winning strategies for -...
TRANSCRIPT
Winning Strategies for Power Presentations
This page intentionally left blank
Winning Strategies for Power Presentations
Jerry Weissman Delivers Lessons from the World’s Best Presenters
Jerry Weissman
Vice President, Publisher: Tim Moore
Associate Publisher and Director of Marketing: Amy Neidlinger
Executive Editor: Jeanne Glasser
Editorial Assistant: Pamela Boland
Operations Specialist: Jodi Kemper
Marketing Manager: Megan Graue
Cover Designer: Chuti Prasertsith
Managing Editor: Kristy Hart
Project Editor: Anne Goebel
Copy Editor: Geneil Breeze
Proofreader: Kathy Ruiz
Indexer: Lisa Stumpf
Senior Compositor: Gloria Schurick
Art Consultant: Nichole Nears
Manufacturing Buyer: Dan Uhrig
© 2013 by Jerry Weissman
Publishing as FT Press
Upper Saddle River, New Jersey 07458
FT Press offers excellent discounts on this book when ordered in quantity for bulk purchases or special sales. For more information, please contact U.S. Corporate and Government Sales, 1-800-382-3419, [email protected] . For sales outside the U.S., please contact International Sales at
Company and product names mentioned herein are the trademarks or registered trademarks of their respective owners.
All rights reserved. No part of this book may be reproduced, in any form or by any means, without permission in writing from the publisher.
Printed in the United States of America
First Printing November 2012 with modifications January 2013
ISBN-10: 0-13-312107-0
ISBN-13: 978-0-13-312107-0
Pearson Education LTD.
Pearson Education Australia PTY, Limited.
Pearson Education Singapore, Pte. Ltd.
Pearson Education Asia, Ltd.
Pearson Education Canada, Ltd.
Pearson Educación de Mexico, S.A. de C.V.
Pearson Education—Japan
Pearson Education Malaysia, Pte. Ltd.
Library of Congress Cataloging-in-Publication Data
Weissman, Jerry.
Winning strategies for power presentations : Jerry Weissman delivers lessons from the world’s best
presenters / Jerry Weissman.
p. cm.
ISBN 978-0-13-312107-0 (hardback : alk. paper) -- ISBN 0-13-312107-0
1. Business presentations. I. Title.
HF5718.22.W453 2013
658.4’52--dc23
2012029335
To my mentors:Professors Harry Miles Muheim and Ormond Drake
at New York University
Ray Abel and Mike Wallace at CBS
Evelyn Grippo at Pinnacle Books
This page intentionally left blank
Table of Contents Introduction xv
Natural and Universal
Section I Content: The Art of Telling Your Story 1
1. Mark Twain’s Fingernails 3
How to Remember What to Say
2. Kill Your Darlings 7
A Lesson from Professional Writers
3. How Long Should a Presentation Last? 11
Be Brief and Concise
4. Follow the Money 13
“So...?”
5. Fellini on Creativity 15
Consider All the Possibilities—Before You Present
6. How Woody Allen Creates 17
First Things First, Last Things Last
7. What’s Your Point? 19
Leave Pointlessness to Woody Allen
8. Spoiler Alert 21
What’s Your Point?
9. The Cyrano Parable 23
The Story You Tell Versus the Slides You Show
viii Winning StrategieS for PoWer PreSentationS
10. “Does that make sense?” 25
...And Other Meaningless Words
11. Meaningful Words 27
Words That Inspire Confidence
12. Writer’s Block 29
How to Break Through
13. Writer’s Block II 31
Easier Said Than Done
14. Never Say “Never” 33
Well, Almost Never
15. From Bogart to Gingrich 35
Who Did It?
16. Rupert Murdoch’s 90% Apology 39
Who Did It?
17. Winning and Losing the World Cup 41
He’s Just Not That into FIFA
18. John Doerr’s “Chalk” Talks 43
Three Best Practices from a Top Venture Capitalist
19. Vinod Khosla’s Cardinal Rule 45
“Message Sent Is Not the Same as Message Received”
20. The Outline Trap 47
Britannica and Brainstorming
21. Having a ’versation 49
“I” Versus “You”
22. “It’s all about you!” 51
“...But they’re just not that into you.”
