# Presenting to Win  ## Metadata - Author: [[Jerry Weissman]] - Full Title: Presenting to Win - Category: #books ## Highlights - Why wouldn’t every presenter, seeking that clarion call to action, be, as the U.S. Army urges, all that he or she can be? The reason is that the overwhelming majority of business presentations merely serve to convey data, not to persuade. ([Location 504](https://readwise.io/to_kindle?action=open&asin=B001M60BKK&location=504)) - Ludwig Mies van der Rohe’s surgically appropriate advice: Less Is More. ([Location 528](https://readwise.io/to_kindle?action=open&asin=B001M60BKK&location=528)) - They are so important that I’ve covered those subjects in detail in two separate books: The Power Presenter, which shows you how to develop your delivery skills, and In the Line of Fire, which shows you how to handle tough questions. But in this book, the main focus is on defining your story. ([Location 546](https://readwise.io/to_kindle?action=open&asin=B001M60BKK&location=546)) - When your story is right, it serves as a foundation for your delivery skills. The reverse is never true. ([Location 557](https://readwise.io/to_kindle?action=open&asin=B001M60BKK&location=557)) - All the vocal dynamics and animated body language in the world can’t improve a confusing story, while a clear and concise story can give a presenter the clarity of mind to present with poise. ([Location 578](https://readwise.io/to_kindle?action=open&asin=B001M60BKK&location=578)) - The good presenter grabs their minds at the beginning of the presentation; navigates them through all the various parts, themes, and ideas, never letting go; and then deposits them at the call to action. ([Location 589](https://readwise.io/to_kindle?action=open&asin=B001M60BKK&location=589)) - The good presenter is one who effectively manages the minds of the audience. Therefore, the subliminal perception of the effective presentation is Effective Management. ([Location 594](https://readwise.io/to_kindle?action=open&asin=B001M60BKK&location=594)) - Influential investors from Warren Buffett to Peter Lynch subscribe to the commonly ([Location 598](https://readwise.io/to_kindle?action=open&asin=B001M60BKK&location=598)) - held principle of investing only in businesses they understand. ([Location 599](https://readwise.io/to_kindle?action=open&asin=B001M60BKK&location=599)) - The effective presenter makes it easy for the audience to grasp ideas without having to work. ([Location 602](https://readwise.io/to_kindle?action=open&asin=B001M60BKK&location=602)) - The person who is able to tell an effective business story is perceived as being in command, and deserves the confidence of others. ([Location 612](https://readwise.io/to_kindle?action=open&asin=B001M60BKK&location=612)) - The vast majority of presentations fall prey to what is known as the Five Cardinal Sins: ([Location 632](https://readwise.io/to_kindle?action=open&asin=B001M60BKK&location=632)) - No clear point. ([Location 633](https://readwise.io/to_kindle?action=open&asin=B001M60BKK&location=633)) - No audience benefit. ([Location 635](https://readwise.io/to_kindle?action=open&asin=B001M60BKK&location=635)) - No clear flow. ([Location 637](https://readwise.io/to_kindle?action=open&asin=B001M60BKK&location=637)) - Too detailed. ([Location 640](https://readwise.io/to_kindle?action=open&asin=B001M60BKK&location=640)) - Too long. ([Location 642](https://readwise.io/to_kindle?action=open&asin=B001M60BKK&location=642)) - The inevitable reaction of audiences to a Data Dump is not persuasion, but rather the dreadful effect known as MEGO: Mine Eyes Glaze Over. ([Location 659](https://readwise.io/to_kindle?action=open&asin=B001M60BKK&location=659))