{"product_id":"wooing-and-winning-business-isbn-9780471253709","title":"Wooing and Winning Business","description":"A quick and easy formula for selling your product, your service, yourself, that gets results..guaranteed\u003cbr\u003e \u003cbr\u003e Whatever you have to sell, be it product or service, this book will show how to create the perfect presentation and nail the sale. Written by the experts at Speechworks, this book arms the huge and guidance-hungry market of salespeople, business presenters, and entrepreneurs with a fool-proof formula for making the perfect pitch every time, whether they're talking to one person or an audience of thousands. With this book you'll find:\u003cbr\u003e \u003cbr\u003e * A proven formula for organizing your thoughts for clarity and impact\u003cbr\u003e * Visualization techniques that help you find the most compelling language and anecdotes to captivate even the toughest audiences\u003cbr\u003e * Surefire techniques for increasing your physical presence and personal persuasiveness\u003cbr\u003e \u003cbr\u003e SPRING ASHER and WICKE CHAMBERS (Atlanta, Georgia) are partners of Chambers \u0026amp; Asher Speechworks. They are also columnists for The Atlanta Journal\/Constitution. For their work as TV producers they have received six Emmy Awards and the Best of Gannet Award for New Programming.\u003cbr\u003e \u003cbr\u003e The A to Z guide to making a flawless business presentation.\u003cbr\u003e \u003cbr\u003e Thirty-three million business presentations are made each day, most of them by people whose number one fear is public speaking. This is the complete guide to creating winning business presentations and making the perfect pitch. It includes a step-by-step guide that makes it easy to persuade the listener, develop evidence that sells, and create visuals that reinforce the message.\u003cbr\u003e \u003cbr\u003e The authors train several thousand executives each year from organizations including MCI, Georgia-Pacific and UPS.\u003cbr\u003e * Offers a foolproof formula: finding the hook, the incentive, and the style to sell anything to anyone.\u003cbr\u003e \u003cbr\u003e Spring Asher and Wicke Chambers (both of Atlanta, GA) are partners of Chambers \u0026amp; Asher Speechworks, an organization providing communications consulting services to business professionals and executives. \u003cp\u003eAcknowledgements xiii\u003c\/p\u003e \u003cp\u003eIntroduction Wooing \u0026amp; Winning Business 1\u003c\/p\u003e \u003cp\u003eThrills That Change Your Life 4\u003c\/p\u003e \u003cp\u003eI’m Just a Plain, Ordinary Person. Do I Have What It Takes? 6\u003c\/p\u003e \u003cp\u003eAre You Crazy? Of Course You’re Persuasive 7\u003c\/p\u003e \u003cp\u003eSure, You Can Fake It til You Make It 7\u003c\/p\u003e \u003cp\u003eYou’ve Got the Guts 8\u003c\/p\u003e \u003cp\u003eHow to Use This Book 8\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart 1 Wooing the Client 11\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003e1 The Quick Fix Presentation Helper 13\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eHow to Organize your Presentation: The Speechworks Formula 15\u003c\/p\u003e \u003cp\u003eA Session with the Speechworks Coach 18\u003c\/p\u003e \u003cp\u003ePresentation Power 21\u003c\/p\u003e \u003cp\u003e\u003cb\u003e2 What Turns Them On 23\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eKnow Your Listener 26\u003c\/p\u003e \u003cp\u003eHow Do You Assess Your Listener? 