23. When Not to Tell ’em 55
“Get on with it!”
24. Bookends 59
Establish Your First and Last Sentences
ContentS ix
25. The Sound of Ka-Ching! 61
Scale the “You”
26. David Letterman’s Top Ten 63
Pick a Number
27. Illusion of the First Time 65
Road (Show) Warriors
28. In Praise of Analogies and Examples 69
Add Value and Dimension
29. Ronald Reagan and Barack Obama 71
Masters of the Game
30. Aristotle: The First Salesman 75
The Original Source
Section II Graphics: How to Design PowerPoint Slides Effectively 77
31. Vinod Khosla’s Five-Second Rule 79
A Sanity Check for Every Presentation
32. Don’t Raise the Bridge, Lower the Water 81
Better Box Thinking
33. Jon Stewart’s Right 83
Positioned on Purpose?
34. Misdirection 85
Magicians and Graphics
35. Obama Makes a PowerPoint Point 87
The State of the Union and Presentations
36. Go in the Right Direction 89
A Presentation Lesson from Akira Kurosawa
37. PowerPoint and Movie Stunts 91
Use Graphics to Create Continuity
x Winning StrategieS for PoWer PreSentationS
38. The Anti-PowerPoint Party 93
Another Precinct Heard From
39. Signage Versus Documents 95
Drive Your PowerPoint Home
40. The Graphics Spectrum 97
Lives of Quiet Desperation
41. How Audiences See 99
Follow the Action
42. Why Use PowerPoint at All? 103
A Picture Is Worth a Thousand Words
43. “But, I’m not an artist!” 107
Rx: Infographics
44. The Kindness of Strangers 111
Stand and Deliver
45. No More Mind-Numbing Number Slides 113
Five Easy Steps to Bring Your Presentation to Life
Section III Delivery Skills: Actions Speak Louder Than Words 117
46. Eight Presentations a Day 119
Cause and Effect
47. Sounds of Silence 121
Presentation Advice from Composers and Musicians
48. Stage Fright 123
A Close Cousin of Writer’s Block
49. Swimming Lessons and Presentations 127
Deconstruct and Reconstruct
50. Valley Girl Talk 131
Invisible Question Marks
ContentS xi
51. “What do I do with my hands?” 133
A Simple Approach to Gesturing
52. “Look, Ma, no hands!” 137
Anchorperson or Weatherperson
53. Foreign Films 139
The Pause That Refreshes
54. Rx: CrackBerry Addiction 141
Control Yourself!
55. The Eyes Have It 143
Relax!
56. Why Sinatra Stood 145
The Voice of “The Voice”
57. Presentation Counts 147
The Rise and Fall of Rick Perry
Section IV: How to Handle Tough Questions 151
58. Listening and Laughing with Johnny Carson 153
Late Night Lessons for Presenters
59. Ready, Fire, Aim! 155
Old Habits Die Hard
60. How to Deal with a Direct Attack 159
“That was certainly a downer!”
