Make It All About Them: Winning Sales Presentations

Overview

Salespeople have been boring buying committees for yearswith laborious page-by-page presentations. Droning on about theirproducts, reciting bullet point after bullet point, thesepresenters have failed to realize that they're missing a grandopportunity to stand out in a vast sea of sameness. In today'scommodity-based marketplace, it is harder than ever todifferentiate even the most superlative services and products. Thesales presentation provides the most powerful chance to do ...

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Make It All About Them: Winning Sales Presentations

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Overview

Salespeople have been boring buying committees for yearswith laborious page-by-page presentations. Droning on about theirproducts, reciting bullet point after bullet point, thesepresenters have failed to realize that they're missing a grandopportunity to stand out in a vast sea of sameness. In today'scommodity-based marketplace, it is harder than ever todifferentiate even the most superlative services and products. Thesales presentation provides the most powerful chance to do so.

Make It All About Them offers sales professionals a newway forward. It explains why focusing on three key points trumps apresentation full of details; why plain English always wins overjargon; and why the audience doesn't care about you, but ratherwhat you can do for them. Make It All About Them offerssales professionals a proven and unique approach for winning salespresentations by highlighting the traditional rules ofpresentations and revealing their shortcomings. You'll discover howto:

  • Identify your three key messages
  • Develop a story that is engaging, targeted, and memorable
  • Speak your client's language
  • Highlight the most compelling benefits of your product orservice
  • Ruthlessly analyze your existing presentation in order to avoiddeath by PowerPoint
  • Use LinkedIn and coaches to help you understand your audiencemember's personality
  • And much more!

These quick and easy concepts and tools will help you breakthrough the "but we've always done it this way" mentality thatdrains the life out of corporate America. Turn the conventionalapproach to sales presentations on its head. Make it all about youraudience, and you'll win every time.

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Product Details

  • ISBN-13: 9781118428375
  • Publisher: Wiley
  • Publication date: 1/4/2013
  • Edition number: 1
  • Pages: 220
  • Product dimensions: 6.00 (w) x 9.10 (h) x 0.90 (d)

Meet the Author

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.

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Table of Contents

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

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