Chapter 7 Winging It Vs. Orchestration

[Diamond Website Conversion]

One of the main messages of this chapter is to emphasize planning. Making a plan and controlling every aspect of a presentation gives you a much greater opportunity to present yourself and your product in the best possible light. It is also a block against forgetting anything important or interesting that you would like to present. When you just wing it, you are leaving yourself open to distraction, and the presentation may end up with gaps.

Another idea presented in this chapter is about big-picture thinking. The visual presented (30,000-foot level versus Sea-level) makes it easier to see the big picture. You can start with big, broad questions (the 30,000-foot ones), then move down into more particulars until you get to the nitty-gritty sea-level question. This format helps to convey your interest in the customer’s needs and wants, and it shows that you are putting them above you own interest in a quick sale. When you start with questions about their needs (like the script on page 82), they are more likely to respond positively to the sea-level questions.
The three take-away ideas this chapter were all rather different. Which one did you need to hear the most? Which did you like best?

[Shelby]

The one that I needed to hear was the emphasis on planning. I really admire people who are great story tellers, actors or people with great public speaking skills. I often forget that it is a skill/craft that they must continually work on, plan and practice. It was a great reminder that if I put in the effort I too can give a great presentation.