61. No Such Thing as a Stupid Question 163
A Lesson in Q&A from Dilbert
62. The Patronizing Paraphrase 165
Trying to Channel Bill Clinton
63. Tricky Questions 169
Be Transparent or Be Trapped
xii Winning StrategieS for PoWer PreSentationS
64. Robert McNamara Was Wrong 171
You Must Respond to All Questions
65. Breaking into Jail 175
The Elephant IS in the Room
Section V Special Presentations 177
66. Speak Crisply and Eliminate Mumbling 179
Be Your Own Henry Higgins
67. How to Develop a Richer Voice 185
Be Your Own Echo Chamber
68. How to Deliver a Scripted Speech 193
When the Words Count
69. Speaking to an Audience of a Thousand 197
The Big Tent
70. How to Beat the Demo Demons 201
Plan B and More
71. Bring Your Panel Discussion to Life 203
How to Herd Cats
72. Mark Your Accent 207
Eliza Doolittle Is a Myth
73. How to Interview Like a Television Anchorperson 211
Seven Easy Steps
74. Ten Best Practices for the IPO Road Show 215
75. Cicero: Peroration 221
Timeless and Borderless
Endnotes 223
Acknowledgments 237
Index 239
About the Author 249
the MaSterS xiii
The MastersIn order of appearance:
Marcus Tullius CiceroAristotleMark TwainJoshua FoerMaureen DowdEd CookeAmanda ForemanSir Arthur Quiller-CouchChristopher MarkusStephen McFeelyWilliam StrunkE.B. WhiteStephen KingJason GayFranklin D. RooseveltJames CollinsMaryanne WolfGuy KawasakiFederico FelliniCasey SchwartzWoody AllenMick LaSalleStephen R. CoveyTerry TeachoutManohla DargisA.O. ScottClive ThompsonMichel de MontaigneHenry JamesTim CarmodyNicholson BakerSir Winston ChurchillMardy GrotheErin McKeanLeroy “Satchel” Paige
Humphrey BogartJulius J. EpsteinPhilip G. EpsteinHoward KochWilliam SchneiderSteve KelleyMike LeeJohn DoerrVinod KhoslaWalter S. MossbergJoe DatorSherry TurkleJames W. PennebakerDiana TamirJason MitchellTheodore LeavittBruce Eric KaplanGeoff DyerJohn IrvingWilliam SafireJhumpa LahiriDavid LettermanDeepak ChopraWilliam ShakespeareWilliam GilletteRonald ReaganBarack ObamaPhilip Delves BoughtonChristopher M. BarlowPaul KatzJon StewartAkira KurosawaStephen PrinceMatt Zoller SeitzLucy Kellaway
Michael BaldwinGarr ReynoldsStephen M. KosslynHans RoslingDeborah LandauStephen SondheimPaul SimonDizzy GillespieHouston PersonDana GoodyearW. Timothy GallweyJoel SteinTaylor MaliMatt RidleyIrving BerlinTony PerrottetBruce IliffRolf DobelliFrank SinatraJohn F. KennedyJon MeachamJohnny CarsonDave WiegandDorothy RabinowitzAdam LashinskyFrank PartnoyScott AdamsBill ClintonKevin O’ConnorPaul MaritzAdam BryantGeorge Bernard ShawPeter FuntCharlie RoseBarbara Walters
This page intentionally left blank
xv
Introduction
Natural and Universal
There is nothing new under the sun.
—Ecclesiastes 1:9
For businesspeople, presentations are an unnatural act.
Presenters are not performers, nor are they graphic designers, nor do they have an abundance of time, and—what is most unnatural of all—whenever they have to deliver a mission critical pitch, their own elevated stress diminishes their effectiveness.
As a result, most business presentations devolve into a mind-numbing scenario in which a nervous person stands in front of a room giving a verbatim recitation of a disjointed set of begged, borrowed, or stolen slides to a bored audience for far too long.
In my role as a presentation coach, I sought to end this vicious cycle and found it in the commonality with other communication modes. Presentations are not unique public speaking situations prac-ticed by a privileged few on special stressful occasions; presentations have the same goals and dynamics as meetings, conversations, tele-phone calls, job interviews, and interpersonal communications. They all aspire to convey ideas between two separate people or groups of people, to ensure that both parties connect, and to ensure that the “co-” in communication is achieved.
xvi Winning StrategieS for PoWer PreSentationS
Presentations also have the same goals and dynamics of broader communication modes such as literature, cinema, media, and poli-tics. Many of the expert practitioners in these fields have shared their secrets in public, so I have tapped into their advice and adapted them into a set of best practices that you can use in your presentations. In these pages you’ll find the wisdom of Mark Twain, Woody Allen, Johnny Carson, Ronald Reagan, and many other leaders in their field of communication, with special mention to Scott Adams, the creator of Dilbert, the wonderful comic that strip satirizes dysfunctional com-munications in business.
