From the Back Cover
How to Communicate What Really Matters to Your Audience
Supercharge Your Success by Answering the One Question That Everyone Cares About:
Answer the “So What? question quickly, succinctly, convincingly-every time!
Practical techniques, examples, and exercises proven with thousands of winning salespeople.
Straight from Mark Magnacca, one of the world's leading sales consultants.
For all your personal interactions-in business and in life!
It's tough, but true-the people you're trying to communicate with, sell to, or convince don't really care about you. Nor do they care what you're offering them-until they understand exactly how it'll benefit them. If you recognize that one hard, cold fact-and you know what to do about it-you'll make more money, achieve greater success, and even have more fun!
In this book, world-renowned sales consultant Mark Magnacca shows you how to answer the “So What? question brilliantly, every time-no matter who's asking it or what you're trying to achieve. This book will transform the way you communicate: You'll use it every day to get what you want-in business and in life!
About the Author x
Chapter 1 What You Need to Know in 850 Words 2
Chapter 2 Change Your Thinking, Change Your Life 8
Chapter 3 How I Learned to Think This Way-You Can, Too! 14
Chapter 4 Your World View-Making the Invisible Visible 26
Chapter 5 What's in It for Them? 36
Chapter 6 Who You Always Wanted to Be-Yourself 52
Chapter 7 Winging It Versus Orchestration 72
Chapter 8 Getting Your Audience Engaged 86
Chapter 9 Tie a String Around Your Finger 104
Chapter 10 Getting from Where You Are to Where You Want to Be 120
So What? A Final Word 128
About the Author
As founder and president of Insight Development Group, Inc., his seminar and training programs have been featured in The New York Times, USA Today, and on CNN's MoneyLine. Mark has helped thousands of entrepreneurs, salespeople, and executives adopt a So What Mindset that makes them indispensable in any economic cycle.
Mark lives in the Boston area with his family. A graduate of Babson College, Mark is the author of The Product Is You and is a participant in the Strategic Coach Master's Program.