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Well Said!

Book Description

Whether you’re making a formal presentation, wooing a client, closing a sale, or proposing an idea, persuasive communication can make the difference between success and failure. Well Said! shows readers how to put themselves in their audience’s shoes and tailor their message to the needs of decision makers. It reveals simple but powerful techniques anyone can use to prioritize, organize, and economize their words so that their communications are concise, clear, and—most importantly—convincing. Complete with real-life examples illustrating the concepts in action, this handy guide teaches readers how to: Use the words and phrases that get people to listen • Capture and hold attention • Gain instant credibility with decision makers • Optimize body language • Handle Q&A with finesse • Connect with the audience • Shine with or without PowerPoint • Perfect their elevator pitch • And much more Engaging and practical, Well Said! is the one book on presentation skills every professional should own.

Table of Contents

  1. Cover
  2. Half title
  3. Title
  4. Copyright
  5. Dedication
  6. Contents
  7. Preface
  8. Section I: Laying the Groundwork for Getting Results
    1. Chapter 1: The Most Important Element of All
      1. Know Your Audience: Learning About Decision Makers
      2. Ten Critical Questions to Ask About Your Audience
      3. How to Gather Information About Your Audience
    2. Chapter 2: How to Persuade a Decision Maker
      1. What Do Decision Makers Really Want to Know?
      2. The Four Ps of Persuasion
      3. Decision Makers’ Biggest Complaints About Presenters
      4. Effective Influencing: The Three Cs of High-Impact Conversations
      5. Aristotle’s Three Modes of Persuasion: Ethos, Pathos, and Logos
    3. Chapter 3: Establishing Credibility
      1. Perception Determines Choice
      2. Three Factors of Perception: Visual, Vocal/Verbal, Relational
      3. Connection, Not Perfection!
  9. Section II: Developing Persuasive Content
    1. Chapter 4: Crafting Your Presentation
      1. Organizing Your Presentation with Persuasive Logic and Structure
      2. How to Develop an Effective Opening, Body, and Close
      3. Outline Recap
    2. Chapter 5: Developing Content That Involves and Engages Your Audience
      1. Adapting to the Three Audience Learning Styles
      2. Twenty Ways to Engage and Involve Your Audience
      3. Techniques for Incorporating Humor
      4. The Art of Executive Storytelling
    3. Chapter 6: Designing and Presenting Effective PowerPoint Slides
      1. You Are Your Best Visual Aid
      2. Surviving and Thriving With or Without PowerPoint
      3. Using PowerPoint Presentations Effectively
      4. PowerPoint Best Practices
  10. Section III: Mastering a Confident, Dynamic Delivery Style
    1. Chapter 7: Preparing for a Powerful Performance
      1. Controlling Nervousness and Anxiety: From Stage Fright to STAGE MIGHT
      2. Rehearsal Techniques to Optimize Delivery
      3. Top Ten Ways to Create a Great First Impression
    2. Chapter 8: Using Effective Body Language to Show Confidence
      1. Effective Eye Communication
      2. Effective Facial Expressions
      3. Natural Gestures: Visual Punctuation
      4. Power Posture to Exude Leadership and Authority
      5. Body Movement to Engage Your Audience
    3. Chapter 9: Conveying a Professional Image Through Dress and Appearance
      1. Executive Attire for Women
      2. Executive Grooming for Women
      3. Executive Attire for Men
      4. Executive Grooming for Men
    4. Chapter 10: Speaking with the Voice of Authority
      1. Using Your Voice to Influence Decision Makers
      2. The Six Qualities of a Good Speaking Voice
      3. Avoid Jeopardizing Speech Habits
    5. Chapter 11: Leveraging the Language of Leadership
      1. “You” and “Your” vs. “I-Me-My-Mine”
      2. Action Verbs and Cause-and-Effect Phrases
      3. Language to Avoid
    6. Chapter 12: Handling Q&A with Credibility and Finesse
      1. Techniques for Handling Questions and Answers Like a Pro
      2. Dealing with Difficult Decision Makers and Tough Questions
      3. Objection-Handling Techniques
  11. Section IV: Seizing Every Opportunity to Persuade Decision Makers
    1. Chapter 13: Planning and Conducting Powerful Conversations
      1. What Is a Powerful Conversation?
      2. Conducting Powerful Conversations: A Four-Step Process
      3. RELATE to Create Powerful Conversations
    2. Chapter 14: Writing E-Mails That Get Results
      1. Best Practices for Effective E-Mails
      2. Netiquette Guidelines
    3. Chapter 15: Facilitating Effective Meetings In Person and via the Telephone
      1. Tips for Running Effective, Efficient Meetings
      2. How to Facilitate Meetings Effectively
      3. Best Practices for Teleconference Calls and Speaking over the Phone
    4. Chapter 16: Delivering Winning Webinars
      1. Plan, Prepare, and Rehearse
      2. Effective Presentation and Facilitation
      3. Webinar Follow-Up
    5. Chapter 17: Leading Team Presentations
      1. Guidelines for Presenting Well with Others
  12. Afterword
  13. Index