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| | Description | The Wall Street Journal Bestseller! Updated to include Steve Jobs's iPad and iPad2 launch presentations “The Presentation Secrets of Steve Jobs reveals the operating system behind any great presentation and provides you with a quick-start guide to design your own passionate interfaces with your audiences.” —Cliff Atkinson, author of Beyond Bullet Points and The Activist Audience Former Apple CEO Steve Jobs’s wildly popular presentations have set a new global gold standard—and now this step-by-step guide shows you exactly how to use his crowd-pleasing techniques in your own presentations. The Presentation Secrets of Steve Jobs is as close as you’ll ever get to having the master presenter himself speak directly in your ear. Communications expert Carmine Gallo has studied and analyzed the very best of Jobs’s performances, offering point-by-point examples, tried-and-true techniques, and proven presentation secrets that work every time. With this revolutionary approach, you’ll be surprised at how easy it is to sell your ideas, share your enthusiasm, and wow your audience the Steve Jobs way. “No other leader captures an audience like Steve Jobs does and, like no other book, The Presentation Secrets of Steve Jobs captures the formula Steve uses to enthrall audiences.” —Rob Enderle, The Enderle Group “Now you can learn from the best there is—both Jobs and Gallo. No matter whether you are a novice presenter or a professional speaker like me, you will read and reread this book with the same enthusiasm that people bring to their iPods." —David Meerman Scott, bestselling author of The New Rules of Marketing & PR and World Wide Rave |  |
| | Product Details | | Author: | Carmine Gallo | | Hardcover: | 256 pages | | Publisher: | McGraw-Hill | | Publication Date: | September 11, 2009 | | Language: | English | | ISBN: | 0071636080 | | Product Length: | 8.66 inches | | Product Width: | 6.28 inches | | Product Height: | 0.88 inches | | Product Weight: | 0.99 pounds | | Package Length: | 9.13 inches | | Package Width: | 6.06 inches | | Package Height: | 0.79 inches | | Package Weight: | 1.15 pounds | | Average Customer Rating: | based on 80 reviews |
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| | Customer Reviews | Average Customer Review: ( 80 customer reviews )
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225 of 234 found the following review helpful:
Helpful Points - Sep 22, 2009
By Loyd E. Eskildson
"Pragmatist"
"As soon as you move one step up from the bottom, your effectiveness depends on your ability to reach others through the spoken and written word." Peter Drucker
"Steve Jobs is the most captivating communicator on the world stage," says the author in his opening sentence. The book is divided into three sections: 1)Create the story. 2)Deliver the experience. 3)Refine and rehearse. The material lacks direct input from Jobs, is overly fawning vs. Jobs, and is somewhat repetitive. Nonetheless, given the importance of the topic and the value of the material, the book is well worth reading. The following summarizes some of its suggestions for planning and preparing a presentation.
1)What is the one big idea you want to leave with your audience? It should be short, memorable, and in subject-verb-object sequence.
2)Identify why you're excited about this company/product/feature, etc.
3)Write out the three messages you want the audience to receive, and develop metaphors and analogies in support.
4)Include a demonstration if your product topic lends itself to such. (Eg. pull the product out of your pocket if it is 'pocket-sized.'
5)Invite partners and customers to participate.
6)Include video clips if helpful, but limit to three minutes or less.
7)Answer the "Why should I care?" that's in the audience's mind. Have a passion for creating a better future.
8)Having an enemy (eg. IBM, Microsoft) helps visualize 'the problem' you're solving.
9)Simplify your presentation (and products).
10)Make numbers meaningful - eg. "Stores 1,000 songs," not "5 GB memory."
11)Don't use 'bullet-point' style visuals; instead, use short phrases that accompany your talk, or pictures.
12)Practice, practice, practice - and ask for feedback.
61 of 63 found the following review helpful:
A book a speechwriter can love Oct 30, 2009
By Ian D. Griffin The Presentation Secrets of Steve Jobs is a book that a speechwriter can love. Gallo quotes from sources such as Nancy Duarte's slide:ology: The Art and Science of Creating Great Presentations and Garr Reynolds' Presentation Zen: Simple Ideas on Presentation Design and Delivery. He even has a sidebar on JFK speechwriter Ted Sorensen's influence on Barack Obama titled, "What the World's Greatest Speechwriters Know."
The message of this book is that Jobs' extraordinary impact is based on his authenticity and his passion for his company's people and products. Most presenters can't claim to be the CEO of an archetypically cool Silicon Valley company.