The place of honor, however, goes to Marcus Tullius Cicero, the great Roman statesman and orator, whose highly functional advice forms bookends in the first and culminating chapters of this volume, as well as here in the Introduction, where his words, written in 55 BC, support the natural approach:
The special province of the orator is, as I have already said more than once, to express himself in a style at once impres-sive and artistic and conformable with the thought and feeling of human nature.1
This universal vision was reinforced in 2012 when Cheers Pub-lishing in Beijing translated my first three books on presentation skills into Chinese and released them as a trilogy. Originally, I wrote Pre-senting to Win: The Art of Telling Your Story, The Power Presenter: Technique Style and Strategy, and In the Line of Fire: How to Handle Tough Questions as individual books rather than as an omnibus so that I could provide readers with a thorough methodology for each of the essential elements of every presentation:
• How to develop a clear and logical story
• How to design simple and effective graphics
• How to speak with confidence and authority
• How to handle challenging questions
Seeing the three books together and in Chinese (even though I did not understand the Chinese characters) validated my view that the essential elements of any presentation have the same roots and—except for PowerPoint—have existed since Cicero’s time in ancient
introduction xvii
Rome, and even earlier, in Aristotle’s time in ancient Greece. The principles established by those classical philosophers are still appli-cable today. I have been using modern versions of them in the public and private programs of my coaching practice in Silicon Valley for almost a quarter of a century, and for a decade before that at WCBS-TV in New York in my role as a producer and director of public affairs programs.
To share these timeless and borderless practices with you, I’ve crafted them as individual lessons in succinct, bite-sized, chapters. I used the same approach in my previous book, Presentations in Action, as well as in blogs posted on the Forbes and Harvard Business Review websites, and on indezine.com, a dedicated PowerPoint site, where some of these new lessons have previously appeared.
Beyond presentations, you’ll also find advice on how to handle special speaking situations such as large audience formats, panel dis-cussions, product demonstrations, interviewing, scripted speeches, and voice and speech quality. And for those of you fortunate enough to reach the top of the business mountain, I’ve also included ten best practices for my specialty, the Initial Public Offering road show.
I’ve had the privilege of coaching the IPO road shows of nearly 600 companies, among them Cisco, Intuit, Yahoo!, eBay, Netflix, and Dolby Laboratories. For each of them, I used the same techniques as I did with another 600 companies, coaching them to develop pre-sentations to raise private financing, sell products, form partnerships, and gain approval for internal projects—further substantiation of the universality of this methodology.
At the foundation of all these applications is the larger message that you can access and employ the same best practices that have proven successful over time and across diverse geographies, cultures, and media, to help you to become a Power Presenter.
You have my very best wishes for success.
This page intentionally left blank
Index
237
Symbols2012 Republican Presidential
Nomination, 1497-second delays, 156
AAdams, Scott, 163adding value, 115adjusting content, 46Adler, Mortimer, 75Alhbom, Steve, 112Allen, Woody, 17-20
pauses, 140American Electronics
