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The Art of Business Seduction: A 30-Day Plan to Get Noticed, Get Promoted and Get Ahead

Book Description

These days, more than ever, you need an edge to win the job, the sale, or the contract that you want. And once you have it, keeping it is part of the job. You're always selling yourself, getting re-hired everyday with everything you do and say.

The Art of Business Seduction elevates your game by allowing you to recognize what's essential in getting noticed for the right reasons and by the right people. You'll get powerful tools you can use immediately, including

  • A Strategic Communication plan

  • The no-fail, four-step L-WAR process (Listen, Watch, Anticipate, React)

  • Real-life exercises you can implement over thirty consecutive days that will then become a winning part of your routine and lifestyle

Your secret weapon in today's business struggle, The Art of Business Seduction peels away the hype to give you the unadorned facts on what will drive your continued, consistent success.

Table of Contents

  1. Copyright
  2. Acknowledgments
  3. Introduction
  4. 1. 30-Day Master Seduction Plan Overview
    1. 1.1. LET'S GET STARTED. HERE'S HOW THE MONTH WILL PLAY OUT
      1. 1.1.1. Weeks 1 and 2
        1. 1.1.1.1. The Hunch
      2. 1.1.2. Week 3
        1. 1.1.2.1. But What Should You Be Anticipating?
      3. 1.1.3. Week 4
  5. 2. The L-WAR and Soft Skills Mindset Using Innovative Tools to Become a Master of Business Seduction
    1. 2.1. WHY?
  6. 3. Listen
    1. 3.1. IMPORTANT QUESTIONS
    2. 3.2. WELCOME TO THE UNITED NATIONS
    3. 3.3. MULTI-PART APPROACH
    4. 3.4. EAR-TO-MOUTH RATIO
    5. 3.5. IN THEIR SHOES
    6. 3.6. PLAYING THE PART
    7. 3.7. WHAT DO THEY REALLY MEAN?
    8. 3.8. THE DIFFERENCE
    9. 3.9. NPM—NODS PER MINUTE
    10. 3.10. EMPATHY
  7. 4. Watching
    1. 4.1. EXTREMES THAT SKEW THE DATA
  8. 5. Anticipate and React
    1. 5.1. PHASE 1 OF ANTICIPATE—PUT YOURSELF IN THE OTHER PERSON'S SHOES
      1. 5.1.1. Anticipating: Questions
      2. 5.1.2. Self-Debate
      3. 5.1.3. Anticipate through Research ... Then Talk the Talk
    2. 5.2. PHASE TWO: ANTICIPATE LEADS US DIRECTLY INTO THE REACT ZONE
      1. 5.2.1. Anticipate Being Googled or Binged
      2. 5.2.2. Check Your Privacy Settings
      3. 5.2.3. Becoming Tweetable
      4. 5.2.4. Make Yourself Tweetable
      5. 5.2.5. Anticipate in Your Cold Calls
  9. 6. Voice—Tone, Melody, Control, and the Words You Speak
    1. 6.1. VOLUME
    2. 6.2. PACE AND DICTION
    3. 6.3. MELODY
    4. 6.4. BREVITY AND THE SOUND BITE
    5. 6.5. HOW TO CHOP UP YOUR MESSAGE
    6. 6.6. PERFECT SOUND BITE ...
    7. 6.7. THE POWER OF LANGUAGE
      1. 6.7.1. Rhetorical Questions
      2. 6.7.2. Avoid Saying No
      3. 6.7.3. The Power of Three
  10. 7. Networking Secrets
    1. 7.1. ESSENTIAL NETWORKING SKILLS
      1. 7.1.1. Duration
      2. 7.1.2. The Long Shakers
      3. 7.1.3. Early Shakers
      4. 7.1.4. Strength
      5. 7.1.5. Clean and Dry
        1. 7.1.5.1. In a Time of Swine, Bird, or Any Other Creature Flu ... Don't Be a Bio-Hazard
      6. 7.1.6. The Wrist Grab
      7. 7.1.7. Eye Contact and the Handshake
      8. 7.1.8. More on the Eyes
        1. 7.1.8.1. Reading the Eyes
        2. 7.1.8.2. Eye Movement
    2. 7.2. YOU LOOK TIRED
