So What?

Series
Financial Times
Author
Mark Magnacca  
Publisher
Pearson
Cover
Softcover
Edition
1
Language
English
Total pages
160
Pub.-date
May 2009
ISBN13
9780137158263
ISBN
0137158262
Related Titles


Product detail

Product Price CHF Available  
9780137158263
So What?
17.20

Description

It's a hard reality: the people you're trying to communicate with, sell to, or convince don't really care about you. Nor do they care about what you're offering them, until they understand exactly how it'll benefit them. If you start from that assumption every time you make a presentation, write a memo, or even talk to someone in the elevator, you'll make more money, grow your business, and have more fun. Of course, merely knowing what people care about is one thing...changing the way you communicate is a whole different matter. In So What, world-renowned sales consultant Mark Magnacca shows you how. You'll learn why the #1 question you need to answer is "So What: What's In It for Me?" Then, you'll learn exactly how to answer that question brilliantly, no matter who's asking it, or what you're trying to achieve. Drawing on his experience helping thousands of sales and management professionals become more effective, you'll learn how to instinctively anticipate and plan for the "So What" question... use the "So What Matrix" to clarify your value proposition... create great "So What" positioning statements... even build yourself a personal biography that passes the "So What Test" and powerfully differentiates yourself from your competition. This book won't stay on your shelf: it's a breakthrough tool you can use to improve every interaction you have and supercharge your success, in business and in life.

Features

Supercharge your success by answering the question everyone cares about most: "So what! What's in it for me?"

 

  • Practical techniques proven with thousands of professional salespeople and managers, straight from Mark Magnacca, one of the world's leading sales consultants.
  • Specific examples and practical exercises help you answer the "So What" question, quickly, succinctly, convincingly, always!
  • For every personal interaction you have, whatever your goals in business, and in life!
  • Table of Contents

    About the Author    x

    Foreword    xi

    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

    Glossary    134

    Acknowledgments    140

    Index    144

     

    Back Cover

    SO WHAT?

    How to Communicate What Really Matters to Your Audience

     

    MARK MAGNACCA

     

    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

    Foreword    xi

    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

    Glossary    134

    Acknowledgments    140

    Index    144

     

    Author

    Mark Magnacca has invested the past 15 years on a search for what sets great communicators apart. So What? is the result of five years of work simplifying this powerful idea to book form. Each idea has been tested in his own life and business, as well as with a wide range of clients. Mark's unique ability to bring these ideas to life will enable you to easily understand them and apply them in your own life.

     

    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 on Cape Cod, Massachusetts, with his wife Kristen and two children. 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.