Association, 119analogies, 69-70analyzing audiences in advance, 46anchorpersons, 137-138answering questions, 46, 171-173Anticipation Space, 92Anti-PowerPoint Party, 93-94apologies (Murdoch, Rupert), 39-40Apple Computer, 156Aristotle, 76articulation, 180-182Aspen Ideas Festival, 211assertive language, 219athletic articulation, 181-183attacks, direct attacks, 159-161attention spans, length of
presentations, 11-12Audience, Inc., 61audiences
analyzing in advance, 46best practices, 217direct references to, 220
eye movements, 99-101involving in interviews, 213knowledge of, 66-67speaking to groups over a thousand,
197-198Big Tent events, 199image magnification, 198
BBaker, Nicholson, 32Baldwin, Michael, 94bar charts, 98Barlow, Christopher M., 81Bartz, Carol, 159-161benefits, offering multiple
benefits, 46Benhamou, Eric, 63-64Bernstein, Carl, 13best practices
elevating audience’s primacy, 44Go To Command, 44IPO road shows
assertive language, 219competition, 217direct references to
audiences, 220flow structure, 218NetRoadshow Factor, 215-216new audiences, new
benefits, 217team building, 219timing, 217verbalization, 218-219web animation, 218
relegate slides to secondary role, 44Big Tent events, 199Bing, 108
238 Index
Bixby, Jim, 217boilerplate phrases, 157-158bookends, 59-60box thinking, 81-82brainstorming, 17-18
outlines, 47-48breaking into jail, 175-176Bryant, Adam, 169B-School, 86buffers, 157-158bullets, 98Bush, President George H.W., 147
Ccadence
in speech, 132teleprompters, 195
calming the user, 143-144Cannon, Lou, 72Carmody, Tim, 31Carson, Johnny, 153-154Carter, President Jimmy, 147Casablanca, 35charts, bar charts, 98Chopra, Deepak, 63choreography, 133Churchill, Sir Winston, 11, 33Cicero, Marcus Tullius, xvi, 221-222
loci method, 4Cisco Systems, 218Clinton, President Bill, 36, 41-42,
147, 166Clinton, Secretary of State Hillary, 87Collins, James, 12competition, IPO road shows, 217Confucius, 69consonants, 188content
adjusting, 46focused content, 46
continuity, graphics, 91-92convergent thinking, 15Cooke, Ed (memory aids), 4Cooper, Anderson, 172Covey, Stephen R., 30, 45, 63CrackBerry Addiction, 141-142creative processes, 15-16cross-references, interviews, 213C-School, 86
Custom Animation, 83customizing presentations, 46cutting down presentations, 7-9Cyrano de Bergerac, 23
DDargis, Manohla, 21data dump, 16data visualizations, 108Dator, Joe, 49de Montaigne, Michel, 31deconstruction, 127-129defeating Demo Demons, 201-202delivering scripted speeches, 193-194
teleprompters, 194-195vertical text, 195-196
delivery skills, Power Presentations program, 127
Delves Broughton, Philip, 76Demo Demons, defeating, 201-202Dilbert comic strip, 163direct attacks, 159-161divergent thinking, 15Dobelli, Rolf, 142Doerr, John, 43-44Does that make sense?, 25-26Dole, Bob, 147“Don’t raise the bridge, lower the
water,” 81Doolittle, Eliza, 182
myth, 207Dowd, Maureen, 4dress codes, panel discussions, 204Dust, 124Dyer, Geoff, 56
Eeffective listening, 154Encyclopedia Britannica, 48Estegassy, Guillaume, 111examples, 69-70existentialism, 19extremism, 55-57Eye Connect, 144eye contact, 202eye movements
rapid eye movement, 143tracking, 99
EyeTrackShop, 99
Index 239
FFaulkner, William, 8Fellini, Federico, 15-18Ferrer, Jose, 23FIFA, 41-42five-second rule, 79Flash, Will, 146flow structure, IPO road shows, 218Foer, Joshua, 3The Fog of War: Eleven Lessons of
Robert S. McNamara, 171follow the money, 13-14fonts, 95-96Foreman, Amanda, 7-8Foreman, Carl, 8forward-looking statements, 27-28Frankendeck, 30friction, 84Fried, Michael, 56Funt, Peter, 212
GGallwey, W. Timothy, 124Gay, Jason, 11gesturing, 133-135
lack of, 137-138Gettysburg Address, 195-196Giffords, Rep. Gabrielle, 72Gillespie, Dizzy, 122Gillette, William, 65Gingrich, Newt, 36Gmail, Undo Send, 156Go To Command, 44Goldwater, Barry, 55Gonzales, Alberto R., 36Goodyear, Dana, 123Google, 108, 156
