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Contents 1. F  ive Fundamentals That Distinguish Your Firm From the Competition

1

Fundamental #1: Focus the Message on the Business Problem 2. Present a Solution

11

3. How to Get the Goods: Keys to Identifying Hot Buttons 27 4. How to Win Without a Pitch: Be a Great Listener

47

5. Examples of Solution-Oriented Pitches

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Fundamental #2: Organize the Message Around Three Memorable Points 6. K  eeping Your Message Simple Separates You From Your Competition

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7. A Formula for Creating Any Pitch

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8. How to Write Act I of Your Presentation

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9. How to Write Act II: Stories and Other Evidence

99

10. How to Write Act III: Recap and Ask for the Order

119

11. Visuals: How to Create Slides That Help You Win

135

Fundamental #3: Show Passion 12. Passion Sells

159

13. The Voice is the First Key to Passion

169

14. How to Look Passionate

181


Fundamental #4: Involve Your Audience in the Presentation 15. Making Your Presentation Interactive

209

Fundamental #5: Rehearse‌ Rehearse‌ and Rehearse Again 16. Practice Like Crazy

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17. Managing Nerves and Anxiety

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Conclusion

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