Praise for Wooing & Winning Business "INVESCO'S investment in Speechworks is worth every penny!"--A. D. Frazier, Jr., President and CEO, INVESCO, Inc."True teamwork in the global arena requires good communications, communications that reach both the heart and the mind. This book is a perfect place to start your journey."--Thomas F. Chapman, President and CEO, Equifax "Communication is an essential skill to be successful in your career. This book is a must-read."--Harvey A. Wagner, Chief Financial Officer, Scientific Atlanta "At MCI, we're constantly selling big ideas to both internal and…mehr
Praise for Wooing & Winning Business "INVESCO'S investment in Speechworks is worth every penny!"--A. D. Frazier, Jr., President and CEO, INVESCO, Inc."True teamwork in the global arena requires good communications, communications that reach both the heart and the mind. This book is a perfect place to start your journey."--Thomas F. Chapman, President and CEO, Equifax "Communication is an essential skill to be successful in your career. This book is a must-read."--Harvey A. Wagner, Chief Financial Officer, Scientific Atlanta "At MCI, we're constantly selling big ideas to both internal and external audiences. The Speechworks Formula(c) teaches you how to organize your thoughts and communicate with confidence in any situation."--Mark Pettit, Director of Communications, MCI Business Markets "Asher and Chambers promise to deliver 'simple techniques that will give you the confidence to sound like you mean it, the courage to speak with passion.' You can take them at their word; Wooing & Winning Business is loaded with the right speaking stuff."--Terry O'Keefe, "Executive Bookshelf," Atlanta Business Chronicle "There is plenty of meat here. . . . Asher and Chambers . . . are up-close, strong eye-contact, high-energy folks. Their book reflects those straightforward attitudes."--Hank Ezell, "Money & More," The Atlanta Journal/ConstitutionHinweis: Dieser Artikel kann nur an eine deutsche Lieferadresse ausgeliefert werden.
SPRING ASHER and WICKE CHAMBERS are principals in Chambers & Asher Speechworks, an internationally known firm specializing in speech and media training. Their column, "Getting Ahead," appeared for four years in the business section of the Atlanta Journal/Constitution. As TV producers, they won six Emmy Awards and the Best of Gannett Award for news programming. Speechworks clients include Alston & Bird, Equitable Real Estate, Holiday Inn Worldwide, Kurt Salmon Associates, Georgia-Pacific Corporation, National Association of Securities Dealers, Deloitte & Touche LLP, MCI, Transamerica Reinsurance, and Turner Broadcasting Systems, Inc.
Inhaltsangabe
Acknowledgements xiii Introduction Wooing & Winning Business 1 Thrills That Change Your Life 4 I'm Just a Plain, Ordinary Person. Do I Have What It Takes? 6 Are You Crazy? Of Course You're Persuasive 7 Sure, You Can Fake It til You Make It 7 You've Got the Guts 8 How to Use This Book 8 Part 1 Wooing the Client 11 1 The Quick Fix Presentation Helper 13 How to Organize your Presentation: The Speechworks Formula 15 A Session with the Speechworks Coach 18 Presentation Power 21 2 What Turns Them On 23 Know Your Listener 26 How Do You Assess Your Listener? 26 Recap 27 3 The Formula: Getting to Yes! Yes! Yes! 29 Tell'Em What's in it for Them: Preview 31 Tell'Em: Make a Point and Illustrate It 37 Make it Memorable 42 Transitions 43 Keep It Jargon-Free 43 Tell'Em What You Just Told'Em: Recap 45 Use a Wrap-up Story and Then Ask for the Order 46 It Can't Be This Easy 48 Recap 48 4 Good Visuals, Like Cologne, Linger Longer with the Listener 49 Visuals Work for Your Listeners 52 Visuals Work for You 56 Add POW to Your Presentation 57 Practice, Practice, Practice 62 Recap 64 5 Inquiring Minds Want to Know: Handling Questions and Answers 65 Plan Ahead 67 Control the Mechanics of Q&A in a Large Group Setting 70 The Body Language of a Leader 73 End with Recapping 74 Recap 74 Part 2 All the Right Moves 75 6 Never Let'Em See You Sweat 81 Expect to Be Nervous 84 No Whining 84 Turn Presentation Panic into Presentation Power Using the Three Ps: Preparation, Physical Fitness, and a Positive Mental Attitude 85 Recap 88 7 Confidence Is Sexy: Presence 89 Do a Presence Makeover 91 Taking the Floor 93 Leaving the