The index that appeared in the print version of this title was intentionally removed from the eBook. Please use the search function on your eReading device to search for terms of interest. For your reference, the terms that appear in the print index are listed below.
acceptance, need for
action(s)
ending with call to
getting group agreement on
as goal of meetings
motivations for
active participation, in meetings
actualization
admiration, expressing
age/age range of audience
agreement, expressing
air conditioning
aisles
Alcibiades
Allen, James, on dreams
Amos, Wally
anniversary speeches
appearance
applause
appreciation, expressing
approval, need for
Aristotle
arms
art of speaking, learning the
attention, need for
audience
comfort of
complimenting
demographics/characteristics of
engaging
eye contact with
facing, when using PowerPoint
focus on
as friends
getting to know
giving information about yourself to
mixing with
as on your side
objectives for
putting yourself in position of power over
rapport with
researching life contexts of
starting with thought-provoking statement about
stimulating talking among
thanking
auditory information
Aurelius, Marcus, on worth of a man
authenticity
award speeches
birthday speeches
body language
Book of Lists
breathing exercises
building a bridge
Bush, Barbara
Bush, George H. W.
business, researching
business meetings, see small group meetings
BusinessWeek,
buyer’s remorse, preventing
buying decisions
Churchill, Winston, on RAF pilots
Cicero, on oration
circles method
closing, see also ending
closing the sale
coherence, maintaining
comfort zone, moving out of
comments, clarifying
communication
communication style
competence, building
compliments
confidence, see self-confidence
congratulations speeches
controlling your space
by bringing own sound system
by checking lighting
by controlling room setup
by controlling stage
by controlling temperature
by dealing with lies people tell
by knowing lies people tell
by managing podium
by using visual supports/props
credibility
criticism
current events, referring to
Dale Carnegie course
decision, for speaking excellence
delivery
demographics of audience
Demosthenes
desires
determination, for speaking excellence
Directive Close
discipline, for speaking excellence
Disraeli, Benjamin, on greatest good
“Doctor of Selling” approach
down-dump method
dramatic pauses
Drucker, Peter
on effective meetings
on meetings as tool
educational background of audience
Eker, Harv, on speaking masters
emotional context of audience
emotionalization, to overcome fears
emphasis
emphatic pauses
applause following
with call to action
clarity of
with humor
with inspiration
planning
with a poem
standing ovation following
with story
with summary
see also closing
“End-of-the-Movie” method
energy levels
entertainer, speaker as
ethos (ethic)
example (in PREP formula)
expectations, building
expressing thoughts
extemporaneous speaking
external visualization
face, lighting for
family status of audience
fear(s)
causes of
common to all people
desires vs.
losing
overcoming, see mental mastery
in sales presentations
first impression
5 × 5 rule
flip charts
four Ds to speaking excellence
friends, treating audience as
funeral speeches
gender mix, of audience
Gettysburg Address
goal of public speaking
Gove, Bill
gratitude
group feelings
groups, selling to
hand-held microphones
heart, speaking from
Hemingway, Ernest, on depth of knowledge
historical events, referring to
hope, giving
Hubbard, Elbert
on practice
on working with whole heart
humility
humor, see also jokes
“I have a dream” speech
important, making people feel
improvement, as motivator
incomes of audience members
index cards, putting key points on
industry, researching
information-sharing meetings
inspiration, ending with
internal visualization
introduction (as part of speech)
making a good first impression during
performing
Invitational Close
James, William, on achieving feelings
ending with
opening with
timing for
told by previous speakers
journeyman speakers
Kennedy, John F.
key benefits
keynote talks, parts of
key objections
key people in organization
identifying
learning names of
researching
key points
determining
for longer speeches
moving seamlessly through
organizing
for short speeches
techniques for communicating
King, Martin Luther, Jr.
