How to Run Seminars and Workshops. Presentation Skills for Consultants, Trainers, Teachers, and Salespeople. 4th Edition

  • ID: 4076984
  • Book
  • 352 Pages
  • John Wiley and Sons Ltd
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  • Overcome Your Fear and Present Like a Pro
  • Deliver a Presentation that Motivates and Inspires
  • Captivate Your Audience with Creative Ideas

THE ULTIMATE GUIDE FOR ANYONE WHO MAKES A LIVING SHARING WHAT THEY KNOW WITH OTHERS

"Over the past few decades, I have watched Rob Jolles successfully educate and train thousands of professionals on mastering the art of consultative selling, persuasion and public speaking. There is one common denominator to his success, and that′s his ability to orchestrate and run seminars and workshops that work. This book is a must for everyone!"
Glenn M. Cackovic, managing partner, GlobalMacro Partners, LLC

"Rob Jolles is a master at turning mere interest into lifelong impact through his seminars and workshops. The tactics and techniques he employs have been refined for more than 30 years and they are packaged here in a way that will help you elevate your next audience to a higher plane."
JV Venable, former USAF Thunderbird Commander and author of Breaking the Trust Barrier!

"I′ve learned a great deal from Rob Jolles about how to execute effective and profitable sales workshops and seminars. The latest version has many ideas about implementing worthwhile online programs that we are putting into action imminently."
Fred Diamond, founder, Institute for Excellence in Sales

Most presenters know all about their chosen subject. Unfortunately, few of them know how to present what they know. Over the past quarter century, this book has taught tens of thousands how to sell, teach, stand up, and deliver an effective training session or presentation on almost any subject, in any setting.

In this updated Fourth Edition, Robert Jolles, former head of Xerox′s world–renowned "Train–the–Trainer" program, once again shares proven techniques for winning over an audience, holding their interest, conveying important information, and moving them to action! New to this edition are a chapter on how to take your presentations and seminars online; more ways to use keynote and workshop delivery to market to clients and customers; new information on how to create and use simulations in training; and templates and worksheets for developing and fine–tuning your presentation selling skills.

Packed with straightforward, trustworthy advice and powerful tools, How to Run Seminars & Workshops, Fourth Edition is an essential tool for professional trainers, speakers, teachers, salespeople, and business professionals.

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Preface ix

Acknowledgments xv

PART I GETTING STARTED

Chapter 1 Creating a Seminar Business 3

Chapter 2 Working with Adult Audiences 29

Chapter 3 Recognizing Trainees Levels of Behavior 47

Chapter 4 The Personality Parade: Training All Different Types of People 55

Chapter 5 The Pace Race: How to Train Groups with Diverse Needs 85

Chapter 6 Anatomy of an 8:00 a.m. Start: Finalizing On–Site Preparations 93

PART II DELIVERY: THE ART OF MAKING GREAT PRESENTATIONS

Chapter 7 The Secret of Success: Selling Your Presentation 113

Chapter 8 Thirty Tips on Maintaining Interest 141

Chapter 9 The Art of Effective Questioning: Getting Trainees Involved 167

Chapter 10 Using Visual Aids 193

Chapter 11 Technology and Training 203

Chapter 12 Taking Your Training Online 221

Chapter 13 Giving Feedback and Coaching 235

Chapter 14 Tricks of the Trade 243

PART III IMPROVING THE TRAINING PROCESS

Chapter 15 Inside the Mind of a Professional Speaker: How to Present Your Best Self 267

Chapter 16 The Value of Good Training: Hiring Effective Trainers 281

Chapter 17 Avoiding the Training Trap: Problems with Relevance and Respect 289

Chapter 18 Developing a Training Staff 297

Chapter 19 Evaluation and Support 303

Chapter 20 Adventures in Cross–Training 311

Epilogue: What s Next? 319

Index 323

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Robert L. Jolles
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