How to Deliver Winning Presentations: The Winning Attitude
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Reimold, Cheryl
IEEE PCS
2000

Abstract:

As we saw last time, the master key that opens the door to powerful delivery is honest connection with your audience. Outstanding speakers know that they must at every moment be connected with the real people in the audience, for a real purpose that matters to those people, and without hiding behind any slick stage personality. This is what generates the trust essential for persuasion. You may object that in most of your presentations, you're only selling technical information, with persuasion rooted entirely in objective criteria. But our experience with many organizations strongly suggests that this is the wrong view. You're always selling a package: people want the facts, but they also want to know that you are trustworthy and committed to helping them or to seeing a project through. And they get this essential information about trustworthiness and commitment not from the numbers and charts you present but from the way you connect with your listeners.