The art of business seduction jeffries, mark

P1: OTA/XYZ P2: ABC FM JWBT286/Jeffries May 3, 2010 10:39 Printer Name: Courier Westford, Westford, MA P1: OTA/XYZ P2: ABC FM JWBT286/Jeffries May 3, 2010 10:39 Printer Name: Courier Westford, Westford, MA The ART of BUSINESS SEDUCTION P1: OTA/XYZ P2: ABC FM JWBT286/Jeffries May 3, 2010 10:39 Printer Name: Courier Westford, Westford, MA P1: OTA/XYZ P2: ABC FM JWBT286/Jeffries May 3, 2010 10:39 Printer Name: Courier Westford, Westford, MA The ART of BUSINESS SEDUCTION MARK JEFFRIES John Wiley & Sons, Inc P1: OTA/XYZ P2: ABC FM JWBT286/Jeffries May 3, 2010 Copyright C 10:39 Printer Name: Courier Westford, Westford, MA 2010 by Mark Jeffries All rights reserved Published by John Wiley & Sons, Inc., Hoboken, New Jersey Published simultaneously in Canada No part of this publication may be reproduced, stored in a retrieval system, or transmitted in any form or by any means, electronic, mechanical, photocopying, recording, scanning, or otherwise, except as permitted under Section 107 or 108 of the 1976 United States Copyright Act, without either the prior written permission of the Publisher, or authorization through payment of the appropriate per-copy fee to the Copyright Clearance Center, Inc., 222 Rosewood Drive, Danvers, MA 01923, (978) 750-8400, fax (978) 646-8600, or on the web at www.copyright.com Requests to the Publisher for permission should be addressed to the Permissions Department, John Wiley & Sons, Inc., 111 River Street, Hoboken, NJ 07030, (201) 748-6011, fax (201) 748-6008, or online at http://www.wiley.com/go/permissions Limit of Liability/Disclaimer of Warranty: While the publisher and author have used their best efforts in preparing this book, they make no representations or warranties with respect to the accuracy or completeness of the contents of this book and specifically disclaim any implied warranties of merchantability or fitness for a particular purpose No warranty may be created or extended by sales representatives or written sales materials The advice and strategies contained herein may not be suitable for your situation You should consult with a professional where appropriate Neither the publisher nor author shall be liable for any loss of profit or any other commercial damages, including but not limited to special, incidental, consequential, or other damages For general information on our other products and services or for technical support, please contact our Customer Care Department within the United States at (800) 762-2974, outside the United States at (317) 572-3993 or fax (317) 572-4002 Wiley also publishes its books in a variety of electronic formats Some content that appears in print may not be available in electronic books For more information about Wiley products, visit our web site at www.wiley.com ISBN 978-0-470-59618-0 (cloth) ISBN 978-0-470-64304-4 (ebk) ISBN 978-0-470-64305-1 (ebk) ISBN 978-0-470-64306-8 (ebk) Printed in the United States of America 10 P1: OTA/XYZ P2: ABC FM JWBT286/Jeffries May 3, 2010 10:39 Printer Name: Courier Westford, Westford, MA Contents Acknowledgments Introduction Chapter 30-Day Master Seduction Plan Overview Chapter The L-WAR and Soft Skills Mindset: Using Innovative Tools to Become a Master of Business Seduction Chapter Listen Chapter Watching Chapter Anticipate and React Chapter Voice—Tone, Melody, Control, and the Words You Speak Chapter Networking Secrets Chapter The Elevator Pitch—Going Up vii 11 23 35 53 71 99 109 155 v P1: OTA/XYZ P2: ABC FM JWBT286/Jeffries May 3, 2010 10:39 Printer Name: Courier Westford, Westford, MA CONTENTS Chapter Techniquette—The Etiquette of Technology Chapter 10 Image Chapter 11 Seduction Maintenance: Continuing to Seduce The L-WAR Journey Never Ends Index vi 167 179 191 201 P1: OTA/XYZ P2: ABC FM