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Persuading for Results

Persuading for Results

          
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About the Book

Executives, senior managers, scientists, academics, researchers, and sales people still struggle to persuade groups, large and small. These professionals struggle to hold the attention of jaded and bored audience members, who have grown weary of a world over-stimulated by marketing and sales hype. This book brings a perspective on how to get your message across in a discount-driven, time-deprived, access-constrained, hyper-competitive marketplace. Today, the new global competitive environment demands persuaders capture audience attention immediately, and then connect with each and every listener in the audience. Only then does the persuader’s message break through the defences erected by seasoned business people to minimise marketing noise. Kozicki and Peacock provide the tools and methods to enable such breakthroughs. Persuading for Results combines the formidable knowledge and experience of two knowledgeable persuaders, each with decades of experience persuading throughout the world. This book contains a road map to enable readers to fast-track their way to Persuading For Results.

About The Author:

Stephen Kozicki is a specialist in strategic account management, negotiation skills and persuasion. Gary Peacock is a skilful persuader, with over twenty years of experience in operations with a UKlisted company in the UK and Australia .



Table of Contents:
Major Case Studies for the Book Section 1: Persuasive Presentations Insight 1 The Elements of Persuasion Insight 2 Presentation Preferences Insight 3 Global Mistakes Insight 4 Choosing Winning Frames Insight 5 Persuasion Produces Results Section 2: Prepare To Persuade Insight 6 Plan Your Preparation Insight 7 The Presentation Preparation Process Insight 8 Understand Your Audience Insight 9 Buying Styles Insight 10 Influencing Executives: Conduct Effective Executive Interviews Insight 11 Tailor to Your Target Insight 12 Consider Culture Insight 13 Research, Research, Research Insight 14 Become a Digital Detective Insight 15 Closing Insight 16 Opening Insight 17 Structure Your Content Insight 18 Choose a Content Model Insight 19 Using Notes Insight 20 Question Time Insight 21 After the Applause Section 3: Style — Powerful Persuaders Insight 22 Visuals Add Value Insight 23 Use Visuals for Ideas and Numbers Insight 24 Colour Insight 25 The Skilful Use of Images Insight 26 The Interactive Image Insight 27 Involve Your Audience Insight 28 Your Image Insight 29 Body Language Insight 30 Voice Insight 31 Your Language Insight 32 Questions, Suggestions and Options Insight 33 Use Handouts Insight 34 Tell Stories Insight 35 Delivering Bad News Insight 36 Music and Sound Section 4: Style — Delivering Your Persuasion Insight 37 Dealing with Nervousness Insight 38 Using Humour Insight 39 Managing Problem Participants Insight 40 Location Insight 41 Room Layout Insight 42 Facilities Insight 43 Coffee Breaks and Meal Breaks Section 5: Persuasion on the Run Insight 44 Preparing with a Laptop Insight 45 Death by PowerPoint Insight 46 Portable Persuading Section 6: Managing the Business of Persuasion Insight 47 Costs Insight 48 Control Insight 49 Business Strategy and Persuasion


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Product Details
  • ISBN-13: 9781259097065
  • Publisher: Tata McGraw-Hill Education
  • Publisher Imprint: Tata McGraw-Hill Education
  • Edition: 1
  • No of Pages: 284
  • ISBN-10: 1259097064
  • Publisher Date: Apr. 2013
  • Binding: PAPERBACK
  • Language: ENGLISH
  • Weight: 500 gr

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