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Make It All about Them Winning Sales Presentations

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ISBN-10: 1118428374

ISBN-13: 9781118428375

Edition: 2013

Authors: Nadine Keller

List price: $18.99
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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…    
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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

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