The Financial Professional's Guide to Persuading 1 or 1,000

Overview

Persuasive presentations are a matter of both substance and style. Gary DeMoss and Mitch Anthony, well-known speakers and communication professionals in the financial services industry, reveal proven strategies for making "can't miss" presentations about products and services. Readers will learn to:
*Identify the three crucial aspects of all great presentations and deliver them persuasively.
*Help clients ...
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Overview

Persuasive presentations are a matter of both substance and style. Gary DeMoss and Mitch Anthony, well-known speakers and communication professionals in the financial services industry, reveal proven strategies for making "can't miss" presentations about products and services. Readers will learn to:
*Identify the three crucial aspects of all great presentations and deliver them persuasively.
*Help clients uncover areas of dissatisfaction and increase their motivation to make necessary changes.
*Get and keep people's attention and ultimately bring them to a point of action.
A successful presentation "persuades" behavior and helps to close the sale. Using the skills outlined by DeMoss and Anthony, financial advisors can stand confidently in front of a large audience or speak comfortably to an audience
of one, knowing that their presentation will hit its mark.
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Product Details

  • ISBN-13: 9780793146710
  • Publisher: Kaplan Publishing
  • Publication date: 11/15/2001
  • Pages: 256
  • Product dimensions: 7.46 (w) x 9.22 (h) x 0.79 (d)

Table of Contents

Preface
Pt. 1 The Persuasion Foundation
1 How Persuasion Makes the World Go Round: "From a Box of Soap to a Soap Box" 3
2 Cornerstone #1 of Persuasive Presenting: Convicted and Convincing 13
3 Cornerstone #2 of Persuasive Presenting: Prepared for Battle 23
4 Cornerstone #3 of Persuasive Presenting: Having a Flight Plan 35
5 Cornerstone #4 of Persuasive Presenting: Delivering with Style 45
Pt. 2 Persuading the Individual
6 The Persuasive Drama: Act I - Revealing the Characters and Dramas 57
7 The Persuasive Drama: Act II - Addressing the Dramas 67
8 Act III - Resolving the Conflicts: Moving from Agreement to Action 77
9 The Power of a Story 85
Pt. 3 Persuading the Crowd
10 Know Thy Audience 101
11 Mistakes Speakers Make and How to Avoid Them 107
12 Setting the Hook 117
13 In the Palm of Your Hand: The Dynamics of Mass Persuasion and Moving Past Fear 125
Pt. 4 The Persuasive Personality
14 How to Meet, Greet, and Treat Your Clients: Understanding the Dynamics of Charisma 135
15 The Emotionally Intelligent Advisor 145
16 Moving from Me to We 159
17 Understanding Personality DNA 175
18 You Have to Read Them before You Can Lead Them: Understanding Personality Signals 187
19 Keys to a Persuading Personality 199
20 Pushing the Right Buttons 213
21 Turning Conflict into Opportunity 219
22 Persuasive Confrontational Skills 229
Bibliography 241
Index 243
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