Wooing and Winning Business The Foolproof Formula for Making Persuasive Business Presentations

by Asher, Spring; Chambers, Wicke

• ISBN13: 9780471141921
• ISBN10: 0471141925
• Edition: 1st
• Format: Hardcover
• Copyright: 1996-12-18
• Publisher: Wiley

Summary

Spring Asher and Wicke Chambers (both of Atlanta, GA) are partners of Chambers & Asher Speechworks, an organization providing communications consulting services to business professionals and executives.

Author Biography

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.

Table of Contents

Acknowledgments	xiii
Introduction Wooing & Winning Business	1	(10)
Thrills That Change Your Life	4	(2)
I'm Just a Plain, Ordinary Person. Do I Have What It Takes?	6	(1)
Are You Crazy? Of Course You're Persuasive	7	(1)
Sure, You Can Fake It til You Make It	7	(1)
You've Got the Guts	8	(1)
How to Use This Book	8	(3)
PART 1 WOOING THE CLIENT	11	(64)
1 The Quick Fix Presentation Helper	13	(10)
How to Organize Your Presentation: The Speechworks Formula	15	(2)
The Speechworks Formula: Sample Presentation	17	(1)
A Session with the Speechworks Coach	18	(3)
Presentation Power	21	(2)
2 What Turns Them On	23	(6)
Know Your Listener	26	(1)
How Do You Assess Your Listener?	26	(1)
Recap	27	(2)
3 The Formula: Getting to Yes! Yes! Yes!	29	(20)
Tell 'Em What's in It for Them: Preview	31	(6)
Tell 'Em: Make a Point and Illustrate It	37	(5)
Make It Memorable	42	(1)
Transitions	43	(1)
Keep It Jargon-Free	43	(2)
Tell 'Em What You Just Told 'Em Recap	45	(1)
Use a Wrap-up Story and Then Ask for the Order	46	(2)
It Can't Be This Easy	48	(1)
Recap	48	(1)
4 Good Visuals, Like Cologne, Linger Longer with the Listener	49	(16)
Visuals Work for Your Listeners	52	(4)
Visuals Work for You	56	(1)
Add POW to Your Presentation	57	(5)
Practice, Practice, Practice	62	(2)
Recap	64	(1)
5 Inquiring Minds Want to Know: Handling Questions and Answers	65	(10)
Plan Ahead	67	(3)
Control the Mechanics of Q & A in a Large Group Setting	70	(3)
The Body Language of a Leader	73	(1)
End With Recapping	74	(1)
Recap	74	(1)
PART 2 ALL THE RIGHT MOVES	75	(78)
6 Never Let 'Em See You Sweat	81	(8)
Expect to Be Nervous	84	(1)
No Whining	84	(1)
Turn Presentation Panic into Presentation Power Using the Three Ps: Preparation, Physical Fitness, and a Positive Mental Attitude	85	(3)
Recap	88	(1)
7 Confidence Is Sexy: Presence	89	(8)
Do a Presence Makeover	91	(2)
Taking the Floor	93	(1)
Leaving the Stage	93	(1)
What to Do When You're Sitting Down	93	(1)
To Stand or Sit, That Is the Question	94	(1)
Recap	95	(2)
8 Let's Face It: Eye Contact and Face Energy	97	(8)
The Eyes Have It	99	(1)
Zero in on One Set of Eyes	100	(1)
Avoid Common Eye Disturbances	101	(1)
Facial Expression	102	(1)
Recap	103	(2)
9 Reach out and Touch Someone: Body Language	105	(6)
Avoid Static Cling Gestures	107	(2)
One Small Step	109	(1)
Get Physical	109	(1)
Recap	110	(1)
10 It's Not What You Say, but the Way That You Say It	111	(10)
Add Spice to Your Presentation	113	(1)
Change the Pace	114	(1)
Power Up!	115	(1)
The Voice--Its That Gender Thing	115	(1)
Be Conversational	116	(1)
Sound Like You Mean It	117	(1)
You Want to Do What? Inflection	117	(1)