Gmail, Undo Send, 156Granberry, Noland, 119-120graphics, 85-86
bar charts, 98bullets, 98continuity, 91-92
Green, Christina Taylor, 72Grothe, Mardy, 34
HHarvard Business School, 69Harwood, John, 150
Having a ’versation, 50Helvetica, 95-96Higgins, Henry, 180-182honesty, 169-170How smart are you?, 169-170humor, 154
I“I think,” 28Ikiru, 89Iliff, Bruce, 144“Illusion of the First Time of
Acting,” 65image magnification, 198image websites, 108infographics, 107-109International Commerce Centre,
81-82interviews, 211-213
cross-references, 213involving audiences, 213navigating, 212summarizing, 213transparency, 212-213
IPO road shows, best practicesassertive language, 219competition, 217direct references to audiences, 220flow structure, 218NetRoadshow Factor, 215-216new audiences, new benefits, 217team building, 219timing, 217verbalization, 218-219web animation, 218
“The Iron Lady,” 185Irving, John, 59-60
JJames, Henry, 31
KKaplan, Bruce Eric, 55Katz, Paul, 82Kawasaki, Guy, 12Kellaway, Lucy, 94Kelley, Steve, 42Kennedy, John F., 147Khosla, Vinod, 45, 79-80
240 Index
“kill your darlings,” 8King, John, 172-173King, Stephen, 9Kosslyn, Stephen M., 104Kurosawa, Akira, 89-90
Llack of gestures, 137-138Lahiri, Jhumpa, 60Landau, Deborah, 112Landry, Steve, 159-160language
assertive language, 219cadence, 132“I think,” 28listening, 209-210meaningful words, 27-28meaningless words, 25-26negativity, 33-34passive voice, 35-37pauses, 139-140pronouns, 50Spanish, 208-209
larynx, 187LaSalle, Mick, 19-20Lashinsky, Adam, 156learning languages, 209-210Leavitt, Theodore, 53Lee, Mike, 42length of presentations, 11-12lessons from professionals, 169Letterman, David, 63Limitless, 29Lincoln, Abraham, 195linking words, 115listening
effective listening, 154learning languages, 209-210
lists, structuring presentations, 63-64loci method, 3-4Loughner, Jared Lee, 72
MMake Believe, 85Mali, Taylor, 131Mamet, David, 76Maritz, Paul, 169Markus, Christopher, 8Martin, Steve, 23Martin, Xavier, 140
Maxim Integrated, 14McCain, John, 147McFeely, Stephen, 8McKean, Erin, 34McNamara, Robert S., 171-173Meacham, Jon, 150meaningful words, 27-28meaningless words, 25-26MEGO (My Eyes Glaze Over), 8Message Sent Is Not the Same as
Message Received, 45-46Michels, Barry, 123-124Microsoft PowerPoint, 109misdirection, 86Mitchell, Jason, 51mobile devices, dealing with
audiences use of, 141-142moderating panel discussions,
203-205Mondale, Walter, 147Morell, Mavor, 180Morgenstern, Joe, 86Mossberg, Walter S., 48Mumblecore, 179mumbling, 179-180Murdoch, Rupert, 39-40
Nnarrators, 202nasal resonance, 188-189navigating
interviews, 212slides, 114-115
negative facts, 160negative information, transparency,
175-176negativity, 33-34NetRoadshow Factor, 215-216neutralizing questions, paraphrases,
166-167News. Corp., phone hacking scandal,
39-40Nixon, President Richard, 34, 147
choreography, 133Noonan, Peggy, 73
OObama, President Barack, 71-73, 147objectives, 21-22O’Connor, Kevin, 169
Index 241
O’Donnell, Lawrence, 212one-liners, 82Opening Gambit, 60oral resonance, 189-190O’Reilly, Bill, 212outlines, brainstorming, 47-48
PPaige, Leroy “Satchel,” 34Palin, Sarah, 5panel discussions, 203-205
seating for panelists, 204paraphrases, 114, 157
neutralizing questions, 166-167patronizing paraphrases, 165-167
Partnoy, Frank, 156passive voice, 35-37patronizing paraphrases, 165-167pauses, 139-140, 156-157, 191
for action, 202paraphrases, 157
pausing before answering questions, 155-158
Pennebaker, James W., 50Perrottet, Tony, 142Perry, Rick, 147-150, 172Person, Houston, 122pharyngeal resonance, 190-191phone hacking scandal (Murdoch,
Rupert), 39-40ping-pong effect, teleprompters, 195pointlessness, 19-20positioning slides, 83-84“Power of Visual Communication,”
