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Every day, business people bore listeners with presentations that
ramble on, make no clear points, and fail to address the audiences’ key concerns. This book lays out a plan for ridding the world of lousy presentations. Learn how to:
• Create “rifle shot” presentations that hit the mark and satisfy listeners.
• Answer questions in a way that inspires confidence.
• Deliver messages in a style that makes you look and sound like a leader.
• Overcome fear of public speaking.
- Sales Rank: #428706 in eBooks
- Published on: 2010-07-20
- Released on: 2010-07-20
- Format: Kindle eBook
Review
If you can't state your case simply and succinctly, no one's going to get it nor care! Joey s book, in the kind of practice-what-you-preach approach you would expect, details how to help everyone in your organization get-to-the-point, rescuing executives (and your audience) from countless hours of listening to mind-numbing reports and presentations. --Verne Harnish, CEO Gazelles, Mastering the Rockefeller Habits
About the Author
Joey Asher is a professional communication and selling skills coach who has worked with executives, managers, and salespeople at dozens of firms including The Home Depot, Georgia Pacific, Global Payments, The Weather Channel, UPS, Kimberly-Clark, Alston & Bird, PricewaterhouseCoopers, AMVESCAP, Verizon, Scientific-Atlanta and Kurt Salmon Associates.
Joey Asher has written four books on presentation skills and selling: 15 Minutes Including Q & A: A Plan to Save the World from Lousy Presentations ; How To Win a Pitch: The Five Fundamentals That Will Distinguish You from the Competition ; Even a Geek Can Speak: Low-Tech Presentation Skills For High-Tech People , ; and Selling and Communication Skills for Lawyers.
Joey's background is both as an attorney and as a newspaper reporter. He worked as an adjunct professor of law at Emory University School of law and was an attorney at Troutman Sanders L.L.P in Atlanta. Prior to law school, he worked as a newspaper reporter for the Gannett newspaper chain in Georgia and New York. Joey graduated from Cornell University and Emory University Law School. Joey is currently the president of Speechworks, a public speaking skills training firm based in Atlanta. Speechworks has been training business professionals and sellers connect with listeners and sell ideas since 1986. The firm offers communication and public speaking skills training and coaching in the form of workshops, workshops, seminars, and private sessions.
Most helpful customer reviews
8 of 8 people found the following review helpful.
Great book on how to make your presentation heard
By Ben Rothke
When I initially read 15 Minutes Including Q&A: A Plan to Save the World From Lousy Presentations, I enjoyed it and thought it was a good book. It was only a few days later, sitting through yet another tedious vendor briefing, when reread it and truly appreciated how awesome a book it really is.
Author Joey Asher's premise is quite simple and intuitive: if you as a salesperson (or anyone trying to get a message across) can't state your case simply and succinctly, no one is going to get it or care. He notes that a major problem is that far too many salespeople and speakers waste their time on areas they think is important; but not on what the attendee wants to hear.
Asher notes that every day, businesspeople bore listeners with presentations that ramble on, make no clear points and fail to address the attendee's key concerns. His book lays out a plan for eliminating lousy presentations.
The introduction asks the basic question, why do most presentations stink? The answer Asher gives is that they ramble on, fail to make any points, try to say so many things that they become unwieldy PowerPoint death stars with no impact and ignore key audience concerns.
Asher's answer to the problem is this: keep the presentation short; leave ample time for Q&A and work to get a compelling dialogue and interaction with the attendees. That is the premise of the first two chapters.
The book is divided into 3 sections. Part 1 is about preparing a seven-minute rifle shot presentation. In essence, tell your entire story in about seven minutes. While counterintuitive at first; the book shows how this can be achieved.
The focus of chapter 3 is to start by focusing on key business challenge. Asher warns against starting a presentation by giving a bunch of background information about the approach. In addition, don't tell the history of the project or do anything other than shine a light on the attendee's key problems. He suggests using short stories to succinctly illustrate the issue. Just think of how many presentations you have been in where the speaker did not get to the point until 25 minutes and 20 slides into the presentation.
Chapter 11 is titled creating slides to support your message. The book astutely notes that preparing presentations has to a large part become an exercise in preparing PowerPoint slides. The reality is that it should be an exercise in figuring out how to tell your story. Asher notes that if you want to use slides well, you should only prepare your slides after you have figured out the story that you plan to tell your audience. The failure of many presentations is that the PowerPoint drives the story and not the other way around.
Part 2 is about allowing listeners to fill in the blanks and raise questions with Q&A. Asher suggests in chapter 12 to make Q&A a major part of your presentation strategy. He notes that Q&A allows the audience to guide the message and fill in missing information. It also gives the speaker the chance to persuade by responding to objections. And finally, it improves the speaker's communications style.
While he may not realize it, Asher has uncovered what is the Achilles heel of many project problems and failures. It is that the salesperson sells an obtuse problem to a clueless customer who is oblivious to what they want or how they are going to deploy the solution.
