Persuading for Results : How to Become A Persuasive Presenter

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

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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.

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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

Au Revoir
Bibliography
The Persuaders Toolkit