style="font-size:15px;"> ISBN 978-0-85708-609-9 (pbk.)
1. Business communication. 2. Communication in management. 3. Influence (Psychology) I. Ruttle, Richard. II. Title.
HF5718.B65883 2015
658.4′5–dc23
A catalogue record for this book is available from the British Library.
ISBN 978-0-857-08609-9 (pbk)
ISBN 978-0-857-08608-2 (ebk) ISBN 978-0-857-08607-5 (ebk)
Cover design: Wiley
Cover image: ©patrimonio designs ltd/Shutterstock
Brush type: ©iralu/Shutterstock
About the Authors
Andy Bounds is an award-winning consultant, who's helped his customers win £billions. Author of best-sellers The Snowball Effect and The Jelly Effect, he has spent decades studying what makes communication work.
His skills and passion stem from the fact his mother is blind. This has given him a lifetime's experience of seeing communication from the other person's point of view – so critical if you want to become Top Dog.
To join Andy's online video club, and access hundreds of his videos explaining how to communicate/sell better, visit www.andyboundsonline.com.
Richard Ruttle is a leading practitioner in developing Board-level relationships in some of the world's largest and most famous companies. He has created and delivered Relationship Development training programmes for Senior Executives in two of the world's largest professional services companies.
His consultancy expertise has helped his customers to deliver major transformation programmes, delivering huge cost savings and increased revenues.
Acknowledgements
I've enjoyed writing Top Dog. Thanks to everyone who's helped me.
To Richard: thank you – it has been a great experience to write with you, to share our ideas, and to see how you go about things.
Top Dog is my third book. As always, it wouldn't have been possible without the fabulous team at Capstone; and my two Emmas …
To my wonderful PA Emma Platt (soon-to-be Emma Thomas – congratulations Em and Julian) – you've had the ‘joy’ of making sure I have the time and headspace to write, as well as spending countless hours typing. Thank you!
To the amazing Mrs Bounds – Em, thanks for all your help, wisdom, insight and all-round brilliance. And for being so tactful when advising on edits!
And finally, to my four Top Pups: you make me proud every day …
Meg, you'll have a fab time at Uni – such an exciting time for you. Thanks for your advice on the book – it was invaluable.
Jack, thanks for going easy on me when we play sport. I know you let me win sometimes. But thanks for pretending you don't.
Super Maia, I just think you're fab. I can't wait for our next Daddy Daughter Date. Tell you what: you choose where we go, and I'll pay. OK?
And Tom, by the time you're old enough to read this, I'll hopefully have forgotten that you keep me awake so much. I'll do my best to have forgiven you by then too …
To Andy Bounds for his legendary and unending patience with me as a new writer, Bill from whom I learnt most and for cajoling and encouraging, Pamela and Steve for cheering me on when energy was flagging. So many others who have encouraged and supported.
To all my faithful canine companions – Jinny, Crispy, Biddy, Toby, Kentee, Temp, Corry , Elsa, Misty and Brook.
Most of all, my Grown Up kids – Emma whose focus on helping others less fortunate humbles me, Matt the new entrepreneur whose dedication and commitment inspires me and Oli whose dedication to fitness has pushed even me into the gym!
And of course … my Mum!
When you have an important meeting coming up, how do you prepare?
Pull some materials together?
Create a new slide deck?
Prepare your opening line? Maybe ‘thanks for sparing your time’?
People do things like this all the time. You see it every day.
But just because it's everywhere doesn't mean it's best.
For example, when you turn up with pre-prepared material or slides that they haven't asked for, they'll probably assume you intend to talk at them, not with them.
And phrases like ‘thanks for sparing your time' can come across as deferential (‘your time's more important than mine’); not equal.
The other person picks up on this. And, without doing a thing, they're now in charge. This means your conversation usually ends with what they want, not what you want. This could mean you don't get the pay rise you deserve; the sale; the new job; the promotion …
When this happens, in effect, you ‘lost’ before you even started talking.
People want you to be impressive, not subservient
If this sounds depressingly familiar, don't worry: you aren't alone. When pushed, most people would admit their approach doesn't differentiate them from anyone else. They also know that, unless they can establish peer-level relationships and credibility, they'll always lose to the Top Dog.
But other Top Dogs don't want you to be like this!
They want you to impress them. To help them. To add value to them. That's why they're seeing you.
And, since most of your competitors – both business and personal – struggle with this, it's a huge opportunity for you.
This book will help you take that opportunity.
You'll learn hundreds of new, simple, practical ways to impress and influence others – great for pay rises, sales, new jobs and promotions – including:
• Easy ways to impress from Minute One.
• How to prepare to have outstanding meetings and interactions which appear spontaneous, but are in fact well-rehearsed.
• Practical advice around establishing rapport, using impactful Elevator Pitches and icebreakers that work but aren't cheesy.
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