Introduction -- Why you should read this book -- Who this book is for -- What's in this book and how to use it -- pt. 1. How to swim with sharks -- Secrets of rapport -- It's what you know -- Go back to square one -- Make it easy on the other person -- The nature of confidence -- pt. 2. Titles, teasers, and trailers -- The myth of the elevator pitch -- The title creation word grid -- Teasers for all occasions -- Trailers that work -- The four questions -- pt. 3. Getting in the room -- Stop networking now -- The only networking principle that means anything -- The best networking events -- Discover more good people to know -- Cultivate your VIPs -- Nurture your inner circle -- pt. 4. Inside the room -- The five stages of a meeting -- Before you go into the room -- Avoid deal breakers -- Dumb is the new smart -- 100 percent outward focus -- How to ask great questions -- Show, don't tell -- Why you should love Q&A -- The closing sequence -- How to get out of the room -- After you leave the room -- Before you go into the next room -- pt. 5. Mini-meetings -- How to make requests -- How to keep in touch -- How to follow up -- How to say no -- pt. 6. Troubleshooting -- Interruptions, mistakes, and catastrophes -- Bad buyers -- Partner hijinks -- Read this chapter when you get stuck.
Summary:
From the moment you walk into a room, you have no longer than ninety seconds to sell yourself and your ideas. Former MGM creative director Palmer shows how to make a lasting impression on decision makers and move a plan or project forward.--From publisher description.
This resource is supported by the Institute of Museum and Library Services under the provisions of the Library Services and Technology Act as administered by State Library of Iowa.