Doing Business

Description

Designed to help professionals speak confidently, avoid and resolve conflict, build stronger internal and external business relationships, and create a more effective work environment, Essential Managers: Doing Business will provide professionals with the strategies to build confidence, understand customers, and reach their goals. 4 Content 8 SELLING 12 Adding value through selling 14 Addressing needs 16 Appealing to buyers 20 Differentiating yourself 22 Implementing the model 24 Seeing the nature of needs 28 Planning your approach 30 Making your first move 32 Presenting your credentials 34 Opening a sales meeting 36 Questioning for needs 40 Listening to your client 42 Approaching a problem 44 Reviewing needs 46 Selling with others 48 Using features and benefits 50 Targeting the pitch 52 Offering your ideas 54 Asking for feedback 56 Understanding objections 60 Collecting the data 64 Reframing objections 66 Discussing price 68 Responding to objections 70 Closing the sale 74 Moving beyond the close 76 NEGOTIATING 80 Becoming a negotiator 82 Understanding negotiation dilemmas 84 Being prepared 88 Designing the structure 92 Defining negotiation styles 94 Defining interest-based negotiation 96 Negotiating from the whole brain 98 Creating win–win deals 100 Building relationships 102 Developing mutual trust 104 Negotiating fairly 106 Negotiating with power 108 Making offers and counteroffers 110 Making concessions 112 Being persuasive 114 Managing impasses 116 Avoiding decision traps 118 Managing emotions 120 Dealing with competitive tactics 122 Closing the deal 124 Negotiating as a team 126 Dealing with many parties 130 Negotiating internationally 134 Examining the role of gender 136 Using a coach 138 Being a mediator 142 Learning from the masters 144 PRESENTING 148 Putting the audience first 150 Presenting and selling 152 Presenting formally 154 Planning the structure 156 Selecting a framework 158 Opening and closing 160 Winning with words 164 Introducing visual aids 166 Using presentation software 170 Presenting virtually 172 Getting word perfect 174 Pacing yourself 176 Being spontaneous 178 Planning the practicalities 182 Respecting other cultures 184 Solving problems 186 Getting ready to go 188 Creating a first impression 190 Looking confident 194 Holding the audience 196 Taming nerves 198 Speaking powerfully 200 Succeeding with formal speeches 204 Running the Q&A 206 Answering tough questions 208 Dealing with the media 210 Talking to reporters 212 Index 222Author Biographies 224Acknowledgments