| Introduction |
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Consultative Selling: The Hanan Formula for High-Margin Sales at High Levels |
Mack Hanan |
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The Art of Woo: Using Strategic Persuasion to Sell Your Ideas |
Richard Shell and Mario Moussa |
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<Achieve Sales Excellence: The 7 Customer Rules for Becoming the New Sales Professional |
Howard Stevens and Ted Kinni |
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Lend Me Your Ears: All You Need to Know about Making Speeches and Presentations |
Max Atkinson |
| 1 |
Four Recurring Themes |
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<Resonate: Present Visual Stories that Transform Audiences |
Nancy Duarte |
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Jacked Up: The Inside Story of How Jack Welch Talked GE into Becoming the World’s Greatest Company |
Bill Lane |
| 2 |
Capturing the Listener’s Mind |
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Willpower: Rediscovering the Greatest Human Strength |
Roy Baumeister |
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Thinking, Fast and Slow |
Daniel Kahneman |
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The Heart of Change: Real-Life Stories of How People Change Their Organizations |
John P. Kotter, Dan S. Cohen |
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The Charisma Myth: How Anyone Can Master the Art and Science of Personal Magnetism |
Olivia Fox Cabane |
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Influence: The Psychology of Persuasion (Collins Business Essentials) |
Robert Cialdini |
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Just Listen: Discover the Secret to Getting Through to Absolutely Anyone |
Mark Goulston |
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Made to Stick: Why Some Ideas Survive and Others Die |
Chip Heath and Dan Heath |
| 3 |
Decision Making in Organizations |
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The Dynamics of Persuasion: Communication and Attitudes in the Twenty-First Century (Routledge Communication Series) |
Richard M. Perloff |
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Talking to the Top: Executive’s Guide to Career-Making Presentations |
Ray Anthony |
| 4 |
Shape the Conditions for Success |
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The Challenger Sale: Taking Control of the Customer Conversation |
Matthew Dixon and Brent Adamson |
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Bottom Line Selling: The Sales Professional’s Guide to Improving Customer Profits |
Jack Malcolm |
| 6 |
Structure Your Argument |
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Persuasion, Social Influence, and Compliance Gaining (4th Edition) |
Robert H. Gass, John S. Seiter |
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Moving Mountains: Or the Art and Craft of Letting Others See Things Your Way |
Henry M. Boettinger |
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Advanced Presentations by Design: Creating Communication that Drives Action |
Andrew Abela |
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Secrets of Question Based Selling: How the Most Powerful Tool in Business Can Double Your Sales Results |
Thomas Freese |
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SPIN Selling |
Neil Rackham |
| 7 |
Support Your Main Points |
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The Story Factor (2nd Revised Edition) |
Annette Simmons |
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The Psychology of Judgment and Decision Making (McGraw-Hill Series in Social Psychology) |
Scott Plous |
| 8 |
Polishing |
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Words That Work: It’s Not What You Say, It’s What People Hear |
Frank Luntz |
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Priceless: The Myth of Fair Value (and How to Take Advantage of It) |
William Poundstone |
| 10 |
Visual Persuasion |
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Brain Rules: 12 Principles for Surviving and Thriving at Work, Home, and School |
John Medina |
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50 Great Myths of Popular Psychology: Shattering Widespread Misconceptions about Human Behavior |
Scott O. Lilienfeld |
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Multimedia Learning |
Richard Mayer |
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Steve Jobs |
Walter Isaacson |
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Speaking PowerPoint: The New Language of Business |
Bruce R. Gabrielle |
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The Craft of Scientific Presentations: Critical Steps to Succeed and Critical Errors to Avoid |
Michael Alley |
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Why Most PowerPoint Presentations Suck (Third Edition) |
Rick Altman |
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The Visual Display of Quantitative Information |
Edward Tufte |
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Show Me the Numbers: Designing Tables and Graphs to Enlighten |
Stephen Few |
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Efficiency in Learning: Evidence-Based Guidelines to Manage Cognitive Load |
Ruth Clark, Frank Nguyen, Jon Sweller |
| 11 |
Executive Presence |
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First Impressions: What You Don’t Know About How Others See You |
Ann Demarais, Valerie White |
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You Are the Message |
Roger Ailes, Jon Kraushar |
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Successful Nonverbal Communication: Principles and Applications (4th Edition) |
Dale Leathers and Michael H. Eaves |
| 12 |
Dealing with Nerves |
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Overachievement: The New Model for Exceptional Performance |
John Eliot |
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The Mental Game of Baseball: A Guide to Peak Performance |
H.A. Dorfman, Karl Kuehl |
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Succeed: How We Can Reach Our Goals |
Heidi Grant Halvorson |
| 13 |
Performing |
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The Halo Effect: … and the Eight Other Business Delusions That Deceive Managers |
Phil Rosenzweig |
| 14 |
Platform Skills |
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Hearing Gesture: How Our Hands Help Us Think |
Susan Goldin-Meadow |
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What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People |
Joe Navarro |
| 15 |
Make it Interactive |
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In the Line of Fire: How to Handle Tough Questions…When It Counts |
Jerry Weissman |
| 16 |
Effective Team Presentations |
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Perfect Pitch: The Art of Selling Ideas and Winning New Business (Adweek Books) |
Jon Steel |
