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Adviser
Secrets
How To Become A Top Performer
A
Guide to the 13 Most Important Communication Skills
Used by Top Performers
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Book Information
Retail Price: $27.95
Pages: 224
Format: Paperback
Size: 6 x 9
ISBN-10: 0595523447
ISBN-13: 9780595523443
Book Overview
As
a top performer you will …
-- Earn more money
-- Grow your business quicker
-- Dramatically increase sales & profits
-- Improve business performance beyond expectations
-- Get a new job or promotion quicker
In today's fast paced changing business world, professionals
must work smarter than ever to improve their performance.
What worked in the past doesn't work today.
Clients are more knowledgeable and demanding. Competitors
are more aggressive and cutthroat. Technical mastery
of your vocation will only take you as far as an "average"
performer.
Within the pages of this book, the author reveals a
revolutionary approach called the "Adviser Success
Model" and walks the reader step-by-step through
13 of the most important communication skills used by
top performers.
Who should read this business
book ?
This book is intended for business owners, consultants,
sales and service professionals who serve clients on a
daily basis. It is also very popular with those who want
to stand out from the crowd when searching for a new career.
Within this book, you will
learn:
The proven tips and techniques in this book will
help you become a master communicator and top performer
in your profession.
1. Preparing a Presentation – How to inspire
and motivate an audience
2. Delivering a Presentation – How to
persuade your client to your recommendations
3. Planning a Meeting – How to plan the
most effective meeting
4. Facilitating a Meeting – How to run
the most effective meeting
5. Words and Stories – How to use words
and stories to get your point across
6. The Written Word – How to utilize
the most overlooked written communication
7. Memos And Reports – How to develop
powerful reports and memos
8. Questioning – How to ask powerful,
smart and insightful questions
9. Listening – How to become an effective
listener
10. Objection Handling – How to eliminate
client objections and resistance
11.
Gatekeeper Barriers – How to get client gatekeepers
to help you win
12. Self Promotion
– How to promote yourself to the top of your profession
13. Household Name – How you can
become a household name in your industry
Although there have been books published on many of these
topics in the past, this book contains new approaches
that focus on the critical client and business challenges
you are facing today. The primary goal and objective of
this program is to help you build your foundation for
becoming a top performer in your profession.
Table
of Contents
Preface
A New Creative Approach
This Book is Different
Introducing a
New Approach
Are You Ready to Become a Top Performer?
A Critical Success Factor
Times are Tough and Getting Tougher
Communication Skills are Lacking
Will This Really Help Me?
My Guarantee to You
Adviser Success Model
A Recipe for Success
Adviser Success Model Quick Reference
Client Communication – Building Your Foundation
1. Persuade and Motivate
Overcoming Your Fear of Public Speaking
Get Started Today
Impression Counts More Than You Think
Persuading Your Clients
Inspire Your Clients
Organize for Results
Bonus Power Speaking Tips
2. Delivering Awesome Speeches and Presentations
Talk with Your Body
Persuading Listeners with Your Voice
Make a Visual Impact
Persuading Your Client with Involvement
3. The Master Meeting Planner
Organization is Key
Understanding The Purpose of “A Meeting”
Powerful Meetings Start with Preparation
Planning an Effective Meeting
Planning the Best Agenda
Planning For the Right Setting
Do Your Homework
4. The Master Meeting Facilitator
Why is Chaos the Norm?
Start Your Meeting on Time
Begin Your Meeting with Introductions
Set The Tone With a Meeting Kickoff
Review Previous Action Items
Keep Your Meeting Focused
Get Everyone to Participate
Meeting Leaders Must Lead
Effectively Handling Meeting Conflict
Summarize Accomplishments with a Meeting Recap
Confirm Your Next Steps
Ending Your Meeting On Time
Follow-up Quickly with Meeting Minutes
5. Using the Most Effective Words and Stories
Understand Your Clients Personality
How to Interact with Different Personalities
Tell Your Client a Business Story
How to Develop an Effective Business Story
Using The Right Words to Make Your Point
Words to Use and Those to Avoid
Create a Client Dictionary
6. The Most Overlooked Written Communication
Goldmine Found in Keeping a Business Journal
Showing Genuine Gratitude with a Thank You
7. Writing Memos and Reports That Make an Impact
The #1 Communication Method
Why Most Memos Don’t Get Results
How Top Performers Motivate with a Memo
Four Questions to Answer Before You Begin
How to Structure a Powerful Memo
8. Gaining True Insight Through Questions
Powerful (Smart) Questions for Every Situation
Questioning Tips That Get Results
9. How Can You Truly Understand if You Don’t Listen
Shut Up and Listen
Many Benefits When You Truly Listen
Why Listening is Difficult to Master
How to Become an Effective Listener
Do’s and Don’ts of Top Performers
10. Eliminate Client Objections and Resistance
Feeling the Objection Pain
Understanding Objection Signals
Eliminate 95% of the Objections Before They Happen
Turn Weaknesses Into Strengths
Handling the “Price” Objection
Bonus Tips and Techniques
11.
