New Sales Speak: The 9 Biggest Sales Presentation Mistakes & How to Avoid Them

by Terri L. Sjodin; Foreword by: Mark Victor Hansen

• ISBN13: 9780471436966
• ISBN10: 0471436968
• Format: eBook
• Copyright: 2001-05-01
• Publisher: Wiley

Summary

Advance Praise for NEW SALES SPEAK . . ."Here comes the book . . . New Sales Speak is the first book on the vital marriage of persuasive selling techniques and crucial speaking skills." -Harvey MaCkay, Author of the New York Times bestsellers Swim with the Sharks and Pushing the Envelope"An incredible book on sales effectiveness! You can learn how to release your brakes and step on your accelerator toward higher sales." -Brian Tracy, Brian Tracy International"Loaded with substantive ideas that can help you do more, earn more, and be more!" -Nido Qubein, Chairman, National Speakers Association Foundation, and Past President, National Speakers AssociationEVERYBODY SELLS SOMETHINGWhile each of us is blessed with a different level of talent, the ability to speak with savvy, polish, style, and humor is a learned skill. Learning how to more effectively sell yourself and your message can give you a tremendous advantage in our competitive world. Written for anyone who gives one-on-one, small group, or large group presentations, whether you are directly in sales, a company manager, teacher, or community volunteer, New Sales Speak identifies the most common mistakes individuals make when presenting and explains how to avoid them in creating your own highly successful presentations. Including a detailed sample outline you can adapt for your own purposes, this book will turn you into a polished and persuasive presenter and a first-class sales professional.Selling + Speaking = Sales Speak Build and deliver a powerful case for your message Make the best use of your allotted time Use visual aids effectively Transform fear into energy Tailor your presentation to meet the needs of your listeners Close the sale

Table of Contents

Foreword	ix
Acknowledgments	xiii
Introduction	1	(14)
Sales Speak: Selling, Speaking, and the Partnership Between the Two	15	(24)
Mistake Number 1: Winging It	39	(10)
Mistake Number 2: Being Too Informative versus Persuasive	49	(22)
Mistake Number 3: Misusing the Allotted Time	71	(24)
Mistake Number 4: Providing Inadequate Support	95	(18)
Mistake Number 5: Failing to Close the Sale	113	(10)
Mistake Number 6: Being Boring, Boring, Boring	123	(20)
Mistake Number 7: Relying Too Much on Visual Aids	143	(14)
Mistake Number 8: Distracting Gestures and Body Language	157	(10)
Mistake Number 9: Wearing Inappropriate Dress	167	(12)
How to Do a Self-Evaluation	179	(12)
Final Thoughts	191	(44)
Bibliography	235	(2)
Index	237	(5)
How to Contact the Author	242