. "Preparation?" "Storytelling?" "Props?" The
thirty-second timer buzzes and I return the bill to my wallet. The
correct answer? The audience.
Believe it or not, in the hundreds of presentation coaching programs
I have conducted over the course of twenty years, fewer than ten
people have won that $100 bill. Why? Self-focus versus audience
focus. According to my audience surveys, which also number in the
hundreds, failing to speak from the audience's perspective is the
most common strategic mistake presenters make. The audience
responses indicate that it's the primary reason a sale is not made,
a budget not approved, a proposal not agreed to, a request denied.
The presenter fails to align with the audience and speak from the
decision makers' point of view.
Under normal circumstances, most of us probably strive to maintain a
sense of compassion and understanding toward others. We know the
importance of listening and empathy when building a healthy
relationship. We know that to truly connect we have to see things
from the other person's perspective. Unfortunately, when it comes to
delivering a high-stakes presentation where our reputation, level of
success, and possibly even our job is on the line, our
individualistic desire to survive and thrive dominates. All of a
sudden, in front of a group of decision makers, including our boss,
the company's senior leadership, plus our customers, we become self-
focused. We want to look good, sound smart, and be perceived as
confident, credible, and in control. We want to make a great
impression, win the order, close the deal, earn their trust, get the
vote, or gain the funding.
There is nothing wrong with wanting these outcomes. The key is to
realize that these payoffs are the consequences of an audience-
focused presentation. They are not the main goals. If we become too
self-focused we design and deliver a presentation from our own
perspective, not our audience's. We choose the content we want to
talk about; create the slides that feature our favorite points;
present the data we think makes us look smart. But the primary goal
of a presentation is to persuade the audience by speaking from
"their" perspective. The most effective and most influential
presenters I work with, from entry-level sales professionals to
chief officers of major corporations, begin the presentation process
by asking, "Who is my audience?"
By getting to know your audience first, addressing what is important
to them, and solving their issues, I promise you will win much more
than a $100 bill. From your boss and coworkers, you will win
respect, recognition, and career advancement. From your customers
and prospects, you will win trust, confidence, and most likely their
business. So what does this look like?
Talk to a man about himself and he will listen for hours.
--BENJAMIN DISRAELI
KNOW YOUR AUDIENCE: LEARNING ABOUT DECISION MAKERS
Judy, an award-winning chief information officer of a large
hospital, is a master at knowing her audience. As a CIO, she is
responsible for managing a highly complex computer network that
keeps everything running smoothly, from ordering medical supplies to
ensuring patient safety. One of Judy's software vendors (a client of
mine) asked her if she would be willing to give a presentation and
product demonstration to one of their prospects, another large
hospital, which was considering investing in the same software. The
deal was worth more than $10 million to my client, and the senior
account executive had his entire year's quota riding on this one
opportunity. I was invited to work with Judy on the preparation
process.
When the big day came, it was obvious Judy and her team had done
their homework. She and the senior account executive had interviewed
members of the prospect's team over the telephone and discovered
their specific business challenges and key objectives. In Judy's
opening speech, she looked directly at the visiting chief executive
officer and his staff, called them by name, thanked them for coming,
and warmly welcomed them. She revealed a flip chart sheet labeled
"Your Wish List." It was composed of the prospect team's top ten
problems, which they hoped the software could solve. Judy clarified
and verified the wish list with the group, added a couple of more
last-minute requests, and said, "Now that we've confirmed exactly
what's important to you, we can ensure a tailored presentation that
meets your specific needs. Let's get started."
Throughout the day of presentations and product demonstrations, Judy
and her team of presenters referred back to this list. They showed
how every feature and function of the software solved an issue on
the wish list and helped the prospect attain their objectives. It's
no wonder that at the end of the day, the visiting CEO stood up to
thank everyone and said "This is the best hospital tour I've ever
experienced. Every question and issue we came with has been
addressed. You've proved the value of the software and it delivers
exactly what we're looking for. I see no reason to keep us from
moving forward with the purchase." He turned to the senior account
executive and said, "What's the next step?"
