Index
ABCDE approach
acronyms
“Action required”
advice, giving free
AFTERs
benefits-based communication
cascading of messages
documents
focus on how you cause
making sales
RAMP acronym
sales communications
231 approach
agendas
aligning your agenda to everyone elseâs
introductions
preparing for meetings
agreement, securing quick
aligning your agenda
analogies
annual reviews
appendices
Apple
asking questions see questions
attention, grabbing
audiences
presentations
Q&A sessions
senior
awards
background information, minimal
the Beatles
benefits-based communication
4Ws approach
getting an enthusiastic “yes”
titles
see also BO technique
Bird, Drayton
Blumenthal, Heston
BO (Benefit-Options) technique
conflict resolution
getting an enthusiastic “yes”
making sales
“word pictures”
body language ...
