In the Line of Fire
$24.99
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| Trade Discount | 5 + | 25% |
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Description
Answer even the toughest, most hostile questions brilliantly: take the floor, stay poised, and win your audience over every time!
- The definitive guide to answering brutally tough questions in public – now fully updated with new case studies for today’s in-person and online presenters
- Control your entire exchange with a hostile questioner, and avoid the defensive, evasive, or contentious answers that destroy careers
- Techniques you can use in any presentation or conversation – digital or in person
- By Jerry Weissman, the world’s #1 high-stakes presentation consultant for 30+ years
Includes many new case studies illustrating proven techniques Weissman has honed through 30+ years of coaching presenters to succeed in their high-stakes presentations.
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.
Answer the Toughest Questions Brilliantly…And Win Over Your Audience Every Time!
In this fully updated edition, the world’s #1 presentation coach enables you to field any question from any audience and to respond with complete assurance.
Drawing on brand-new business case studies, Jerry Weissman shows you how to control the entire Q&A session and to avoid the defensive, evasive, or contentious answers that can ruin careers.
Whether you’re a senior executive, job candidate, or anyone else in business, you’re judged on how you handle high-pressure exchanges. Get this book and learn how to handle them successfully.
Part of the Jerry Weissman Presentation Trilogy! Also look for updated Editions of:
- Presenting to Win: The Art of Telling Your Story and Designing Your Slides
- The Power Presenter: Techniques, Style, and Strategy to Be Suasive
“I’ve been asking tough questions for half a century and listening to variously brilliant, boring, evasive or illuminating answers. Jerry Weissman’s book will help anyone–anyone–answer even the toughest questions.”
–Mike Wallace, Sixty Minutes, CBS News
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
Additional information
| Dimensions | 0.85 × 6.00 × 8.95 in |
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| Subjects | power presentations, answer difficult questions, answer hard questions, answer tough questions, jerry weissman, suasive, suasion, online meetings, public speaking tips, virtual presentations, public speaking, ITP General, IT Professional, Employability, presentations, higher education, body language, BUS007000, interviews, 3-32 FT PRESS |
