Make It All about Them Winning Sales Presentations

Name: Make It All about Them Winning Sales Presentations
Price: 7.8 USD
Availability: InStock
ISBN: 9781118428375

ISBN-10: 1118428374

ISBN-13: 9781118428375

Edition: 2013

Authors: Nadine Keller

List price: $18.99

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Description:

In today's commodity-based marketplace it is harder than ever to differentiate even the most unique services and products. The sales presentation provides the most powerful opportunity to do so. Recognizing the salesperson's mindset ("Time is Money"), this book is designed to provide quick and useful concepts and tools to help salespeople break through the "we have always done it this way" mentality that is so prevalent in Corporate America. Make It All About Them offers sales professionals a proven and unique approach for winning sales presentations by highlighting the traditional rules of presentations and revealing the truth about them. Some examples includeTradition: The more detail we…

Book details

List price: $18.99
Copyright year: 2013
Publisher: John Wiley & Sons, Limited
Publication date: 1/29/2013
Binding: Hardcover
Pages: 240
Size: 6.30" wide x 9.30" long x 0.88" tall
Weight: 0.880
Language: English



Acknowledgments


Introduction: Creating an Experience



What You Present: The Messages



Make It All About Them



Start with the End in Mind



Develop a Story



Developing Stories for Existing Clients (Rebids)



The Skill: How You Say It



Facilitating the Experience



Speaking the Client's Language



Making It Compelling



Anticipating and Answering Questions



Behaving as a Team: Team Dynamics



Analyzing Your Audience



The Materials: What We Say It With



Dodging the Bullets: Avoiding Death by PowerPoint



The Strategy behind the Materials



Twenty-three Elements of the Experience



The Tool Kit


Index