Stage 93 What to Do When You're Sitting Down 93 To Stand or Sit, That Is the Question 94 Recap 95 8 Let's Face It: Eye Contact and Face Energy 97 The Eyes Have It 99 Zero in on One Set of Eyes 100 Avoid Common Eye Disturbances 101 Facial Expression 102 Recap 103 9 Reach Out and Touch Someone: Body Language 105 Avoid Static Cling Gestures 107 One Small Step 109 Get Physical 109 Recap 110 10 It's Not What You Say, but the Way That You Say It 11 Add Spice to Your Presentation 113 Change the Pace 114 Power Up! 115 The Voice - It's That Gender Thing 115 Be Conversational 116 Sound Like You Mean It 117 You Want to Do What? Inflection 117 Aerobicize Your Lips: Articulate 118 Exercise 1: Use a Tape Recorder 118 Exercise 2: Lower the Pitch of Your Voice 118 Voice Power 119 Recap 119 11 The Pause That Impresses 121 No One Talk Too Fast 124 Power Pause Exercises 125 Pause to Let Your Listeners Catch Up 126 Pause to Cloak Nervousness 126 Pause to Eliminate the Knocks and Pings 126 Pause to Highlight Sales Points 127 Pause Plus 127 Recap 128 12 Dump the Distractions 129 Physical Distractions 131 Verbal Distractions 132 Psychological Distractions 132 Recap 133 13 It Was One of Those Electric Moments: Microphones 135 Stand Away 137 Don't Get Caught Amplifying a Dull, Little Voice 138 Recap 139 14 We're Going to Do It Again Until We Get It Right 141 Lights, Action, On-Camera Exercises 144 Posture Exercises: Video 144 Facial Exercises 145 Eye Contact Exercise: Video 146 Gesture and Movement: Video 146 Voice Exercise: Video/Audio 147 Recap 148 Part 3 Winning 149 15 Red-Hot Competition: Team Presentations 153 It's a Race to the Finish 156 How to Be a Standout in a Shoot-Out 156 Get a News Producer 156 The Corporate Message 157 Separate Your Team from the Competition 158 Build Credibility 158 Use Visuals to Make Your Team Memorable 159 Close with Conviction 160 Plan for Questions and Answers 161 Beware of Late-Breaking News 161 Adopt a News Team Polish 162 Rehearse to Add Team Polish 162 Rate Your Presentation Like a Prospect 164 Recap 164 6 Seminars That Sizzle and Sell 165 Define the Audience and How You Can Attract It 167 Learn From Seminar Pros 168 Target Your Participants'' Needs 168 Fill-in-the-Bank Study Guides Reinforce Your Information 169 Rehearse to Insure Polish 169 Make It Interactive 170 Evaluate to Improve 170 Follow up to Win 173 Recap 173 17 The Secret to Getting Involved 175 The Wooing Difference 177 Everybody's Doing It 178 Why Presenters Fear Participation 179 Nine Ways to Make Your Groups More Interactive 181 Recap 186 18 We Have to Stop Meeting Like This: Meetings 187 The Leader's Role 189 The Participant's Role 192 Create Memorable Meetings 194 Recap 194 19 This Could Be the Beginning of a Long-Term Relationship: Job Interviews 195 You Are the Product 198 Organize Your Assets into Three Key Points 198 Make a Point and Illustrate It 198 Overcome Objections 199 Know Your Customer 199 Define the Job 199 Ask for the Order 200 Packaging Is Important 200 Explore the Fit with Confidence 201 Recap 202 20 You Want Me to Do What? Impromptu Speaking 203 Learn to Speak Well on a moment's Notice 205 Expect the unexpected 205 Follow the Play Action: Listen 206 Develop a Ready Response Plan 206 Keep Your Comments Short 206 Speak Up 207 Recap 207 Appendix A How to Cure a Common Case of Cold Feet 209 Appendix B Using the Formula: Seminar Presentation 213 Appendix C Using the Formula: Introducing the Speaker 217 Index 221
Acknowledgements xiii Introduction Wooing & Winning Business 1 Thrills That Change Your Life 4 I'm Just a Plain, Ordinary Person. Do I Have What It Takes? 6 Are You Crazy? Of Course You're Persuasive 7 Sure, You Can Fake It til You Make It 7 You've Got the Guts 8 How to Use This Book 8 Part 1 Wooing the Client 11 1 The Quick Fix Presentation Helper 13 How to Organize your Presentation: The Speechworks Formula 15 A Session with the Speechworks Coach 18 Presentation Power 21 2 What Turns Them On 23 Know Your Listener 26 How Do You Assess Your Listener? 