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9781118428375

Make It All About Them Winning Sales Presentations

by
  • ISBN13:

    9781118428375

  • ISBN10:

    1118428374

  • Edition: 1st
  • Format: Hardcover
  • Copyright: 2012-12-17
  • Publisher: Wiley

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Summary

Debunks the myths of the traditional rules of presentations In today's commodity-based marketplace it is harder than ever to differentiate even the most superlative services and products. The sales presentation provides the most powerful opportunity to do so. Make It All About Them reveals the truth behind the traditional rules of presentations and offers sales professionals a new way forward. It explains why focusing on three key points trumps a presentation full of details, why plain English always wins over jargon, why the audience doesn't need to know how important you are but how important they are, and other effective tactics. Provides 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 Author Nadine Keller is founding partner of Precision Sales Coaching & Training with more than twenty-five years of experience in sales and sales leadership coaching and consulting This unique approach will allow you to deliver a winning presentation every time by making it all about your audience.

Author Biography

NADINE KELLER is founding partner of Precision Sales Coaching & Training. As director of sales training with JP Morgan Chase, she developed a culture of best-in-class sales and marketing behaviors, processes, and procedures, and launched the "learning while doing" technique. Establishing Keller & Associates in 1998 and Precision Sales Coaching & Training in 2006, Nadine has brought her proven coaching methods to a broader audience that spans industries. Her firm has provided coaching and training for thousands of sales professionals with measurable results.

Table of Contents

Acknowledgements

Introduction:  Creating An Experience

Section One: What You Present: The Messages

Chapter One: Make It All About Them

Chapter Two: Start With The End In Mind

Chapter Three: Develop A Story

Chapter Four: Developing Stories For Existing Clients (Re-Bids)

Section Two: The Skill – How You Say It

Chapter Five:  Facilitation The Experience

Chapter Six: Speaking The Client’s Language

Chapter Seven: Make It Compelling

Chapter Eight: Anticipating & Answering Questions

Chapter Nine: Behaving As A Team /Team Dynamics

Chapter Ten: Analyzing Your Audience

Section Three:  The Materials - What We Say It With

Chapter Eleven: Dodging The Bullets:  Avoiding Death By Powerpoint

Chapter 12: The Strategy Behind The Materials

Section Four:  The Elements Of The Experience

Section Five: The Tool Kit

Supplemental Materials

What is included with this book?

The New copy of this book will include any supplemental materials advertised. Please check the title of the book to determine if it should include any access cards, study guides, lab manuals, CDs, etc.

The Used, Rental and eBook copies of this book are not guaranteed to include any supplemental materials. Typically, only the book itself is included. This is true even if the title states it includes any access cards, study guides, lab manuals, CDs, etc.

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