Keller Make It All About Them

Winning Sales Presentations
1. Auflage 2012
ISBN: 978-1-118-51961-5
Verlag: John Wiley & Sons
Format: PDF
Kopierschutz: Adobe DRM (»Systemvoraussetzungen)

E-Book, Englisch, 240 Seiten, E-Book

Debunks the myths of the traditional rules of presentations
In today's commodity-based marketplace it is harder than ever todifferentiate even the most superlative services and products. Thesales presentation provides the most powerful opportunity to do so.Make It All About Them reveals the truth behind thetraditional rules of presentations and offers sales professionals anew way forward. It explains why focusing on three key pointstrumps a presentation full of details, why plain English alwayswins over jargon, why the audience doesn't need to know howimportant you are but how important they are, and other effectivetactics.
* Provides quick and useful concepts and tools to helpsalespeople 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 SalesCoaching & Training with more than twenty-five years ofexperience in sales and sales leadership coaching andconsulting
This unique approach will allow you to deliver a winningpresentation every time by making it all about your audience.

Autoren/Hrsg.

Keller, Nadine

Inhaltsverzeichnis

Acknowledgments ix
Introduction: Creating an Experience xi
I What You Present: The Messages 1
1 Make It All About Them 3
2 Start with the End in Mind 11
3 Develop a Story 21
4 Developing Stories for Existing Clients (Rebids) 35
II The Skill: How You Say It 41
5 Facilitating the Experience 43
6 Speaking the Client's Language 59
7 Making It Compelling 71
8 Anticipating and Answering Questions 87
9 Behaving as a Team: Team Dynamics 97
10 Analyzing Your Audience 123
III The Materials: What We Say It With 131
11 Dodging the Bullets: Avoiding Death by PowerPoint 133
12 The Strategy behind the Materials 159
IV Twenty-three Elements of the Experience 173
V The Tool Kit 189
Index 209

Über Autor(innen)

NADINE KELLER is founding partner of Precision SalesCoaching & Training. As director of sales training with JPMorgan Chase, she developed a culture of best-in-class sales andmarketing behaviors, processes, and procedures, and launched the"learning while doing" technique. Establishing Keller &Associates in 1998 and Precision Sales Coaching & Training in2006, Nadine has brought her proven coaching methods to a broaderaudience that spans industries. Her firm has provided coaching andtraining for thousands of sales professionals with measurableresults.