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Top dog : impress and influence everyone you meet /
Fancy being the 'Top Dog' in all your dealings? Fed up of feeling like the underdog? So many of us regularly 'lose' in conversations before we've even opened our mouths. Often without realising it, we don't see ourselves as a peer of the other person. And we transmit th...
| Clasificación: | Libro Electrónico |
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| Autores principales: | , |
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
Chichester, West Sussex :
Capstone,
2015.
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| Temas: | |
| Acceso en línea: | Texto completo (Requiere registro previo con correo institucional) |
Tabla de Contenidos:
- Top Dog: Impress and influence everyone you meet; Contents; About the Authors; Acknowledgements; Introduction; People want you to be impressive, not subservient; Why we chose to co-author the book; And finally ... ; 1 Lead the pack: Focus on others' successes, not your own; Want to be better with people? Learn from the masters
- dogs; Be the Top Dog, not just a pack member; It's easy to become Top Dog; 2 Drop!: Unlearn the bad habits that hold you back; You can't teach an old dog new tricks; How we've learned 'me too' habits; You can teach an old human new tricks
- To build intimacy and trust, go soloPre-prepared slide packs make things worse; 3 The welcome visitor: Make a good first impression; Dogs find it easy to differentiate themselves. So, learn from them; First impressions drive everything. So improve yours; 1. Use an icebreaker to establish rapport quickly; 2. Write a compelling Elevator Pitch (so not 'I'm an Accountant'); 3. Use your appearance to impress; 4. Ensure your handshake turns people on, not off; 5. Give your business cards when you should, not when everyone does; 6. Be flexible, so you adapt to whatever's thrown at you
- And now your first impression's so much better, let's use it4 Pick up the lead: Get
- then prepare for
- a great first meeting; Step 1: Get the meeting; Technique 1: Use referrals to get a meeting; Technique 2: Use cold email/call to get a meeting; Step 2: Prepare. A lot; 1. Know who you're meeting; 2. Know her likely issues and challenges; 3. Focus on her AFTERs; 4. Prepare something you'll teach her; 5. Prepare compelling stories; 6. Know your desired outcome from the meeting; 5 Walkies!: Deliver a great first meeting; 1. Establish rhythm; 2. Start well, using your icebreaker
- 3. Transition from icebreaker to agenda4. Share experiences and add value to each other; Option 1: She goes first; Option 2: You go first; 5. Keep being an Alpha Dog (don't be subordinated); 6. Confirm next steps; 6 Keep walking!: Build momentum in subsequent meetings; Prepare impressive follow-up communications; How to prepare for second and subsequent meetings; Step 2
- Impress during Meeting Two; 7 Become Top Dog (1): Write a compelling proposal/business case; Quick answers to the most common proposal problems; Send the proposal late; Agree your follow-up before you send the proposal
- Agree your proposal content before you send itEnsure all your accompanying communications are brilliant; 8 Become Top Dog (2): Nail the final presentation; Here's a much better way to start; Dramatically improve your presentations; 1. How to be interesting; 2. How to be two-way
- think 'chat, not rant'; 3. Good questions, and even better answers; 4. Create visuals that enhance your message, not dilute/contradict it; 5. Structure it right; 6. Start and finish brilliantly; 9 Stay Top Dog: Lose your fear, and win more; The most successful people do this: so we should; Advert; EULA