In this fully-updated edition of his classic In the Line of Fire, the world's #1 presentation consultant helps you respond with perfect assurance to the toughest questions from the most hostile questioners as you stay in control and win your audience. Jerry Weissman draws on brand-new case studies to show you how to control the entire exchange: the question, answer, interactions with questioner and audience, timing, and above all, yourself. Step by step, youll learn how to avoid the defensive, evasive, or contentious answers that destroy political careers and can ruin your credibility. Youll…mehr
In this fully-updated edition of his classic In the Line of Fire, the world's #1 presentation consultant helps you respond with perfect assurance to the toughest questions from the most hostile questioners as you stay in control and win your audience. Jerry Weissman draws on brand-new case studies to show you how to control the entire exchange: the question, answer, interactions with questioner and audience, timing, and above all, yourself. Step by step, youll learn how to avoid the defensive, evasive, or contentious answers that destroy political careers and can ruin your credibility. Youll find insights you can use whether youre communicating via Zoom, presenting in person, or conversing one-on-one. Whether you're an executive, politician, fundraiser, interviewee, teacher, student, or anyone else, youre judged on how you handle tough questions and high-pressure moments. Get this book: handle them brilliantly.
Jerry Weissman is the founder and president of Suasive, Inc., formerly Power Presentations, Ltd. Weissman began his career as a staff producer-director of public affairs and news programs at CBS TV in New York, where he learned the skills to master the building blocks of every presentation: a clear, compelling story, well-designed graphics, natural delivery, and the art of Q&A. In 1988, Weissman brought these skills to Silicon Valley. In short order, he established himself as the coach for Silicon Valley CEOs developing their IPO roadshows by teaching them to tell their business stories through the eyes of their investors. In doing so, he helped their companies raise hundreds of billions of dollars. After amassing an elite client list of IPOs, he soon widened his focus to coaching public and privately held companies to develop and deliver all types of business presentations. Today his methodology has helped thousands of companies on every continent deliver high-stakes presentations with clarity, confidence, and maximum persuasion. In addition to this book, Weissman is the author of three other books on presentations and public speaking: The Power Presenter: Techniques, Style, and Strategy to Be Suasive; Presentations in Action; and Winning Strategies for Power Presentations, all Pearson publications.
Inhaltsangabe
Foreword: Baptism Under Fire xvi Introduction: Universal Challenges, Universal Solutions xviii Chapter One: The High Stakes of Q&A 1 The Pricing of an IPO 1 The Making of a President 2 The Unmaking of a CEO 4 Chapter Two: Tough Questions 5 Why People Ask Tough Questions 5 Why Businesspeople Ask Tough Questions 10 Blood Sport 11 Chapter Three: Presenter Behavior/Audience Perception 15 Presenter Behavior: Defensive 16 Presenter Behavior: Contentious 18 Audience Perception 20 Chapter Four: Four Steps of Preparation 23 Research 24 Anticipate 25 Distill 27 Prepare Your Position 29 Chapter Five: The Q&A Cycle 31 Worst-Case Scenario 31 Maximum Control 32 Open the Floor 32 The Q&A Cycle 34 Yield the Floor 35 Chapter Six: You're Not Listening! 37 How to Lose Your Audience 38 How People Ask Questions 38 Ready, Fire, Aim 45 Chapter Seven: Active Listening 47 Yield the Floor 47 Subvocalization 56 Physical Listening 56 Yards After Catch 60 Chapter Eight: The Power of the Buffer 61 Retake the Floor 61 The General's Strategy 63 The Buffer 63 Buffers for the Seven Universal Issues 65 Industry- or Company-Specific Buffers 74 Chapter Nine: Structurally Challenging Questions 77 Negative Questions 78 Irrelevant Questions 80 Multiple Questions 81 Statements 86 Questions About Presented Content 89 Summary 91 Eight Buffer Benefits 91 Chapter Ten: Buy (Thinking) Time with Buffers 93 Paraphrase 93 Double Buffers 96 The Triple Fail-Safe 99 Buffer Options Summary 100 Key Word(s) Buffers in Action 102 The Making of a Master 109 Chapter Eleven: Slip, Slide, and Spin 113 Evasion 113 Valid Reasons to Decline an Answer 121 Chapter Twelve: The Quid Pro Quo Answer 123 Quid Pro Quo / Seven Universal Issues 124 Manage the Time 127 The First Three Steps of Q&A Cycle 129 Chapter Thirteen: Special Questions / Special Answers 131 Tangential 131 False Assumption 132 Unknown 135 Forward Looking 139 Downstream 139 Guilty as Charged 140 Point B and WIIFY 147 Topspin 148 Chapter Fourteen: Topspin 149 Topspin 150 The Suasive Q&A Cycle 155 Chapter Fifteen: Finishing Touches 173 Preparation 173 Verbalization 175 Chapter Sixteen: The Role Model 179 Summary 186 Endnotes 189 Appendix A: Video Links 201 Index 211
Foreword: Baptism Under Fire xvi Introduction: Universal Challenges, Universal Solutions xviii Chapter One: The High Stakes of Q&A 1 The Pricing of an IPO 1 The Making of a President 2 The Unmaking of a CEO 4 Chapter Two: Tough Questions 5 Why People Ask Tough Questions 5 Why Businesspeople Ask Tough Questions 10 Blood Sport 11 Chapter Three: Presenter Behavior/Audience Perception 15 Presenter Behavior: Defensive 16 Presenter Behavior: Contentious 18 Audience Perception 20 Chapter Four: Four Steps of Preparation 23 Research 24 Anticipate 25 Distill 27 Prepare Your Position 29 Chapter Five: The Q&A Cycle 31 Worst-Case Scenario 31 Maximum Control 32 Open the Floor 32 The Q&A Cycle 34 Yield the Floor 35 Chapter Six: You're Not Listening! 37 How to Lose Your Audience 38 How People Ask Questions 38 Ready, Fire, Aim 45 Chapter Seven: Active Listening 47 Yield the Floor 47 Subvocalization 56 Physical Listening 56 Yards After Catch 60 Chapter Eight: The Power of the Buffer 61 Retake the Floor 61 The General's Strategy 63 The Buffer 63 Buffers for the Seven Universal Issues 65 Industry- or Company-Specific Buffers 74 Chapter Nine: Structurally Challenging Questions 77 Negative Questions 78 Irrelevant Questions 80 Multiple Questions 81 Statements 86 Questions About Presented Content 89 Summary 91 Eight Buffer Benefits 91 Chapter Ten: Buy (Thinking) Time with Buffers 93 Paraphrase 93 Double Buffers 96 The Triple Fail-Safe 99 Buffer Options Summary 100 Key Word(s) Buffers in Action 102 The Making of a Master 109 Chapter Eleven: Slip, Slide, and Spin 113 Evasion 113 Valid Reasons to Decline an Answer 121 Chapter Twelve: The Quid Pro Quo Answer 123 Quid Pro Quo / Seven Universal Issues 124 Manage the Time 127 The First Three Steps of Q&A Cycle 129 Chapter Thirteen: Special Questions / Special Answers 131 Tangential 131 False Assumption 132 Unknown 135 Forward Looking 139 Downstream 139 Guilty as Charged 140 Point B and WIIFY 147 Topspin 148 Chapter Fourteen: Topspin 149 Topspin 150 The Suasive Q&A Cycle 155 Chapter Fifteen: Finishing Touches 173 Preparation 173 Verbalization 175 Chapter Sixteen: The Role Model 179 Summary 186 Endnotes 189 Appendix A: Video Links 201 Index 211
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