JWBT286/Jeffries May 3, 2010 10:39 Printer Name: Courier Westford, Westford, MA Acknowledgments First—Advice For Living—a smart and sharp team constantly introducing ideas, challenge, and humor and always keeping me on my toes Dan Ambrosio for spotting the potential of the title and trusting us to deliver a book worthy of the Wiley Publishing Empire! My fabulous kids, Ollie and Hannah, who add so much comedy, love, and endless examples of core communication My beautiful wife, Karen, who is always there for me with so much love and support And my wonderful clients, who trust me to stand up in front of their people and customers at events all over the world—an experience that keeps me learning, motivated, and brimming with new concepts vii P1: OTA/XYZ P2: ABC FM JWBT286/Jeffries May 3, 2010 10:39 Printer Name: Courier Westford, Westford, MA P1: OTA/XYZ P2: ABC c11 JWBT286/Jeffries May 2, 2010 10:25 Printer Name: Courier Westford, Westford, MA THE ART OF BUSINESS SEDUCTION elevator pitch that adapts instantly to the person listening You are now a connector of people, you are in touch, you are seen as an expert You are perceived as confident, in control, interested, enthusiastic, and capable You are always on—you never stop listening, watching, anticipating, and reacting The L-WAR is yours to win! 200 P1: OTA/XYZ P2: ABC bind JWBT286/Jeffries May 3, 2010 11:20 Printer Name: Courier Westford, Westford, MA Index A ABC See Always Be Closing Accessories, 184 Active watching, engaging in, 69 Advertising, 150–151 Alpha Male, dealing with, 56–58 Always Be Closing, 13, 18 Anticipating, 6–7, 31 becoming adept at, 94 cold calls and, 93–95 everything, 16–17 interest of others, 97 put yourself in the other person’s shoes, 73–81 questions, 81–83, 87 reciprocity in relationships and, 32 research and, 84–86 Appearance, inspiring trust and, 180 Appearance of another, refraining from commenting about, 118–119 Attention spans, brevity and, 105–106 B Bassey, Shirley, 188 Behavior changes, adhering to new approach for 28 days and, 12–13 Be nice on the way up, 198–199 Biding your time, 78 Bing, 85, 90, 177 Blackberry, 167, 168 Blogs, 91 Bluetooth earpieces, techniquette and, 169–170 Boardroom, etiquette of, 33 Boardroom sleep, 64 201 P1: OTA/XYZ P2: ABC bind JWBT286/Jeffries May 3, 2010 11:20 Printer Name: Courier Westford, Westford, MA INDEX Body language, 11, 17 confident, 188 controlling your own, 61–62 deciphering, 53, 54 extremes that skew the data and, 60–61 feelings revealed through, 55 hidden messages conveyed by, 72 nodding, 65–66 reading the eyes, 117 soft skills and, 25 studying, 48 Body movements, interpreting, 55–56 Boss: building trust with, 31 network test and, 19–21 showing interest in vs taking interest in, 46 Brand value, for e-mails, 177, 178 Brevity: in e-mails, 176–177 sound bites and, 104 Bush, George W., 82 Business card alchemy, 149–150 Business cards, exchanging, 120 Business personality, reinventing, 11 Business seduction: benefits of, 110 improvement exercises, 75–76, 88 202 tipping the scales in your favor, 189 C Car analogy, art of business seduction and, 192 Casual Fridays, 183 CC function in e-mail, less-is-more approach to, 174 Cell phones: silencing at business meetings, 169 techniquette and, 167 Challenged Alpha Female, dealing with, 58–59 Checklist theory, 80 Churchill, Winston, 35 Clarity, 40 Classic wardrobe styles, 183 Clients: building trust with, 31 developing understanding of, 48 inspiring confidence in, 32 network test and, 19–21 showing interest in vs taking interest in, 46 studying body language of, 56 Closing the deal, 18 Clothing, 180, 182–183 designer labels, 183 do’s and don’ts of, 186 lucky, 185 P1: OTA/XYZ P2: ABC bind JWBT286/Jeffries May 3, 2010 11:20 Printer Name: Courier Westford, Westford, MA Index size of, 184–185 