The beauty of Q&A is twofold: first, it requires the salesperson to clearly articulate what they are selling, and the customer to articulate what their specific problems are. The answer should be a clear understanding of the issue and how the product can solve it. But the reality is that many companies will deploy expensive hardware or software solutions (often costing millions of dollars) without really understanding why they are embarking on such a venture.
The book concludes with part 3, on delivering the presentation with intensity. Part 3 moves away from the PowerPoint and into areas such as eye contact, voice energy, rehearsal and other important points. These are critical areas as even the best presentation delivered without intensity can turn into a fruitless endeavor.
While the title 15 Minutes Including Q&A: A Plan to Save the World From Lousy Presentations may border on hyperbole, the reality is that the term death by PowerPoint is a real problem. The book shows a clear path in which to stop that. At 104 pages, Asher writes like he talks, clearly, succinctly and to the point. For many people, it is only after reading this important book when they will truly understand how much of their lives are wasted in by viewing pathetic PowerPoint's and listening to rambling sales monologues.
The truth is that Asher's points don't have to be limited to PowerPoint presentations exclusively. Be it e-mail messages, memos, status reports, proposals and more; if you can get to the point, and get your point across, you are often more likely to succeed.
At $7.95, the book is about as inexpensive as they get, which means you can also give ample copies to numerous people in your organization. In fact, it should be required reading to anyone who will be using PowerPoint and giving presentations.
Ultimately, the value of 15 Minutes Including Q&A: A Plan to Save the World From Lousy Presentations is best summed up by Scott Leslie who suggests that one keep extra copies of this book in their briefcase at all times. Next time you're forced to listen to someone laboriously narrate bullet points, quietly slip a copy in the presenter's briefcase without them noticing and sign it: Thought you might enjoy reading this. That way, maybe your audience will enjoy your next presentation.
4 of 4 people found the following review helpful.
Best 104 Pages I Have Read on Preparing and Delivering Presentations
By A.Trendl HungarianBookstore.com
Every once in a while, an author keeps his promise. Joey Asher does so in "15 Minutes Including Q&A: A Plan to Save the World From Lousy Presentations." His promise is in the title. It claims to offer a plan to a problem besetting leaders and speakers everywhere.
I am a speechwriter. My job is to help other people sound their best. The people who hire me or my peers are smart. They know they need help, and invest to receive that help. So it is with Asher's book. In just over 100 pages, he explains what a bad presentation is, and, minute-by-minute, what a good presentation should look like. Following what he says, plain and simple, will improve your presentations.
While his assertion that all presentations should be limited to 15 minutes is not entirely true, the principle of brevity is correct. In 15:00, the speaker can deliver a point which is memorable, which influences and which will cause change. In that same 15:00, the audience will be able to ask questions, understand the answer and leave the meeting knowing his or her time was well-spent.
Asher gets into style as well as content, and provides a structure that will serve 95% of business presentations. Chapter 11, for example, is all about slides: what we all have experienced, and what a good slide show looks like. He explains exactly what a Q & A is, what it can accomplish, and how to work around challenges that accompany opening the door to questions.
Just as with his goal of keeping a presentation short, he has kept his book succinct. I read it in an evening. So can you.
I fully recommend "15 Minutes Including Q&A: A Plan to Save the World From Lousy Presentations" by Joey Asher.
Anthony Trendl
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2 of 2 people found the following review helpful.
The best tool for everyday presentations I have ever found
By Mark P. McDonald
We all have to give presentations; most of which are part of our day to day responsibilities. A sales presentation, status report, talking with your team, making an internal proposal all represent presentations that we have to make that have an impact on our lives and caresses.
Joey Asher's book "15 minutes including Q&A" provides an outstanding guide for making these types of presentations. The book is the best 30 minutes I have ever invested in reading a book in a very long time.
Highly recommended as a tool to raise your personal performance as well as driving a new level of efficiency across the organization. Recommended for anyone who has to give these everyday talks or who needs to rally a group to take collective action.
Asher's premise is straightforward, it takes no more than 7 minutes to put any important idea across to an audience. Then you leave the other 7 minutes for them to ask questions. Asher is right, particularly for the everyday presentations we have to give. Go much more than 15 minutes and you an literally see people begin to lose the will to live. Covering your key points in 7 minutes and stopping creates interest and the demand to know more.
But how do you do this?
That is what the book is all about.
In keeping with the book's theme, here are the three main strengths of this book
It's clear and focused on teaching you how to give a talk based on 15 minutes including Q&A. There is no wasted material in the book.
It covers everything you need to know to prepare, develop and give a great presentation. It's remarkable that Asher can cover message development, delivery techniques, prep and how to handle Q&A in just 106 booklet pages, but he does.
It is packaged in a way that leads you to put these ideas into practice. The book is small, light and easy to read. This book is going in my briefcase where I will not notice the size or the weight, but I will welcome the ability to refresh my thinking.
The 15 minute presentation including Q&A is among the most useful book's that I have read in a long time. It's not for every presentation you give, but it's ideal for the vast majority of presentation you have to give everyday to get your job done.
Something every manager, executive and team leader should read.
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