Bingo! Judy and my client got exactly what they wanted by giving the
audience what they wanted. This principle of reciprocity is known as
the Golden Rule of Presenting.
http://bbs.wenxuecity.com/yingyuziliao/176508.html
英语书籍：Well Said (节选2）
http://bbs.wenxuecity.com/yingyuziliao/176527.html
英语书籍：Well Said (节选3）
http://bbs.wenxuecity.com/yingyuziliao/176552.html
英语书籍：Well Said (节选4）
http://bbs.wenxuecity.com/yingyuziliao/176598.html
英语书籍：Well Said (节选5）
http://bbs.wenxuecity.com/yingyuziliao/176633.html
英语书籍：WELL SAID!; Presentations and Conversations That Get
Results by Darlene Price (节选1）（ZT）
WELL SAID! by Darlene Price 简介：(ZT)
Do presentations make you anxious? Do you wish you could
deliver your message in a truly confident and more
persuasive way?
For most people, presentations are one of the most
difficult parts of their job. Whether it's speaking to a
roomful of people, explaining your budget to the CEO,
pitching to a potential client, leading a departmental
meeting, or presenting remotely via the Internet,
otherwise effective and valuable employees struggle to
drive home their message and persuade their audience. Even
experienced presenters can fall flat on their faces when
the stakes are high.
Rambling, nervousness, excessive detail, overreliance on
slides, lack of focus on the audience: These are all
common problems--and all easily corrected with "Well
Said!," the complete how-to-do-it guide to delivering
targeted, memorable presentations that get results in
every business situation.
The key to truly great presentations is to understand your
audience's point of view and to tell them what's in it for
them. "Well Said!" helps you make this crucial audience
assessment, then carefully analyzes the mechanics of
stellar presentations. Packed with tried-and-true tips,
tricks, and techniques based on the author's extensive
experience, industry research, and client surveys, the
book shows you how to:
* Stop worrying about perfecting your presentation and
start connecting with your audience
* Organize your presentation with persuasive logic and an
effective structure
* Ensure a dynamic, confident delivery every time
* Engage and involve your audience to make your message
meaningful and memorable
* Use PowerPoint more effectively to reinforce your
message and optimize impact.
* Manage nervousness and create a great first impression
* Cultivate a variety of image enhancers that will subtly
lend power to your presentation--and much more.
_________________________________________________________________
WELL SAID!; Presentations and Conversations That Get
Results by Darlene Price
CHAPTER ONE
The Most Important
Element of All
You've got to start with the customer experience and work back
toward the technology, not the other way around.
--STEVE JOBS
When I conduct executive-level presentation coaching programs aimed
at persuading tough decision makers, I often begin by waving a crisp
$100 bill around the room and asking the participants, "Who would
like to win this?" Several hands shoot up in the air, folks sit up a
little straighter in their chairs, and all eyes are fixed on the
green oval portrait of Benjamin Franklin. Once I have their
attention, I continue, "In the next thirty seconds, you'll win $100
if you can answer this question correctly: What is the most
important element of every presentation?" I set a thirty-second
timer for all to see. The competitive outgoing types immediately
shout out their answers: "Body language!" "Voice tone!"
"Professional image!"
"All good guesses," I reply, "and critical elements to success, but
not the 'most' important." The guesses continue. "The opening?" "The
close?" "The content?" The timer is ticking. I urge them on. "Think
about it," I say. "Of all the elements that make up a successful
presentation, what is most important of all?" They look befuddled.
"Humor?" "Good visual aids?" "Oh I know! It's the presenter's level
of expertise!" I nod my head, but they sense my disappointment. The
last few take a stab. "Preparation?" "Storytelling?" "Props?" The
thirty-second timer buzzes and I return the bill to my wallet. The
correct answer? The audience.