26\u003c\/p\u003e \u003cp\u003eRecap 27\u003c\/p\u003e \u003cp\u003e\u003cb\u003e3 The Formula: Getting to Yes! Yes! Yes! 29\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eTell’Em What’s in it for Them: Preview 31\u003c\/p\u003e \u003cp\u003eTell’Em: Make a Point and Illustrate It 37\u003c\/p\u003e \u003cp\u003eMake it Memorable 42\u003c\/p\u003e \u003cp\u003eTransitions 43\u003c\/p\u003e \u003cp\u003eKeep It Jargon-Free 43\u003c\/p\u003e \u003cp\u003eTell’Em What You Just Told’Em: Recap 45\u003c\/p\u003e \u003cp\u003eUse a Wrap-up Story and Then Ask for the Order 46\u003c\/p\u003e \u003cp\u003eIt Can’t Be This Easy 48\u003c\/p\u003e \u003cp\u003eRecap 48\u003c\/p\u003e \u003cp\u003e\u003cb\u003e4 Good Visuals, Like Cologne, Linger Longer with the Listener 49\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eVisuals Work for Your Listeners 52\u003c\/p\u003e \u003cp\u003eVisuals Work for You 56\u003c\/p\u003e \u003cp\u003eAdd POW to Your Presentation 57\u003c\/p\u003e \u003cp\u003ePractice, Practice, Practice 62\u003c\/p\u003e \u003cp\u003eRecap 64\u003c\/p\u003e \u003cp\u003e\u003cb\u003e5 Inquiring Minds Want to Know: Handling Questions and Answers 65\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003ePlan Ahead 67\u003c\/p\u003e \u003cp\u003eControl the Mechanics of Q\u0026amp;A in a Large Group Setting 70\u003c\/p\u003e \u003cp\u003eThe Body Language of a Leader 73\u003c\/p\u003e \u003cp\u003eEnd with Recapping 74\u003c\/p\u003e \u003cp\u003eRecap 74\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart 2 All the Right Moves 75\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003e6 Never Let’Em See You Sweat 81\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eExpect to Be Nervous 84\u003c\/p\u003e \u003cp\u003eNo Whining 84\u003c\/p\u003e \u003cp\u003eTurn Presentation Panic into Presentation Power Using the Three Ps: Preparation, Physical Fitness, and a Positive Mental Attitude 85\u003c\/p\u003e \u003cp\u003eRecap 88\u003c\/p\u003e \u003cp\u003e\u003cb\u003e7 Confidence Is Sexy: Presence 89\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eDo a Presence Makeover 91\u003c\/p\u003e \u003cp\u003eTaking the Floor 93\u003c\/p\u003e \u003cp\u003eLeaving the Stage 93\u003c\/p\u003e \u003cp\u003eWhat to Do When You’re Sitting Down 93\u003c\/p\u003e \u003cp\u003eTo Stand or Sit, That Is the Question 94\u003c\/p\u003e \u003cp\u003eRecap 95\u003c\/p\u003e \u003cp\u003e\u003cb\u003e8 Let’s Face It: Eye Contact and Face Energy 97\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Eyes Have It 99\u003c\/p\u003e \u003cp\u003eZero in on One Set of Eyes 100\u003c\/p\u003e \u003cp\u003eAvoid Common Eye Disturbances 101\u003c\/p\u003e \u003cp\u003eFacial Expression 102\u003c\/p\u003e \u003cp\u003eRecap 103\u003c\/p\u003e \u003cp\u003e\u003cb\u003e9 Reach Out and Touch Someone: Body Language 105\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eAvoid Static Cling Gestures 107\u003c\/p\u003e \u003cp\u003eOne Small Step 109\u003c\/p\u003e \u003cp\u003eGet Physical 109\u003c\/p\u003e \u003cp\u003eRecap 110\u003c\/p\u003e \u003cp\u003e\u003cb\u003e10 It’s Not What You Say, but the Way That You Say It 11\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eAdd Spice to Your Presentation 113\u003c\/p\u003e \u003cp\u003eChange the Pace 114\u003c\/p\u003e \u003cp\u003ePower Up! 115\u003c\/p\u003e \u003cp\u003eThe Voice – It’s That Gender Thing 115\u003c\/p\u003e \u003cp\u003eBe Conversational 116\u003c\/p\u003e \u003cp\u003eSound Like You Mean It 117\u003c\/p\u003e \u003cp\u003eYou Want to Do What? Inflection 117\u003c\/p\u003e \u003cp\u003eAerobicize Your Lips: Articulate 118\u003c\/p\u003e \u003cp\u003eExercise 1: Use a Tape Recorder 118\u003c\/p\u003e \u003cp\u003eExercise 