steal a little style, 183 Clues, in verbal communication, 45 Cold calls, anticipation in, 93–95 Colleagues: building trust with, 31 developing understanding of, 48 showing interest in vs taking interest in, 46 studying body language of, 56 Comfort zone, 129 Common ground, identifying, 129 Competition, staying a step ahead of, 31, 32 Compressing files, 171 Conclusions, testing, 69 Confidence, 110 anticipating and, 96 building, 124–126 clothing choices and, 185, 186 fitness and, 187–188 image and, 179, 180 inspiring, instilling, 16, 31, 32 posture and, 126 weight loss and, 186–187 Content control, online brand and, 91 Context: listening in, 51 understanding, 44–46, 60 Control, 17 Conversational hooks, 123–124 Converstions, ending, 139 Corporate data bombs, 171 Cultural differences, handshakes and, 112 Customers: building trust with, 31 developing understanding of, 48 empathy for, 47–48 inspiring confidence in, 32 showing interest in vs taking interest in, 46 studying body language of, 56 D Data bombs, corporate, 171 Dating, in-their-shoes philosophy and, 78 Dating exit, 140 Decision making, expertise in, Deep Space Nine, 197 Designer labels, 183 Diction, 102 didtheyreadit.com, 176 Dress code, soft skills and, 25 Dress to impress, 181 Droid, techniquette and, 167 Drucker, Peter, 12 Due diligence, 81 E Early Shaker Syndrome, 113 Ear-to-mouth ratio, 40–41, 51 203 P1: OTA/XYZ P2: ABC bind JWBT286/Jeffries May 3, 2010 11:20 Printer Name: Courier Westford, Westford, MA INDEX Eavesdropping, 130–131 Elevator pitch, 33, 106, 155–165, 200 appearance and, 181 matching to the person, 161–162, 165 perfecting, 158–159 preparing, 157–158, 165 pyramid approach, 159–161 value and benefits vs process in, 162–165 e-mail, 167 brevity in, 104 following up with, 145 time travel, 193–196 e-mail etiquette, 171–178 brand value, 177, 178 brevity, 176–177 demanding notification, 175–176 jokes, 177 privacy settings, 177 reply to all?, 173–175 save before sending, 175 spelling and grammar, 172–173 words first, address second, 173 e-mail matchmaking, 149–150 Emotional connections, being on lookout for, 45 Emotions, reading, soft skills and, 25 204 Empathy, 42, 83 developing sense of, 17 listening and, 47–48 Entrance, making, 126–134 ESS See Early Shaker Syndrome Etiquette, of boardroom, 33 See also Techniquette Exercise, 187 Exits, making, 139–140 Expectations, managing Scotty style, 196–197 Eye contact: consistent and recurring, 116 deciphering, 53 with everyone, 64–65 first impressions and, 112 handshake and, 115–116 interpreting, 62–63 lighthouse of, 70 during meetings, 63–64 Eye movement, 118 Eyes, reading, 117 F Facebook, 90, 110, 172 checking privacy settings on, 177 double-checking privacy settings on, 91 Failure, learning curve and, Faith, instilling, 31 Family of boss or client, knowing about, 19 Family squabbles, P1: OTA/XYZ P2: ABC bind JWBT286/Jeffries May 3, 2010 11:20 Printer Name: Courier Westford, Westford, MA Index Fashion choices, timeless, 183 File compression, 171 First impressions: business card exchange, 120 handshake and, 112 image and, 181 one chance at, 123 positive, trust and, 179 Fitness, 187–188 Fitness trainer example, in elevator pitch, 159–162 5-Ws, perfect sound bite and, 105 Follow-up: following up on, 146–147 successful networking and, 122 telephone, 145–146 Foresight, 17 Forums, 91 Friends, developing understanding of, 48 Friendships, beyond standard business relationships, 24 G Gender, handshakes and, 114 Generative listening, 35 Getting there first, 96–97 Gillette, 28 Giving extra, payback and, 32–33 Gladwell, Malcolm, 3, 180 Glengarry Glen Ross (Mamet), 13, 18 Good sell, making, 131–133 Goodwill, eye contact and, 65 Google: auditing your online brand and, 91 others searching you via, 90 searching your name in quotes via, 177 tailoring