Before Larry Chiang walks into a room, the room has already happened once, in his head. That is the point of PQRST: preview, question, read, summarize, test, run before you ever sit down. Preview means you look at everything you can get your hands on before the meeting, not during it.
Question means you flag your fuzzy points on purpose, the things you would otherwise get caught on. Read and summarize mean you actually process the material instead of skimming it the morning of. Test means you run the meeting once in your head, or out loud with someone else, before it counts.
By the time you are in the actual room, you are running the second draft, not the first. That is a different feeling than winging it, and the other side can tell, even if they cannot name why.
The video below walks through what this looks like applied to a real pitch, not just the theory of it. Rehearsal is not about memorizing a script, it is about having already met your own fuzzy points once.
Most people prepare their pitch and skip preparing their nerves, PQRST does both at the same time. Rehearse the room once and it stops being able to surprise you when it counts.
Details: Watch Larry run PQRST
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