The Art of the Pitch: Persuasion and Presentation Skills that Win Business

Front Cover
Macmillan, Jan 3, 2012 - Business & Economics - 240 pages

Occasionally, a great idea will sell itself. The other 99% of the time, you have to find a way to persuade others that it is, in fact, a great idea. Most executives spend the vast majority of their time creating their work, and almost no time on the presentation. Through an engaging and humorous narrative, Peter Coughter presents the tools he designed to help advertising and marketing professionals develop persuasive presentations that deliver business. Readers will learn how to hone their individual natural presentation style, how to organize a powerful presentation, how to harness the elegant power of simplicity, how to truly connect with an audience, how to rehearse effectively, and most importantly, how to win.

 

Contents

Introduction
1
Chapter One Everything Is a Presentation
7
Chapter Two Its Not about You
27
Chapter Three How We Connect
51
Chapter Four The Power of Emotion
69
Chapter Five How to Be
83
Chapter Six Authenticity
111
Chapter Seven Death by Deck
131
Chapter Nine Rehearse Rehearse Rehearse
165
Chapter Ten Punctuation
189
Chapter Eleven You Never Know
213
Afterword Standing Up
225
Acknowledgments
231
Notes
235
Index
237
Copyright

Chapter Eight Organizing the Presentation
151

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About the author (2012)

Peter Coughter is a Professor at the prestigious VCU Brandcenter at Virginia Commonwealth University and President of Coughter & Company whichconsults with leading advertising agencies around the world.His clients include: Crispin Porter + Bogusky, DDB, Cramer-Krasselt, Dentsu, GSD&M, Goodby Silverstein, JWT, Leo Burnett, Publicis, Y&R McKinney and many others. Peter was a Founder and President of Siddall, Matus & Coughter, one of the Southeast’s most respected agencies. He lives in Richmond, Virginia.