Neither can they get away with wearing faded jeans, sneakers and a turtleneck onstage. But simply everyone with a product or service that improves people's lives has a story to tell. Gallo's book explains in detail how Jobs presents his story so that his passion shines through and ignites the audience. It's Gallo's claim that anyone can learn how to deliver an "insanely great" presentations.
The "secrets" that make Jobs so effective onstage include the usual stage tips taught by presentation coaches: Make eye contact with the audience, use vocal variety and know the power of a well-timed pause. But the majority of the book analyzes the structure, rather than the delivery techniques, of major keynotes Jobs has given at Macworld and elsewhere over the years. This makes the book of inestimable value for anyone who needs to understand the nuts and bolts of writing a speech.
Performance piece
When Steve Jobs takes to the stage he often tells dramatic stories, so it's appropriate that the book itself is structured as a three-act play. Act 1 tells how to create the story, Act 2 tells how to deliver it, and Act 3 stresses the importance of rehearsal. Gallo adds "Director's Notes" that summarize each chapter (or scene), and he introduces a cast of supporting characters.
Organizing the book in this way also reinforces the importance of telling a story in three parts; of delivering a speech with three messages. In fact, Gallo concedes, the chapter on the effectiveness of breaking a speech into three "could easily have become the longest in the book."
Speechwriters' playbook
The book is a playbook for writing a great speech. Jobs and his team start scripting a speech long before firing up PowerPoint or, in their case, Keynote software. They settle on an attention-grabbing headline ("The world's thinnest notebook"); then they decide on the three key messages; develop analogies and metaphors; and scope out demonstrations, video clips and cameo guest appearances.
Next they develop the "plot" of the speech, setting up an antagonist (Microsoft or IBM in the early days), dressing up numbers and including plenty of "amazingly zippy" words. Finally, they script a memorable "holy smokes" moment that people will talk about long after the event ends. The slides they eventually create are heavy on images and light on text and bullet points.
Live action video
A book alone will go only so far. If you've never actually seen Jobs present in person, then you haven't experienced the "reality-distortion field" his charisma and eloquence creates in the auditorium. Gallo has this covered.
The book's end notes provide URLs for some of the 47,000 [...] video clips showcasing Jobs and clearly demonstrating the techniques discussed. Viewing the videos compensates for the poor-quality monochrome photos of Jobs onstage-the one disappointment in the book.
Learning from his mistakes
To counteract any feelings of inadequacy you might have after watching Jobs deliver a flawless keynote, do a quick search on YouTube for "Apple Bloopers" and you'll see that, even for Steve Jobs, things don't always go well onstage. Demos fail, screens freeze, and he stumbles over words. But as with any masterful presenter, Jobs remains calm.
Even if the speeches you write or deliver are not destined for "insane" greatness, they'll be much, much, better for having read Carmine Gallo's insanely great book.
80 of 85 found the following review helpful:
Not The Best Feb 09, 2010
By Zachary Hiwiller If you haven't read Presentation Zen, slide:ology and/or Brain Rules, then maybe you will find some interesting bits in this book. I can't complain about the messages in this book - everyone needs to learn how to be a better presenter. But like many business books, the twelve rules here could have been done in a long article instead of a short book. Then at least the author could have embedded video. There's a lot of fluff or irrelevant content (pictures of Jobs, tables of talk transcripts) that do little but pad the book. I'm a big Apple fan, but large parts of this book reads more like a Jobs love-fest than a presentation how-to.
Steve has a luxury most don't: he controls everything about his presentations and has the resources to present in the manner he finds will best get his message across. The vast majority of us do not have those luxuries. While there are a lot of great rules in the book, unless you are presenting something that is highly visual and have the artistic resources to procure vivid imagery, a lot of the particulars of the keynote's will be irrelevant.
There are simply better books on this topic elsewhere.
27 of 33 found the following review helpful:
Insane about making you care Oct 20, 2009
By John Harriman
"Delta"
Too bad I bought the Kindle version. I love writing in margins and highlighting in yellow.
I'm not just reading this book; I'm devouring it. I'm condensing it to use in my work, especially my writing, but also in my presentations. In fact, I'm going to use this stuff in debates at the conference table during a meeting and blow away the people who torment me. They're doomed to humiliation. Toast, I tell you.
The content:
Create stories. Intro the villain. Talk in threes.
Send in the hero to solve the problem and banish the villain. Above all, always remember (and don't ever forget) people don't care about you, your product, your needs . . . as much as they care about themselves. So don't bore them about you, your mission, your data.
