The Everything Public Speaking Book: Delivering a Winning Presentation Every Time!

By Scott S. Smith | Go to book overview

CHAPTER 10
Taking Care of Business
Everything said about the importance of effective communication is especially true in business. There is a world of difference in the outcome between giving a talk to model car hobbyists and the initial sales presentation to try to land a contract to build a $200 million manufacturing plant. Business settings also require more sales skills for public speaking, more need to speak impromptu, and presentations that need to be delivered by phone, video, or over the Web. You will definitely advance your career if you have the ability to speak articulately in public.
Sales Presentations
The biggest problem with sales pitches is that the salesman is too enamored of the minute details of his product's features. Buying decisions are made based on whether something will solve a problem. Extraneous facts obscure the critical benefits, causing the buyer to feel more time is needed to study the information and the competition. Do not fall in love with excessive information that will overwhelm and confuse the customer. Winning techniques include:
Be sure you know how much time you have to present and plan to finish sooner, since in a one-on-one setting you may get cut short by a phone call your customer has to take.
Listen to and watch the customer carefully. Arms folded, leaning back, and a lack of questions are likely indicators

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The Everything Public Speaking Book: Delivering a Winning Presentation Every Time!
Table of contents

Table of contents

  • The Everything® Series ii
  • Title Page iii
  • Contents v
  • Top Ten Reasons You Want to Speak Better in Public x
  • Introduction xi
  • Chapter 1 - Overcoming Fear 1
  • Chapter 2 - The Psychology of Fear 11
  • Chapter 3 - The Informative Speech 23
  • Chapter 4 - Eloquent Sources 35
  • Chapter 5 - Refining Touches 49
  • Chapter 6 - You're Only Joking 59
  • Chapter 7 - Managing the Audience 73
  • Chapter 8 - Visual and Audio Aids 83
  • Chapter 9 - It's Debatable 97
  • Chapter 10 - Taking Care of Business 111
  • Chapter 11 - Media Interviews: Preparation 127
  • Chapter 12 - Media Interviews: Showtime 137
  • Chapter 13 - Becoming a Pro: Getting Started 149
  • Chapter 14 - Becoming a Pro: the Big Time 163
  • Appendix A - Sample Persuasion Speech 177
  • Appendix B - Sample Internal Marketing Speech 187
  • Appendix C - Sample Speeches for Almost Every Occasion 199
  • Boosting Morale 201
  • New Business Pitch 204
  • Presenting an Award 206
  • Receiving an Award 208
  • Honoring a Retiring Employee 210
  • Address to Stockholders 212
  • Analyzing a Problem/Proposing a Solution 214
  • Dedicating a New Facility 217
  • Giving a Demonstration 218
  • Running a Meeting 221
  • Giving a Wedding Toast 223
  • Welcome to Company Outing 225
  • Press Conference Announcement 226
  • Welcoming a New Employee 227
  • Farewell to a Departing Employee 229
  • Paying Tribute to an Honoree 231
  • Introducing a Guest Speaker 233
  • Welcome to Convention/Conference 235
  • Index 237
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