26 Recap 27 3 The Formula: Getting to Yes! Yes! Yes! 29 Tell'Em What's in it for Them: Preview 31 Tell'Em: Make a Point and Illustrate It 37 Make it Memorable 42 Transitions 43 Keep It Jargon-Free 43 Tell'Em What You Just Told'Em: Recap 45 Use a Wrap-up Story and Then Ask for the Order 46 It Can't Be This Easy 48 Recap 48 4 Good Visuals, Like Cologne, Linger Longer with the Listener 49 Visuals Work for Your Listeners 52 Visuals Work for You 56 Add POW to Your Presentation 57 Practice, Practice, Practice 62 Recap 64 5 Inquiring Minds Want to Know: Handling Questions and Answers 65 Plan Ahead 67 Control the Mechanics of Q&A in a Large Group Setting 70 The Body Language of a Leader 73 End with Recapping 74 Recap 74 Part 2 All the Right Moves 75 6 Never Let'Em See You Sweat 81 Expect to Be Nervous 84 No Whining 84 Turn Presentation Panic into Presentation Power Using the Three Ps: Preparation, Physical Fitness, and a Positive Mental Attitude 85 Recap 88 7 Confidence Is Sexy: Presence 89 Do a Presence Makeover 91 Taking the Floor 93 Leaving the Stage 93 What to Do When You're Sitting Down 93 To Stand or Sit, That Is the Question 94 Recap 95 8 Let's Face It: Eye Contact and Face Energy 97 The Eyes Have It 99 Zero in on One Set of Eyes 100 Avoid Common Eye Disturbances 101 Facial Expression 102 Recap 103 9 Reach Out and Touch Someone: Body Language 105 Avoid Static Cling Gestures 107 One Small Step 109 Get Physical 109 Recap 110 10 It's Not What You Say, but the Way That You Say It 11 Add Spice to Your Presentation 113 Change the Pace 114 Power Up! 115 The Voice - It's That Gender Thing 115 Be Conversational 116 Sound Like You Mean It 117 You Want to Do What? Inflection 117 Aerobicize Your Lips: Articulate 118 Exercise 1: Use a Tape Recorder 118 Exercise 2: Lower the Pitch of Your Voice 118 Voice Power 119 Recap 119 11 The Pause That Impresses 121 No One Talk Too Fast 124 Power Pause Exercises 125 Pause to Let Your Listeners Catch Up 126 Pause to Cloak Nervousness 126 Pause to Eliminate the Knocks and Pings 126 Pause to Highlight Sales Points 127 Pause Plus 127 Recap 128 12 Dump the Distractions 129 Physical Distractions 131 Verbal Distractions 132 Psychological Distractions 132 Recap 133 13 It Was One of Those Electric Moments: Microphones 135 Stand Away 137 Don't Get Caught Amplifying a Dull, Little Voice 138 Recap 139 14 We're Going to Do It Again Until We Get It Right 141 Lights, Action, On-Camera Exercises 144 Posture Exercises: Video 144 Facial Exercises 145 Eye Contact Exercise: Video 146 Gesture and Movement: Video 146 Voice Exercise: Video/Audio 147 Recap 148 Part 3 Winning 149 15 Red-Hot Competition: Team Presentations 153 It's a Race to the Finish 156 How to Be a Standout in a Shoot-Out 156 Get a News Producer 156 The Corporate Message 157 Separate Your Team from the Competition 158 Build Credibility 158 Use Visuals to Make Your Team Memorable 159 Close with Conviction 160 Plan for Questions and Answers 161 Beware of Late-Breaking News 161 Adopt a News Team Polish 162 Rehearse to Add Team Polish 162 Rate Your Presentation Like a Prospect 164 Recap 164 6 Seminars That Sizzle and Sell 165 Define the Audience and How You Can Attract It 167 Learn From Seminar Pros 168 Target Your Participants'' Needs 168 Fill-in-the-Bank Study Guides Reinforce Your Information 169 Rehearse to Insure Polish 169 Make It Interactive 170 Evaluate to Improve 170 Follow up to Win 173 Recap 173 17 The Secret to Getting Involved 175 The Wooing Difference 177 Everybody's Doing It 178 Why Presenters Fear Participation 179 Nine Ways to Make Your Groups More Interactive 181 Recap 186 18 We Have to Stop Meeting Like This: Meetings 187 The Leader's Role 189 The Participant's Role 192 Create Memorable Meetings 194 Recap 194 19 This Could Be the Beginning of a Long-Term Relationship: Job Interviews 195 You Are the Product 198 Organize Your Assets into Three Key Points 198 Make a Point and Illustrate It 198 Overcome Objections 199 Know Your Customer 199 Define the Job 199 Ask for the Order 200 Packaging Is Important 200 Explore the Fit with Confidence 201 Recap 202 20 You Want Me to Do What? Impromptu Speaking 203 Learn to Speak Well on a moment's Notice 205 Expect the unexpected 205 Follow the Play Action: Listen 206 Develop a Ready Response Plan 206 Keep Your Comments Short 206 Speak Up 207 Recap 207 Appendix A How to Cure a Common Case of Cold Feet 209 Appendix B Using the Formula: Seminar Presentation 213 Appendix C Using the Formula: Introducing the Speaker 217 Index 221
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