英語書籍：Well Said (節選4）ZT
WELL SAID!; Presentations and Conversations That Get
Results by Darlene Price
HOW TO GATHER INFORMATION ABOUT YOUR AUDIENCE
As you analyze your audience using the ten critical questions, there
are multiple resources to help fill in the blanks. Take out your
magnifying glass, light your pipe, play the role of Sherlock Holmes,
and conduct a full investigation. Here are a few ways to gather
critical information about your audience.
* Speak to the attendees several days or weeks before the
presentation. Schedule a call and ask them what they would like to
gain from the presentation. Ask what they're expecting. This
interaction provides firsthand feedback, allows you to establish a
personal connection in advance, and enables you to customize your
presentation to meet their needs.
* Send out a questionnaire or survey. If you cannot personally speak
with the attendees, consider sending a quick five- or ten-question
survey that can be completed in ten minutes.
* Speak to their managers or senior leaders. I always find it
helpful to ask the boss what he or she wants and needs their people
to gain from the presentation.
* Talk with the audience's coworkers or people inside the
organization. Insights from fellow employees will help you get a
feel for the overall attitude, atmosphere, and environment.
* Read the latest articles relating to your audience's industry,
company, or interests. Gather as much current information as
possible about their values, mission statement, and performance
data. Be sure to read their marketing materials, annual reports,
newsletters, brochures, product spec sheets, or other related
collateral material. Browse the company website and relevant
industry websites.
* Visit their facility, store, or office. Nothing impresses an
audience more than a presenter who has done his or her homework,
especially when that entails gaining firsthand experience and taking
the time to see their company in action.
* Study their competition. If you are delivering a sales
presentation, be sure to know the companies and products that your
prospect audience considers to be their main rivals.
* Converse and mingle with participants as they enter the room.
Ideally, you should arrive and set up early enough to be fully
available to participants as they walk in. Use this time to gather
last-minute information from audience members that you can weave
into your presentation, such as their names, relevant stories,
humorous examples, special requests, learning goals, and schedule
adjustments.
* Use an Internet search engine to investigate the key decision
makers who will attend your presentation.
* Ask questions during the presentation to gather on-the-spot
feedback. In a later chapter we will look at various audience
interaction techniques, one of which is asking the audience
questions during the presentation.
TOP LOGISTICAL AND ENVIRONMENTAL QUESTIONS
Success is the sum of details. --HARVEY S. FIRESTONE
In addition to the ten critical questions that lay the groundwork
for your audience analysis, you will also need to know the answers
to a number of logistical questions to ensure that your presentation
runs smoothly. Prior to your presentation, as you talk with the
organization's leaders and/or employees, see how much you can learn
about the following:
* Who will be introducing you? Are you introducing yourself?
* How many audience members will be present?
* Will people be joining you remotely via the telephone or Internet?
* How much time do you have for your presentation, including Q&A?
* What is the time slot of your presentation?
* What is your placement on the agenda (first, middle, last)?
* What agenda items, speakers, and topics precede and follow you?
* Where is the presentation location/venue?
* What is the earliest you may access the room for setup, walk-
through, and rehearsal?
* What is the room setup and seating arrangement? Can they be
changed?
* Will you stand or remain seated to present? What are other
presenters planning to do?
* Are you giving a team presentation with other presenters or are
you solo?
* What audiovisual equipment will you need? Laptop, screen,
projector, microphone?
* If you use a microphone, is it a handheld, lapel, or stationary
model?
* Are you expected to use a lectern? If so, can you leave the
lectern and move around the stage and room to better connect with
the audience?
* What kind of lighting is in the room? Are the slides still visible
with the lights on?
* Is there a meeting theme, occasion, or special event tied to your
presentation?
* What is the expected attire for the attendees? For the
presenter(s)? Is it formal, business, business casual, casual?
* Will food or beverages be served before, during, or after your
presentation?
* Will special VIPs, senior executives, dignitaries, guests, or the
press be present?
* After your closing, do you introduce another speaker, or close the
entire program/event?
Getting to know your audience is much like building a relationship
with anyone else: the more you know about them and the more time you
invest in learning what is important to them, the more likely you
are to establish rapport and create a meaningful connection. The
bedrock of a great presentation is showing your audience you know
them. So, if you are ever in a workshop and the facilitator offers
$100 for the correct answer to the question "What is the most
important element of every presentation?" you can be the first to
call out, "The audience!"
_________________________________________________________________
*****TABLE OF CONTENTS *****
SECTION I: Laying the Groundwork for Getting Results
1: The Most Important Element of All
2: How to Persuade a Decision Maker
3: Establishing Credibility
SECTION II: Developing Persuasive Content
4: Crafting Your Presentation
5: Developing Content That Involves and Engages Your Audience
6: Designing and Presenting Effective PowerPoint Slides
SECTION III: Mastering a Confident, Dynamic Delivery Style
7: Preparing for a Powerful Performance
8: Using Effective Body Language to Show Confidence
9: Conveying a Professional Image Through Dress and Appearance
10: Speaking with the Voice of Authority
11: Leveraging the Language of Leadership
12: Handling Q&A with Credibility and Finesse
SECTION IV: Seizing Every Opportunity to
Persuade Decision Makers
13: Planning and Conducting Powerful Conversations
14: Writing E-Mails That Get Results
15: Facilitating Effective Meetings In Person and via the Telephone
16: Delivering Winning Webinars
17: Leading Team Presentations
WELL SAID!; Presentations and Conversations That Get
Results by Darlene Price
HOW TO GATHER INFORMATION ABOUT YOUR AUDIENCE
As you analyze your audience using the ten critical questions, there
are multiple resources to help fill in the blanks. Take out your
magnifying glass, light your pipe, play the role of Sherlock Holmes,
and conduct a full investigation. Here are a few ways to gather
critical information about your audience.
