Public Speaking as Listener&rsquos Like It &ndash Copyright 1935 (Ocean View, CA)

Public Speaking as Listener&rsquos Like It &ndash Copyright 1935

Local pick-up preferred but will ship at the buyer s expenseKingston Books 4 IMG_1149Condition Excellent 75.00 or Best Offer Authors Richard C. Borden Alvin C. Busse Publisher Harper and Brothers A book for every executive and salesman who wants to know where his selling methods are right where they are wrong and how they affect the persons dealt with. The authors have listened to and analyzed 1500 sales interviews and delivered 6 basic principles of argumentation These principles they write are so elementary that no text-book writer has hitherto condescended to mention them lest he imperil his dignity. They are so obvious that the great majority of disputants blissfully ignore them and consequently violate them regularly and disastrously Each of these rules is explained and vividly illustrated with actual sales dialogues. Taken together they constitute a complete practical formula for winning arguments a scientific basis for the fine art of persuasion in selling. Foreword The principles in this text are formulated by the greatest living authority on public speaking the man who listens to you. All of the principles formulated by this authority have one important thing to recommend them. They work If you apply these principles your listeners will like you. They will believe you. They will understand you. They will follow you. And these listener responses you must get. Unless you get them your speech is not a speech. It is a mere performance. Contents by Chapter Foreword 1. LISTNERS LAWS FOR SPEECH ORGANIZATION The Formal Platform Speech The Informal Conference-room Speech The Speech of Introduction The After-dinner Speech 2. LISTNERS LAWS FOR SPEECH SUBSTANCE Listener s like for-instances in story form. Listener s like for-instances which involve famous people. Listener s like for-instances which animate the pages of history. Listener s like for-instances based on colorful analogies. Listener s like for-instances which dramatize important statistics. Listener s like for-instances interwoven with visual aids. 3. LISTNERS LAWS FOR SPEECH PHRASEOLOGY Listener s like speech phraseology free from wax . (WAX was used to refer something used to hide flaws). Listener s like speech phraseology that is grammatically sure-footed. Listener s like speech phraseology with good connective tissue. Listener s like speech phraseology that is conversational. Listener s like speech phraseology that is specific. Listener s like speech phraseology that is picturesque. Listener s like speech phraseology that is clear. 4. LISTNERS LAWS FOR SPEECH DELIVERY Deliver with the full resources of your personality. Deliver both to your listener s ears and to his eyes. 1. Look at your listeners. 2. Look at your listeners all the time. 3. Look at all your listeners. 4. Actually see your listeners. 5. Maintain an alert body carriage. 6. Make your body behave. HOW TO PLEASE YOUR LISTENERS EARS 1. Talk Don t orate. 2. Talk animatedly. (a) Change pitch (b) Change Volume (c) Change rate 3. Talk clearly 4. Talk with composure PAUSE PRINCIPLE 1 Make sure that your pauses punctuate rather than mutilate. Avoid nervous pauses after prepositions and articles. PAUSE PRINCIPLE 2 When you pause pause cleanly (a) Recognize clearly that listeners will never like you as long as you er. (b) Work conscientiously on Pause Principle 1. (c) Don t be content to attack the er habit indirectly through an improved technique of pause-placing. Attack it directly by sheer will of power Agree to give 50 cents to charity every time you catch yourself er ing. At the end of the week you will be broke but cured. Hardcover with jacket 111 pages