Perfecting Your Pitch by Shapiro, Ronald M. -- Read -- Imperial Library of Trantor

Index

Cover Title Page Copyright Dedication Contents Introduction Perfecting Your Pitch—the Script’s the Thing PART I: The Three Ds: Draft, Devil’s Advocate, Deliver

CHAPTER 1: The Three Ds CHAPTER 2: Draft CHAPTER 3: Devil’s Advocate CHAPTER 4: Deliver

PART II: Model Scripts

Selling Seinfeld About the Scripts CHAPTER 5: Sales Challenges

Selling but Holding Your Price Creating an Objection Planner for Sales Teams Preparing for Varying Scenarios—Contingency Planning Fund-raising to Receive a Large Donation

CHAPTER 6: Managerial Challenges

Making a Budget Request Denying a Budget Request Discharging an Employee Who Is Also Your Friend Denying a Subordinate’s Request for Leave Offering Constructive Criticism Turning Down a Job Applicant

CHAPTER 7: Problems Employees Face

Inquiring about Your Status following a Job Interview Asking for a Raise Confronting Sexual Harassment Disputing a Negative Evaluation—a Script Serves a Dual Purpose Dealing with a Boss Who Is a Bully Obtaining Help to Curtail a Coworker’s Personal Attacks

CHAPTER 8: Media Matters

Avoiding the Ill-Advised Tweet Preparing for a Media Interview

CHAPTER 9: Family

Asking a Potential Spouse for a Prenuptial Agreement Talking to Your Kids about Sex Talking to Your Kids about a National Tragedy Nudging an Adult Child Out of the House Managing a Budget between Spouses Telling Your Kids You Are Getting Divorced Settling Family Inheritance Squabbles Taking the Car Keys Away from an Elderly Loved One

CHAPTER 10: Friends

Asking a Roommate to Move Out Breaking Up with a Girlfriend or Boyfriend Making Amends Rejecting a Friend’s or Relative’s Request for a Loan Intervening with an Addicted Person Communicating Condolences to the Bereaved Talking to Someone Who Is Terminally Ill

CHAPTER 11: Consumers

Obtaining a Service or Product below Market Price Receiving Reimbursement or Replacement for a Defective Product Making an Offer on a House below Asking Price Negotiating Early Termination of a Lease Getting an Upgrade Protecting against Overzealous Contractors Gaining Admission to an Exclusive Group

Epilogue: A Case Study in Avoiding Excuses Acknowledgments Notes INDEX