Wooing and Winning Business

<p>Acknowledgements xiii</p>
<p>Introduction Wooing &amp; Winning Business 1</p>
<p>Thrills That Change Your Life 4</p>
<p>I m Just a Plain, Ordinary Person. Do I Have What It Takes? 6</p>
<p>Are You Crazy? Of Course You re Persuasive 7</p>
<p>Sure, You Can Fake It til You Make It 7</p>
<p>You ve Got the Guts 8</p>
<p>How to Use This Book 8</p>
<p>Part 1 Wooing the Client 11</p>
<p>1 The Quick Fix Presentation Helper 13</p>
<p>How to Organize your Presentation: The Speechworks Formula 15</p>
<p>A Session with the Speechworks Coach 18</p>
<p>Presentation Power 21</p>
<p>2 What Turns Them On 23</p>
<p>Know Your Listener 26</p>
<p>How Do You Assess Your Listener? 26</p>
<p>Recap 27</p>
<p>3 The Formula: Getting to Yes! Yes! Yes! 29</p>
<p>Tell Em What s in it for Them: Preview 31</p>
<p>Tell Em: Make a Point and Illustrate It 37</p>
<p>Make it Memorable 42</p>
<p>Transitions 43</p>
<p>Keep It Jargon–Free 43</p>
<p>Tell Em What You Just Told Em: Recap 45</p>
<p>Use a Wrap–up Story and Then Ask for the Order 46</p>
<p>It Can t Be This Easy 48</p>
<p>Recap 48</p>
<p>4 Good Visuals, Like Cologne, Linger Longer with the Listener 49</p>
<p>Visuals Work for Your Listeners 52</p>
<p>Visuals Work for You 56</p>
<p>Add POW to Your Presentation 57</p>
<p>Practice, Practice, Practice 62</p>
<p>Recap 64</p>
<p>5 Inquiring Minds Want to Know: Handling Questions and Answers 65</p>
<p>Plan Ahead 67</p>
<p>Control the Mechanics of Q&amp;A in a Large Group Setting 70</p>
<p>The Body Language of a Leader 73</p>
<p>End with Recapping 74</p>
<p>Recap 74</p>
<p>Part 2 All the Right Moves 75</p>
<p>6 Never Let Em See You Sweat 81</p>
<p>Expect to Be Nervous 84</p>
<p>No Whining 84</p>
<p>Turn Presentation Panic into Presentation Power Using the Three Ps: Preparation, Physical Fitness, and a Positive Mental Attitude 85</p>
<p>Recap 88</p>
<p>7 Confidence Is Sexy: Presence 89</p>
<p>Do a Presence Makeover 91</p>
<p>Taking the Floor 93</p>
<p>Leaving the Stage 93</p>
<p>What to Do When You re Sitting Down 93</p>
<p>To Stand or Sit, That Is the Question 94</p>
<p>Recap 95</p>
<p>8 Let s Face It: Eye Contact and Face Energy 97</p>
<p>The Eyes Have It 99</p>
<p>Zero in on One Set of Eyes 100</p>
<p>Avoid Common Eye Disturbances 101</p>
<p>Facial Expression 102</p>
<p>Recap 103</p>
<p>9 Reach Out and Touch Someone: Body Language 105</p>
<p>Avoid Static Cling Gestures 107</p>
<p>One Small Step 109</p>
<p>Get Physical 109</p>
<p>Recap 110</p>
<p>10 It s Not What You Say, but the Way That You Say It 11</p>
<p>Add Spice to Your Presentation 113</p>
<p>Change the Pace 114</p>
<p>Power Up! 115</p>
<p>The Voice It s That Gender Thing 115</p>
<p>Be Conversational 116</p>
<p>Sound Like You Mean It 117</p>
<p>You Want to Do What? Inflection 117</p>
<p>Aerobicize Your Lips: Articulate 118</p>
<p>Exercise 1: Use a Tape Recorder 118</p>
<p>Exercise 2: Lower the Pitch of Your Voice 118</p>
<p>Voice Power 119</p>
<p>Recap 119</p>
<p>11 The Pause That Impresses 121</p>
<p>No One Talk Too Fast 124</p>
<p>Power Pause Exercises 125</p>
<p>Pause to Let Your Listeners Catch Up 126</p>
