Title: Persuading for Results : How to Become A Persuasive Presenter Author: Gary Peacock, Stephen Kozicki ISBN: 1259097064 / 9781259097065 Format: Soft Cover Pages: 270 Publisher: McGraw-Hill Year: 2013 Availability: In Stock Special Indian Edition
Description
Contents
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.
Foreword
Acknowledgments
Introduction
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