presentation and research via, 85 Graduate, The, Grammar, in e-mails, 172–173 Greeting kiss, 119 Greetings, effective, soft skills and, 25 Grooming, 180, 182–186 accessories, 184 clothing, 182–183, 185 shoes, 184 soft skills and, 25 Growing network, 147–152 business card alchemy, 149–150 needing new contacts, 148–149 network as salespeople, 150–151 network’s network, 152 Gut feelings, acting on, 15 H Habits, adhering to new approach for 28 days and changes in, 12–13 Hair style, 181 205 P1: OTA/XYZ P2: ABC bind JWBT286/Jeffries May 3, 2010 11:20 Printer Name: Courier Westford, Westford, MA INDEX Handshakes, 111–112, 129 clean and dry, 114–115 duration of, 112 early shakers, 113 eye contact and, 115–116 health concerns, 115 long shakers, 112–113 perfect, 33 strength, 114 wrist grab, 115 Hard skills, defined, Hearing, soft skills and, 24 Height, success and, 180 Hidden messages, 16 Hoffman, Dustin, Hunches, acting on, 15 I Ideas: pitching, soft skills and, 24 proposing, 33 Image, 179–189 body, 186–189 clothes, 182–186 height, 180 importance of, 180–182 polishing, 181 success level and, 179 Industry expert, playing role of, 92 Influence, growing, 18 Informed conversation, 123–124 Insight, 17 206 Instant messaging, techniquette and, 170–171 Interest, showing vs taking, 46 Interests of boss or client, knowing about, 19 Internet, 91 See also Google; Social networking Interruptions, 131 In-their-shoes theory, 17, 41–42, 51, 73–81 Introductions, self-engineered, 128 iPhone, techniquette and, 167 IT sales pitch, 163 J Jealousy effect, 193 Jealousy reaction, 135–136, 152 Jobs, keeping, Johnson, Samuel, 192 Jokes, e-mail brand value and, 177 Jolie, Angelina, 183 K Kisses, greeting, 119 L Language, 33 avoid saying “no,” 107–108 clear and effective use of, 30 power of, 106–108 Power of Three, 108 rhetorical questions, 106–107 soft skills and use of, 25 P1: OTA/XYZ P2: ABC bind JWBT286/Jeffries May 3, 2010 11:20 Printer Name: Courier Westford, Westford, MA Index Last impressions, importance of, 122 Lauer, Matt, 103 Layoffs, Lehman Brothers, 158 Leveraging network, 141–147 following up the follow-up, 146–147 following up with new contacts, 142–143 nurturing existing contacts, 142 radar, 143 recall, 143–144 reward, 144–145 telephone follow-up, 145–146 Rs, 143 Lewis, Michael, 158 Liar’s Poker (Lewis), 158 LinkedIn, double-checking privacy settings and, 91 networking limitations and, 110 trust building and, 120–121 Listen, watch, and then speak credo, 66 Listen, Watch, Anticipate, React See L-WAR (Listen, Watch, Anticipate, React) program Listening, 6, 25, 31, 35–52 context and, 44–46 ear-to-mouth ratio and, 40–41 effective, 36–37 empathy and, 47–48 generative, 35 important questions related to, 37–38 mastering, during weeks and 2, 14 multi-part approach to, 40 nods per minute, 47 playing the part, 42–44 putting yourself in someone’s else’s shoes, 41–42 quiz, 48–50 seduction takeaways, 51–52 showing interest vs taking an interest and, 46 soft skills and, 24 United Nations example, 38–40 value of, 36 Lucky clothes, psychology behind, 185 L-WAR (Listen, Watch, Anticipate, React) program, 13 anticipate (step 3), 6–7 committing to, listen (step 1), as long-term investment, 199–200 react (step 4), watch (step 2), as way of business life, 191 207 P1: OTA/XYZ P2: ABC bind JWBT286/Jeffries May 3, 2010 11:20 Printer Name: Courier Westford, Westford, MA INDEX M Makeup, 181 Mamet, David, 13 Marriage, in-their-shoes philosophy and, 78 Master Seduction Plan: hunch, 15 network test, 19–21 overview, 11–21 week and week 2, 14–15 week 3, 16 week 4, 17–18 what you should be anticipating, 16–17 Meaning: listening in context and, 51 understanding, 37 Meetings: ending earlier than expected, 33 etiquette, 33 eye contact during, 63–64 Melody, voice and, 102–104 Men: accessories for, 184 