2: Lower the Pitch of Your Voice 118\u003c\/p\u003e \u003cp\u003eVoice Power 119\u003c\/p\u003e \u003cp\u003eRecap 119\u003c\/p\u003e \u003cp\u003e\u003cb\u003e11 The Pause That Impresses 121\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eNo One Talk Too Fast 124\u003c\/p\u003e \u003cp\u003ePower Pause Exercises 125\u003c\/p\u003e \u003cp\u003ePause to Let Your Listeners Catch Up 126\u003c\/p\u003e \u003cp\u003ePause to Cloak Nervousness 126\u003c\/p\u003e \u003cp\u003ePause to Eliminate the Knocks and Pings 126\u003c\/p\u003e \u003cp\u003ePause to Highlight Sales Points 127\u003c\/p\u003e \u003cp\u003ePause Plus 127\u003c\/p\u003e \u003cp\u003eRecap 128\u003c\/p\u003e \u003cp\u003e\u003cb\u003e12 Dump the Distractions 129\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003ePhysical Distractions 131\u003c\/p\u003e \u003cp\u003eVerbal Distractions 132\u003c\/p\u003e \u003cp\u003ePsychological Distractions 132\u003c\/p\u003e \u003cp\u003eRecap 133\u003c\/p\u003e \u003cp\u003e\u003cb\u003e13 It Was One of Those Electric Moments: Microphones 135\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eStand Away 137\u003c\/p\u003e \u003cp\u003eDon’t Get Caught Amplifying a Dull, Little Voice 138\u003c\/p\u003e \u003cp\u003eRecap 139\u003c\/p\u003e \u003cp\u003e\u003cb\u003e14 We’re Going to Do It Again Until We Get It Right 141\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eLights, Action, On-Camera Exercises 144\u003c\/p\u003e \u003cp\u003ePosture Exercises: Video 144\u003c\/p\u003e \u003cp\u003eFacial Exercises 145\u003c\/p\u003e \u003cp\u003eEye Contact Exercise: Video 146\u003c\/p\u003e \u003cp\u003eGesture and Movement: Video 146\u003c\/p\u003e \u003cp\u003eVoice Exercise: Video\/Audio 147\u003c\/p\u003e \u003cp\u003eRecap 148\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart 3 Winning 149\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003e15 Red-Hot Competition: Team Presentations 153\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIt’s a Race to the Finish 156\u003c\/p\u003e \u003cp\u003eHow to Be a Standout in a Shoot-Out 156\u003c\/p\u003e \u003cp\u003eGet a News Producer 156\u003c\/p\u003e \u003cp\u003eThe Corporate Message 157\u003c\/p\u003e \u003cp\u003eSeparate Your Team from the Competition 158\u003c\/p\u003e \u003cp\u003eBuild Credibility 158\u003c\/p\u003e \u003cp\u003eUse Visuals to Make Your Team Memorable 159\u003c\/p\u003e \u003cp\u003eClose with Conviction 160\u003c\/p\u003e \u003cp\u003ePlan for Questions and Answers 161\u003c\/p\u003e \u003cp\u003eBeware of Late-Breaking News 161\u003c\/p\u003e \u003cp\u003eAdopt a News Team Polish 162\u003c\/p\u003e \u003cp\u003eRehearse to Add Team Polish 162\u003c\/p\u003e \u003cp\u003eRate Your Presentation Like a Prospect 164\u003c\/p\u003e \u003cp\u003eRecap 164\u003c\/p\u003e \u003cp\u003e\u003cb\u003e6 Seminars That Sizzle and Sell 165\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eDefine the Audience and How You Can Attract It 167\u003c\/p\u003e \u003cp\u003eLearn From Seminar Pros 168\u003c\/p\u003e \u003cp\u003eTarget Your Participants’’ Needs 168\u003c\/p\u003e \u003cp\u003eFill-in-the-Bank Study Guides Reinforce Your Information 169\u003c\/p\u003e \u003cp\u003eRehearse to Insure Polish 169\u003c\/p\u003e \u003cp\u003eMake It Interactive 170\u003c\/p\u003e \u003cp\u003eEvaluate to Improve 170\u003c\/p\u003e \u003cp\u003eFollow up to Win 173\u003c\/p\u003e \u003cp\u003eRecap 173\u003c\/p\u003e \u003cp\u003e\u003cb\u003e17 The Secret to Getting Involved 175\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Wooing Difference 177\u003c\/p\u003e \u003cp\u003eEverybody’s Doing It 178\u003c\/p\u003e \u003cp\u003eWhy Presenters Fear Participation 179\u003c\/p\u003e \u003cp\u003eNine Ways to Make Your Groups More Interactive 181\u003c\/p\u003e \u003cp\u003eRecap 186\u003c\/p\u003e \u003cp\u003e\u003cb\u003e18 We Have to Stop Meeting Like This: Meetings 187\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Leader’s Role 189\u003c\/p\u003e \u003cp\u003eThe Participant’s Role 192\u003c\/p\u003e \u003cp\u003eCreate Memorable Meetings 194\u003c\/p\u003e \u003cp\u003eRecap 194\u003c\/p\u003e \u003cp\u003e\u003cb\u003e19 This Could Be the Beginning of a Long-Term Relationship: Job Interviews 195\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eYou Are the Product 198\u003c\/p\u003e \u003cp\u003eOrganize Your Assets into Three Key Points 198\u003c\/p\u003e \u003cp\u003eMake a Point and Illustrate It 198\u003c\/p\u003e \u003cp\u003eOvercome Objections 199\u003c\/p\u003e \u003cp\u003eKnow Your Customer 199\u003c\/p\u003e \u003cp\u003eDefine the Job 199\u003c\/p\u003e \u003cp\u003eAsk for the Order 200\u003c\/p\u003e \u003cp\u003ePackaging Is Important 200\u003c\/p\u003e \u003cp\u003eExplore the Fit with Confidence 201\u003c\/p\u003e \u003cp\u003eRecap 202\u003c\/p\u003e \u003cp\u003e\u003cb\u003e20 You Want Me to Do What? Impromptu Speaking 203\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eLearn to Speak Well on a moment’s Notice 205\u003c\/p\u003e \u003cp\u003eExpect the unexpected 205\u003c\/p\u003e \u003cp\u003eFollow the Play Action: Listen 206\u003c\/p\u003e \u003cp\u003eDevelop a Ready Response Plan 206\u003c\/p\u003e \u003cp\u003eKeep Your Comments Short 206\u003c\/p\u003e \u003cp\u003eSpeak Up 207\u003c\/p\u003e \u003cp\u003eRecap 207\u003c\/p\u003e \u003cp\u003eAppendix A How to Cure a Common Case of Cold Feet 209\u003c\/p\u003e \u003cp\u003eAppendix B Using the Formula: Seminar Presentation 213\u003c\/p\u003e \u003cp\u003eAppendix C Using the Formula: Introducing the Speaker 217\u003c\/p\u003e \u003cp\u003eIndex 221\u003c\/p\u003e SPRING ASHER and WICKE CHAMBERS are principals in Chambers \u0026amp; 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 \u0026amp; Bird, Equitable Real Estate, Holiday Inn Worldwide, Kurt Salmon Associates, Georgia-Pacific Corporation, National Association of Securities Dealers, Deloitte \u0026amp; Touche LLP, MCI, Transamerica Reinsurance, and Turner Broadcasting Systems, Inc.  Praise for Wooing \u0026amp; Winning Business \u003cp\u003e\"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\u003c\/p\u003e \u003cp\u003e\"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\u003c\/p\u003e \u003cp\u003e\"At MCI, we're constantly selling big ideas to both internal and external audiences. The Speechworks Formula© teaches you how to organize your thoughts and communicate with confidence in any situation.\"—Mark Pettit, Director of Communications, MCI Business Markets\u003c\/p\u003e \u003cp\u003e\"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 \u0026amp; Winning Business is loaded with the right speaking stuff.\"—Terry O'Keefe, \"Executive Bookshelf,\" Atlanta Business Chronicle\u003c\/p\u003e \u003cp\u003e\"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 \u0026amp; More,\" The Atlanta Journal\/Constitution\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47990503342309,"sku":"NP9780471253709","price":32.0,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9780471253709.jpg?v=1761788089","url":"https:\/\/k12savings.com\/products\/wooing-and-winning-business-isbn-9780471253709","provider":"K12savings","version":"1.0","type":"link"}