Chapter 4

Question 1

What is the framing or scaffolding of our messages and presentations?

Answer 1

Outlines

Question 2

What is a top-down approach to outlining the most useful?

Answer 2

When you have a clear idea of what you want to say.

Question 3

What is a top-down approach to outlining?

Answer 3

An alphanumeric outline

I. Roman Numerals
A. Capitalized Letters
1. Arabic Numerals
a. Lower-case letters

Example:
SALES MEETING
I. Introduction
A. Build rapport
B. State your purpose
II. Customer needs
A. Identify the “job to be done”
B. Establish the competitor’s performance
C. Identifygapsinthecompetitor’soffering
III. Product
A. Describe superior head-to-head performance
B. Introduce your product’s unique features
C. Highlight other advantages: cost, quality,
convenience, “cool factor,” etc.
IV. Summary and call to action
A. Emphasize advantages of your solution B. Gain commitment to purchase

Question 4

When should mind maps be used in outlining?

Answer 4

If ideas are not fully developed or you’re a more visual thinker.

Question 5

What is a mind map outline?

Answer 5

A bubble chart

Question 6

When should bottom-up outlining be used?

Answer 6

As a creative tool and to combat writer’s block.

Question 7

What is the order of a bottom-up outline?

Answer 7

1. Brainstorm (Brain dump all ideas)
2. Cluster (Look for patterns; group items)
3. Sequence (Arrange clusters in a meaningful way.

Question 8

What is the rule of 3 for sequencing and organizing?

Answer 8

Our brains naturally prefer groups of three. Categorize this way to make things easier to remember.

Start with three main points, and then go from there.

Question 9

What is another method by which to make presentations become more flowing and enjoyable?

Answer 9

Tell a story with an intro, conflict, build-up, climax, and resolution.

Question 10

What are the first three ways to organize a presentation’s sequence?

Answer 10

Chronological
Spatial
Comparative (Analyze pros and cons)

Question 11

What are the second three ways to organize a presentation’s sequence?

Answer 11

Analytical (Answer a series of questions for the audience)
Important (What matters most to the audience?)
Cause-and-effect

Question 12

What are the 4 A’s of structured business writing?

Answer 12

Attention (Hook)
Agenda (Previews)
Argument (Evidence and logic)
Action (Call)