Aerobicize Your Lips: Articulate	118	(1)
Exercise 1: Use a Tape Recorder	118	(1)
Exercise 2: Lower the Pitch of Your Voice	118	(1)
Voice Power	119	(1)
Recap	119	(2)
11 The Pause That Impresses	121	(8)
No One Talks Too Fast	124	(1)
Power Pause Exercises	125	(1)
Pause to Let Your Listeners Catch Up	126	(1)
Pause to Cloak Nervousness	126	(1)
Pause to Eliminate the Knocks and Pings	126	(1)
Pause to Highlight Sales Points	127	(1)
Pause Plus	127	(1)
Recap	128	(1)
12 Dump the Distractions	129	(6)
Physical Distractions	131	(1)
Verbal Distractions	132	(1)
Psychological Distractions	132	(1)
Recap	133	(2)
13 It Was One of Those Electric Moments: Microphones	135	(6)
Stand Away	137	(1)
Don't Get Caught Amplifying a Dull, Little Voice	138	(1)
Recap	139	(2)
14 We're Going Do It Again Until We Get It Right	141	(12)
Lights, Action, On-Camera Exercises	144	(1)
Posture Exercise: Video	144	(1)
Facial Exercise	145	(1)
Eye Contact Exercise: Video	146	(1)
Gesture and Movement: Video	146	(1)
Voice Exercise: Video/Audio	147	(1)
Recap	148	(1)
PART 3 WINNING	149	(60)
15 Red-Hot Competition: Team Presentations	153	(12)
It's Race to the Finish	156	(1)
How to Be a Standout in a Shoot-Out	156	(1)
Get a News Producer	156	(1)
The Corporate Message	157	(1)
Separate Your Team from the Competition	158	(1)
Build Credibility	158	(1)
Use Visuals to Make Your Team Memorable	159	(1)
Close with Conviction	160	(1)
Plan for Questions and Answers	161	(1)
Beware of Late-Breaking News	161	(1)
Adopt a News Team Lineup	161	(1)
Rehearse to Add Team Polish	162	(2)
Rate Your Presentation Like a Prospect	164	(1)
Recap	164	(1)
16 Seminars That Sizzle and Sell	165	(10)
Define the Audience and How You Can Atttact It	167	(1)
Learn From Seminar Pros	168	(1)
Target Your Participants' Needs	168	(1)
Fill-in-the-Blank Study Guides Reinforce Your Information	169	(1)
Rehearse to Insure Polish	169	(1)
Make It Interactive	170	(1)
Evaluate to Improve	170	(3)
Follow up to Win	173	(1)
Recap	173	(2)
17 The Secret to Getting Involved	175	(12)
The Wooing Difference	177	(1)
Everybody's Doing It	178	(1)
Why Presenters Fear Participation	179	(2)
Nine Ways to Make Your Groups More Interactive	181	(5)
Recap	186	(1)
18 We Have to Stop Meeting Like This: Meetings	187	(8)
The Leader's Role	189	(3)
The Participant's Role	192	(2)
Create Memorable Meetings	194	(1)
Recap	194	(1)
19 This Could Be the Beginning of a Long-Term Relationship: Job Interviews	195	(10)
You Are the Product	198	(1)
Organize Your Assets into Three Key Points	198	(1)
Make a Point and Illustrate It	198	(1)
Overcome Objections	199	(1)
Know Your Customer	199	(1)
Define the Job	199	(1)
Ask for the Order	200	(1)
Packaging Is Important	200	(1)
Explore the Fit with Confidence	201	(1)
Recap	202	(3)
20 You Want Me to Do What? Impromptu Speaking	205	(4)
Learn to Speak Well on a Moment's Notice	205	(1)
Expect the Unexpected	205	(1)
Follow the Play Action: Listen	206	(1)
Develop a Ready Response Plan	206	(1)
Keep Your Comments Short	206	(1)
Speak Up	207	(1)
Recap	207	(2)
Appendix A How to Cure a Common Case of Cold Feet	209	(4)
Appendix B Using the Formula: Seminar Presentation	213	(4)
Appendix C Using the Formula: Introducing the Speaker	217	(4)
Index	221