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Talk Less, Say More
Three Habits to Influence Others and Make Things Happen
Connie Dieken (Author)
9780470500866, Wiley
Hardback, published 16 October 2009
176 pages, Charts: 2 B&W, 0 Color; Drawings: 1 B&W, 0 Color; Screen captures: 6 B&W, 0 Color; Tables: 1 B&W, 0 Color; Exhibits: 1 B&W, 0 Color
21.8 x 14.7 x 2.3 cm, 0.295 kg
"Talk Less, Say More has become an integral part of our sales training program. In today's manufacturing environment, our sales engineers must be able to quickly gain mind share of our customers, deliver the appropriate messages, and win new business. Talk Less, Say More provides the communication tools critical for success." "Talk Less, Say More is the answer to become an effective communicator. Connie's principles can be employed immediately to improve both your personal and business interactions."
—Dana Fritz, Manager, Global Sales Training Rockwell Automation
—Terry Bauer, Corporate Director of Sales Execution Reinhart FoodService
Talk Less, Say More is a revolutionary guide to 21st century communication skills to help you be more influential and make things happen in our distracted, attention-deficit world. It's loaded with specific tips and takeaways to ensure that you're fully heard, clearly understood, and trigger positive responses in any business or social situation. It's the first book to deliver a proven method to master the core leadership skill of influence. Talk Less, Say More lays out a powerful 3-step method called Connect, Convey, Convince (R) and guides you in how to use these habits to be more influential. This succinct book solves your modern communication issues in today's demanding, distracted world at a time when interaction skills are plummeting. Communication is the single greatest challenge in business today. It takes just 3 habits to conquer it. Talk Less, Say More will help you achieve more with less. Less wordiness. Less tune-out. Less frustration. You'll gain more time. More positive outcomes. More rewarding relationships.
Introduction Connect-Convey-Convince 1 1 CONNECT Managing Attention 5 10 Signs You May Be a Weak Connector 7 Chapter One Why Connect? 11 Chapter Two Stay in Their Moment 17 Chapter Three Frontload 29 Chapter Four Goldilocks Candor 43 Connect Review and Action Plan 54 2 CONVEY Managing Information 59 10 Signs You May Be a Weak Conveyor 61 Chapter Five Why Convey? 65 Chapter Six The Eyes Trump the Ears 71 Chapter Seven Talk in Triplets 83 Chapter Eight Tell Stories 91 Convey Review and Action Plan 99 3 CONVINCE Managing Action 103 10 Signs You May Be a Weak Convincer 105 Chapter Nine Why Convince? 109 Chapter Ten Sound Decisive 115 Chapter Eleven Transfer Ownership 127 Chapter Twelve Adjust Your Energy 137 Convince Review and Action Plan 150 Putting It All Together 155 About the Author 159 Acknowledgments 161 Index 165
Subject Areas: Business & management [KJ]