* Speak to the attendees several days or weeks before the
presentation. Schedule a call and ask them what they would like to
gain from the presentation. Ask what they're expecting. This
interaction provides firsthand feedback, allows you to establish a
personal connection in advance, and enables you to customize your
presentation to meet their needs.
* Send out a questionnaire or survey. If you cannot personally speak
with the attendees, consider sending a quick five- or ten-question
survey that can be completed in ten minutes.
* Speak to their managers or senior leaders. I always find it
helpful to ask the boss what he or she wants and needs their people
to gain from the presentation.
* Talk with the audience's coworkers or people inside the
organization. Insights from fellow employees will help you get a
feel for the overall attitude, atmosphere, and environment.
* Read the latest articles relating to your audience's industry,
company, or interests. Gather as much current information as
possible about their values, mission statement, and performance
data. Be sure to read their marketing materials, annual reports,
newsletters, brochures, product spec sheets, or other related
collateral material. Browse the company website and relevant
industry websites.
* Visit their facility, store, or office. Nothing impresses an
audience more than a presenter who has done his or her homework,
especially when that entails gaining firsthand experience and taking
the time to see their company in action.
* Study their competition. If you are delivering a sales
presentation, be sure to know the companies and products that your
prospect audience considers to be their main rivals.
* Converse and mingle with participants as they enter the room.
Ideally, you should arrive and set up early enough to be fully
available to participants as they walk in. Use this time to gather
last-minute information from audience members that you can weave
into your presentation, such as their names, relevant stories,
humorous examples, special requests, learning goals, and schedule
adjustments.
* Use an Internet search engine to investigate the key decision
makers who will attend your presentation.
* Ask questions during the presentation to gather on-the-spot
feedback. In a later chapter we will look at various audience
interaction techniques, one of which is asking the audience
questions during the presentation.
TOP LOGISTICAL AND ENVIRONMENTAL QUESTIONS
Success is the sum of details. --HARVEY S. FIRESTONE
In addition to the ten critical questions that lay the groundwork
for your audience analysis, you will also need to know the answers
to a number of logistical questions to ensure that your presentation
runs smoothly. Prior to your presentation, as you talk with the
organization's leaders and/or employees, see how much you can learn
about the following:
* Who will be introducing you? Are you introducing yourself?
* How many audience members will be present?
* Will people be joining you remotely via the telephone or Internet?
* How much time do you have for your presentation, including Q&A?
* What is the time slot of your presentation?
* What is your placement on the agenda (first, middle, last)?
* What agenda items, speakers, and topics precede and follow you?
* Where is the presentation location/venue?
* What is the earliest you may access the room for setup, walk-
through, and rehearsal?
* What is the room setup and seating arrangement? Can they be
changed?
* Will you stand or remain seated to present? What are other
presenters planning to do?
* Are you giving a team presentation with other presenters or are
you solo?
* What audiovisual equipment will you need? Laptop, screen,
projector, microphone?
* If you use a microphone, is it a handheld, lapel, or stationary
model?
* Are you expected to use a lectern? If so, can you leave the
lectern and move around the stage and room to better connect with
the audience?
* What kind of lighting is in the room? Are the slides still visible
with the lights on?
* Is there a meeting theme, occasion, or special event tied to your
presentation?
* What is the expected attire for the attendees? For the
presenter(s)? Is it formal, business, business casual, casual?
* Will food or beverages be served before, during, or after your
presentation?
* Will special VIPs, senior executives, dignitaries, guests, or the
press be present?
* After your closing, do you introduce another speaker, or close the
entire program/event?
Getting to know your audience is much like building a relationship
with anyone else: the more you know about them and the more time you
invest in learning what is important to them, the more likely you
are to establish rapport and create a meaningful connection. The
bedrock of a great presentation is showing your audience you know
them. So, if you are ever in a workshop and the facilitator offers
$100 for the correct answer to the question "What is the most
important element of every presentation?" you can be the first to
call out, "The audience!"
_________________________________________________________________
*****TABLE OF CONTENTS *****
SECTION I: Laying the Groundwork for Getting Results
1: The Most Important Element of All
2: How to Persuade a Decision Maker
3: Establishing Credibility
SECTION II: Developing Persuasive Content
4: Crafting Your Presentation
5: Developing Content That Involves and Engages Your Audience
6: Designing and Presenting Effective PowerPoint Slides
SECTION III: Mastering a Confident, Dynamic Delivery Style
7: Preparing for a Powerful Performance
8: Using Effective Body Language to Show Confidence
9: Conveying a Professional Image Through Dress and Appearance
10: Speaking with the Voice of Authority
11: Leveraging the Language of Leadership
12: Handling Q&A with Credibility and Finesse
SECTION IV: Seizing Every Opportunity to
Persuade Decision Makers
13: Planning and Conducting Powerful Conversations
14: Writing E-Mails That Get Results
15: Facilitating Effective Meetings In Person and via the Telephone
16: Delivering Winning Webinars
17: Leading Team Presentations
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