Sell Your Ideas the Steve Jobs Way | Summary and Q&A

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February 9, 2011
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Stanford Graduate School of Business
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Sell Your Ideas the Steve Jobs Way

TL;DR

Learn the new rules of persuasive presentations and how to sell your ideas effectively, inspired by Steve Jobs and other successful communicators.

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Questions & Answers

Q: How did Alan Mullaly from Ford benefit from techniques taught by Steve Jobs?

Alan Mullaly called the speaker personally to express his gratitude for the techniques he learned from Steve Jobs' book. He found the techniques helpful in transforming the way Ford communicates its vision.

Q: Why did Steve Jobs emphasize passion in his presentations?

Jobs believes that passion is everything and that one cannot inspire others unless they are inspired themselves. Passion plays a vital role in Apple's success, and it is the driving force behind the company's ability to unleash personal creativity.

Q: How did Richard Tait, the creator of Cranium, demonstrate passion in his presentations?

Tait is passionate about building self-esteem, and this passion comes across in every conversation and television interview. He believes in persevering and following one's heart, regardless of what others say. His enthusiasm and engagement with his company's purpose create a wave of fun and engagement.

Q: How does Steve Jobs simplify complex information in his presentations?

Jobs uses the technique of providing a big picture before diving into details. He simplifies complex concepts by highlighting the most important aspect and creating memorable headlines that capture the essence of a product or idea.

Summary

In this video, the speaker discusses the new rules of persuasive presentations and how to sell ideas the Steve Jobs way. He emphasizes the importance of passion, simplicity, and visual storytelling. He also talks about the need to focus on the problem and the solution, and to sell the benefit to the audience. The speaker highlights the power of eye contact, open posture, and hand gestures in delivering a presentation effectively. He concludes by encouraging the audience to stay focused on their dreams and not let detractors discourage them.

Questions & Answers

Q: Who is an example of an extraordinary storyteller?

Steve Jobs is an extraordinary storyteller and is known for his talent in presenting ideas.

Q: What is the speaker's book about?

The speaker wrote a book called "The Presentation Secrets of Steve Jobs," which explores the techniques Steve Jobs used to communicate the vision behind Apple.

Q: Who is one of the speaker's clients who uses these techniques?

Starbucks is one of the speaker's clients who successfully applies these techniques to communicate the vision behind their brand.

Q: What is the first and most important rule of persuasive presentations?

The first and most important rule is passion. The speaker emphasizes the importance of being inspired oneself in order to inspire others.

Q: What is the story behind Cranium, one of the speaker's clients?

Cranium is a board game company founded by Richard Tait. The speaker explains that Tait is passionate not just about building board games but about building self-esteem.

Q: What did Suze Orman say about appealing to somebody's heart before their brain?

Suze Orman, a financial planner, said that she learned to appeal to somebody's heart before their brain in order to make emotional connections with her audience.

Q: Why doesn't Steve Jobs mention the word coffee when talking about Starbucks?

Steve Jobs doesn't mention the word coffee when talking about Starbucks because he believes the company stands for more than just selling coffee. He emphasizes that Starbucks is about creating a workplace that treats people with dignity and respect.

Q: How did Steve Jobs introduce the MacBook Air?

Steve Jobs introduced the MacBook Air by highlighting its main feature, which is being the thinnest notebook in the world. He focused on the big picture rather than overwhelming the audience with technical details.

Q: How does Steve Jobs create a memorable moment in his presentations?

Steve Jobs creates a memorable moment by using surprise and clever storytelling techniques. For example, when introducing the original iPhone, he said, "Today Apple is going to reinvent the phone."

Q: What are some tips for delivering a presentation effectively?

The speaker suggests maintaining eye contact with the audience, having an open posture, and using hand gestures. These techniques enhance stage presence and make the presentation more engaging.

Takeaways

The video highlights the importance of passion, simplicity, and visual storytelling in persuasive presentations. It emphasizes the need to focus on the audience's needs and dreams, and to sell the benefit of the idea or product. Eye contact, open posture, and hand gestures are key elements in delivering a presentation effectively. The speaker concludes by encouraging the audience to stay focused on their dreams and not let naysayers discourage them.

Summary & Key Takeaways

  • Steve Jobs is an exceptional storyteller and a master at selling ideas.

  • The techniques used by Jobs and other communicators can be applied to pitch companies and products successfully.

  • The most important technique is to convey passion, as it is contagious and inspires others.

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