Believe it or not, in the hundreds of presentation coaching programs
I have conducted over the course of twenty years, fewer than ten
people have won that $100 bill. Why? Self-focus versus audience
focus. According to my audience surveys, which also number in the
hundreds, failing to speak from the audience's perspective is the
most common strategic mistake presenters make. The audience
responses indicate that it's the primary reason a sale is not made,
a budget not approved, a proposal not agreed to, a request denied.
The presenter fails to align with the audience and speak from the
decision makers' point of view.
Under normal circumstances, most of us probably strive to maintain a
sense of compassion and understanding toward others. We know the
importance of listening and empathy when building a healthy
relationship. We know that to truly connect we have to see things
from the other person's perspective. Unfortunately, when it comes to
delivering a high-stakes presentation where our reputation, level of
success, and possibly even our job is on the line, our
individualistic desire to survive and thrive dominates. All of a
sudden, in front of a group of decision makers, including our boss,
the company's senior leadership, plus our customers, we become self-
focused. We want to look good, sound smart, and be perceived as
confident, credible, and in control. We want to make a great
impression, win the order, close the deal, earn their trust, get the
vote, or gain the funding.
There is nothing wrong with wanting these outcomes. The key is to
realize that these payoffs are the consequences of an audience-
focused presentation. They are not the main goals. If we become too
self-focused we design and deliver a presentation from our own
perspective, not our audience's. We choose the content we want to
talk about; create the slides that feature our favorite points;
present the data we think makes us look smart. But the primary goal
of a presentation is to persuade the audience by speaking from
"their" perspective. The most effective and most influential
presenters I work with, from entry-level sales professionals to
chief officers of major corporations, begin the presentation process
by asking, "Who is my audience?"
By getting to know your audience first, addressing what is important
to them, and solving their issues, I promise you will win much more
than a $100 bill. From your boss and coworkers, you will win
respect, recognition, and career advancement. From your customers
and prospects, you will win trust, confidence, and most likely their
business. So what does this look like?
Talk to a man about himself and he will listen for hours.
--BENJAMIN DISRAELI
KNOW YOUR AUDIENCE: LEARNING ABOUT DECISION MAKERS
Judy, an award-winning chief information officer of a large
hospital, is a master at knowing her audience. As a CIO, she is
responsible for managing a highly complex computer network that
keeps everything running smoothly, from ordering medical supplies to
ensuring patient safety. One of Judy's software vendors (a client of
mine) asked her if she would be willing to give a presentation and
product demonstration to one of their prospects, another large
hospital, which was considering investing in the same software. The
deal was worth more than $10 million to my client, and the senior
account executive had his entire year's quota riding on this one
opportunity. I was invited to work with Judy on the preparation
process.
When the big day came, it was obvious Judy and her team had done
their homework. She and the senior account executive had interviewed
members of the prospect's team over the telephone and discovered
their specific business challenges and key objectives. In Judy's
opening speech, she looked directly at the visiting chief executive
officer and his staff, called them by name, thanked them for coming,
and warmly welcomed them. She revealed a flip chart sheet labeled
"Your Wish List." It was composed of the prospect team's top ten
problems, which they hoped the software could solve. Judy clarified
and verified the wish list with the group, added a couple of more
last-minute requests, and said, "Now that we've confirmed exactly
what's important to you, we can ensure a tailored presentation that
meets your specific needs. Let's get started."
Throughout the day of presentations and product demonstrations, Judy
and her team of presenters referred back to this list. They showed
how every feature and function of the software solved an issue on
the wish list and helped the prospect attain their objectives. It's
no wonder that at the end of the day, the visiting CEO stood up to
thank everyone and said "This is the best hospital tour I've ever
experienced. Every question and issue we came with has been
addressed. You've proved the value of the software and it delivers
exactly what we're looking for. I see no reason to keep us from
moving forward with the purchase." He turned to the senior account
executive and said, "What's the next step?"
Bingo! Judy and my client got exactly what they wanted by giving the
audience what they wanted. This principle of reciprocity is known as
the Golden Rule of Presenting.
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