Index
A
Abrams, Creighton,
177–178
Accessibility,
58
,
107
Accountability,
66
Achievement
recognizing,
8
,
70
,
150–151
,
155
rewarding,
154–155
Acknowledging objections,
101
Acting out stories,
183–184
Action coaching model,
152–153
,
156
Active communications,
43
Afghanistan,
36
All-employee meetings,
50
Amends, making,
36
Analogies,
76
,
176
Anecdotes,
78–79
,
182
Apollo 13,
60
Apologies,
36
Apple Computer,
18
,
47
,
180
Arguments, structuring,
80–81
Armitage, Richard,
93–94
Arthur Andersen,
28
Asking for the sale,
115
Audience assessment,
97–107
creating relationships in,
103
desires of audience in,
99
dialogue with audience,
130
,
132–133
engaging audience,
128–129
expectations of audience in,
99–101
hostility and,
98–99
overcoming objections and,
20
,
101–103
reaching correct audience,
52–54
Authenticity
of coaches,
110–111
of presenters,
109–110
Authority,
82–83