handshakes and, 114 Menu theory, 30 Message, chopping up, 105 Morris, Estelle, 61 MySpace, 110 checking privacy settings on, 177 double-checking privacy settings on, 91 208 N Name dropping, 136–137 Needs, reading, soft skills and, 25 Negotiating the deal, 33 Network: growing, 147–152 leveraging, 141–147 nurturing, 153 Networking: soft skills and, 33 3Rs of, 195 Networking secrets, 109–153 business card exchange, 120 confidence and, 110 essential networking skills, 111–118 establishing trust, 120–121 eye contact, 115–118 follow-up, 122 greeting kiss, 119 growing your network, 147–152 handshake, 112–116 jealousy reaction, 135–136 leveraging your network, 141–147 making an entrance, 126–134 name dropping, 136–137 promise, 121–122, 137–138 release, 122, 138–141 researching target, 126 sell, 121 trust, 123–126 P1: OTA/XYZ P2: ABC bind JWBT286/Jeffries May 3, 2010 11:20 Printer Name: Courier Westford, Westford, MA Index Networking skills, essential, 111–118 Networking stages: establishing trust, 120–121 follow-up, 122 promise, 121–122 release, 122 sell, 121 Network test, 19–21 Never say No, 33 New contacts: following up with, 142–143 need for, 148–149 Nodding: goodwill created with, 65–66 one-degree networking and, 128 Nods per minute, 33 listening and, 47 reacting to, 51 Note taking, listening and, 46 “No,” various meanings of, 191 O Obama, Barack, speech techniques of, 33, 108 Objectives of boss or clients, knowing about, 20 Observation, anticipation and, 17 Observational skills: mastering, 48 polishing, 59 Observing, testing conclusions and, 69 One-degree networking, 127–128 Online brand, content control and, 91 Online presence, growing, 93 Opening gambits, 129 Opportunity, preparation and, 33 Outgoing messages, checking before clicking “send,” 196 Outliers (Gladwell), 3, 180 P Pacing, voice and, 102 Passion, in elevator pitch, 157, 165 Payback, 152 credits, building up, 122 giving extra and, 32–33 Pay raises, context, meaning and, 44–45 Pease, Allan, 179 Pease, Barbara, 179 Perfect sound bite, 104, 105–106 Personal branding ideas, soft skills and, 33 Personal connections, being on lookout for, 45 Phone time, anticipating, cold calls and, 93–95 Pitch, vocal, 102 Pitt, Brad, 183 Poise, 179 Positive communication, soft skills and, 24 209 P1: OTA/XYZ P2: ABC bind JWBT286/Jeffries May 3, 2010 11:20 Printer Name: Courier Westford, Westford, MA INDEX Positivity, nodding and, 65–66 Posture, 126, 188–189 Power of Three, 108 Powers of seduction, understanding, Pre-empting telephone calls, 145, 146 Pre-ending telephone calls, 145, 146 Preparation, opportunity and, 33 Presentation: reputation and, 32 soft skills and, 104 Privacy settings, checking, 90–91, 177 Process pitch, 162–163 Promise: purpose of, 137–138 successful networking and, 121–122 Proofreading, e-mail messages, 172 Psychology, 33 Putting yourself in their shoes, 41–42, 51, 73–81, 96 Pyramid approach, in elevator pitch, 159–161 Q Quizzes, on listening, 48–50 R Radar, 143, 153, 195 Reacting, 7, 31 210 becoming adept at, 94 holding back on, 55 Readiness, anticipating and, 96 Read-responses to e-mails, 175–176 Recall, 143–144, 153 Reciprocity, anticipating needs and, 32 Reinventing yourself, 197–198 Release: closing the circle, 139 dating exit, 140 getting it right, 141 making your exit and dropping an anchor, 139–140 releasing too late, 138–139 successful networking and, 122 Reply-to-all society, 173–175 Reputation: enhancing, 92 growing by leaps and bounds, 32 Research: anticipating through, then talking the talk, 84–86, 152 on key players, 126 Respect, earning, 30 Re-tweeting, 93 Reward, 144–145, 153 Rhetorical questions, 106–107 Rhythmic speech pattern, 103 Romantic relationships, P1: OTA/XYZ P2: ABC bind JWBT286/Jeffries May 3, 2010 11:20 Printer Name: Courier Westford, Westford, MA Index S