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Informationen zum Autor 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. Klappentext 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/Constitution Zusammenfassung A quick and easy formula for selling your product! your service! yourself! that gets results. guaranteed Whatever you have to sell! be it product or service! this book will show how to create the perfect presentation and nail the sale. Inhaltsverzeichnis 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 Ri...
