Make It All About Them: Winning Sales Presentations
- 3h 1m
- Nadine Keller
- John Wiley & Sons (US)
- 2013
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.
About the Author
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.
In this Book
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Make It All About Them—Winning Sales Presentations
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Introduction—Creating an Experience
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Make It All About Them
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Start with the End in Mind
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Develop a Story
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Developing Stories for Existing Clients (Rebids)
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Facilitating the Experience
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Speaking the Client’s Language
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Making It Compelling
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Anticipating and Answering Questions
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Behaving as a Team—Team Dynamics
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Analyzing Your Audience
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Dodging the Bullets—Avoiding Death by PowerPoint
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The Strategy behind the Materials