Sales: everyone in, 27–30, 33 failing at, 13 Saving e-mail messages, before sending, 175 Seduction: defining, maintenance of, 191–200 as two way street, 193 understanding powers of, Seed-planting mission, 134 Self-audits, 100 Self-awareness, 99 Self-debate, 83–84, 89 Self-engineered introduction, 128 Sell: making, 131–133 successful networking and, 121 Senge, Peter, 35 Shared interests, identifying, 129–130 Shoes, 184 Signals: adapting to, 70 key, 69–70 Size of clothing, 184–185 Smartphones: silencing at business meetings, 169 techniquette and, 167 Smile: business seduction and, 189 first impressions and, 112 opening gambit with, 129 Social customs, handshakes and, 112 Social encounters, Social networking, 91 privacy settings and, 153, 177 supplementing offline networking with, 110 techniquette and, 167 Soft skills, 18, 24, 95, 102, 167, 168 applying to business and social situations, 25, 33 defined, earning trust with, 30 elevator pitch, 155–165 e-mail matchmaking, 149–150 eye contact and, 63 giving extra and, 32–33 handshakes, 111–112 image and, 179 making an entrance, 126 networking equation, 110 practicing, 31 presentation and, 104 weighing scales metaphor and, 26–27, 33 when and how to use, 26 Sound bite: brevity and, 104 perfect, 105–106 211 P1: OTA/XYZ P2: ABC bind JWBT286/Jeffries May 3, 2010 11:20 Printer Name: Courier Westford, Westford, MA INDEX Speaking: holding back on, 55 listening vs., 36 Speech, rhythmic pattern of, 103 Spelling, in e-mails, 172–173 Split-second strategies, mapping out, 15 Star Trek analogies, 196–197 Stewart, Patrick, 197 Strangers, talking to, 129–130 Strategic communication: greater success with, 18 soft skills and, 24 Style, 179 Success: achieving, 18 by association, 134 height and, 180 image and level of, 179 networking skills plus confidence and, 110 T Techniquette, 33, 167–178 Blackberry, 168, 169 Bluetooth earpieces, 169–170 corporate data bombs, 171 e-mail, 171–178 instant messaging or texting, 170–171 Telephone follow-up, 145–146 212 Texting, techniquette and, 170–171 Thought leadership content, 92, 97 3Rs: Radar, 143, 153 Recall, 143–144, 153 Reward, 144–145, 153 Tone of voice, listening in context and, 51 Translating, listening and, 38–40 Trust, 82 appearance and, 180 building, 31, 119, 192 business card exchange and, 120 earning, 18 ear-to-mouth ratio and, 41 emotional connections and, 45–46 empathy and, 47 establishing, 123–126 eye contact and, 65 gaining, 95 identifying common ground and, 129 image and, 189 in-their-shoes philosophy and, 77 LinkedIn and creation of, 121 listening skills and, 36 networking success and, 120–121 P1: OTA/XYZ P2: ABC bind JWBT286/Jeffries May 3, 2010 11:20 Printer Name: Courier Westford, Westford, MA Index nods per minute and, 47 one-degree networking and, 127 positive first impressions and, 179 properties of, 30 self-debate and, 84 Tweetability, 93 Twitter, 91 U Unexpected meetings, power of, 147 United Nations example, listening and, 38–40 Unsaid messages, 16 V Value and Benefits pitch, 163, 165 Verbal communication, looking for clues in, 45 Verbal volleys, being on lookout for, 39 Vocal embellishments, 102–104 Voice, 99–108 melody, 102–104 pace and diction, 102 volume, 100–102 Voyager, 197 W Wardrobe, 182–183, 185 Watching, 6, 25, 31, 53–70 Alpha Male example, 56–58 Challenged Alpha Female example, 58–59 mastering, during weeks and 2, 14 quiz, 66–68 seduction takeaways, 69–70 seeming simplicity of, 53 Weight loss, confidence and, 186–187 West Wing, The, 82 Who-do-you-know method, 128 Why Men Lie and Women Cry (Pease and Pease), 179 Williams, Brian, 103 Winning people over, with soft skills, 25 Women, handshakes and, 114 Work demeanor of boss or clients, knowing about, 19–20 Wrist grab, 115 Written communications, taking continuous care with, 195–196 Y ‘Yes’ people, 