This is your practical, step-by-step guide to selling ideas, building influence, and growing opportunities in the most effective manner possible.
What causes decision-makers to really listen to what you have to say? It can be very frustrating when the gatekeepers to your personal and professional success seem disinterested in your thoughts and suggestions. You can’t assume that good ideas will yield positive results, nor that a strong desire will enable you to surmount all obstacles and objections. You have to understand the decision-making process—the psychology behind why people say “yes” to some propositions and not others—and use this information to motivate the right people to take action.
In this book, you will learn how to earn the right to be heard, as well as how to use your newfound influence to get more of what you want. Communication, persuasion, and negotiation do not have to be mysterious processes—all you have to do is package your ideas in a way that ensures key players will not only respond favorably to your advice, but seek it out in the future. Earning the Right to Be Heard offers the time-tested information, tools, and techniques for mastering the art of building influence, including how to:
captivate your audience and set the stage for communication success demonstrate your credibility and competence anticipate, and prepare compelling responses to, the questions all decision-makers must have answered inspire action by convincing others to adopt your perspective maximize your impact through follow-up and results analysis
Let Earning the Right to Be Heard help you discover the sweet spot of strategic communication so that you can gain respect and authority, attract more professional opportunities, and become a decision-maker yourself.
By:
Phillip Van Hooser
Imprint: Sound Wisdom
Country of Publication: United States
Edition: Not for Online
Dimensions:
Height: 229mm,
Width: 152mm,
Spine: 20mm
Weight: 21g
ISBN: 9781640953246
ISBN 10: 1640953248
Pages: 256
Publication Date: 16 November 2021
Audience:
General/trade
,
ELT Advanced
Format: Paperback
Publisher's Status: Active
Introduction, 17; SECTION 1: UNDERSTANDING THE CONCEPT, 19; Chapter 1, Sellers and Buyers, 21; Questions to Begin, 21; Roles and Responsibilities, 23; Expanding Your Influence, 24; The Question Continuum, 27; Establishing the Premise, 28; Selling Yourself First, 31; Sellers Are Great, Buyers Are Better, 31; A Concise Review, 33; Chapter 2, Tangible Products vs. Intangible Ideas, 35; Teeing It Up, 35; Tangible Products, 36; Formal Processes Are Never Haphazard, 37; Too Busy to Think, 38; Intangible Ideas, 40; One More Look, 41; A Concise Review, 42; Chapter 3, Two Fundamental Truths, 43; The Way You Do What You Do, 43; Two Practical Questions, 46; Decision-Makers Are Key, 48; Fundamental Truth #1: Passion and Emotion, 49; Fundamental Truth #2: Logic and Rationale, 50; If This, Then That, 52; A Concise Review, 53; Chapter 4, Two Foundational Objectives, 55; Knowing Where You’re Going, 55; A Plan Takes Shape, 59; First One, Then the Other, 61; Foundational Objectives Prioritized, 66; Losing the Right to Be Heard, 67; Jack and Rick’s Postscript, 69; A Concise Review, 71; SECTION 2: SETTING THE STAGE, 73; Chapter 5, The Foundation of Influence, 75; Intentional Influence, 75; The Five C’s of Influence, 76; A Concise Review, 84; Chapter 6, Starting Strong, 85; The Risk Reward, 85; First Steps, 86; A Concise Review, 90; Chapter 7, Opening Statements, 91; Time Is Money, 91; They Know a Thing or Two, 92; Creative Ownership, 93; Self-Inflicted Wounds, 95; No Small Talk, 96; Start Strong, 97; A Concise Review, 100; Chapter 8, Five Key Questions, 101; Questions Propel Learning, 101; The Question Continuum, 102; Patience Is a Virtue, 103; Charting the Flow, 105; Five Key Questions, 110; Sequence Happens, 111; A Concise Review, 112; Chapter 9, How Much Will It Cost?, 115; A Critical Juncture, 115; How Much Will It Cost?, 116; Three Wrong Answers, 118; The Proof Is in the Preparation, 122; Taking Care of the Little Things, 128; Direct and Indirect Costs, 129; The “Cost” Proof, 132; Never Pad, 133; Stand Firm, 133; Batting .500 Is Not the Objective, 136; A Concise Review, 137; Chapter 10, What Are the Benefits?, 139; How Much Is Too Much?, 139; The Most Important Question, 142; What Benefits Can Be Expected?, 143; The “Benefits” Proof, 145; The Plausibility Factor, 147; Legitimately Defensible, 149; In the Spirit of Full Disclosure, 152; A Concise Review, 153; Chapter 11, How Much Time Will It Take?, 155; Simple as 1–2–3, 155; When Can You Start?, 156; How Much Time Will It Take?, 157; The “Time” Proof, 159; Time Is Money, 160; Unidentified Needs and Expectations, 162; Always Pad, 163; A Concise Review, 166; Chapter 12, How Difficult Will It Be to Implement?, 169; Plan, Communicate, Execute, 169; The Biggest Challenge Yet, 173; Too Much May Not Be Enough, 174; It’s Not My Job, 175; How Difficult Will It Be to Implement?, 177; The “Implementation” Proof, 179; Overview/Project Highlights, 183; Overview/Recommended Implementation Plan, 183; Project Organization Chart, 183; Project Communication Strategy, 185; Hypersensitivity Is Nonsense, 187; A Concise Review, 190; Chapter 13, What Are the Possible Consequences?, 193; Expect the Unexpected, 193; Unintended Consequences, 195; Opportunities, Complacency, Execution, 196; The Parable of the Talents, 199; Proof Free, 200; What Are the Consequences of Not Taking Action?, 201; The Three Don’ts, 202; A Firm Commitment, 203; Benefits, Benefits, Benefits, 207; A Concise Review, 211; SECTION 4: REALIZING THE PAYOFF, 213; Chapter 14, What Now, What Next?, 215; Cliff Hangers or Happy Endings?, 215; This Is the Beginning, 220; “Bearing” the Burden, 221; Wins and Losses, 222; “I Suck at Quitting”, 224; A Concise Review, 227; Chapter 15, Loose Ends, 229; Transformation Begins Here, 229; Charting Your Results, 230; What about Brenda?, 235; The Process in Practice, 236; FAQs, 238; Yesterday, 243; A Concise Review, 246; Conclusion, 247; “It Doesn’t Work!”, 247; Trust Yourself, 249; About the Author, 251
For 30+ years, top U.S. companies and organizations have trusted Phillip Van Hooser, MBA, CSP, CPAE, to show business professionals how to execute their responsibilities while authentically connecting and engaging with people. As a result, thousands of people in hundreds of organizations have uncovered the real meaning of engaged leadership from the relatable, relevant illustrations and commonsense practices Phil uses. And in the process, they’ve discovered an arsenal of skills enabling them to achieve even greater personal and organizational results! A Hall of Fame keynote speaker, Phil is an expert on communication and leadership and the author of multiple business books, including We Need to Talk: Building Trust When Communicating Gets Critical and Willie's Way: 6 Secrets for Wooing, Wowing, and Winning Customers and Their Loyalty.