large audiences, impressing, see platform mastery
lavalier microphones
Law of Four
“Lawyer’s Method,”
leading meetings
Leavitt, Theodore, on selling
Le Bon, Gustav, on hope
left brain
letting it sink in
lies people tell
lighting
Lincoln, Abraham
on compliments
Gettysburg Address of
on Henry Clay
listening
local environment, researching
location of speech, checking out
logos (logic)
longer speeches, structures for
love withheld
“magic-wand” technique
Marden, Orison Swett, on thoughts and desires
Marquee Speakers
master speaker technique(s)
checking out location as
clear objectives as
engaging audience as
excellent content and delivery as
getting to know audience as
high levels of energy and vitality as
learning names of key people as
learning special language as
letting it sink in as
meeting other speakers as
planning and organizing material as
planning openings and closings as
pleasing meeting planner as
reviewing and rehearsing as
shifting gears as
spending time studying/researching/preparing as
treating audience as friends as
using both voice and body as
using every speaking method possible as
Maugham, Somerset, on respect
meeting planners
meetings, see small group meetings
Mehrabian, Albert
memory techniques
by building confidence and competence
and cause of fears
by having a message you want people to hear
last-minute confidence builders for
by realizing audience is on your side
by speaking from the heart
message, components of
microphones
mind
mnemonics
motivation(s)
fear and desire as
of listeners
for speaking
Motley, Red, on selling
Murphy’s Law
National Association of Purchasing Management
clarifying
identifying
most common types of
negativity, in small group meetings
negotiations, see small-group presentations and negotiations
new-product announcement meetings
Niven, David
Noonan, Peggy, on speeches
Nouwen, Henri, on preparation
objections, answering
objective of speech
“objective question,”
occupations of audience
Oldum, Hortense, on doing something well
by asking a question/conducting a survey
by being an entertainer
by building a bridge
by complimenting audience
by getting audience talking
by giving them hope
good first impression in
with humor
for longer speeches
by making a shocking statement
planning and preparation for
with positive statement
with a problem
by quoting from recent research
by referring to a well-known person
by referring to current events
by repeating a recent conversation
for short speeches
with a story
with a strong statement followed by a question
by telling them about yourself
by thanking audience and organizers
with thought-provoking statement about audience
organizers, thanking
other people, learning from
audience’s recent exposure to
listening to
meeting
pacing
pathos (emotions), see also emotions
pauses
“Power of the Pause,”
for timing
when reading poetry
pecking order
persuasion
resistance to
in sales presentations
in small group meetings
three elements of
audience demographics/characteristics in
circles method for
determining key points in
for ending
magic-wand technique for
as master speaker technique
for opening and closing of speech
organizing points in
for PowerPoint presentations
PREP formula for
research in
for small group meetings
for smooth delivery
for visual part of speech
“windshield-wiper” method for
creating audience rapport for
and essential elements of speeches
getting your point across for
introduction and opening for
keeping good timing and pacing for
and length vs. difficulty of talk
maintaining coherence for
making smooth transitions for
and parts of keynote talks
for special-occasion speaking
summarizing and closing for
Plato, on beginnings
podium, managing
poetry
point of view (in PREP formula)
positive statements, opening with
“Power of the Pause,”
power of three
PowerPoint presentations
power position
as master speaker technique
need for
for platform mastery
of PowerPoint presentations
preparation, see planning and preparation
presentations, see sales presentations; small-group presentations and negotiations
problems, opening with
problem solving meetings
projecting voice
prospecting step (sales presentations)
pumping yourself up
punctuality (small group meetings)
question-and-answer sessions
questions
clarifying
in establishing rapport
as means of control
opening with
phrasing statements as
“Spine and Rib” method for
quotes, opening with
rapport
Reagan, Ronald
reasons (in PREP formula)
reciting poetry
referrals
refusal to pay
rehearsal, see practice and rehearsal
rejection, overcoming
relationships, focus on
relaxation, breathing exercises for
repetition, in learning to speak
resales
research
for depth of knowledge
of industry information
of key people in organization
opening with
in planning and preparation stage
respect, sensitivity to
Rickenbacker, Eddie, on positive thinking
right brain
Riley, Pat, on getting better
Robert, Cavett
room setup
answering objections in
closing the sale in
credibility in
to groups
identifying needs accurately in
persuasion as key for
professional selling process in
prospecting step for
rapport and trust in
reducing their fear in
resales and referrals from
selling yourself and ideas in
Schwarzkopf, Norman
seating
to avoid communication barriers
setup of
for small group meetings
for small group presentations
last-minute builders for
in taking the stage
and techniques for overcoming fear
see also mental mastery
self-esteem
self-image
sense pauses
sentence-completion pauses
Service, Robert W.
Shakespeare, William
shifting gears
shocking statements, opening with
short talks, structure for
shoulders, rolling
situational context of audience
Sloan, Alfred, on agreement with ideas
slowing down
active participation in
barriers to communication in
criticism or negativity in
importance of
leading
persuasion in
preparing for
punctuality of
seating for
types of
small-group presentations and negotiations
for big deals
as career makers/breakers
clarifying comments/questions in
and desire vs. fear
determining next action in
goals for
illustrations in
“Lawyer’s Method” to prepare for
principles for
taking power position in
talking and listening in
understanding meeting participants for
visual and auditory information in
small groups, practicing speeches with
smiling
Socratic method
sore throat remedy
sound system
speakers
highest-paid
journeyman
see also other speakers
speaking ability
as learnable skill
and self-esteem
and self-image
speaking excellence, four Ds to
special language
special-occasion speaking
speeches, essential elements of
“Spine and Rib” method
stage
stage fright, see also mental mastery
“Stand and Deliver” method
standing ovations
standing posture
starting strong
and introduction of you as speaker
by making positive first impression
when taking the stage
see also opening
stories
ending with
opening with
timing for
told by previous speakers
structures
for longer speeches
for short speeches
subconscious mind
summaries
surveys of audience, opening with
systematic desensitization
taking the stage
team building meetings
team presentations
temperature, controlling
thanking speakers
Third-Party Disagreement
thoughts, sensitivity to
time allowance for speech
timing
Toastmasters
toes, wiggling
tone of voice
transitions
trust
valuable, making people feel
verbalization
visual impressions
visualization
visual supports/props
planning and preparation for
for small-group presentations
vitality, high levels of
vocal mastery
building vocal power for
energy in
and physical side of voice and throat
“Power of the Pause” for
projecting voice in
speaking slowly for
tone of voice in
wedding speeches
well-known persons, referring to
whiteboards
“windshield-wiper” method
word(s)
as component of message
designing talk around