Page 32 - The Presentation Secrets of Steve Jobs How to Be Insanely Great in Front of Any Audience by Carmine Gallo

PLAN IN ANALOG 13

Aristotle’s Outline for Persuasive Arguments

A Steve Jobs presentation follows Aristotle’s classic five-point
plan to create a persuasive argument:

1. Deliver a story or statement that arouses the audience’s
interest.
2. Pose a problem or question that has to be solved or
answered.
3. Offer a solution to the problem you raised.
4. Describe specific benefits for adopting the course of action
set forth in your solution.
5. State a call to action. For Steve, it’s as simple as saying,
“Now go out and buy one!”

returned to Apple in 1996, taking over for ousted Gil Amelio,
he found a company with more than forty different products,
which confused the customer. In a bold move, he radically
simplified the product pipeline. In Inside Steve’s Brain, Leander
Kahney writes that Jobs called senior management into his
office. “Jobs drew a very simple two-by-two grid on the white-
board. Across the top he wrote ‘Consumer’ and ‘Professional,’
and down the side, ‘Portable’ and ‘Desktop.’ ” Under Jobs, Apple
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would offer just four computers—two notebooks and two desk-
tops—aimed at consumer and professional users. This is one of
many stories in which we learn that Jobs does his best thinking
when he’s thinking visually. Whether you plan best on a white-
board, a yellow legal pad, or Post-it notes, spend time in analog
before jumping to digital. Your ultimate presentation will be far
more interesting, engaging, and relevant.