103-104Power Presentations program, 127PowerPoint, 109
reasons for using, 103-105practicing presentations, 111-112Presentation-as-Document
Syndrome, 88presentations
bringing to life, 113-115customizing, 46length of, 11-12missteps, 113paring down, 7-9practicing, 111-112selling, 75structuring with lists, 63-64
progress, tracking, 46pronouns, 50Pygmalion, 207
Qquestions
answering, 46, 171-173neutralizing, 166-167not answering, 172pausing before answering, 155-158reacting to, 163-164
quiet desperation, 97Quiller-Couch, Sir Arthur, 8
Rrapid eye movement, 143rate of speech, 183reacting to questions, 163-164Reagan, President Ronald, 36,
71-73, 147lack of gestures, 137-138
reconstruction, 127-129reduction, 207relaxing, 143-144remembering what to say, 3-5resonance, 186-187
nasal resonance, 188-189oral resonance, 189-190pharyngeal resonance, 190-191
Reynold, Garr, 97Ridley, Matt, 134“Roman Room” memory method, 4Romney, Mitt, 33, 147-150, 172-173Roosevelt, President Franklin D., 11Rose, Charlie, 212Rosling, Hans, 104-105Rostand, Edmond, 23
SSafire, William, 59Santos, Peter, 61scaling the “you,” 61-62Schneider, William, 37Schwartz, Casey, 15Scott, A. O., 21, 29Scott, Karyn, 144
242 Index
scripted speeches, delivering, 193-194teleprompters, 194-195vertical text, 195-196
seating for panelists, 204Seitz, Matt Zoller, 91self-centeredness, 49-51 selling presentations, 75shadow, 124Shaw, George Bernard, 180silence, 121-122Simon, Paul, 121Sinatra, Frank, 145Skutnik, Lenny, 71Slide Transition, 83slides
navigating, 114-115positioning, 83-84versus storytelling, 23-24
Sondheim, Stephen, 121-122Spanish lessons, 208-209speaking clearly, 145-146, 179-180
articulation, 180-182speaking to groups over a thousand,
197-198Big Tent events, 199image magnification, 198
speecharticulation, 180-182mumbling, 179-180rate of, 183
speeches, delivering scripted speeches, 193-194
spoiler alerts, 21-22stage fright, 123-125stand and deliver, 111-112State of the Unions, 87-88“A Streetcar Named Desire,” 111Stein, Joel, 125Stewart, John, 83-84stories, telling, 23-24storyboards, 57structuring presentations, lists, 63-64Stuts, Phil, 123-125Sullivan’s Law, 202summarizing interviews, 213
Ttalking aloud to prevent writer’s
block, 31-32Tamir, Diana, 51Teachout, Terry, 21team building, IPO road shows, 219TechAmerica, 119teleprompters
delivering scripted speeches, 194-195
ping-pong effect, 195telling stories, 23-24Thompson, Clive, 31Thoreau, Henry David, 97timing, IPO road shows, 217Title Plus, 114Tolstoy, Leo, 89Tonight: 4 Decades of The Tonight
Show, 153tracking
eye movements, 99progress, 46
transparency, 169-170, 176bad news, 175-176interviews, 212-213
Triple “Tell ‘em,” 55-57Tufte, Edward R., 93Turkle, Sherry, 49Twain, Mark, 4-5
UUnimark International, 95up talking, 131-132Ussery, Marvin, 175
Vvalley girl talk, 131-132value, adding, 115verbal navigation, 202verbal pauses, 157verbalization, 119-120, 128, 210
IPO road shows, 218-219vertical text, delivering scripted
speeches, 195-196vibrations, 188visual imagery, 3
Index 243
visualization, 124Visual.ly, 109vocal cords, 185-186voice recognition, 31voices
developing a richer voice, 185-186pauses, 191resonance, 186-187
nasal resonance, 188-189oral resonance, 189-190pharyngeal resonance, 190-191
speaking clearly, 145-146vowels, 188
W-XWallace, Chris, 148Wallace, Mike, 212Walters, Barbara, 212War Horse, 21Washington, President George, 87weatherpersons, 137-138web animation, IPO road shows, 218Wespi, Karen, 14Wiegand, David, 153-154Williams, Tennessee, 111Wipe from Right, 83Wipe Left, 83Wipe Right, 90Wipes, 89Wolf, Maryanne, 12Woodward, Bob, 13word wrap, 82writers, lessons from professionals,
7-9writer’s block, 29-32
talking, 31
YYahoo! Inc., 159“you,” 202You Will Meet a Tall Dark
Stranger, 19
ZZen, 97