43 213 (continued from front flap) So much in business success depends on first impressions, personal interactions, and other intangible aspects of your behavior Embrace this important skill-set, develop your abilities, and remove those habits that work against you Get The Art of Business Seduction and give yourself the tools to attract and win people over, so you can enjoy breakthrough results in business and life $22.95 USA/$27.95 CAN Become a MAS TE R OF B US I NE S S S E DUC TI ON Praise for THE ART OF BUSINESS SEDUCTION in just 30 DAYS “Mark Jeffries’s unique communication approach has great value in the business world Simple, usable, and effective ideas!” I n business, you need an edge In every business situation—to get that job, get that promotion, lead that negotiation, make that sale—you need to win people over In highly competitive situations, you need to stand out, get noticed, and be remembered The Art of Business Seduction gives you the edge you need —Robin Ashbrook, Vice President, Reveille Productions “These are methods that just work! Mark Jeffries has captured smart techniques that are an essential part of business success.” —Alison Masters, Group Director, Central Marketing, Microsoft MARK JEFFRIES is a trusted advisor and communications consultant to the world’s largest and most successful corporations, agencies, and accounting and law firms As a keynote speaker and executive coach, Mark has built a business addressing professional conferences around the world and coaching top business executives, lawyers, and politicians His leading clients include Ernst & Young, Microsoft, IBM, Boeing, Royal Bank of Canada, HSBC, and McDonald’s As a leader in the fields of strategic communication, influence, and soft skills, Mark’s advice is widely sought in the corporate world as well as on TV and radio “Being successful in life is all about grabbing an opportunity and running with it The Art of Business Seduction clearly shows you how This is a must-buy book!” —Mel Robbins, syndicated radio host “This is the ultimate guide to success! I am going to encourage my whole team to read this book!” —Michael Holtz, CEO, smartflyer Visit www.markjeffries.com Author Photograph: Chris Macke lan P y a D A3 ed , c i t o N t e to G d, e t o m o r P Get head A t e G d n a This is a concise personal success plan that teaches you how to make the smart moves and say the right things to succeed in any business setting As the “Business Seducer,” Mark Jeffries utilizes the raw power of seduction to provide you with a proven system for becoming a Master of Business Seduction, giving you the tools to size up any business situation, think and act on your feet, and get exactly what you want After only thirty days of using the author’s straightforward L-WAR (Listen, Watch, Anticipate, React) approach, you’ll be able to: ■ Translate the subtle clues in the voice, body language, and handshake of whoever you’re engaging ■ Maximize the persuasiveness of what you say and how you say it ■ Use networking secrets to seize opportunities and beat your competitors ■ Hone your “elevator pitch” ■ Deploy your Personal Brand ■ And more! (continued on back flap) ISBN: 978-0-470-59618-0 ... across in the most convincing manner possible The art of business seduction frees you to effortlessly connect with and influence others so that they not only come to believe they want you and the services... a variety of circumstances what it is they want At the same time, and without them being any the wiser, business seduction allows you to convince these people that you are the person they want... on If they keep checking their wristwatch, make your point and wrap it up Time is important to these people and they have other meetings and business they need to tend to By being aware of these