Overcoming Gatekeeper Barriers
Nightmare or Reality?
Who Are Client Gatekeepers?
Getting Through to Your Target Client
12.
Promote Yourself to The Top of Your Profession
Following the Best Path
Top 10 Self Promotion Tips
13. Be Your Client’s First Call - Become a Household
Name
Superior Customer Service
Strong Communication
Tremendous Knowledge
Builds Strong Relationships
Conclusion – Where Do You Go From Here?
My Book Recommendations
About The Author
About Executive Business Advisers
How To Contact The Author
Dennis Sommer Speaking Services
Free Information Sources
About the Author - Dennis Sommer
Dennis Sommer - CEO, Executive Business
Advisers, Author, Speaker, Coach and Business Improvement
Specialist.
Bio Sheet > Dennis
Sommer Biography (PDF)
Weekly Tips
> CEO
Business Improvement Tips
Dennis Sommer is a highly sought after CEO and business
improvement adviser providing the guidance you need
to take your business to the next level.
His specialty is business improvement and growth – providing
business assessments, strategic planning, business and
executive coaching, sales, marketing and training services.
Dennis has been advising business leaders for 25 years.
He helps struggling companies become successful and
turns good companies into world-class growth businesses.
His successful business improvement programs have been
featured in Entrepreneur magazine, New York Times, Fox
News and many more.
Dennis uses a unique advisement model to help drive
business improvement and growth. He is a CEO Coach,
Business Consultant and Trainer all in one.
He advises CEOs on action steps to take to grow revenues,
a business consultant with management staff on best
practices, and he trains operations, sales and marketing
on the tactics and strategies that work best.
Dennis works with a diverse mix of product and professional
service companies. His clients include small start-ups,
medium sized businesses and large Fortune 500 companies
like IBM, Microsoft, Accenture and AT&T.
Dennis is also a highly sought after keynote, seminar
speaker and author. His latest bestselling book is “Adviser
Secrets – How to Become a Top Performer”.
Since 1985 Dennis has started three successful growth
focused companies. A high-tech product company, a technology
consulting firm and Executive Business Advisers. Dennis
is also founder of the CEO Success Network, an exclusive
executive networking group.
Dennis inspires, motivates and educates audiences with
his keynotes, seminars and customized training workshops.
His sessions are focused on hot topics around business
growth, strategy, sales, marketing, leadership and management
professional development.
Dennis is an international author, publishing over 80
articles on sales, leadership, project management and
IT management topics. He is the publisher of “The Executive
Adviser” a specialty newsletter published for senior
executives. Dennis also writes an executive blog called
“CEO Business Improvement Tips”.
Dennis is the author of Adviser Secrets - How to
Become a Top Performer and contributing author
for 49 Marketing Secrets (that work) To Grow Sales
and How Your Business Can Survive and Prosper in
a Recession. His fourth book, Adviser Secrets
– Business Start-Up and Growth Essentials is scheduled
to be released in 2010.
Prior to launching Executive Business Advisers, Dennis
spent over twenty years working in sales, management
consulting, new business development and leadership
positions. Dennis held leadership level positions with
Accenture – a $22 billion global management consulting
and technology services firm, Computer Associates Inc.
– a $4 billion enterprise software company and Jo-Ann
Stores - a $1billion fabric and craft retailer.
Certifications
- Value Forward certified management consultant
- PMP (Project Management Professional) certification
from PMI
- ITIL (Information Technology Infrastructure Library)
certification
- CTM (Certified Toastmaster) public speaker certification
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Also by Dennis Sommer