    3. 7.3. THE GREETING KISS
    4. 7.4. THE BUSINESS CARD EXCHANGE
    5. 7.5. THE FIVE STAGES OF SUCCESSFUL NETWORKING
      1. 7.5.1. Establishing Trust
      2. 7.5.2. The Sell
      3. 7.5.3. The Promise
      4. 7.5.4. The Release
      5. 7.5.5. The Follow-Up
    6. 7.6. ESTABLISHING TRUST
      1. 7.6.1. Well Read Is Well Fed
      2. 7.6.2. Don't Let On!
      3. 7.6.3. Research Your Target
    7. 7.7. MAKING AN ENTRANCE
      1. 7.7.1. One-Degree Networking
      2. 7.7.2. The Self-Engineered Introduction
      3. 7.7.3. Opening Gambit
      4. 7.7.4. Talking to Total Strangers
      5. 7.7.5. Sidle Up and Eavesdrop
      6. 7.7.6. How to Interrupt
      7. 7.7.7. The Sell
      8. 7.7.8. Be a Movie Trailer
      9. 7.7.9. Planting Seeds
    8. 7.8. THE JEALOUSY REACTION
    9. 7.9. NAME DROPPING
    10. 7.10. THE PROMISE
    11. 7.11. THE RELEASE
      1. 7.11.1. Releasing Too Late
      2. 7.11.2. Closing the Circle
      3. 7.11.3. Making Your Exit and Dropping an Anchor!
      4. 7.11.4. The Dating Exit
      5. 7.11.5. Getting It Right
    12. 7.12. LEVERAGING YOUR NETWORK
      1. 7.12.1. Nurturing Existing Contacts
      2. 7.12.2. Following Up with New Contacts
      3. 7.12.3. The 3Rs: Radar/Recall/Reward
        1. 7.12.3.1. Radar
        2. 7.12.3.2. Recall
        3. 7.12.3.3. Reward
      4. 7.12.4. The Telephone Follow-Up
      5. 7.12.5. Following Up the Follow-Up
    13. 7.13. GROWING YOUR NETWORK
      1. 7.13.1. Hey, I'm Already Making Enough Money—Do I Need New Contacts?
      2. 7.13.2. Business Card Alchemy—Turning Paper into Gold
      3. 7.13.3. Your Network—Your Salespeople
      4. 7.13.4. Your Network's Network
  11. 8. The Elevator Pitch—Going Up
    1. 8.1. PREPARING YOUR PITCH
    2. 8.2. FOLLOW THE RULES TO PERFECT YOUR ELEVATOR PITCH
    3. 8.3. THE PYRAMID APPROACH
    4. 8.4. MATCHING THE PITCH TO THE PERSON
    5. 8.5. VALUE AND BENEFITS VERSUS PROCESS
  12. 9. Techniquette— The Etiquette of Technology
    1. 9.1. I LOVE YOU
    2. 9.2. BLUETOOTH
    3. 9.3. INSTANT MESSAGING (IM) OR TEXTING
    4. 9.4. CORPORATE DATA BOMBS
    5. 9.5. E-MAIL ETIQUETTE
      1. 9.5.1. So What Are the Rules?
        1. 9.5.1.1. Spelling and Grammar
        2. 9.5.1.2. Words First, Address Second
        3. 9.5.1.3. Reply to All?
        4. 9.5.1.4. If in a Rage, Save
      2. 9.5.2. Demanding Notification
      3. 9.5.3. Brevity
      4. 9.5.4. Jokes
      5. 9.5.5. Check Your Privacy Settings
      6. 9.5.6. More On Brand Value
  13. 10. Image
    1. 10.1. WHY DOES IMAGE MATTER?
    2. 10.2. PERSONAL GROOMING
      1. 10.2.1. Clothes
        1. 10.2.1.1. Steal a Little Style
        2. 10.2.1.2. Designer Labels
        3. 10.2.1.3. Accessories
        4. 10.2.1.4. Shoes are a Real Window to the Soul
        5. 10.2.1.5. Size Lies
        6. 10.2.1.6. Lucky Clothes
      2. 10.2.2. Our Bodies
        1. 10.2.2.1. Lose Weight, Gain Confidence
        2. 10.2.2.2. Healthy to Wealthy
        3. 10.2.2.3. Walk Tall, Not Small
  14. 11. Seduction Maintenance
    1. 11.1. E-MAIL TIME TRAVEL
      1. 11.1.1. Back through time!
      2. 11.1.2. The Only Thing Harder Than Getting to the Top . . . Is Staying There
    2. 11.2. MANAGING EXPECTATIONS—SCOTTY STYLE
    3. 11.3. GIVE THEM WHAT THEY WANT
    4. 11.4. BE NICE ON THE WAY UP . . .
    5. 11.5. L-WAR—A LONG-TERM INVESTMENT