So. Give people personal reasons to read your writing, to listen to your presentation, to buy your product. Let them know why they should care. Make them fear to be left out of your influence. Remember, it's all about them.
All this, and I'm only a third way through the book. Forget about Steven Jobs and computers and PowerPoint. This book transcends all those things to get to the elegant simplicity in how to reach out and recruit people to your side. Already, I've hit upon the secret to why writing works, why it sells and why no writing book I know of has ever attacked the problem from Carmine Gallo's POV. So I'm writing about it (elsewhere). It's not about the writer, not about the written or spoken product, even. It's about the reader, the listener, the customer, the you you should care about recruiting.
More than care, I love, love, love the useful insights of this book. I got a book of my own out of this book that's so powerful because it takes its own advice.
Oh, and I almost forgot. Be passionate.
PS: I'm not Carmine's uncle or anything. I don't know him, can't vouch for him (to borrow a line from Fargo). Not a shill here, just a guy who hasn't run across a book this useful in a long time.
7 of 8 found the following review helpful:
Awesome for presentation skills, but incredible as a leadership book too Feb 14, 2010
By Esther Schindler In the past few years, I've found myself in situations where I have to (oh my) stand up and (uh-oh) say something to a group of strangers. I'm confident about a lot of things, but when it comes to presentations and talking to a crowd, my skill could be fit on a dime. On the thin edge. (How nervous was I? I once stood up to talk and fainted dead away. Really passed out, flat on the floor. Now THAT was a bad moment.) So, once I decided that it was time to get better at this, it made sense to learn presentation skills from someone whose "get the point across" ability has inspired fandom and business success; I picked up Carmine Gallo's book at the library.
For, no matter what you think of Apple or Steve Jobs, he is probably one of the best presenters of our generation. I've attended a few of his Macworld keynotes; I personally know what it feels like to be wrapped around his little finger. In fact, I'd argue that if you DON'T like Jobs or Apple, you should make a point of reading this book. If Apple has succeeded only through this guy's ability to convince people to buy the (in your view) wrong/over-priced products, then it behooves you to learn how he does it... because just think what you could do if you had the RIGHT product/message to communicate along with these presentation skills.
I looked forward to this book for the advice it might impart for how to improve my "make better slides" and "stand up in front of people" skills, but I got something more: a wonderful, put-it-to-use treatise about good leadership, and passion, and what it takes to make people want to listen to you. Because, obviously, if they aren't listening, they aren't following you or the strategy you propose.
Absolutely, the book delivers on its promise: There is PLENTY of information to help you learn how to improve your presentations, from identifying "the one question that matters most" to using slides as the supporting background to your pitch rather than as the "read off the slide" body of the message. The major Aha! moment for many presenters, I think, is that Steve Jobs never uses bullets. Ever. The book made me realize just how often people try to shove the kitchen sink onto a slide rather than underscore "the point I'll be making as I speak aloud;" instead, Gallo points out, Jobs communicates three things, and doesn't try to identify every product feature. (This also applies to beginners' efforts at writing articles or other essays, though that's not a point Gallo stresses.)
Nearly every presenter's task is examined. Gallo has an entire chapter explaining how to dress up your numbers by using analogies and by putting them into context, for instance. He shows how to control how others perceive your announcement or message by creating Twitter-like headlines. The book is chock-full of examples (not all from Jobs' presentations, so you can see how other accomplished presenters succeed with the same methods) and each chapter summarizes the key messages to take away. Gallo analyzes Jobs' presentations (largely Macworld keynotes; he invites you to follow along on YouTube), showing both Steve's words and Steve's slides. The book is immensely readable. Even better, I figured out what my presentation weakness is, and now I know how to overcome it.
It'd be worth reading this book just for that... but to my happy surprise, Gallo doesn't look only at Jobs-on-stage for his advice on "how to be insanely great in front of any audience." For example, he spends quite a bit of time discussing how Jobs has -- and imparts -- a messianic sense of purpose. Jobs' presentations don't aim to tell you about a product with new features; he communicates to the audience that by buying into his message, they are changing the world. People want to make a difference in the world, Gallo points out, and Jobs helps people believe they're doing that. "Ask yourself, 'What am I really selling?'" Gallo writes. "Here's a hint: It's not the widget, but what the widget can do to improve the lives of your customers. What you're selling is the dream of a better life. Once you identify your true passion, share it with gusto."
This is a really great book. It goes well beyond "how to give a presentation." I think it ought to be required reading for anyone whose job includes getting other people to agree to your strategy and ideas. And doesn't that mean anyone in business?
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