<p>Pause to Cloak Nervousness 126</p>
<p>Pause to Eliminate the Knocks and Pings 126</p>
<p>Pause to Highlight Sales Points 127</p>
<p>Pause Plus 127</p>
<p>Recap 128</p>
<p>12 Dump the Distractions 129</p>
<p>Physical Distractions 131</p>
<p>Verbal Distractions 132</p>
<p>Psychological Distractions 132</p>
<p>Recap 133</p>
<p>13 It Was One of Those Electric Moments: Microphones 135</p>
<p>Stand Away 137</p>
<p>Don t Get Caught Amplifying a Dull, Little Voice 138</p>
<p>Recap 139</p>
<p>14 We re Going to Do It Again Until We Get It Right 141</p>
<p>Lights, Action, On–Camera Exercises 144</p>
<p>Posture Exercises: Video 144</p>
<p>Facial Exercises 145</p>
<p>Eye Contact Exercise: Video 146</p>
<p>Gesture and Movement: Video 146</p>
<p>Voice Exercise: Video/Audio 147</p>
<p>Recap 148</p>
<p>Part 3 Winning 149</p>
<p>15 Red–Hot Competition: Team Presentations 153</p>
<p>It s a Race to the Finish 156</p>
<p>How to Be a Standout in a Shoot–Out 156</p>
<p>Get a News Producer 156</p>
<p>The Corporate Message 157</p>
<p>Separate Your Team from the Competition 158</p>
<p>Build Credibility 158</p>
<p>Use Visuals to Make Your Team Memorable 159</p>
<p>Close with Conviction 160</p>
<p>Plan for Questions and Answers 161</p>
<p>Beware of Late–Breaking News 161</p>
<p>Adopt a News Team Polish 162</p>
<p>Rehearse to Add Team Polish 162</p>
<p>Rate Your Presentation Like a Prospect 164</p>
<p>Recap 164</p>
<p>6 Seminars That Sizzle and Sell 165</p>
<p>Define the Audience and How You Can Attract It 167</p>
<p>Learn From Seminar Pros 168</p>
<p>Target Your Participants Needs 168</p>
<p>Fill–in–the–Bank Study Guides Reinforce Your Information 169</p>
<p>Rehearse to Insure Polish 169</p>
<p>Make It Interactive 170</p>
<p>Evaluate to Improve 170</p>
<p>Follow up to Win 173</p>
<p>Recap 173</p>
<p>17 The Secret to Getting Involved 175</p>
<p>The Wooing Difference 177</p>
<p>Everybody s Doing It 178</p>
<p>Why Presenters Fear Participation 179</p>
<p>Nine Ways to Make Your Groups More Interactive 181</p>
<p>Recap 186</p>
<p>18 We Have to Stop Meeting Like This: Meetings 187</p>
<p>The Leader s Role 189</p>
<p>The Participant s Role 192</p>
<p>Create Memorable Meetings 194</p>
<p>Recap 194</p>
<p>19 This Could Be the Beginning of a Long–Term Relationship: Job Interviews 195</p>
<p>You Are the Product 198</p>
<p>Organize Your Assets into Three Key Points 198</p>
<p>Make a Point and Illustrate It 198</p>
<p>Overcome Objections 199</p>
<p>Know Your Customer 199</p>
<p>Define the Job 199</p>
<p>Ask for the Order 200</p>
<p>Packaging Is Important 200</p>
<p>Explore the Fit with Confidence 201</p>
<p>Recap 202</p>
<p>20 You Want Me to Do What? Impromptu Speaking 203</p>
<p>Learn to Speak Well on a moment s Notice 205</p>
<p>Expect the unexpected 205</p>
<p>Follow the Play Action: Listen 206</p>
<p>Develop a Ready Response Plan 206</p>
<p>Keep Your Comments Short 206</p>
<p>Speak Up 207</p>
<p>Recap 207</p>
<p>Appendix A How to Cure a Common Case of Cold Feet 209</p>
<p>Appendix B Using the Formula: Seminar Presentation 213</p>
<p>Appendix C Using the Formula: Introducing the Speaker 217</p>
<p>Index 221</p>