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 else’s
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
boredom
brevity
see also short communication
British Airways
business cards
buy-in
analogies
delegation
4Ws approach
introductions
presentations
“bye-hi” technique
Calls to Action
Campbell, David
cascading of messages
case studies
certainty
giving customers a sense of
transmitted through eye contact
challenging conversations
good outcomes from
initiating
change
long-term
requests for
chin, angle of
coaching
Colour Car Wash
communication channels, choice of
“compare and contrast” slides
concentration
concerns, dealing with
conference calls
cascaded messages
choice of communication channel
ineffective
lack of visual cues
preparation
template for better
titles
231 approach
see also meetings
confidence
conflict resolution
connections, finding unique
contacts
content
cascading of messages
documents
meetings
presentations
231 approach
contents pages
conversations
good outcomes from challenging
having the right
initiating challenging
networking events
template for better
water-cooler
see also one-to-one meetings
convincing customers
Covey, Dr Stephen
credentials
credibility, doubts about your
“crumbs” metaphor
customers
knowing what they want
making sales to
proposals and sales presentations
CVs
deadlines
decision making
coming up with ideas
dealing with the decision maker
meetings
delegation
delivery
diaries
keeping in touch with contacts
non-urgent emails
priorities
putting ideas into action
reminders
disasters, preventing avoidable
discussion topics, in presentations
Disney
documents
“Action required”
cascaded messages
easy to read
errors in
sales proposals
saying “no” to requests for
template for better
DOs
cascading of messages
causing the DO
measuring communication success
starting with the DO
Duarte, Nancy
ECPC (Easy Peasy)
editing
Efron, Zac
electives
“Elevator Pitches”
emails
badly written
challenging conversations
choice of communication channel
content
emptying your inbox
follow-up
FYI
good or bad
preparation of
template for better
titles
231 approach
emotion
Ericsson, Andres
errors in documents
events, networking
exams, how to pass
executive summaries
expectations
experience, using to personalize messages
extra mile, going the
“extras”
eye contact
face-to-face discussions
features and benefits
feedback
cascaded messages
dealing with the decision maker
follow-up communications
instant
financial proof
first steps
five Ds
follow-up
challenging conversations
key messages
long-term communications
meetings
networking events
sales communications
foot position
Forcefield of Death
Ford, Henry
foundations
four Ps
4Ws
frustrations
Fuller, Neil
fun
the future
benefits-based communication
good outcomes from challenging conversations
see also AFTERs
Future-Based Questions (FBQs)
FYIs
cascading of messages
one-off communications
games and activities
getting things right first time
Golden Rules of Sales
“Good Grief” approach
grammatical mistakes
guiding customers
handouts
hands, movement of
head angle
headings, clear
see also sub-headings
humour
ideas
coming up with
doing something with
imperfections
inboxes, emptying
initials
initiatives, launching successful
interactivity
interest
interviews, how to get job
introductions
irrelevance of message, avoiding
James, Bev
job interviews, how to get
jobs
AFTERs-focus
describing your job
having fun at work
relationship building
Jobs, Steve
JOLT
Jurassic Park
Kennedy, John F.
key messages
ensuring people remember your
presentations
“word pictures”
KITE table
Lawson, Charlie
learning something new
legibility of writing
length of content
Lifeboat Questions
links between topics
LION meetings
lists of previous beneficiaries
long-term change
meetings
action generated from
attendance
better and quicker
choice of communication channel
dealing with the decision maker
follow-up communications
guidelines
ineffective
pit-stop
Planning
preparation for
purpose of
template for better
titles
update
see also conference calls
memorizing
initials
“word pictures”
mentors
message dilution
middle-men
minimum length of content
minimum number of meeting attendees
Monkhouse, Bob
motivation
negative questions
negatives, using
nervousness
networking
events
relationship building
next steps
conflict resolution
delegation
presentations
“Star Wars way”
“no”, saying
frequent hearing of “no”
in a way that doesn’t cause problems
missed opportunities
proving yourself to be the best option
removing someone’s reason for
stopping yourself from
Obama, Barack
objections, dealing with
objectives
decision makers
delegation
introductions
long-term change
sales communications
tailoring the message
observation
one-off communication
one-to-one (121) meetings
see also conversations
options, giving
making sales
sales communications
third options
see also BO technique
PALM
paragraphs
exams
sales communications
short
slides
template for better emails
past blockers
peer support
performance reviews
personalization of messages
persuasion
pit-stop meetings
Planning Meetings
plans
“Plumber Slides”
posture
PowerPoint
see also slides
practice
hours required to become expert
presentations
preparation
challenging conversations
exams
meetings
presentations
Q&A sessions
RAMP acronym
template for
presentations
asking questions
choice of communication channel
enjoying using PowerPoint
great visuals
ineffective
interesting
lack of Call to Action
observation sheet for
polished performances
preparation
Q&A sessions
sales
senior audiences
starting
stopping yourself from hating
template for better
terrible slides
prevention of avoidable disasters
previews
Price, Harrison
pricing options
prioritization of key points
Priority Place
problems
process, explaining your
proof points
proposals, sales
public relations (PR)
puzzles
question & answer (Q&A) sessions
questions
conference calls
conversations
to customers
Future-Based Questions
getting things right first time
Lifeboat Questions
negative
networking events
pre-communication
presentations
relationship building
“serve and volley” technique
tailoring the message
upfront communication for new initiatives
quotes, using
RAMP acronym
rapport, building
reading documents
references
relationships, building
relevance
reminders
asking more and talking less
long-term communications
Priority Place
putting ideas into action
speaking with contacts
repetition
responsibility for cascaded messages
results, focusing on
résumés
revising for exams
Robbins, Tony
round-table dialogue
Rowling, J.K.
sales
focus on the selling company
making
observation sheet for
proposals and sales presentations
standing out from the crowd
sayings, using
senior audiences
sentences
“serve and volley” technique
short communication
documents
meetings
presentations
sales communications
WITS acronym
slides
analogies
enjoying using PowerPoint
sales communications
sparse
template for better presentations
terrible
titles
see also PowerPoint
solutions, finding
speaking, order of
speaking to the wrong person
speed, problem with
spelling mistakes
standing out from the crowd
Star Wars
stories
cascading of messages
interesting
long-term change
networking events
presentations
standing out from the crowd
sub-headings
Super Six approaches
surveys
tailoring your message
teaching people something
teams, presenting in
testimonials
thinking outside the box
third options
time
“bye-hi” technique
Q&A sessions
saving
time limits for meetings
The Titanic
titles
choice of communication channel
combined with introductions
documents
meetings
presentations
sales communications
slides
Star Wars
template for better emails
To Do lists
two-way conversations
231 approach
uniqueness
update meetings
updates 1upfront communication
value, bringing
variety
video conferences
see also conference calls
visuals
documents
interesting
PowerPoint
see also slides
WAIT (Why Am I Talking?)
“Wallop-Down-Up-Please”
wants and needs
“weenies”
white space
“Why’s That Good Game”
WITS
“word pictures”
words, removing unimportant
workshops
“wow” moments
“yes”
getting people to say
persuading yourself to say