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Chapter 5. Organize Sort Out Your Ideas ... > Practical Tips for Sound Organizatio... - Pg. 41

Organize Sort Out Your Ideas to Clarify and Convince 41 · Talk the issues that count .An audience of financial specialists was gathered to hear about a new software package. For the first forty minutes of the forty-five-minute presentation they heard the sales rep cover all sorts of information about his company, its facilities and its many opera- tions, the organization chart, the elegant analytical architecture that went into the software-- information of apparently great importance to the speaker but only of mild interest to the audi- ence. What did they need to hear to help them decide whether to buy the product? "What will it do for me?" They didn't hear it--and they didn't buy. · Change is likely, so plan for it .According to SAIC Venture Capital Corporation's president Kevin Werner, "You need to be prepared for deviations from your script when it's clear you're not focusing on issues the listener is interested in. Many presenters aren't prepared to do that." [6] · Audiences like road maps .They appreciate and need periodic guideposts to be clear about the route being taken and the territory already covered. Direction or transition statements are like road signs; they let the audience know what's coming and give assurance that progress is being made. With that foundation of core principles, here are specific techniques that can lead to a presentation that is concise, clear, cohesive, and convincing. Practical Tips for Sound Organization Dottie Walters, head of Walters International Speakers Bureau, has spoken all around the world and worked with hundreds of speakers. She advises speakers to "start with humor and end with heart. Either a story from your own life or about someone else. People love it when someone gets knocked down and gets back up." [7] · Check the clock, process, and other ground rules .How long is the presentation supposed to