Mastering the Art of Oral Presentations Winning Orals, Speeches, and Stand-Up Presentations

Proven techniques to win over any audience and make any sale

Mastering the Art of Oral Presentations is 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.

Drawing 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:

• Develop winning approaches to oral presentations regardless of experience or skill level
• Build the confidence to present your ideas to individuals, teams, and large audiences
• Incorporate your personal and professional lives into your communication strategies
• Create and deliver messages that will win the hearts and minds of any audience

Mastering the Art of Oral Presentations: Winning Orals, Speeches, and Stand-Up Presentations is 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. 

JOHN PARKER STEWART 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.

DON FULOP 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.

Foreword xix

Introduction An Absolute Will to Win Is Essential for Success xxi

Government Orals — What They Are, How They Originated, Why They Are So Important, and the Requirements the Government Must Follow When They Are Used xxiii

Customer’s Objectives xxv

Your Team and Your Team’s Objectives xxvi

Orals Coach or Speech Coach? xxviii

Chapter 1 Preparation: Preparation Is the Foundation of Success 1

Customer Intelligence 2

Evaluation Criteria 7

Team Strengths and Weaknesses 8

Competitor Strengths/Weaknesses 10

Presentation Win Strategy 13

Value Proposition 17

Win Themes and Discriminators 18

Getting to Blue! 24

Chapter 2 Secrets of Successful Presenters: An Audience Quickly Forgets the Ordinary—Don’t Be Ordinary! 27

Let Your “Self ” Shine Through 28

The Power of Personal Stories 29

Converse Rather Than Lecture 31

Teach the Customer Something They Don’t Already Know 32

Include Something Astounding 34

Keep It Short, Sweet, and Direct 36

Chapter 3 Presentation and Messaging Preparation: Key Elements to Increase Your Win Probability 39

Select Content 40

Prepare Content for Delivery 46

Effective Graphics and Visuals—There Will Not Be a Second Opportunity to Create a Great First Impression 47

Effective Dialogue and Manuscript—The Key Part of Messaging Is Delivery 55

Refining Your Message—Improvements to Increase Your Win Probability 65

Review the Power of Your Language—What You Say and How You Say It Are Equally Important 68

Make Your Content Work for You—Achieve the Most Value with Limited Time and Resources 69

Highlighting Strengths and Mitigating Weaknesses— All Companies Have Them, so Know Yours! 70

Using Content and Delivery to Connect 73

Incumbent Tips 74

Chapter 4 Rehearse: The Delivery — Part Interview, Part Stage Show 79

Appearance 81

Verbal Delivery Tips 83

Nonverbal Delivery Tips 88

Effective Use of Your Hands 90

Effective Use of Your Face 96

Effective Use of Your Body: Posture and Gesture 96

Connect with the Audience Emotionally and Psychologically 99

Engaging — General Delivery Tips 107

Using Props and Visuals 111

Practice, Practice, Practice 112

Dry Run Your Presentations 114

Informal Dry Run 114

Formal Dry Run 114

Create a Mock-Up Presentation Room 117

Prepare for Common and Uncommon Events 118

Question and Answer Sessions 122

Sample Questions Your Customer May Ask You 127

Chapter 5 Formal Presentation Day: Demonstrate Your Competence, Credibility, Confidence and Commitment 131

Dealing with Nervousness and Distractions 132

Delivery Distractions 135

Guidelines for Interacting with the Customer 136

Formal Presentation Day Emergency Kit 137

Essential Backup Equipment to Take with You 138

Final Preparations 138

The After-Presentation Action Review 139

Celebrate! 140

Chapter 6 Real-Time Demonstrations–A Truly Special Experience!: Live Demonstrations Present New Challenges and Opportunities to Crush Your Competition 141

Understanding the Demo Requirements 142

When Demonstration Requirements Are Clear 142

When Demonstration Requirements Are Not Specified 143

Simple and Complex Demos — Either Way, Make Sure They “Get It”! 145

Getting from Good to Great with Deeper Insights — Discriminators, Risks, and Hot Buttons 146

The Demo Project Plan and Project Manager 146

Teammate, Subcontractor, Vendor, and Supplier Support 147

Visuals 148

Planning for Success 149

How to Handle an Issue or Problem 149

Before Going Live — Holistic Review, Integration, and Rehearsal 151

Celebrate Success! 152

Chapter 7 Sample Charts 153

Overall Approach, Win Theme, and Discriminators Chart 156

Organizational Chart 157

Impact and Special Messages Chart 158

Build-Up 159

Text-Intensive Charts 160

Mixing Key Words and Graphics 161

Sample Chart—Features and Benefits 162

Risks Chart 163

Financial and Statistical Charts 164

Tables 165

Technical Illustrations and Drawings 166

Appendix Federal Acquisition Regulation (FAR) 15.102 Oral Presentations 167

Acknowledgments 171

About the Authors 173

Index 177

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